The Predictable Revenue Podcast

Tom Burton joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to transform prospects into your own top performing sales team. Tom is an investor and co-founder of LeadSmart Technologies, a unique CRM platform that enables businesses to help their prospects and customers reach the Revenue Zone. Highlights include: the conflict between salespeople and modern B2B buyers (2:35), how to lead your prospects down “the yellow brick road” towards a sale (6:03), the best channels to reach your prospects without a sales rep involved (8:12), an example of how to reverse-engineer your sales process (9:55), the benefits of using a customer-driven sales approach (12:51), the mindset shift salespeople need to make for this approach to work (16:28), and tips for early-stage companies to build their sales team with customer-led revenue in mind (20:14). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Joel Smith and Vanessa Roberts Product join Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to excel at product-led growth. Joel and Vanessa are both strategic coaches at Dan Martell’s SaaS Academy, a B2B SaaS coaching program and community. Highlights include: the definition of product-led growth and common misconceptions (3:18), what most companies get wrong with product-led growth (4:21), why choose a product-led sales approach (9:20), how to build a product-led growth strategy from scratch (12:26), how to build a product for viral growth (15:35), understanding how choice economics fuel customer decision-making (18:49), how Pirate Metrics factor into the product-led strategy (21:58), leveraging customer success for product-led growth (38:55), what companies are doing product-led sales right and what we can learn from them (40:57).  Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Harpaul Sambhi joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss the importance of founder-led sales to scale a startup predictably.  Harpaul is the Founder and CEO of productivity software Magical, as well as the Founder and former CEO of Careerify recruiting software, which sold to LinkedIn in 2015. Highlights include: how Harpaul’s own success started with founder-led sales (1:39), three ways founders can better prepare before bringing on their first salespeople (4:27), why founders need to create vulnerability with their sales team (6:12), the right time for founders to start building out a sales team (11:32), what systems founders need to have in place before hiring reps (13:33), the most important thing to codify before bringing on SDRs (14:01), what you can learn from lost deals (15:07), top tips for LinkedIn prospecting (16:51), and the biggest mistakes salespeople make on LinkedIn (20:20).  Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Matt Melymuka joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss what’s wrong with the revenue growth at all costs model. Matt is the Founder/Partner of PeakSpan Capital, a growth equity firm that takes a “contra-silicon valley” approach to scaling. Highlights include: the origins of PeakSpan’s focus and specialization model (1:56), what the capital loss ratio is and what it means for your company (6:15), the overlooked issue of liquidity (8:55), the problem of prioritizing growth at any cost (12:25), what leaders should focus on instead (15:09), how sales fits into a sustainable growth model (17:55), and how to raise funding the right way (22:40). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Tom Glason joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how revenue leaders can own their seat at the board table. Tom is the Co-founder & CEO of Scalewise, helping B2B tech scale-ups accelerate growth by providing access to world-class Scale Experts. Highlights include: why funding numbers have quadrupled in recent years and what that means for revenue leaders (6:49), the five key questions that Series A and B investors are asking (10:27), the most important metrics for revenue leaders to know and understand (11:29), how to calculate your company’s quick ratio using growth accounting (15:52), the biggest mistakes revenue leaders make after securing Series A funding (19:08), and the cost of not knowing your numbers (21:50). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Pontus Noren joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to map the investor’s journey to the seller’s journey. Pontus is the Founder and former Vice-Chairman of Cloudreach, as well as Executive Chairman and Founder of savvi.co. Highlights include: how to translate your outbound sales process to the investor’s journey (3:48), where most founders make mistakes in the investment seeking process (9:27), how to deal with false positives in the investor pipeline (11:55), one red flag that indicates the investment won’t go through (12:45), the benefits and risks of working with an investment banker (15:55), and how savvi.co can accelerate the B2B sales process (20:50).  Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Eric Nowoslawski joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to create inbound leads using outbound sales messaging. As a growth marketer, Eric Nowoslawski has worked with over 120 startups. He teaches founders the systems, processes, and strategies that make outbound a dependable pipeline of growth. Highlights include: why not all offers are made for cold email (2:15), non-traditional places to find inbound leads (4:03), how to use Trojan horse content to build trust and generate inbound leads (4:45), how to build a community the right way (12:20), tips for turning your community into inbound leads (13:14), choosing the best platform and content for your community (14:14), how to qualify outbound prospects as inbound leads (20:27), how to use challenges to grow a list of qualified prospects (23:55) and a bonus tip you can implement to generate inbound leads today (31:58). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Darryl Praill joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss best practices and common mistakes when implementing outbound sales sequences. Darryl is the Chief Revenue Officer at VanillaSoft, the industry's most established Sales Engagement Platform. Highlights include: how sales cadences can counteract our bad habits (2:56), how to build the best possible cadence for your audience (7:49), how to design an optimal sales sequence for multiple different channels (16:58), how and why you need to optimize your social profiles to work with your cadences (22:05), tips for crafting a great subject line (27:30), and best practices for converting prospects into paying customers (32:05). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Andy Paul joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to sell without selling out. Andy is the author of two award-winning sales books, Zero-Time Selling and Amp Up Your Sales, and is one of the leading voices in the sales industry today. Highlights include: outdated sales behaviors that need to be replaced (2:56), why so many sales teams are selling out even when they know it’s ineffective (4:57), the difference between selling out and selling in (6:30), how sales leaders can change their team’s behaviors for the better (7:19), the pillars of selling in (9:53), how maintaining a human element in your sales process can be a core differentiator (13:18), the gap between knowing and understanding (15:05), the problem with compliance to processes (17:28), and the first step salespeople and leaders can take to improve their sales process (20:15).  Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Art Harding joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why outbound sales are lagging in digital transformation and how to fix it. Art is a global speaker, sales leader, and Chief Operating Officer at People.ai, where he helps build high-performing sales, services, and operations teams. Highlights include: how B2B tech went from a leader in digital transformation to getting stuck in the past (1:42), why sales leaders have been slower to adopt new technology (8:48), where the future of sales technology could take us (13:44), what the best sellers do differently (16:10), how sales leaders can audit their process to find what they’re missing (17:35), the advice all tech-skeptical CROs need to hear (26:01), why investing in operations and enablement is crucial for sales success (28:30), and why outbound sales growth requires a holistic approach (32:20). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching