The Predictable Revenue Podcast

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  

Jake Biskar joins Collin Stewart on this episode of the Monthly Meta Podcast to discuss the importance of clean data when prospecting. Jake is a consultant at Iconic Air and Marketing Manager at Yahoo for Business. Highlights include: how inaccurate contact data affects prospecting (3:45), why SDRs need to control who they’re contacting (6:19), how Clay.run streamlines the prospecting process (8:20), how Clay integrates with LinkedIn for better account scoring (13:02), tools for better targeting (26:13), using data and AI for faster sequence design (38:55), and the future of the SDR role with AI (51:40). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Gray Norman joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss leveraging cold call dispositions as a sales leader. Highlights include: how to leverage trends in sales development (3:01), what a cold call disposition is and why it matters (4:47), how to map cold call funnels into dispositions (8:24), the benefit of tracking dispositions for managers (10:45), why you should limit your number of call dispositions (12:51), why you should treat each cold call as a mini opportunity (14:41), tech options for tracking call dispositions (15:09), comparing cold call metrics to cold email (18:24), and why LinkedIn outreach hasn’t been effective recently (19:06). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Jesui Ayala joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss SDR mindset and habits.  Jesui is an SDR and Implementation Manager at Predictable Revenue. Highlights include: why being an SDR is not a junior role (3:31), why you shouldn’t take rejection personally (7:50), tips for surviving your first week as an SDR (9:13), the importance of being open to feedback (17:30), bringing creativity into the SDR role (22:52), how to reframe your prospecting mindset to lead with empathy (27:30), adding your input to the prospecting process (34:59), taking ownership of your role in the sales development process (40:24), traits of a successful SDR (43:40), and advice for new SDRs just starting out (47:17). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Josh Garrison joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to book a meeting over email. Josh is the Head of Content Marketing at Apollo, an all-in-one sales intelligence platform with tools to help you prospect, engage, and drive more revenue.  Highlights include: why effective outreach starts with defining the right goal (1:55), how to establish a relationship over email (8:30), how to write short and sweet emails to C-suite executives (12:15), why you should always leave a voicemail after a sales call (15:31), how to design a high-converting sequence (22:49), the difference between getting a no and no reply (30:40), a three-sentence email outline for more replies (40:09), tips for stronger calls to action (50:48), how and when to follow up on cold emails (51:47), why you should write your first draft of an email by hand (57:56), how to choose who to target within each account (1:00:38), choosing which product benefit to lead with (1:14:02), and deciding between a list-based vs. account-based approach to prospecting (1:17:52). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Michael Tuso joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss what great SDR follow-up looks like. Michael is the Founder and CEO of Callypso, a revenue expansion and retention software for account managers. Highlights include: what’s wrong with traditional cold emails and how to craft an email that stands out (5:45), the basics of a good follow-up process (8:22), why detailed notetaking is crucial to follow-up (15:14), why you shouldn’t always attach an ask to your follow-up (19:15), the importance of qualification and different types of follow-up (34:38), tips for multi-threaded follow-up (35:45), how SDRs can take advantage of multichannel prospecting (45:37), an underrated tip for booking more calls (55:42), the importance of callbacks throughout the follow-up process (1:05:32), and how to take advantage of closed lost opportunities (1:06:40). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Michael Gaudet joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the best B2B growth channels for $50k+ CAC levels. Michael is a Performance Marketing Leader with over a decade of digital marketing experience building and managing high-achieving revenue teams. Highlights include: Leading indicators of success for larger deal sizes (3:07), how to accurately forecast pipeline revenue for a longer sales cycle (8:18), the best B2B growth channels for $50k+CAC levels (15:22), how to know if when to use account-based marketing or sales (25:31), how long it takes to ramp a new growth channel and when you can expect to see an ROI (28:32), unexpected ideas for user conferences (31:26), tips for planning an effective conference (40:20), how to leverage review sites for growth (50:41), and other valuable tools for this CAC level (57:19). 

Michael Covre joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to become a sales leader.   Michael is a sales leader at Shopify, one of the world’s leading multinational e-commerce companies. Highlights include: what the path to sales leadership looks like and how to determine if it’s right for you (2:22), why management isn’t always the best path for advancement (9:05), how to create an impact quickly as a new manager or sales leader (11:17), what to focus on in your first 90 days as a leader (12:40), the core components of effective leadership (15:55), how to create a great sales team culture (26:45), a monthly routine for coaching sessions to keep your team from falling into a slump (32:00), how to prioritize your coaching efforts between low and high performers (38:22), tips for coaching high performers to elevate the rest of the team (44:54), how to develop an effective rep operating process (51:45), and how to move up the leadership ladder (59:30).   

Sidney Waterfall joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss pipeline sources and how to use them to accurately predict pipeline ROI. Sidney is the SVP of Growth at Refine Labs, the world’s first Revenue R&D laboratory. Highlights include: aligning your inbound and outbound strategies for a more holistic view of revenue (2:28), why Refine Labs takes an “all bound” approach to revenue (3:00), common B2B pipeline sources (5:38) how to accurately measure different pipeline sources (12:52), how to attribute leads that interact with multiple channels (21:48), three categories to measure and create demand (27:28), why sales reps and leaders should have a role in creating demand (31:30), how to test out and develop new pipeline sources (40:00), and the five stages of developing a new pipeline source (43:01).

Daniele Di Nunzio joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to hire SDRs and AEs and what to look for in your first sales hire.   Daniele is the VP of Sales at Storyly, a user engagement platform to embed Stories content in mobile apps and websites. Highlights include: what most VP of Sales get wrong (7:49), how the founding sales team can make or breaks the company (10:17), the underestimated cost of bad hiring (20:10), why your sales hiring process needs to be measurable (31:45), the importance of context questions in interviews (32:10), the #1 characteristic to look for when hiring salespeople (45:04), why you shouldn’t ask candidates to pitch your product during interviews (49:08), uncommon traits to look for in salespeople (1:00:34), what to look for as a VP of sales in choosing a company to work for (1:05:55), and who to hire first as you transition out of founder-led sales (1:13:57).