The Predictable Revenue Podcast

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

Nick Casale joins Sarah Hicks on this episode of the Predictable Revenue Podcast.  Nick Casale is the Director of Commercial Sales at Sendoso, the leading Sending Platform. As the third employee and first sales hire, Nick helped build Sendoso's initial sales process before stepping into management to focus on scaling the sales organization. Highlights include: what to look for in your first sales hire and what they should be doing (2:46), the sweet spot Nick found that allowed Sendoso to scale to $1m (6:35), the strategic shift required to scale from $1-10m (18:20), the role of sales operations and sales enablement (25:27), and what companies have to do differently to scale from $10-20m+ (30:53). SHOW NOTES:  More on taking a controlled approach to scaling: Re-establishing growth: when to scale, and how fast? And how sales operations or revenue operations will help you get there: Why Revenue Operations is a Critical Piece to Your Growing Sales Org Building a RevOps structure to increase revenue and customer LTV Rev Ops: The Missing Link That Will Increase Your Revenue by 26% Are you looking to create repeatable, scalable and predictable revenue? We can help! ► http://bit/ly/predictablerevenuecoaching

Dave McKeown joins Sarah Hicks on this episode of the Predictable Revenue Podcast.    Dave works with leadership teams to help them set and achieve their strategic growth goals with ease. He’s the Founder of Outfield Leadership, author of The Self-Evolved Leader, and a sought-after keynote speaker, leadership trainer, and growth advisor. Highlights include: the 3 steps leaders can implement to get out of the weeds and scale their organization (3:37), what mindset they need to stay on track (8:23), learning to delegate 80% of tasks that come up (16:21), using the extra time to grow and develop your people (18:43), and the business impact when leaders do this (22:15).     SHOW NOTES:  More on scaling a business while retaining the essence of the founder: How to Scale Your Business So It Sells Like a Fortune 500, With The Culture And Agility of a Startup And on setting goals with your people, instead of for them, so they are bought-in: Why SDRs should set their own targets with Mark Garrett Hayes   Pods - The fastest way to build an Outbound SDR Team http://bit/ly/predictablerevenuecoaching    

Veronika Riederle joins Sarah Hicks on this episode of the Predictable Revenue Podcast.  Veronika is the co-founder and CEO of Demodesk, the #1 customer meeting platform for sales and success. Highlights include: what to do before joining a company (2:48), how to set yourself up for success once you’re on the job (7:25), knowing your numbers (9:00), doing your homework (11:00), nailing discovery and the demo (15:53), tailoring your pitch (22:13), and Veronika’s most surprising learnings from her time so far at Demodesk (35:25). SHOW NOTES:  More on discovery: Manage a large sales team virtually and build a kick-ass discovery process And demos: Nailing the Technical Demo With Chartio’s Matt Cassel     Pods - The fastest way to build an Outbound SDR Team http://bit/ly/predictablerevenuecoaching

Erol Toker and Rachel Haley join Sarah Hicks on this episode of the Predictable Revenue Podcast. Erol is the founder of Truly.co - the automation platform that makes manual data entry for your reps a thing of the past. He's spent the last 8 years working with ops teams at hyperscale companies like Square, Wix, and Zocdoc, learning how data can lead to better (or worse) outcomes.  Rachel is the co-Founder of Clarus Designs. She started her career in portfolio management, market analysis and financial modeling, and more recently she was the Senior Director of Sales Operations and Strategy at Snowflake, where she helped the company grow from 300 people to over 2,000 and more than 10X-ing in annual revenue.  Highlights include: why RevOps is important (2:25), how the evolution of RevOps is reminiscent of the dot com boom (5:20), common mistakes leaders make when building out the RevOps function (9:57) and their impact (15:55), how to build RevOps right and when (28:35), what tools you need (31:20), 2 easy RevOps frameworks you can take away and implement right now (35:50), and how RevOps improves customer LTV (42:34).   SHOW NOTES:  Rev Ops: The Missing Link That Will Increase Your Revenue by 26% Why Revenue Operations is a Critical Piece to Your Growing Sales Org   Pods - The fastest way to build an Outbound SDR Team https://bit.ly/3gArLOl

Samantha McKenna joins Sarah Hicks on this episode of the Predictable Revenue Podcast.   She’s the founder of #samsales Consulting where she supports BDRs in their professional development, advises a portfolio of Series A-C SaaS companies, coaches executives, sales teams and marketing teams, speaks at events held by the biggest names in business, and trains organizations on how to use modern tech to drive revenue. Highlights include: how to handle the peer referral (2:28) and the existing customer to new prospect referral (8:46), the biggest mistakes people make (11:27), and the four pillars of Sam’s sales methodology that set her and her team apart (18:32).   SHOW NOTES:  More tips on how to lose the bad sales manners: Social Selling and Reversing The Hatred of Salespeople And on doing your homework before reaching out: How to Write a Cold Sales Email The importance of being personal: How Workfront’s prospectors heavily tailor their initial email outreach   Pods - The fastest way to build an Outbound SDR Team https://bit.ly/3gArLOl  

Kyle Lacy joins Collin Stewart on this episode of the Predictable Revenue Podcast.  Kyle Lacy is the Chief Marketing Officer at Lessonly, where he applies the lessons learned while working at a venture capital firm, during an IPO, and through an acquisition by one of the largest software companies in the world to drive revenue. Highlights include: why BDRs at Lessonly roll up to marketing, not sales (1:29), compensating marketing employees on overall revenue (12:10) and how they attribute revenue (14:10), where Lessonly’s commercial growth comes from (19:10) and where enterprise growth comes from (23:17), constantly experimenting and evaluating sales and marketing channels (29:30), leveraging direct mail (34:32), and why Kyle wishes he’d hired a product marketer sooner (40:16).   SHOW NOTES:  I Predicted Marketing Automation & It Changed Everything — Here’s What’s Next with Jon Miller   How to align marketing and sales to increase revenue with keynote speaker and expert business coach Jeff Davis   Strategic Alignment: Driving Communication, Cohesion, and Adoption across Sales and Marketing   Pods - The fastest way to build an Outbound SDR Team https://bit.ly/3gArLOl

David Priemer joins Sarah Hicks on this episode of the Predictable Revenue Podcast.  David Priemer is founder and Chief Sales Scientist of Cerebral Selling, author, award-winning research scientist, and 4-time tech entrepreneur. Highlights include: the conception of the term experience asymmetry (0:50), top challenges a younger salesperson faces when selling to older, more experienced buyers (11:29) and the advantages (13:30), 3 key strategies young sellers can employ to overcome experience asymmetry (14:53), and what can sales leaders do to identify and fix it (27:00).   SHOW NOTES:  More on reversing the hatred of talking to salespeople: Social Selling and Reversing The Hatred of Salespeople And more on building and maintaining credibility: How to Keep Your Sales Team From Killing Your Brand & Your Bottom Line   Pods - The fastest way to build an Outbound SDR Team https://bit.ly/3gArLOl

Joe Parateau joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Joe Paranteau is a leading expert on sales and author of Billion Dollar Sales Secrets. In his book, he shares fifteen secrets to help inspire salespeople to rise to meet today’s challenges. He has led nearly 30K sales meetings in his 28-year career with Fortune 500, SMBs, and startup businesses, and once generated $1B in a span of just 5 years. Highlights include: how Joe’s Native American ancestry & time in the military inform his sales methodology (3:20), using asymmetric strategies to penetrate an account (9:43), identifying the right champion within an organization (14:10), encouraging your champion to loop in decision-makers (17:54), the business impact of this asymmetric selling strategy (26:15).   SDR Pods - The fastest way to build an Outbound SDR Team https://bit.ly/3gArLOl   SHOW NOTES How Costello’s Phill Keene Uses, and Advances, Predictable Revenue Methodologies to Map Complex Organizations The more things change, the more they stay the same: Aaron Ross and Drift’s David Cancel on the future of sales

Jon is a pioneer in the customer management category. He was the creator and co-founder of the award-winning customer management product GoldMine, acquired by FrontRange in 1999. After many years observing the CRM market, he created Nimble, an award-winning social sales and marketing CRM for individuals and teams that is Ranked #1 in Overall Satisfaction by G2 Crowd. Highlights include: Why the human is so important (1:50), misconceptions about good networks (3:40), going beyond the business to the personal, digitally (6:57), why regular CRMs don’t cut it as contact management tools (13:28), how to become a trusted advisor in the places where your prospects consume content (15:07), and making soft connections firm (23:00). SDR Pods - The fastest way to build an Outbound SDR Team https://bit.ly/3gArLOl