#206: Outbound Sales Strategy 2026: The Evolution of Predictable Revenue and What Works Now (Predictable Revenue CEO - Collin Stewart)
The B2B Playbook
Why Write The Terrifying Art of Finding Customers
Collin explains writing his new book to bridge customer development and sales, focusing on product‑market fit as a spectrum.
Outbound sales has changed — and so has Predictable Revenue.
In this episode, we sit down with Collin Stewart, CEO of Predictable Revenue, and Adem Manderovic from Closed Circuit Selling, to unpack how outbound has evolved, what the market misunderstood, and what’s working for 2026 and beyond.
We explore how outbound is shifting from brute-force prospecting to a smarter, signal-led strategy. You’ll hear the inside story behind Predictable Revenue, how SDR roles were originally designed, and why “market validation” is now the key measure of success.
Tune in and learn:
+ Why Predictable Revenue was never just about meetings
+ How to rebuild outbound around timing, trust, and signals
+ The 4-Funnel System that helps sales and marketing stay aligned
If you want to future-proof your outbound strategy for 2026, this episode is a must-watch.
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00:00 – The Flaw That Broke Outbound: When Predictable Revenue Lost Its Way
01:00 – How Predictable Revenue Changed SaaS Forever
03:00 – The Untold Story: From Voltage CRM to Predictable Revenue
06:00 – Cold Email in 2012: When 40% Reply Rates Were Normal
09:00 – What Problem Predictable Revenue Was Really Built to Solve
11:00 – The Email Revolution: How the Market Misread the Book
14:00 – SDRs, Specialization & the Original Intent Behind the Model
17:00 – Why Outbound Broke: Misuse, Metrics, and “Growth-at-All-Costs”
20:00 – From Prospecting to Market Validation: A Smarter Measure for 2026
23:00 – The Lazy SDR Problem – And How to Fix It with Better Habits
26:00 – How to Replace “Closed Lost” with a Real Nurture System
30:00 – Building the Four-Funnel System That Actually Works
33:00 – Why CRMs Became a Nightmare – and How to Rebuild Them for Sales
37:00 – AI, Clay & n8n: The New Tech Stack Powering Smart Outbound
41:00 – How Founders Can Build VC Lists & Market Maps with AI
44:00 – Humanic + Clay = Next-Gen Market Intelligence
46:00 – Why Collin Shut Down Predictable Revenue’s Sales Floor
50:00 – The Brutal Truth About Agency Models and Churn
54:00 – Writing The Terrifying Art of Finding Customers
57:00 – Product-Market Fit as the Real Multiplier of GTM Success
1:00:00 – Closing Thoughts: How to Rebuild Outbound for 2026
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S07 E206 - The B2B Playbook
#b2b #b2bmarketing #demandgeneration #outboundsales #predictablerevenue
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