The Predictable Revenue Podcast

Ajit Ghuman joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Ajit is the author of Price To Scale and is a SaaS Product Marketing veteran who has helped firms such as Narvar, Medallia, Helpshift, and Feedzai differentiate their products, grow revenue, and win. Highlights include: the common misconceptions leaders have about pricing a saas product (2:18), the most common questions leaders ask Ajit about pricing (4:59), setting pricing from the ground up (9:38), building the right packages (13:50), setting pricing (18:30), finding the right unit metric (21:38), and whether or not you should publish pricing on your website (22:45).   SHOW NOTES ProfitWell’s Patrick Campbell on the nuances of pricing and why salespeople aren’t more involved Cost vs Yield in Outbound Sales Might Be the Most Important Concept You’re Missing

Collin Stewart and Sarah Hicks look back on 200 episodes of the Predictable Revenue podcast in this special bicentennial episode.  Collin and Sarah retrace the journey from the very first episode Collin recorded on May 4, 2017, with guest Zach Barney, to Sarah taking over as primary host and ghostwriter, to today. They share clips from and recount their memories of the top 3 most viewed episodes (hosted by Collin with guests David Mordzynski, Tom Abbott, and a very green Sarah Hicks) and the 2 episodes that had the biggest impact on each of the hosts respectively (with guests Jaimie Buss and Chad Sanderson).    SHOW NOTES:  The blog posts on the episodes mentioned above: More cash doesn’t always = more calls How David Mordzynski Uses LinkedIn Profiles For Tailored Prospecting 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 $500m MEDDPICC secrets revealed: How Zendesk is able to forecast revenue within 1% How to Keep Your Sales Team From Killing Your Brand & Your Bottom Line with Chad Sanderson

Paul Ross joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Paul Ross is an author, speaker, trainer, and Master Practitioner of Neuro-Linguistic Programming. For the past 30 years, he’s taught tens of thousands of people the power of language to persuade, sell, heal, turn stumbling blocks into stepping stones, and pain into passion. Highlights include: how Paul used neuro-linguistic programming to increase his social intelligence (4:45), his basic principles of objection handling (8:25), examples of the objection handling framework in practice (17:30), how to reframe the objection (20:15), and why these techniques work better in tandem with traditional sales methodologies than any of them do alone (28:40).   SHOW NOTES:  More on objection handling: Objection Deflection: Prospecting Enemy #1 Manage any sales objection successfully 13 Responses When a Prospect Says “We Don’t Have That Business Pain”

Gabrielle Blackwell joins Sarah Hicks on this episode of the Predictable Revenue Podcast.   Gabrielle is a sales dev leader who believes in empowerment, advocacy, and enlightenment. She’s a sales dev manager on the SMB/commercial team at Gong with expertise in sales leadership, sales training, sales management, change management, sales coaching, personal coaching, sales enablement, and cold calling. Highlights include: why the phone is the most powerful channel (1:45), the mentality necessary to be a great cold caller (2:50), phone anxiety (5:05), the unconventional way to prep for a cold call (7:00), Gabrielle’s 4 step approach to launching a conversation (13:13) and getting them talking (15:38), and the hurdles you have to jump before you can ask for the meeting (19:50).     SHOW NOTEs:  More blog posts on cold calling tactics: How to Nail The First 30 Seconds of The Cold Call: In Conversation With Rex Biberston Cold Calling is Back, Baby! The 4 things to do after you choke on a cold call

Dr. Todd Snyder joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Dr. Snyder is a psychologist and productivity coach who helps business owners discover the motivation, systems, and strategies to get more done in less time. Highlights include: what it means to slow down (4:55), why many entrepreneurs struggle to see the big picture (7:20), how slowing down actually makes you more intelligent (11:36), justifying slowing down to your investors & boards (19:25), how to do it (23:30), making sure you don’t overthink (31:12), famous entrepreneurs who have unlocked this mindset and reaped the benefits (38:45).   SHOW NOTES:  More on psychology & business: How fear of uncertainty is holding us back (and why it shouldn’t) And on long-term goal-setting: The power of coaching and long-term goal setting with Lever’s Kelly Del Curto

Eric Reed, CEO & Founder of at reed5group, joins Sarah Hicks/Collin Stewart on this episode of the Predictable Revenue Podcast. Reed5group is a boutique marketing agency specializing in custom-tailored sophisticated solutions, organizational coaching, and fractional leadership services. Highlights include: Culture in the sales context (5:00), creating a culture (7:45), the fundamentals of a sales culture (10:20), and hiring for Culture (16:40).   SHOW NOTES:  How to build a culture that attracts top performers with Justin Welsh 5 Steps to Become an Effective Leader of a Culture-Driven Organization How to Scale Your Business So It Sells Like a Fortune 500, With The Culture And Agility of a Startup

Sean Yuan, Business and Product Operations Specialist at MDTech, joins Sarah Hicks/Collin Stewart on this episode of the Predictable Revenue Podcast. He earned a dual degree in Computer Science and Business Administration from the University of Southern California where he gained a passion for process improvement and bridging the gap between business and technology. He’s a producer of the 30 Minutes to President’s Club Podcast and an expert in the medical technology field. Highlights include: how Sean and the team do their research (3:50), keeping up with changes (8:05), using research to start new conversations (9:25) and inspire confidence in your prospects (11:38), the importance of reputation in a highly regulated space (14:00), and knowing your audience (18:29).

Alice Chandrasekaran and Jennifer Aplin, co-founders of Digital Magenta Inc, join Sarah Hicks on this episode of the Predictable Revenue Podcast. Digital Magenta Inc is a specialized consulting firm that helps companies harness data to grow revenue and drive operational efficiencies. Together, co-founders Alice Chandrasekaran and Jennifer Aplin have combined their years of experience in data intelligence, sales, marketing, and revenue operations to build the Growth Data™ platform and help companies use data to accelerate growth and productivity.  Highlights include: revenue growth’s missing link (1:15), what companies aren’t doing right now (4:50), what they should be doing (7:55), how to identify critical revenue drivers in your company (11:11), how Growth Data provides clarity (16:02), how to unlock the data (20:42), and the business impact of focusing on activities that generate the more revenue (29:00).   SHOW NOTES:  More on eliminating silos and optimizing revenue operations:   Rev Ops: The Missing Link That Will Increase Your Revenue by 26% How to align marketing and sales to increase revenue with keynote speaker and expert business coach Jeff Davis Why Revenue Operations is a Critical Piece to Your Growing Sales Org

Mac McKellar, National Sales Director at Nona Scientific, joins Sarah Hicks on the second episode in the Selling into Ever-Changing, Highly Regulated Industries series on the Predictable Revenue Podcast. Mac is a national award-winning sales professional with over a decade of healthcare and laboratory experience in both sales and executive leadership. Highlights include: the regulations salespeople in this space have to worry about (1:57), how Mac and his team stay up to date (3:48), keeping every department up to date (5:24), the pertinence of unity between sales and marketing (6:30), using research to generate new opportunities and spark conversations (15:40), and instilling confidence in your prospects (20:35).   SHOW NOTES:  Selling into Ever-Changing, Highly Regulated Industries - Part 1: Technology & Cyber More on becoming a valued partner: How to Get The Attention of Any Decision-Maker to Expand Your Sales Within An Enterprise Account

Kevin Gilman, Head of East Coast Sales at American Public Media, joins Sarah Hicks on this episode of the Predictable Revenue Podcast. Kevin has been with APM for four years. Previously he worked at CBS selling national and local radio, and digital products. Highlights include: organization before a cold call session (1:26), research and personalization (3:39), why Kevin thinks the phone is the best channel (10:49), the structure of a cold call (15:13), how the phone fits in with the other channels (23:15), navigating gatekeepers (29:55), objection handling (31:54), and voicemail strategy (37:10).   SHOW NOTES:  More on cold call strategy: The Cold Call and Cold Email: Part 1 of Predictable Revenue’s Outbound Sales Learnings from 2018 Cold Calling Archives How to Nail The First 30 Seconds of The Cold Call: In Conversation With Rex Biberston