

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

Jun 1, 2023 • 29min
299: The New and Improved Predictable Revenue
Cristina Esposto and Gray Norman join Collin Stewart on this episode of the Predictable Revenue podcast to discuss new changes to the brand, service offerings, and the new methodology. Highlights include: how sales has evolved over the years (8:03), a new era for Predictable Revenue (13:14), the art of closing (17:08), sales messaging and the rise of targeting (21:01), and human talent is more important than ever (25:04). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

11 snips
May 18, 2023 • 44min
298: Navigating the Shifting Landscape of Sales Development with Jake Bernstein
Jake Bernstein joins Collin Stewart on the Predictable Revenue Podcast to discuss navigating the ever-changing landscape of sales development and harnessing artificial intelligence. Jake Bernstein is the Director of Business Development at SPINS, a leading wellness-focused data technology company that transforms trillions of retailer data into performance solutions to accelerate growth and deepen loyalty with shoppers. Highlights include: how sales development has changed (2:17), how the tech industry has been affected (4:29), will artificial intelligence replace the SDR role? (10:11), navigating sales coaching in times of change (14:55), harnessing AI data intent (16:59), keeping up with the pace of change (29:10), and much more. Show Notes: Demoing the most innovative new ChatGPT features with Sunny Madra and Vinny Lingham Example Inference based prospecting Jake Bernstein > LinkedIn Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

May 4, 2023 • 1h 11min
297: How AI-Generated Outbound Campaigns Can Boost Your Sales with Eric Nowoslawski and Varun Anand
Eric Nowoslawski and Varun Anand join Collin Stewart on the Predictable Revenue Podcast to discuss exciting ways of prospecting using AI for writing messaging and targeting. Eric Nowoslawski is the Founder of Growth Engine X, an outbound agency leveraging over 20+ data sources to send relevant and personalized cold emails to ideal prospects. Varun Anand is the Head of Operations of Clay, a data provider that simplifies prospecting by bringing together 50+ data sources to build highly targeted lead lists from scratch instantly. Highlights include: episodic prospecting (1:28), using AI effectively for prospecting and nurturing leads (10:42), Eric’s secrets to prompting chatGPT for outbound sales (17:10), using Clay to prospect and target the right people ( 20:34), thinking critically about your ICP (25:41), the best use case for AI in a prospecting sequence (31:10), using Google to prospect (53:05). Show Notes: Ahrefs - Google advanced search operators 22 Personalizations to use in outbound email campaigns, using AI and scraped data https://recruitin.net/ https://clayrunhq.slack.com/ssb/redirect P.S.: We were recently featured on the 15 best sales development podcasts of FeedSpot. Check it out to find more valuable sales content! > https://blog.feedspot.com/sales_development_podcasts/ Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Apr 27, 2023 • 42min
296: Communicating Your Value in a Challenging Economy with Gavin Page
Gavin Page joins Collin Stewart on the Predictable Revenue Podcast to discuss the changes that have occurred in sales development and how to communicate your value in a challenging economy. Gavin Page is the Founder and Director of Excelerate360, an end-to-end sales service, that provides support and resources to clients at each stage of their sales cycle. Highlights include: how sales development has changed (0:55), dynamics of sales with tightened budgets (4:46), what we can do differently now to hit sales quota (8:29), targeting is more important than messaging (13:36), shorter-term investment decisions (16:08), identifying the right ICP (21:49), and moving away from sales scripts (29:08). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Apr 20, 2023 • 53min
295: Social Selling Tactics to Stand Out with Josh Schwartz
Josh Schwartz joins Collin Stewart on the Predictable Revenue Podcast to discuss the importance of building rapport with prospects and different social selling tactics to stand out. Josh Schwartz is the Head of Sales Acceleration Practice at Bregal Sagemount, a team of 20+ professionals who've helped take Valley startups and global enterprises to the next level, available to help you grow and succeed. Highlights include: the importance of building a relationship (15:45), how to stand out as a sales rep (25:01), presenting options (40:14), qualifying the prospect without being pushy (41:52), using Twitter lists to book meetings (45:25), and time investment for triple-tap prospecting (50:05). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Apr 13, 2023 • 39min
294: Setting Up a Sales Career Development Process with Matthew Roberts
Matthew Roberts joins Collin Stewart on the Predictable Revenue podcast to discuss his expertise in the sales career development process. Matthew Roberts is Leading Sales Development at Mosaic, a strategic finance platform that empowers finance leaders to make more profitable decisions. Highlights include: what Matthew loves most about sales leadership (2:30), sales career development process (11:02), employee incentives & implementing gamification (14:01), good targeting vs. good messaging (19:00), balancing learning for the next role and performing in the current role (20:47), smooth SDR to AE transition (24:36), getting SDRs to shadow AEs (27:09), and what Matthew is doing differently now as a leader vs. 6 months ago (29:20). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Apr 6, 2023 • 58min
293: The Importance of Practice in Sales with Andrew Sykes
Andrew Sykes joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the importance of practice in sales. Andrew Sykes is the CEO and Founder of Habits at Work, a sales training company designed to help teams practice and embody the mindsets, skills, and habits that build customer trust. Highlights include: developing embodied skills and the importance of practice in sales (1:59), the critical embodied skills that we need to be practicing (8:38), how and where to start practicing (11:08), building a culture of feedback as a sales leader (16:57), and how to improve specific embodied skills through practice (42:32). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Mar 30, 2023 • 39min
292: How to Improve Your Sales Process Consistently with Taylor Jones
Taylor Jones joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the different ways of improving your sales process and how to take that improvement into your own hands. Taylor Jones is the Director of Sales at Zip, an intake-to-procure solution to bring a consumer-grade user experience to B2B purchasing. Highlights include: the importance of diagnosing and focusing (1:33), figuring out what to focus on as a sales leader (2:46), taking improvement into our own hands (17:36), and earning your way off PIPs (27:38). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Mar 16, 2023 • 57min
291: Prospecting with Purpose: Navigating Challenges and Building Relationships with Joey Williams
Joey Williams joins the Predictable Revenue podcast to discuss prospecting with purpose: navigating challenges and building relationships. Joey is the Director of Sales Development at Chili Piper, an inbound lead conversion and scheduling app. Highlights include: the value of persistence in an SDR (2:55), sales development tactics every rep needs to know (8:54), why SDRs need to have control over who they’re targeting (12:15), how Rules of Engagement affect the prospecting process (14:40), tips for more effective research (17:58), how to turn your research into personalized outreach (30:34), common prospecting mistakes (35:10), how to follow up effectively (49:01), and the importance of weekly SDR training (53:00). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Mar 9, 2023 • 59min
290: How to Establish Authority and Generate Limitless Leads on Facebook with AJ Cassata
AJ Cassata joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss establishing authority and generating leads on Facebook. Highlights include: how AJ got into sales development consulting (1:15), how community drove early growth at RevenueBoost (11:10), how your Facebook group can act as a lead magnet (17:55), how to choose the right platform for your community (20:05), two factors to consider before starting a community (26:00), the step-by-step process of building a community (30:53), how to get people to join your community in the early stages (36:50), tips to keep your community engaged long-term (43:36), striking a balance between providing value and generating leads (46:54), and the prospecting process inside a Facebook group (52:03). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching