100 episodes

We interview outbound sales leaders so that you can learn directly from the people on the front lines.

Co-hosted by the best selling author of Predictable Revenue and early Salesforce employee, Aaron Ross and his co-founder/the CEO of Predictable Revenue, Collin Stewart.

Our goal is to help our audience learn sales development, coaching, and prospecting best practices from people that are currently building or have built SDR teams.

Predictable Revenue Podcast Aaron Ross & Collin Stewart

    • Management
    • 4.7, 29 Ratings

We interview outbound sales leaders so that you can learn directly from the people on the front lines.

Co-hosted by the best selling author of Predictable Revenue and early Salesforce employee, Aaron Ross and his co-founder/the CEO of Predictable Revenue, Collin Stewart.

Our goal is to help our audience learn sales development, coaching, and prospecting best practices from people that are currently building or have built SDR teams.

    161: Manage a large sales team virtually and build a kick-ass discovery process

    161: Manage a large sales team virtually and build a kick-ass discovery process

    Sales practitioner turned leader, Armand Farrokh, shares his insights with host Sarah Hicks on this episode of the Predictable Revenue Podcast. In just 18 months at Carta, Armand went from top performing Account Executive to Director of Sales overseeing 30 SDRs and SMB AEs.
    Throughout the episode, Armand expands on exactly how to run a large sales team virtually - from your cadence as a leader, to the difference between coaching and training (3:51), keeping the sea of faces on your team zoom calls engaged (7:19), how reps can learn from one another when they’re not in the same room (9:33), and how to balance it all with your other obligations as a sales leader (11:11). And after all that - as an extra serving of actionable tactics for the closers out there - Armand walks us through his tried and true discovery process (18:20).

    • 34 min
    160: Building a sales team: what you need to get right early with Zach Barney

    160: Building a sales team: what you need to get right early with Zach Barney

    On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Zach Barney, Founder of Zach Barney Enterprises, a growing sales consultancy working with product-driven founders from a host of different verticals.
    Zach is a vertan sales leader – he’s led sales teams from numerous different startups, contributed to Sales Hacker, and now leads his own burgeoning consultancy.
    Throughout the pod, Collin and Zach discuss the early decisions CEOs and sales leaders need to make to get growth right. Highlights include: the benefits of thinking about sales growth early (2:11), the first thing you need to get nailed (6:37), buyer personas (11:25), tracking what’s resonating (15:48), the almighty CRM system (17:04), marketing automation (26:05), and the getting the right data (38:04).

    • 48 min
    159: Communicating effectively in a virtual environment with Dr. Ethan Becker

    159: Communicating effectively in a virtual environment with Dr. Ethan Becker

    On this edition of The Predictable Revenue Podcast, host Sarah Hicks welcomes Dr. Ethan Becker, executive speech coach, trainer, and renowned author.

    Dr. Becker has helped clients of all sizes improve their communication: Harvard University, Apple, and the New York Giants...to name just three. He’s also an Executive Education professor at Harvard. #NotTooShabby.
    Throughout the pod, Sarah and Dr. Becker take a deep dive into the ever-important topic of communication in virtual environments. Now that we’ve entered a collective remote work life, this is a timely podcast, to be sure.
    Highlights include: how has communication changed in virtual environments? (1:55), making good first impressions in virtual sales calls (3:21), building meaningful, continued relationships with a client over video (7:15), balancing screen fatigue (11:32),  in what ways has persuasion been crippled in the COVID environment? (19:51), reading objections without external cues (25:55), creating an authentic sales methodology (30:22).

    • 43 min
    158: Deliverability 101: Make sure your sales emails don’t end up in the Spam folder with Michael Maximoff

    158: Deliverability 101: Make sure your sales emails don’t end up in the Spam folder with Michael Maximoff

    On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Michael Maximoff, Co-Founder of Folderly.
    Michael is an entrepreneur, as well as a sales and marketing consultant, with expertise in email deliverability. 
    Throughout the pod, Collin and Michael discuss the always-critical topic of email deliverability. For those of you that rely on emails as, at least one part of your outreach strategy, you don’t want to miss this discussion.
    Highlights include: deliverability basics (2:54), the importance of email ‘warming-up’ (11:31), email providers (16:35), email content (21:26), what happens when you send an email? (28:41), common mistakes (35:04), and cold call Collin (38:51).
    Shownotes:
    Folderly.io
    https://www.linkedin.com/in/michael-maximoff/
    What is email deliverability? https://bit.ly/3h1rj8X

    • 41 min
    157: How to create an enablement team and prove its return on investment with Irina Soriano

    157: How to create an enablement team and prove its return on investment with Irina Soriano

    On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Irina Soriano, Head of Enablement at Seismic.
    Irina is a veteran sales and enablement leader: she’s been a quote-carrying rep, sales manager, and led sales operations teams at large organizations. She’s juggled the tactical and procedural, and knows how to make a sales org run.
    Throughout the pod, Collin and Irina discuss the ins and outs of building a sales enablement team – from building an enablement org from scratch, to refining processes, to expanding enablement when the time is right. Highlights include: defining enablement (1:01), where to start with enablement (4:36), where does enablement typically sit? (8:29), the charter (10:05), the all-important return on investment (16:36), prioritizing tasks (21:27), getting funding and resources (27:24), and cold call Collin (29:54).

    • 39 min
    156: How to build a culture that attracts top performers with Justin Welsh

    156: How to build a culture that attracts top performers with Justin Welsh

    On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Justin Welsh, founder of the sales consultancy The Official Justin.
    Justin has done just about everything there is to do in sales: account executive, director, CRO, writer, podcaster...the list goes on. To be sure, Justin knows a thing or two about sales.
    Throughout the pod, Collin and Justin discuss how to build a sales culture that attracts, and retains, top performers. Spoiler alert: it takes more than beer and ping pong. 
    Highlights include: building culture (1:05), the foundation for a great sales culture (4:46), the importance of setting expectations (10:05), fostering learning and development (13:14), building the right career path (17:01), getting comp right (19:54), recognition outside of the comp plan (24:06), surprise and delight...generously (27:33), collecting feedback (32:22), impact of getting it right (40:35).

    • 46 min

Customer Reviews

4.7 out of 5
29 Ratings

29 Ratings

Addiction-Overcoming It ,

Fun and informational

Colin and Aaron keep things interesting and engaging. Not too dry, just right!

Jordo5150 ,

All signal, no noise

I often find myself speeding up podcasts to 2x to try and parse the content for the 5-10 minutes of value. I keep this one at 1x. The content is always relevant and each episode is filled with “Golden Nuggets” that provide actionable insights

Highly recommend this podcast for anyone in sales, marketing, or really any position in a SaaS company.

J. Barshop ,

Awesome show, highly recommend!

Collin, Aaron and their guests provide some incredibly compelling and actionable content on how to implement effective sales strategies as well as develop your overall psychology to become the absolute best salesman you can be.

Highly recommend listening and subscribing to the Predictable Revenue Podcast if you want the knowledge AND mindsets to level up your sales efforts (and reach all of your overall business goals as a result)!

Top Podcasts In Management

Listeners Also Subscribed To