The Predictable Revenue Podcast

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Alexandra Perry, CEO of Indianapolis-based consulting firm Practically Speaking. Alexandra is a speech pathologist turned entrepreneur, and currently works with clients of all stripes in the business world: leaders looking to improve their speaking, renowned keynote speakers that need a tune up, and young professionals looking to start honing the craft of public speaking.  Throughout the pod, Collin and Alexandra look at some practical tips to make you (yes, you!) and better and more confident speaker. Highlights include: who Alex works with (10:41), Alex’s journey (11:52), Alex’s framework for effective speaking (14:04), style (16:39), how to use style to build relationships (38:19), style mistakes (41:47), story (47:40), screwing up stories (57:54), standards (1:02:24), and cold call Collin (1:13:06).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Brian Carroll, Founder and CEO of empathy-based sales and marketing consultancy Markempa. Matt’s done it all over the course of his career – entrepreneur, writer, noted speaker, podcast host, and sales leader. Throughout the pod, Collin and Brian discuss how to build empathy into your prospecting and, ultimately, into the very fabric of your company. Highlights include: Brian’s background (6:46), how to build empathy into the culture of a business (32:48), What is tactical empathy? (40:22), Empathy indexing (46:53), good and bad nurture emails (54:33), can you hire for empathy? (59:37), and cold call Collin (1:14:02). Show Notes  https://www.cbsnews.com/news/debt-collector-thrives-with-simple-strategy-kindness/ Jobs to be done - http://www.whencoffeeandkalecompete.com/ Hero’s journey - https://www.youtube.com/watch?v=1nYFpuc2Umk&t=4s Anthony Demasio book - https://www.amazon.com/Feeling-What-Happens-Emotion-Consciousness/dp/0156010755 The new science of customer emotions - https://hbr.org/2015/11/the-new-science-of-customer-emotions  How to interview customers - http://leanproductplaybook.com/ Cognitive interviewing (warning - links to PDF download) - https://www.chime.ucla.edu/publications/docs/cognitive%20interviewing%20guide.pdf  Tactical empathy - https://www.amazon.com/Never-Split-Difference-Negotiating-Depended-ebook/dp/B014DUR7L2 Never Split the Difference cheat sheet - https://github.com/mgp/book-notes/blob/master/never-split-the-difference.markdown  Decarte’s Error - Antonio Demasio - https://www.amazon.com/Descartes-Error-Emotion-Reason-Human/dp/014303622X Listening Well, the lost art of listening - https://www.amazon.com/Lost-Art-Listening-Second-Relationships/dp/1593859864 Reading people - what every body is saying - https://www.amazon.com/What-Every-Body-Saying-Speed-Reading/dp/0061438294 Inside out - kids movie - https://www.youtube.com/watch?v=yRUAzGQ3nSY Kill a word - https://www.slideshare.net/PatrickEMcLean/how-to-kill-a-word Listening with the third ear - https://www.amazon.com/Listening-Third-Ear-Experience-Psychoanalyst/dp/0374518009 Empathy Index video - https://www.markempa.com/  https://www.markempa.com/how-apply-emotional-motivators-increase-conversion-video/ https://www.markempa.com/we-stopped-trying-to-convince-customers-and-got-triple-the-results/

At Predictable Revenue, we’re working on outbound sales for multiple clients across multiple channels targeting multiple industries. As such, we’re always seeing what works and what doesn’t and hearing about the latest trends from others doing the same. We’ve found that too often, outbound sales initiatives are driven by instincts and gut feeling. We wanted to remove this and take an experimental approach to test new ways to reach sales prospects so we can provide clear and reliable results around what does work and what doesn’t. To do this, we set up Outbound Labs at the beginning of the year. Since then. We’ve run well over 50 experiments and have found some pretty convincing, surprising, and often cool results. As such, we wanted to share these findings with you and also equip you to be able to take more of an objective approach to testing how you can get the best results in your outbound. We'll be publishing 1 experiment per week: https://predictablerevenue.com/outbound-labs-newest-experiments Founded by Aaron Ross, of the award-winning, bestselling book Predictable Revenue, we teach companies how to double or triple (or more) new sales. Our framework was conceived at one of the most successful startup companies – Salesforce.com. In a few short years, use of our “Cold Calling 2.0″ framework helped increase Salesforce.com’s recurring revenues by $100 million, and continues to help double their enterprise growth today. Get in touch with us: Q&A Live Chat: http://bit.ly/2LDHuP5 Website: https://predictablerevenue.com/get-started-youtube Facebook:https://www.facebook.com/PredictableRevenue/ps://www.facebook.com/PredictableR... LinkedIn:https://www.linkedin.com/company/predictablerevenue-com/

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Johann Nogueira, Director of Business Authorities (among other things!). Johann has quite the resume: former scientist, almost-PhD recipient, serial entrepreneur, and noted speaker. Throughout the pod, Collin and Johann discuss how Johann and his companies work to unlock revenue, build brands, and, ultimately, empires for their clients. Highlights include: the art of juggling 3 companies (7:14), the Business Authorities Formula (8:05), the atomic marketing framework (23:07), the best fitting solutions (28:59), the customer audit (34:05), where do people get stuck in the process? (45:28), the sales lightning round (49:36), and cold call Collin (52:58).

At Predictable Revenue, we’re working on outbound sales for multiple clients across multiple channels targeting multiple industries. As such, we’re always seeing what works and what doesn’t and hearing about the latest trends from others doing the same. We’ve found that too often, outbound sales initiatives are driven by instincts and gut feeling. We wanted to remove this and take an experimental approach to test new ways to reach sales prospects so we can provide clear and reliable results around what does work and what doesn’t. To do this, we set up Outbound Labs at the beginning of the year. Since then. We’ve run well over 50 experiments and have found some pretty convincing, surprising, and often cool results. As such, we wanted to share these findings with you and also equip you to be able to take more of an objective approach to testing how you can get the best results in your outbound. We'll be publishing 1 experiment per week: https://predictablerevenue.com/outbound-labs-newest-experiments Founded by Aaron Ross, of the award-winning, bestselling book Predictable Revenue, we teach companies how to double or triple (or more) new sales. Our framework was conceived at one of the most successful startup companies – Salesforce.com. In a few short years, use of our “Cold Calling 2.0″ framework helped increase Salesforce.com’s recurring revenues by $100 million, and continues to help double their enterprise growth today. Get in touch with us: Q&A Live Chat: http://bit.ly/2LDHuP5 Website: https://predictablerevenue.com/get-started-youtube Facebook:https://www.facebook.com/PredictableRevenue/ps://www.facebook.com/PredictableR... LinkedIn:https://www.linkedin.com/company/predictablerevenue-com/

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes our very own Chief Product Officer, Kenny MacKenzie. Kenny is a pillar of innovation at Predictable Revenue, helping lead the development of our products and services. He is also a sought after speaker, making appearances at international sales and technology conferences.   Throughout the pod, we do a deep dive into our new Outbound Validation program. If you’ve got a flair for outbound experimentation, you won’t want to miss this.  Highlights include: Kenny’s Journey (2:56), developing target lists, and the Predictable Revenue methodology (9:49), the four pillars (17:33), Outbound Validation (22:43), the brainstorming and testing process (47:44), gauging results (59:00), and why we’re sharing this information (1:11:12).  

At Predictable Revenue, we’re working on outbound sales for multiple clients across multiple channels targeting multiple industries. As such, we’re always seeing what works and what doesn’t and hearing about the latest trends from others doing the same. We’ve found that too often, outbound sales initiatives are driven by instincts and gut feeling. We wanted to remove this and take an experimental approach to test new ways to reach sales prospects so we can provide clear and reliable results around what does work and what doesn’t. To do this, we set up Outbound Labs at the beginning of the year. Since then. We’ve run well over 50 experiments and have found some pretty convincing, surprising, and often cool results. As such, we wanted to share these findings with you and also equip you to be able to take more of an objective approach to testing how you can get the best results in your outbound. We'll be publishing 1 experiment per week: https://predictablerevenue.com/outbound-labs-newest-experiments Founded by Aaron Ross, of the award-winning, bestselling book Predictable Revenue, we teach companies how to double or triple (or more) new sales. Our framework was conceived at one of the most successful startup companies – Salesforce.com. In a few short years, use of our “Cold Calling 2.0″ framework helped increase Salesforce.com’s recurring revenues by $100 million, and continues to help double their enterprise growth today. Get in touch with us: Q&A Live Chat: http://bit.ly/2LDHuP5 Website: https://predictablerevenue.com/get-started-youtube Facebook:https://www.facebook.com/PredictableRevenue/ps://www.facebook.com/PredictableR... LinkedIn:https://www.linkedin.com/company/predictablerevenue-com/

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Steve Bullington, Senior Manager of Solutions Engineering Talent Development at Salesforce. Steve’s done it all in the world of sales – quota carrying rep, frontline manager, and organizational leader. But now he’s focused on developing the next wave of sales gurus via the internship programs and new sales development cohorts in the Salesforce training academy. Throughout the pod, Collin and Steve discuss how to build an effective career development program for early grads. From interviewing, to presenting, to whiteboarding – if you’re in charge of shepherding new reps and fostering their skills...this is the pod for you.  Highlights include: Steve’s sales journey (2:11), Salesforce’s training program (5:43), where to look for new recruits from colleges (11:52), positive interview traits (19:16), post cohort acceptance work plans (35:42), building professional development skills (42:17), teaching discovery (52:30), presenting with purpose (1:05:05), teaching whiteboarding 1:11:28   Show notes: • Nancy Duarte TED talk - https://www.youtube.com/watch?v=1nYFpuc2Umk • Franklin Covey podcast with Book Steve recommended - Data Story - Nancy Duarte  • Mega Cavern ziplining - https://www.youtube.com/watch?v=Ea6qU7H4enw • Make it stick - Science of successful learning  • Storybrand - Donald Miller - https://www.youtube.com/watch?v=GUAWqsJFWkg • Mike Weinberg - Sales Truth  • Jacco Van Der Kooij - Visual storytelling https://www.youtube.com/watch?v=eDGtVOFtVzY  • Back of the Napkin by Dan Roam - https://www.youtube.com/watch?v=ri8E8cNf2Bw  Steve Bullington on LinkedIn - https://www.linkedin.com/in/stevebullington/ 

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jeron Paul, Founder and CEO of Spiff.com.  Jeron is a veteran and accomplished entrepreneur: he’s a four-time founder (with three exits), a board member, and former VC.  Throughout the pod, Collin and Jeron discuss the often-repeated, but not always true, myths around building comp plans. Highlights include: why are compensation plans critical? (5:50), myth 1 – commissions don’t matter much (15:53), myth 2 – straight line commission are better than complex commissions (27:04), myths 3 and 4 – quota bonuses aren’t always effective and accelerators aren’t worth the complexity (39:29), and myth 5 – more frequent or less frequent bonuses...which is more effective? (51:39).   Shownotes: https://hbr.org/2015/04/how-to-really-motivate-salespeople https://hbswk.hbs.edu/item/do-bonuses-enhance-sales-productivity-a-dynamic-structural-analysis-of-bonus-based-compensation-plans https://hbr.org/webinar/2018/02/rethinking-sales-compensation https://www.hbs.edu/faculty/Publication%20Files/12-055_13c23c02-e57f-4aea-9630-316aa4b772ce.pdf https://www.hbs.edu/faculty/Publication%20Files/13-073_cbb24c28-9e84-47d9-8a32-f01b73cfda13.pdf  

At Predictable Revenue, we’re working on outbound sales for multiple clients across multiple channels targeting multiple industries. As such, we’re always seeing what works and what doesn’t and hearing about the latest trends from others doing the same. We’ve found that too often, outbound sales initiatives are driven by instincts and gut feeling. We wanted to remove this and take an experimental approach to test new ways to reach sales prospects so we can provide clear and reliable results around what does work and what doesn’t. To do this, we set up Outbound Labs at the beginning of the year. Since then. We’ve run well over 50 experiments and have found some pretty convincing, surprising, and often cool results. As such, we wanted to share these findings with you and also equip you to be able to take more of an objective approach to testing how you can get the best results in your outbound.   We'll be publishing 1 experiment per week: http://bit.ly/2k8t3Wm   Founded by Aaron Ross, of the award-winning, bestselling book Predictable Revenue, we teach companies how to double or triple (or more) new sales. Our framework was conceived at one of the most successful startup companies – Salesforce.com. In a few short years, use of our “Cold Calling 2.0″ framework helped increase Salesforce.com’s recurring revenues by $100 million, and continues to help double their enterprise growth today.     Get in touch with us: Website: https://predictablerevenue.com/get-st... Facebook: https://www.facebook.com/PredictableR... LinkedIn:https://www.linkedin.com/company/pred...