The Predictable Revenue Podcast

Ted Blosser joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the difference between go to market fit (GTM) and product market fit.   Ted is the Chief Enablement Officer (CEO) at WorkRamp, an all-in-one learning management system. Highlights include: the difference between go to market and product market fit and why the two are commonly confused (3:36), WorkRamp’s unique journey to achieve GTM fit (5:30), how Ted generated $100-200k a day in pipeline on LinkedIn alone (8:15), the biggest stumbling blocks to building a successful outbound engine (16:55), how to determine when you’ve reached product market fit (24:47), dealing with AE churn before finding GTM fit (30:06), how to find the right salesperson for your product (40:10), why direct experience isn’t always the most important factor in hiring (43:39), why WorkRamp chose to hold off on specializing their sales team (48:07), and why in the future product market fit will be the key to raising capital (54:40).

Jenell Riesner joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss applying B2C Black Friday tactics to the sales development world. Jenell is the CMO at iLoveKickboxing, a fitness franchise specializing in HIIT workouts and kickboxing. Highlights include: why Jennell’s company started their Black Friday campaign in October (3:45), how to think about planning your promotional campaigns and sequences from a marketer’s perspective (21:44), their top three marketing channels going into Black Friday (24:50), the keys to a successful ad campaign (28:05), benchmarks conversion rates for this type of funnel (35:45), tips for long-term nurturing campaigns (46:10), how and when to use SMS marketing (59:13), an underrated tip for segmenting your list (1:04:05), and tips for leaders and startup founders to manage a tight marketing or sales budget (1:06:30).

Sam Kuehnle joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss re-envisioning the SDR role through a demand generation lens.   Sam is the VP of Demand Gen at Refine Labs, a marketing strategy and research firm for B2B SaaS companies.   Highlights include: the problem with the current B2B sales model (3:20), why sales leaders get stuck worrying about the volume of leads over the quality (8:00), how to navigate the transition from a volume-based approach (13:30), how a more targeted approach can improve conversion rates (15:38), the future of the SDR role (24:39), what sales development can learn from relationship-based marketing (30:34), how to stand out in a sea of automation (35:16), tips for navigating attribution when the lines blur between sales development and marketing (38:12), and how to use HIRO metrics to measure your pipeline with a focus on quality over quantity (45:09).

(Replay)Troy Angrignon shares his account management wisdom on this episode of the Predictable Revenue podcast. Troy has more than 25 years of experience as a sales leader and management consultant for companies selling into large accounts in multiple industries. Highlights include: what you need to know about someone before going for the meeting (4:19), capturing and sharing this knowledge (7:56), mapping a large account your company has sold into before (12:17), how to book a cold outbound meeting with a speaker during a virtual conference (17:09), nailing the first call you have with a decision-maker at a target account (20:28), how to prioritize a setlist of accounts (29:15), and the secret about CIOs (34:40).

Michael Gaudet joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the best B2B growth channels for $10-50k 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: Recap of the best demand generation channels for $1-10k CAC levels (2:15), what metrics are most important at a $10-50k CAC level (10:10), why it’s important to understand conversion rates throughout the sales process (15:00), the benefits of lead gaps for sales reps (31:55), pros and cons of LinkedIn as a B2B growth channel (43:58), different advertising options on LinkedIn (51:32), why your cost per click is irrelevant (59:45), why lead magnets are important at this CAC level (1:09:20), the role of marketing automation (1:13:51), site personalization strategies (1:18:20), and tips for effective case studies (1:21:45).

Ruben Dua joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to lean into your personality to attract ideal customers. Ruben is a podcast host, video enthusiast, and the Founder and CEO of Dubb.com. Highlights include: how to practice creativity as an SDR (3:48), advice for new SDRs to overcome the fear of veering off script (7:02), how to add your personality to a call script (7:32), why repetition is key to perfecting your cold call skills (8:40), what salespeople can learn from Ben and Jerry’s ice cream (12:29), the most underrated skill salespeople need to develop (15:20), how to make yourself relevant to prospects (18:50), how to uncover your unique strengths and weaknesses (27:41), tips to overcome resistance to cold calling (28:10), how a sales background can set you up for success in the rest of your career (29:31), and why all salespeople should become content creators (35:50).

Josh Garrison joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the hard skills needed to succeed at SDR Management.    Josh is the Head of Revenue at Teamflow, a remote office software for sales teams. Highlights include: what skills to look for in a good SDR Manager (2:09), advice for SDRs who want to grow into a management role (5:03), what day-to-day life looks like as a sales manager (7:00), how to prioritize your tasks as a manager (11:17), four important stages of the hiring process (33:01), the biggest mistake managers making in writing SDR job descriptions (44:17), how to build a top-performing SDR team from the ground up and who to hire first (47:49), coaching an SDR out of a slump (55:17), how to recognize burnout in your reps (1:02:50), how to balance your compensation plans to benefit your team and the company (1:06:00), and the different career growth paths for an SDR Manager (1:09:20).

Michael Gaudet joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the best B2B growth channels for different 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: what you need to have in place before thinking about marketing and growth channels (3:35), how to decide which channels to invest in (9:29), how to effectively test new channels (13:41), what sales leaders need to understand about the differences between marketing channels (14:58), the importance of a good CRM (21:32), how to build the minimum viable marketing team (28:45), which channels are best for the $1-10k CAC level (34:44), which metrics to measure at this level (37:20), the pros and cons of using SEO at this stage (50:23), and secondary channels to consider (54:00).

Rick Pizzoli joins Collin Stewart on this episode of the Predictable Revenue podcast to share his top lessons from sales outsourcing in Europe. Rick is the Founder and CEO of Sales Force Europe, the largest and most established technology business development team in Europe. Highlights include: How Rick got started in sales outsourcing (3:19), how Sales Force Europe helps companies replicate their success in new markets (4:22), how to translate success in one area to a new market or industry (7:20), tips for navigating the diverse European markets (9:55), how to build your launch team for a new market (12:04), an example of how to build your European sales team and who to hire first (14:30), how team structure differs between markets (17:00), what you need to research before breaking into a new market (21:05), how to plan ahead for ramp time (24:20), and how to build brand awareness and trust when you don’t have any local case studies (30:10).

On this edition of The Predictable Revenue Podcast we are doing a replay from our podcast episode 144, 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).