The Predictable Revenue Podcast

Dan Balcauski joins Sarah Hicks on this episode of the Predictable Revenue Podcast.  Dan is the founder of Product Tranquility, a consulting firm based in Austin Texas. He is considered an expert on helping high-volume B2B SaaS CEOs define pricing and packaging for new products. Highlights include: defining Jobs-to-be-Done (1:50), the 3 types of jobs (3:30), why one of the often forgotten jobs is key to sales (6:29), an example of a prominent b2b company that uses Jobs-to-be-Done effectively (11:00), and how Jobs-to-be-Done changes perspective on competition (22:40).   SHOW NOTES:  More from Predictable Revenue experts on using the Jobs-to-be-Done in outbound sales: Why Validate an Outbound Strategy? The Importance of Relevance and Trust in Outbound Sales Write more relevant messaging with the Chain of Relevance And how our guests use the framework: How George McGehrin gets his clients to pay HIM to market to them ______ Are you looking to create repeatable, scalable and predictable revenue? We can help! ►  https://bit.ly/predictablerevenuecoaching

Steve Brossman joins Sarah Hicks on this episode of the Predictable Revenue Podcast.  He is a multi-Amazon Best Selling Author on Marketing and Sales and with 38 years of experience in these areas.   Highlights include: the definition of buying energy and how to increase it in your customers (1:45), getting out of the “brown box” of commoditization as a service provider (5:20), the neuroscience behind these tactics (11:23), Steve’s DNGC formula (25:45), the 3 investments customers are really making when they buy from you (29:40), and how camera confidence impacts all of the above in a virtual world (31:40).   SHOW NOTES:  More on neuroscience-backed messaging: The 3 Ways Salespeople Are Getting Messaging Wrong And beating your prospects’ distractions on virtual calls: Communicating effectively in a virtual environment with Dr. Ethan Becker ____________________________________ Are you looking to create repeatable, scalable and predictable revenue? We can help! ►  https://bit.ly/predictablerevenuecoaching  

Allan Langer joins Sarah Hicks on this episode of the Predictable Revenue Podcast.  Allan is the Founder/CEO of The 7 Secrets Center of Sales and Marketing, and his book, “The 7 Secrets to Selling More by Selling Less”, is an award-winning best-seller on Amazon. Highlights include: The biggest mistake you can make in a proposal (1:30), how a good proposal should be structured (7:25), how and when to use images (14:24), positioning pricing as an investment (20:42), and the impact of these changes (29:25).   SHOW NOTES:   More on writing great proposals: Octiv’s Kelsey Briggs On How To Improve Those Critical Documents   How to nail your proposals with Mimiran’s Reuben Swartz   ______________________   Are you looking to create repeatable, scalable and predictable revenue? We can help! ►  https://bit.ly/predictablerevenuecoaching

Paul Fifield joins Sarah Hicks on this episode of the Predictable Revenue Podcast.  Paul is the CEO of Sales Impact Academy and over the last 7 years, he has grown two international technology businesses from $0 to $70M in combined sales as CRO and $100s of millions in value. He leads a talented team, revolutionizing the way B2B tech companies approach skills development making it an integral part of their go-to-market (GTM) stack. Highlights include: building your GTM org from $0-10M (3:42), from $10m-onward (16:52), who to hire to fill your first VP roles (20:40), and why you need a separate account management function (25:03).   SHOW NOTES:  More on who you should hire: How to Build a Top-Performing Inside Sales Team From Scratch with Dirk Van Reenen And when: Lessons from scaling 0-1M, 1-10M, and 10-20M+ with Nick Casale --------------------- Are you looking to create repeatable, scalable and predictable revenue? We can help! ►  https://bit.ly/predictablerevenuecoaching

Brynne Tillman joins Sarah Hicks on this episode of the Predictable Revenue Podcast.  Brynne is the LinkedIn Whisperer and CEO of Social Sales Link. For over a decade she has been teaching Entrepreneurs, sales teams, and business leaders how to leverage LinkedIn for social selling. Highlights include: the 3 things most people get wrong on LinkedIn (1:23), the step by step to getting it right (7:24), Brynne’s advice to people who don’t have time for LinkedIn (24:08), how to makeover your profile (28:33), and how to leverage your 1st-degree connections for referrals.   SHOW NOTES More on LinkedIn strategies that convert: How to turn engaging activity on LinkedIn into prospects and personalize at scale with Sarah Hicks   How to turn 100 LinkedIn profiles into 10 meetings with Tom Abbott  Cynthia Barnes webinars   And on social selling in general: How to Find New Customers on LinkedIn: 3 Easy Steps Building a Network and a Personal Brand that You Can Keep with You for Life Social Selling and Reversing The Hatred of Salespeople __________ Are you looking to create repeatable, scalable and predictable revenue? We can help! ►  https://bit.ly/predictablerevenuecoaching    

Doug C Brown joins Sarah Hicks on this episode of the Predictable Revenue Podcast.  Doug has served as an independent President of Sales and Training for companies run by Tony Robbins, Chet Holmes, and Russ Whitney. He is the CEO of Business Success Factors, where he helps businesses grow and accelerate their sales revenue as well as to expand and optimize it. Highlights include: the top mistake companies make when attempting to hire a top performer (1:33), how to get it right from the hiring process (6:05), building the team (14:09), what you need in place to handle a top performer (20:20), and how to get the most out of your top performer on a continued basis (24:40). Show Notes: More from Dirk Van Reenen on How to Build a Top-Performing Inside Sales Team From Scratch And from Collin Stewart on When To Build an Outbound Sales Team   Are you looking to create repeatable, scalable and predictable revenue? We can help! ►  https://bit.ly/predictablerevenuecoaching

Simeon Atkins joins Sarah Hicks on this episode of the Predictable Revenue Podcast.    Simeon is an Industry Consultant at Similarweb, specializing in eCommerce and marketing tech. He works closely with a variety of commercial operations to help them find, win, and retain more business by utilizing Similarweb’s market intelligence data. Highlights include: what being consultative looks like (1:25), the damage caused when salespeople get this wrong (4:15), the types of sales that benefit most from this approach (6:26), the psychology behind why this works (12:05), how sales leaders can enable their reps to be more consultative (19:53), how SimilarWeb helps their clients be more consultative (17:18), and the business impact when reps get it right (26:53).   SHOW NOTES:  How to be consultative in your messaging: The 3 Ways Salespeople Are Getting Messaging Wrong And how to ask better questions: How Question-Selling Can Triple the Value of Your Service   ________________________   Are you looking to create repeatable, scalable and predictable revenue? We can help! ►  https://bit.ly/predictablerevenuecoaching

Donnie Boivin joins Sarah Hicks on this episode of the Predictable Revenue Podcast.  Donnie Boivin is a motivational speaker, author, podcaster, businessman, and coach. His book “How to be a success champion: Business Strategy for Badasses” is a story of his own life that has inspired thousands to get out of their own way and go for it. Highlights include: what do salespeople do right now that is sleazy (1:30), what changed in the sales world that made these traditional tactics obsolete (2:48), why you should disqualify every customer first (8:05), how to make a non-sleazy as for a first meeting (12:22), for a follow-up call (19:00), and for the close (29:50).   More on how to avoid being sleazy and keep up with the times: Social Selling and Reversing The Hatred of Salespeople How to Keep Your Sales Team From Killing Your Brand & Your Bottom Line   Are you looking to create repeatable, scalable and predictable revenue? We can help! ►  http://bit/ly/predictablerevenuecoaching  

Ole Dallerup joins Sarah Hicks on this episode of the Predictable Revenue Podcast.  In his time leading technology at Trustpilot, one of the world's biggest review sites, Ole grew the technology team from 3 to more than 100 full-time tech people across 2 locations. In 2018, he founded Dreamdata, a B2B Revenue Attribution Platform. Highlights include: why revenue attribution is so important (1:25), how marketing can do more with data (3:52), what data to track (8:18), indirect revenue attribution (11:35), how to build an in-house revenue attribution system (17:40), the tool that will do it all for you (27:25), and the impact of effective revenue attribution (32:25).   SHOW NOTES More on being data-driven and figuring out what really generates revenue: Rev Ops: The Missing Link That Will Increase Your Revenue by 26% Building a RevOps structure to increase revenue and customer LTV     Are you looking to create repeatable, scalable and predictable revenue? We can help! ►  http://bit/ly/predictablerevenuecoaching

Tim Pollard joins Sarah Hicks on this episode of the Predictable Revenue Podcast. As CEO and Founder of Oratium, Tim leads the ongoing development of the company’s intellectual property, as well as leading all major client relationships. Over a long career in sales at many companies, including Unilever, Barclays, and the Corporate Executive Board—and now a decade into building Oratium— he has developed remarkable insights into the science of designing and delivering extraordinary sales messaging. Highlights include: the 3 fatal mistakes salespeople make in their messaging (2:12), the effects of a virtual environment (11:04), the psychology of conversations (18:45), the 7 hallmarks of great messaging (21:08), and the business impact of getting messaging right (33:05). SHOW NOTES:  You can check out Oratium’s elearning if you want to learn more. Are you looking to create repeatable, scalable and predictable revenue? We can help! ► http://bit/ly/predictablerevenuecoaching