The Predictable Revenue Podcast

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Chris Spurvey, entrepreneur, author, speaker, and founder of Chris Spurvey Sales Growth Consulting. Chris has been leading sales, in one for or another, his entire career: from a burgeoning design startup in college, to a sizable IT consulting firm, and, finally, at KPMG. Throughout the pod, Collin and Chris discuss how to build and evolve critical sales skills for those who never thought they'd be salespeople. Highlights include: Chris' journey (5:55), the importance of a positive mindset in sales (13:55), re-framing sales (18:38), The Ladder (26:33), how to ask for referrals (34:23), and cold call Collin (47:38).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sean O'Shaughnessey, Chief Revenue Officer and VP of Sales at Agile Stacks. Sean is an accomplished veteran sales leader – more than three decades worth of experience – and published author of Eliminate Your Competition: A Trapper's Guide to Increasing Your Commission. Throughout the pod, Collin and Sean discuss how to update the traditional hunter-farmer sales model to better reflect the responsibilities of today's sales professional. Highlights include: the problem with the hunter-farmer sales model (3:18), specializing sales roles (20:11), what does a good trapper do? (22:32), the makings of a great salesperson does (35:15), Sean's unique celebrations after closing a big deal (42:55), and cold call Collin (48:46).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jamie Scarborough, Co-Founder of The Sales Tales Agency Jamie has been on the forefront of sales recruitment for more than a decade: in addition to founding The Sales Talent Agency, he also co-founded The Great Canadian Sales Competition, the biggest national student competition in Canada. Throughout the pod, Collin and Jamie discuss how a recruiter analyzes candidates, conducts its own sales process, and hires adaptable recruiters. Highlights include: hiring across the sales spectrum (5:43), making the wrong hire (9:17), The Sales Talent Agency's hiring strategy (13:53), the agency's internal hiring process (27:49), the assignment (31:19), positive and negative signals from the assignment (40:14), and the evolution of sales recruitment (45:04).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Christi Wall, Director or Revenue Enablement at Chainalysis. Christi is a veteran sales enablement and training leader – having led growing companies across the tech spectrum, as well as her own consultancy practice. Chrsti knows how to scale a sales org. Throughout the pod, Collin and Christi discuss how to leverage your sales team's amazing internal knowledge to build an effective sales enablement and training program. Highlights include: Christi's journey and skills (6:25), the impact of documenting processes and information (8:35), how enablement can make salespeople as successful as possible (12:19), effective interview tactics (36:21), and how to build a podcast machine (34:52).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jason Bay, Co-Founder and Chief Revenue Officer of Blissful Prospecting. Jason is an outbound sales and messaging expert – with a keen focus on how to infuse empathy and genuine care in your messaging. Throughout the pod, Collin and Jason discuss how outbound fits (and can work!) in the current social and professional climate. Highlights include: Jason's story (11:59), what does outbound look like today? (13:46), identify, engage, and convert (23:13), The REPLY method (37:55), using the right channels (52:04), and cold call Collin (56:51). Shownotes: blissfulprospecting.com/collin https://salesloft.com/resources/blog/research-200-million-sales-interactions-cracks-code-cadences/

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Amy Volas, Founder & CEO of Avenue Talent Partners. Amy is a sales professional veteran turned entrepreneur. Founder & CEO of Avenue Talent Partners she helps startups hire the right sales leaders while "taking the cringe out of the process." She cares deeply about improving the hiring process and has made it her life's work to fix the broken "bits and pieces" to avoid the painful effects of hiring the wrong person. Throughout the pod, Collin and Amy discuss the context of why you should hire someone? From the jump, Amy talks about how easy it is finding a potential hire's digital footprint [4:37] but warns what you don't do and what you can do in this open source medium. Amy's advice is to look at the sum of the parts, the whole story before making a decision. [6:39] How do you get it right [13:04] do your homework; asking the right questions; why, how and what am I hiring for; [15:13] hire for your stage; [23:14] the founder's role and early stage; [31:30] the importance of sales leaders; open communication and taking your hiring strategies to the next level [34:42].

First episode of The Predictable Revenue Podcast: The Team. (Special Edition). Joining us Sarah Jane Hicks, Senior SDR, and Sebastian Arciniega, Inbound SDR at Predictable Revenue. Founded by Aaron Ross, of the award-winning, bestselling book Predictable Revenue, we teach companies how to double or triple (or more) new sales. Our framework was conceived at one of the most successful startup companies – Salesforce.com. In a few short years, use of our "Cold Calling 2.0″ framework helped increase Salesforce.com's recurring revenues by $100 million, and continues to help double their enterprise growth today.

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jennifer Peek, Founder and CEO of Peek Advisory Group. Jennifer is a veteran business leader, consultant, and finance professional, specializing in financial M&A advisory, due diligence, business valuation, and concierge CFO services. Throughout the pod, Collin and Jennifer discuss how to grow a company without growing a massive sales team (hint: it can be done!). Highlights include: Jennifer's sales process (2:13), finding partners (6:49), the importance of nurturing leads (12:05), earning the sale (18:46), does building a relationship improve the speed of the sale? (21:47), keeping relationships alive (24:58), doing great work (27:30), and cold call Collin (34:39).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Lavinia Hicks, Head of Service Design at Predictable Revenue. Lavinia is veteran Consultant, Account Manager, and Project Manager, and leads our experimental Outbound Labs practice. Throughout the pod, Collin and Lavinia discuss the evolution of Outbound Labs, as well as give a few pointers on how to implement a similar program in their organizations. Highlights include: What is Outbound Labs? (1:57), experimental methodology (12:18), the team (21:18), helpful resources (26:44), and cycle themes (31:10). Shownotes: OutboundLabs eBooks: https://bit.ly/2UjtBIc

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Tom Abbott, Founder of SOCO Sales Training. Tom is a veteran sales trainer, working with a host of renowned, international clients. If you need to step your sales game up, Tom is your man. Throughout the pod, Collin and Tom discuss how Tom sources and closes leads on every salesperson's favorite social media site, LinkedIn. Highlights include: Tom's journey (14:09), Why LinkedIn? And how do you get started? (16:54), Sharing great content (23:10), the importance of Sales Navigator (27:25), booking the meeting (47:58), the sales lightning round (1:04:01), and cold call with Collin (1:08:42).