The Predictable Revenue Podcast

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Chris Castillo, Founder of Empowered Achievers. Chris is an experienced ad exec, people and culture expert, and, now, renowned career coach and consultant specializing in helping people more fulfilling careers (or new side hustle). Throughout the pod, Collin and Chris get philosophical and discuss the nature of limiting beliefs, where they come from, and how to overcome them. Highlights include: the power of the mind (7:05), why do we develop limiting beliefs in the first place? (19:39), coaching your reps about beliefs (32:18), and re-wiring beliefs (37:47),  Show notes What every body is saying - https://www.amazon.com/What-Every-BODY-Saying-Speed-Reading/dp/B006ZNFEKW  Carol Dweck - mindset - https://www.youtube.com/watch?v=hiiEeMN7vbQ Thinking fast and slow - housekeeper exercise - https://www.npr.org/templates/story/story.php?storyId=17792517 + link to full study https://dash.harvard.edu/bitstream/handle/1/3196007/Langer_ExcersisePlaceboEffect.pdf?sequence=1  Video of neuroplasticity - https://www.youtube.com/watch?v=ELpfYCZa87g

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:   Get in touch with us:   Q&A Live Chat: http://bit.ly/2LDHuP5 Website: https://predictablerevenue.com/get-st... Facebook: https://www.facebook.com/PredictableR... LinkedIn:https://www.linkedin.com/company/pred...

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kyle Racki, noted author and CEO of Halifax’s Proposify. In addition to leading Proposify’s growing team through fundraising rounds, the ups and downs of startup life, and a company-wide evolution to sell bigger deals, Kyle is a trained designer, former agency head, and noted author.  Throughout the pod, Collin and Kyle discuss Proposify’s move up market from servicing just small businesses to selling enterprise deals. Highlights include: Proposify...before moving up market (4:37), where did Proposify start price-wise to go up market? (7:49), Proposify’s initial sales team (11:29), the big changes (17:41), key realizations (24:24), re-training sales (33:24), the changes to customer success (40:38), and Proposify’s wins and mistakes (44:14).   Show notes https://aprildunford.com/obviously-awesome/ https://www.youtube.com/watch?v=sfGtw2C95Ms&t=14s https://www.amazon.com/Jobs-be-Done-Theory-Practice/dp/0990576744 https://www.proposify.com/blog/saas-moving-upmarket

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-increasing-response-rates?nabe=5426850346827776:1

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Nick Rathjen, Vice President of Account Development at Samsara. Nick is a veteran sales professional – through and through. He has led sales teams at some of the biggest organizations in the world (Oracle) and fast-growing companies like Samsara. Throughout the pod, Collin and Nick talk about hiring reps, maintaining cultures, and the importance of mentors. Highlights include: how to hire 200 reps in a year (17:50), establishing weekly goals for the company's different offices (21:24), team composition (28:35), Samsara’s onboarding (32:51), Post onboarding structure (39:57), Samsara’s sales playbook (52:46), the importance of Mentors (1:05:25), and proud moments (1:13:21)   Show Notes: Nick’s onboarding workbook 

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Meganne Brezina, Senior Manager of Sales Enablement at Emarsys. With a wealth of experience at some of tech’s largest companies, Meganne is a veteran sales enablement manager...and expert sales kickoff planner. Throughout the pod, Collin and Meganne discuss how to plan an exciting, educational and, let’s face it, fun sales kickoff event.  Highlights include: why do a sales kickoff? (5:12), how big does your company have to be to host a sales kickoff? (7:12), who gets invited? (10:18), what aspects do you absolutely need to nail at these events? (11:39), how to avoid making it a “drinking event” (18:42), designing an agenda (21:56), impact (25:10), keeping focus throughout the year after your event (27:46), the sales lightning round (33:47), and cold call Collin (37:50).   Links & show notes  https://www.linkedin.com/in/meganne-brezina-2764716/

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.

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Laurabeth Harvey, Senior Vice President of Sales, Success, Support at Intercom. Laurabeth has held nearly every leadership position there is to have in sales: manager, director, VP, SVP...Laurabeth has seen a thing or two. And she’s on the show to discuss her journey, and impart some wisdom she’s learned along the way. Throughout the pod, Collin and Laurabeth discuss how to stand out as an early frontline sales manager, and how to make the jump to more senior (and strategic) leadership positions. Highlights include: Laurabeth’s sales journey (36:13), how to stand out and get tapped for the big jobs (39:55), the importance of prioritization (42:00), getting the right people on the bus (55:27), improve the organization (1:00:13), making the right decisions...quickly (1:05:47), and decision making frameworks (1:14:15).   Links from the podcast LB’s LinkedIn - https://www.linkedin.com/in/laharvey/ DACI Framework - https://www.atlassian.com/team-playbook/plays/daci   

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.

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.