The Predictable Revenue Podcast
Collin Stewart
We interview outbound sales leaders so that you can learn directly from the people on the front lines.
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.
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.
Episodes
Mentioned books
Aug 17, 2017 • 30min
018: Hittin' the Phones: How Toronto's eCompliance uses themed events, ping pong and a penalty box to inspire it's reps on team-wide Blitz Days
On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Darcie Da Silva, Manager of Sales and Business Development at eCompliance.com, a growing Toronto area software company improving on-the-job safety for some of the world's largest companies. Darcie is a veteran sales leader with a penchant for mentoring and challenging his reps – in interesting ways. Throughout the pod, Collin, Aaron and Darcie discuss eCompliance's Blitz Days: the company's monthly themed call days, where friendly teams of sales reps hit the phones all day to sign up prospects for their webinar series. Highlights include: themes of eCompliance's Blitz Days (2:41), mini-competitions and the penalty box (9:18), Blitz Days' impressive results (15:12), getting C-Suite buy-in for the events (26:00).
Aug 17, 2017 • 30min
VIDEO - 018: Hittin' the Phones: How Toronto's eCompliance uses themed events, ping pong and a penalty box to inspire it's reps on team-wide Blitz Days
On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Darcie Da Silva, Manager of Sales and Business Development at eCompliance.com, a growing Toronto area software company improving on-the-job safety for some of the world's largest companies. Darcie is a veteran sales leader with a penchant for mentoring and challenging his reps – in interesting ways. Throughout the pod, Collin, Aaron and Darcie discuss eCompliance's Blitz Days: the company's monthly themed call days, where friendly teams of sales reps hit the phones all day to sign up prospects for their webinar series. Highlights include: themes of eCompliance's Blitz Days (2:41), mini-competitions and the penalty box (9:18), Blitz Days' impressive results (15:12), getting C-Suite buy-in for the events (26:00).
Aug 10, 2017 • 59min
VIDEO - 017: Creativity is Key: LeadIQ's Ryan O'Hara Shares His Thoughts on the Future of Prospecting
On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Ryan O'Hara, VP of Growth and Marketing at LeadIQ, a prospecting tool re-writing the sales teams' build their critical, yet tedious, contact lists. Ryan is a seasoned sales and marketing professional whose unique views on prospecting have been covered by Mashable, CNN Money and The Next Web. He's also a popular keynote speaker and experiences startup mentor. Needless to say, Ryan is making some noise. Throughout the pod, Collin, Aaron and Ryan dig deep into Ryan's (and his team's) creative prospecting style and how it results in a 30% (that's right, 30%) response rate. Highlights include: Ryan's thoughts on account-based marketing (4:36), the benefits of working a small number of accounts (7:38), LeadIQ's hiring process (19:14), and some of the 'crazy stuff' Ryan has done (33:27).
Aug 10, 2017 • 59min
017: Creativity is Key: LeadIQ's Ryan O'Hara Shares His Thoughts on the Future of Prospecting
On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Ryan O'Hara, VP of Growth and Marketing at LeadIQ, a prospecting tool re-writing the sales teams' build their critical, yet tedious, contact lists. Ryan is a seasoned sales and marketing professional whose unique views on prospecting have been covered by Mashable, CNN Money and The Next Web. He's also a popular keynote speaker and experiences startup mentor. Needless to say, Ryan is making some noise. Throughout the pod, Collin, Aaron and Ryan dig deep into Ryan's (and his team's) creative prospecting style and how it results in a 30% (that's right, 30%) response rate. Highlights include: Ryan's thoughts on account-based marketing (4:36), the benefits of working a small number of accounts (7:38), LeadIQ's hiring process (19:14), and some of the 'crazy stuff' Ryan has done (33:27).
Aug 3, 2017 • 36min
VIDEO - 016: Standing out From The Crowd: How Using GIFs in Email Prospecting helped Andrew Gazdecki's team See a 300% Increase in Cold Email Response Rates
On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Andrew Gazdecki, CEO and Founder of San Diego's Bizness Apps, an award-winning company creating mobile solutions for small and medium-sized businesses. Andrew is lifelong entrepreneur, and a noted authority / speaker on the world of mobile apps. He has been featured in prominent publications such as The New York Times and the Wall Street Journal, as well as prominent industry blogs such as Mashable, TechCrunch and VentureBeat. Throughout the pod, Collin, Aaron and Andrew take another tour of the emerging world of video prospecting, albeit with a particular focus – GIFs. Bizness Apps has jumped head first into using GIFs in their email outreach, to some amazing results. Highlights include: Bizness Apps' pivot from video emails to using GIFs (2:05), bad emails vs. good emails (6:53), the power of a GIF (17:05), the Bizness Apps GIF process (19:35), and some outstanding metrics (31:06).
Aug 3, 2017 • 36min
016: Standing out From The Crowd: How Using GIFs in Email Prospecting helped Andrew Gazdecki's team See a 300% Increase in Cold Email Response Rates
On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Andrew Gazdecki, CEO and Founder of San Diego's Bizness Apps, an award-winning company creating mobile solutions for small and medium-sized businesses. Andrew is lifelong entrepreneur, and a noted authority / speaker on the world of mobile apps. He has been featured in prominent publications such as The New York Times and the Wall Street Journal, as well as prominent industry blogs such as Mashable, TechCrunch and VentureBeat. Throughout the pod, Collin, Aaron and Andrew take another tour of the emerging world of video prospecting, albeit with a particular focus – GIFs. Bizness Apps has jumped head first into using GIFs in their email outreach, to some amazing results. Highlights include: Bizness Apps' pivot from video emails to using GIFs (2:05), bad emails vs. good emails (6:53), the power of a GIF (17:05), the Bizness Apps GIF process (19:35), and some outstanding metrics (31:06).
Jul 27, 2017 • 43min
VIDEO - 015: The keys to the kingdom: why GrowthX's Sean Sheppard preaches listening, authenticity and research as the pillars of successful selling
On this special edition of the Predictable Revenue podcast, host Collin Stewart invites GowthX co-founder Sean Sheppard into the Predictable Revenue office for a live, wide-ranging chat on sales fundamentals. Sheppard is a San Francisco-based veteran sales leader, investor, writer, mentor...and former professional golfer (the man has done it all). Currently, Sheppard is co-founder and lead instructor at GrowthX and GrowthX Academy, an early-stage venture capital fund and training ground for tech sales, marketing and design professionals. Throughout this episode, Collin and Sean discuss the importance of market development, being a human on sales calls and elevating the status of the sales professional. Highlights include: Sheppard's definition of market development vs. customer development (6:35), different buyer types (21:14), and Sheppard's investigative questioning framework (25:38).
Jul 27, 2017 • 43min
015: The keys to the kingdom: why GrowthX's Sean Sheppard preaches listening, authenticity and research as the pillars of successful selling
On this special edition of the Predictable Revenue podcast, host Collin Stewart invites GowthX co-founder Sean Sheppard into the Predictable Revenue office for a live, wide-ranging chat on sales fundamentals. Sheppard is a San Francisco-based veteran sales leader, investor, writer, mentor...and former professional golfer (the man has done it all). Currently, Sheppard is co-founder and lead instructor at GrowthX and GrowthX Academy, an early-stage venture capital fund and training ground for tech sales, marketing and design professionals. Throughout this episode, Collin and Sean discuss the importance of market development, being a human on sales calls and elevating the status of the sales professional. Highlights include: Sheppard's definition of market development vs. customer development (6:35), different buyer types (21:14), and Sheppard's investigative questioning framework (25:38).
Jul 20, 2017 • 39min
VIDEO - 014: Taking it to the streets: How PossibleNow's Phil Trapani develops the confidence, communication and commitment of his team's sales professionals
In this edition of the Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Phil Trapani, Director of Sales Development at PossibleNow. PossibleNow, and its subsidiary Compliance Point, are disrupting the marketing world with its suite of compliance and message-focused solutions for Fortune 1000 companies. Phil was the the first SDR at PossibleNow only four years ago – the same year his CEO gave him a copy of Predictable Revenue. After consistent month-over-month and year-over-year growth, Phil now leads a team of SDRs focused on lead generation for the company's enterprise sales teams. Throughout this episode, Collin, Aaron and Phil investigate two pillars of PossibleNow's sales culture: its 90-day training plan and its SDR-to-AE development structure. Highlights include: PossibleNow's detailed "ramp plan" (5:50), PossibleNow's quota structure (17:15), and its SDR-to-AE growth plan (21:15).
Jul 20, 2017 • 39min
014: Taking it to the streets: How PossibleNow's Phil Trapani develops the confidence, communication and commitment of his team's sales professionals
In this edition of the Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Phil Trapani, Director of Sales Development at PossibleNow. PossibleNow, and its subsidiary Compliance Point, are disrupting the marketing world with its suite of compliance and message-focused solutions for Fortune 1000 companies. Phil was the the first SDR at PossibleNow only four years ago – the same year his CEO gave him a copy of Predictable Revenue. After consistent month-over-month and year-over-year growth, Phil now leads a team of SDRs focused on lead generation for the company's enterprise sales teams. Throughout this episode, Collin, Aaron and Phil investigate two pillars of PossibleNow's sales culture: its 90-day training plan and its SDR-to-AE development structure. Highlights include: PossibleNow's detailed "ramp plan" (5:50), PossibleNow's quota structure (17:15), and its SDR-to-AE growth plan (21:15).
