The Predictable Revenue Podcast

Tanya MFK joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how optimizing your booking process will increase your show rate. Tanya is the Founder of Success By Design and host of the My Designed Life Show, featured on FM radio, UI Media Network, online platforms, and BingeNetworks TV. Highlights include: the biggest mistakes salespeople make when booking meetings (2:13), the impact of a sloppy booking process (3:22), why sending a scheduler link is not enough (4:30), why relationships in sales are more key than ever (6:42), a step-by-step walkthrough of a better booking process (8:47), why you need to remind your prospect of the reason for your call (12:44), how to continue to build a relationship between booking the meeting and the meeting itself (16:15), the importance of a follow-up reminder (19:44), how to structure your reminder emails (21:24), tips for preparing for the meeting (23:45), why you should always leave a buffer between calls (24:40), and a post-meeting workflow you can steal to finish on a high note (27:15). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching  

Jordan Crawford joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to find companies at scale at the exact moment they need you. Jordan has built growth systems for Mainstreet, Ironclad, Vouch, and more. Now he runs BlueprintGTM.com to help companies dial in their prospecting by key painful moments. Highlights include: how to better target your outreach with the CATCAT system (2:45), how to systematize your prospecting process (7:15), how to achieve personalization at scale (9:44), using customer insights to drive prospecting (11:58), how to research your customers’ problems to craft better outbound messages (17:01), real-life examples of how to search for this data in customer reviews (21:10), and using data to narrow down your prospect list to the best leads (26:55). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Rene Zamora joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to become a motivational sales leader. Rene is the founder of Sales Manager Now, a Fractional Sales Management consulting firm, and the author of Part-Time Sales Management. Highlights include: why motivation differs for sales reps and leaders (2:38), two ways to keep your team on track to hit revenue goals (3:47), how to remove obstacles from the sales process (4:30), common obstacles that get overlooked (7:15), tips for staying motivated as a salesperson (11:49), how to maintain a positive energy at work (12:17), how to solve a systemic motivation problem at your organization (14:30), and the important role owners and founders play in helping the sales team do their job (17:14). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Julian Marcuzzi joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why SDR talent management is so important. Julian is the VP of Revenue at Predictable Revenue. He has spent 10+ years in sales and has a passion for seeing his direct reports reach their full potential. Highlights include: how to build a career path for the SDR role starting during recruitment (2:06), how to set your direct reports up for long-term success (4:53), how to determine when to promote or move your SDRs (7:11), how to prime SDRs for the move into management (9:27), why sales leaders need to advocate for their reps in other departments (11:00), how effective talent management impacts SDRs (12:39), why you shouldn’t create a new role for someone just to retain them (17:15), pros and cons of hiring internally and externally (19:30), management mistakes to avoid (21:37), and how SDRs can put themselves on the path to promotion (24:24). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Marc Gassó joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why SDRs should be part of your marketing team instead of sales. Marc is the CMO of Bloobirds and currently leads the company's growth strategy in the United States. Highlights include: how involving SDRs in marketing affects team dynamics (3:06), how marketing can benefit from an SDR’s feedback (4:05), how SDRs can benefit from a closer tie to marketing (6:32), why marketing should have a greater link to revenue generation (12:50), how working with SDRs affects marketing goals (14:13), managing compensation across the marketing team (16:40), how marketing can move a deal forward faster (19:30), the overlooked role marketing plays in closing deals (22:30), how to ensure a smoother handoff between marketing and sales (23:52), potential pitfalls of having SDRs roll up into marketing and how to avoid them (26:28), and how to navigate moving SDRs into marketing (31:55). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Dale Merrill joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to stand out and sell more. Dale is a highly sought-after international speaker, sales thought leader, and co-author of Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More. Highlights include: how this philosophy came about (1:52), the experiment that led to the strikingly different framework (2:50), the most surprising thing Dale learned from watching 1700 client meetings (3:30), the shocking disconnect between salespeople and their clients (4:03), three key characteristics of a successful sales meeting (8:40), what sales can learn from advertising when it comes to capturing attention (14:22), the magic of “from to” headlines (15:30), what salespeople can learn from Hollywood movie trailers (17:15), what happens when this framework is applied across an entire organization (29:40), and how small changes make quantum changes (30:05). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Shelby Dash and Kristina Clifford join Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to use comedic content to drive brand awareness. Shelby and Kristina are professional actresses turned comedic content marketers and the creators of Take2Content. Highlights include: How the duo went from professional actresses to content marketers (3:01), which comedic tropes lend themselves best to B2B marketing (4:58), how to harness the power of surprise in your content (8:12), how to brainstorm your comedic content (10:22), overcoming the fear of creating out-of-the-box content (13:52), tips for honing your comedic skills (15:15), how to start building comedy into your content (18:25), the importance of production quality (19:30), and how B2B brands can start incorporating more comedy into their advertising (22:45).  Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Michael Zipursky joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to successfully run a remote business. Michael is the CEO and Co-Founder of Consulting Success, with over 20 years of experience helping consultants add 6- and 7-figures to their annual revenue. Highlights include: how Michael built his remote business and why he and his co-founder made that decision (2:29), early-stage challenges they encountered running a remote business (3:58), how to build a business that supports your lifestyle (6:12), how to build your remote systems and infrastructure (11:02), the biggest roadblock that businesses face shifting from in-person to remote (14:40), the unexpected benefits of working remotely (16:29), how to improve your communication systems (18:37), how to ensure your remote business is scalable (20:49), tips for growing a remote business from scratch (24:13), a more effective way to approach your first hires (27:40), and tips for minimizing waste in sales and marketing (32:48). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Simon Severino joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to increase your return on luck as a business leader. Simon is a TEDx speaker, Contributor to Forbes and Entrepreneur Magazine, and creator of the Strategy Sprints™ Method that doubles revenue in 90 days by getting business leaders out of the weeds. Highlights include:  Simon’s framework for dealing with factors outside of your control (1:40), two powerful questions business leaders should ask themselves daily (2:53), how to know when to pivot by testing with prototypes (11:52), how to identify and eliminate bottlenecks in your business (15:05), how larger companies can break down their functions into smaller team units (19:35), the three areas to focus on for accelerated sales growth (21:42), how to increase your conversion rate by 25% (24:08), five things you need to build a high-performance team (26:51), the ideal makeup of a sprint team (31:00), and how to get started with Simon’s Strategy Sprints™ Method (37:50). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Pouyan Salehi joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss the importance of data hygiene in sales organizations. Pouyan is the Co-Founder and former CEO of PersistIQ, CycleIO and now Scratchpad, which recently raised $33M in Series B funding. Highlights include: the goal of RevOps in today’s sales org (2:13), what to consider before you start tracking data (4:13), how over-collecting data is hurting reps’ productivity (8:50), why a simple approach to data collection is better (9:15), the first step to better capturing your data (14:01), what kind of data to gather for short-term vs. long-term growth (18:00), the important data companies aren’t tracking but should be (19:38), a common area that gets overlooked in data capture (23:08), and how collecting the right data can improve your customer experience (23:24).  Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching