The Predictable Revenue Podcast

Collin Stewart and Jamie Buss, VP of North American Sales at Zendesk. On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes back Jamie Buss, VP of North American Sales at Zendesk. Jaimie is a veteran sales leader. She has held high-profile leadership roles at Zendesk to CORAID to Meraki to Andreesen Horowitz.  Throughout the pod, Collin and Jamie discuss leadership: how to inspire leaders, transition reps into managers, and what mistakes to avoid. Highlights include: Why cultivate sales talent in your organization? (2:36), The Rising Stars program (4:37), the six month journey (10:37), the coaching circles (17:57), what are the core skills Rising Stars develops? (23:43), how do you become a great manager? (37:23), the measuring stick (46:42), treating management as a discipline (54:45), and performance management (58:07).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes David Somers, Director of Sales and Customer Enablement at GitLab. David is a veteran sales enablement leader – before taking over sales and enablement at GitLab, he spent more than a decade leading enablement teams at Red Hat. Before that, he cut his teeth at Dell, growing from internet to a manager in just a few short years. Throughout the pod, Collin and David discuss a critical, yet overlooked synergy: how to align training and enablement with individual professional development. Highlights include: what does connecting training and enablement to professional development mean? (9:03), the impact of this specific alignment (14:32), what does levelling up look like in this environment? (17:31), how to connect training and professional development (25:50), GitLab’s sales learning framework (35:06), balancing the needs of the business with the needs of the individual (46:52), when is the right time to build a sales modelling framework? (1:00:27), and GitLab’s “command of the message” page (1:09:20).

Co-CEO Aaron Ross and Collin Cadmus recently joined forces to discuss a very interesting theory on a live webinar: Is the SDR model broken? Collin has years under his belt. After mastering retail management, he entered the world of software sales and quickly went from being a top salesperson to building and leading large sales organizations. Throughout the webinar, Aaron and Collin discuss what needs to happen industry-wide to get things back on track, and to change the industry in 2020 to bring the SMB Outbound SDR model back to life.

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kyle Van Pelt, VP of Operations at SimpleBills. Kyle has had a fascinating journey into tech leadership. Before joining SimpleBills, he was a human resources director, aircraft maintenance director, and mobility manager over the course of a 15 year career with the U.S. Air Force. Throughout the pod, Collin and Kyle discuss training – in particular how to build a world class training program for your company. Highlights include: Kyle’s role at SimpleBills (13:33), why training should be aligned around a team’s core metrics (20:51), how to use training to build knowledge (28:01), are there training tactics that are best suited for certain situations (32:25), new employee training at SimpleBills (36:03), and SimpleBills’ training table of contents (41:18). SHOW NOTES: https://www.linkedin.com/in/kvanpelt/  https://www.youtube.com/watch?v=C-QholSVowY  https://www.youtube.com/watch?v=GfOcigzj5pE https://images.app.goo.gl/MTv1z1rQ8phcfzKf9  https://cft.vanderbilt.edu/guides-sub-pages/blooms-taxonomy/

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Fabien Pataud, Sales and Profit Coach at Pataud Consulting – Million Dollar Converter. Fabien is a tried-and-true salesperson and entrepreneur – before running his own company and consultancy he was a leader in the real estate and construction industries in Australia.  Throughout the pod, Collin and Fabien discuss how to turn those always popular coffee requests into pipeline. Highlights include: Fabien’s journey and how he figured this out (5:38), what changed for Fabien? (9:35), why should someone consider this method? (14:54), how much revenue did this change produce? (19:00), the framework Fabien uses (25:13), sourcing leads (29:18), questions on the pre-call? (37:11), structure at the coffee meeting (39:43), closing the meeting (46:07), how do you keep this going? (51:05), the sales lightning round (53:59), a cold call Collin (1:03:42).

On this edition of The Predictable Revenue Podcast, Collin and Co-Host Sarah Hicks, welcome Belal Betrawy, Community Founder at Bravado. Throughout the pod, Sarah and Belal talk about some things that don’t make sense within sales that Belal is still seeing today, and how to solve them. Highlights include: best practice is just common practice, call and email metrics don’t outweigh pipeline and wins, grinding 24/7 will not get you closer to your numbers, the sales lighting round, and cold call with Sarah.    Shownotes: Dr. Cialdani (6 Principles)- https://www.influenceatwork.com/principles-of-persuasion/

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sarah Hicks, Senior Sales Development Representative at Predictable Revenue.  Sarah is a top saleswoman who relies on her creativity and knowledge to establish new norms that quickly become the new standard. She has hit 130% of her quota for the last couple of months and is absolutely crushing it.  Throughout the pod, Collin and Sarah discuss Becc Holland’s personalization at scale approach, and how Sarah reverse-engineered it to fit her own method. Highlights include: finding thought leaders on LinkedIn, using high engagement activity to get prospects, list building,  personalization based on comments, the sales lighting round, and cold call with Collin.   SHOWNOTES: Becc Holland - https://www.linkedin.com/in/becc-holland-8950943a/ How to Personalize at Scale with Becca Holland: https://youtu.be/po26RWh5MQ4

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kyle James, VP of Sales at Zentap. Kyle is an up-and-coming sales leader – currently leading a fast growing team of AEs and SDRs – Kundalini yogi, and student of all things mindfulness.  Throughout the pod, Collin and Kyle discuss how to build and harness presence, a critical life skill, in order to help bring more joy and success to your sales career (and, of course, your life). Highlights include: Kyle’s current role (00:59), why staying present is important (2:10), teaching mindfulness to your colleagues (15:04), the “RPV framework” (19:49), developing a “mindful” mindset (23:44), the sales lightning round (39:53), and cold call Collin (43:46).   Show Notes: The Power of Now - https://fourminutebooks.com/the-power-of-now-summary/    Stop Future Planning - https://fs.blog/naval-ravikant/

On this edition of The Predictable Revenue Podcast (a joint webinar with SalesFlare), co-host Collin Stewart welcomes Jeroen Corthout, Co-Founder of fast growing CRM company SalesFlare. Jeroen is a veteran entrepreneur and noted consultant – he’s founded numerous companies, led marketing teams, and spoken at international conferences and events.  Throughout the pod, Collin and Jeroen discuss the tips and tricks SalesFlare used to get its first 100 customers. Highlights include: how it all started (5:19), customer interview questions (23:07), building the MVP (27:26), developing an online presence (34:36), what is working for SalesFlair lately? (44:46), how did Predictable Revenue get the word out? (48:35), webinar attendee questions (55:38).

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Catherine Brinkman, sales leader and President of BHY Consulting. From selling ad space in high school and university, to working with Dale Carnegie Training, to leading her own sales consultancy – Catherine has done it all in sales. Throughout the pod, Collin and Catherine get executional and discuss how to work an account list on the phone, via email, and social channels. Highlights include: Catherine’s journey (6:18), penetrating a target account list (19:16), developing warm intros (26:23), going in cold (29:00), cold phone calls (30:21), pre-call research (36:15), Catherine’s cold call (40:14), emails (58:24), using LinkedIn (1:08:39), sales lightning round (1:18:20), and cold call Collin (1:23:18).