The Predictable Revenue Podcast

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes troy Conquer, Chief Revenue Officer at fast growing revenue operations consultancy Go Nimbly.  Troy has a somewhat different background from the dyed-in-the-wool sales professionals we typically have on the show. Trained as an engineer, Troy has extensive experience as a consultant and a developer, before taking on the task of leading sales at Go Nimbly. Throughout the pod, Collin and Troy discuss the fluid, and tricky, art of selling services. Highlights include: honing in when you sell services (18:54), crafting bespoke plans and roadmaps (22:05), the evolution of Go Nimbly’s sales process (27:17), the Go Nimbly discovery call (49:44), sharing the right amount of detail (54:11), submitting proposals (1:07:29), the sales lightning round (1:12:18), and cold call Collin (1:16:31).   Show Notes:  https://www.linkedin.com/in/troyconquer/

Discover one new episode every week! At Predictable Revenue, we live and breathe outbound sales. We’ve found that too often, outbound sales initiatives are driven by instincts and gut feeling. We decided to use the scientific method to test the latest trends in outbound sales. We’ve run over 50 outbound experiments, and plan to continue running 10 to 20 experiments a month. We’ll be sharing the results of our experiments and the conclusions through our Outbound Labs video series. Throughout the series, we’ll highlight what’s working and what isn’t in Outbound Sales, keep you up-to-date on the latest trends and help you increase your sales.   Show notes: https://predictablerevenue.com/outbound-labs-theme-1-deliverability https://www.youtube.com/watch?v=aHdib823aC8&t=7s https://www.youtube.com/playlist?list=PLAxmz91coGiNze-0mTDjrgrGOnvTqJ9uD https://www.linkedin.com/in/collinstewart/ https://docs.google.com/document/d/1YLQFQqmad-IcW-NmmzNRAs6lcHYPuTD_YCwMxs1cTkM/edit?usp=sharing

Whether you’re on the fence about investing in outbound, or a seasoned sales veteran looking to add some new skills to your prospecting bag of tricks, these videos will highlight what works and what doesn’t in Outbound Sales, keep you up-to-date on all the latest trends, and help you increase your sales.

“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

We just wrapped with Robbie Allen, Founder at Buena Vista Ventures. You might also recognize him from his time at MixMax, Flexport, or that time he helped hire 250 sales reps at Zenefits. We dug deep into scaling sales teams and discussed the three stages that every startup sales team goes through: Product Market Fit (finding a mismatch), Repeatability and Scale (how to run a play repeatedly and see consistent results); and Hypergrowth (where you have a full playbook).We also talked about what sales ops, enablement, recruitment & hiring look like in each stage, and what are some of the biggest missteps you can make.Some of the highlights include: Defining the 3 stages and what needs to be done differently in each one. The goals behind each stage. How to get ready for the next stage. Learning to be a strong sales ops leader

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kaitlyn Buckheit, Sales Development Manager at Lever. Kaitlyn is a veteran startup sales leader and compassionate manager working to empower her teams to not only crush their numbers, but cultivate a mindset that will empower them in all areas of their life. Throughout the pod, Collin and Kaitlyn do deep dive on creating and living that positive mindset. This is powerful stuff. Highlights include: defining and hiring for Mindset (4:17), Lever’s hiring process (21:40), “Aha” moments (31:55), coaching reps for mindset (44:52), living those new beliefs (1:00:47), sales lightning round (1:10:00), and cold call Collin (1:14:39’). Show notes: Interview question you can use to discover a candidates mindset: Tell me about a time the odds were stacked against you? Tell me about one of your failures? Tell me about the last time you went through a significant change in your current organization? Explore further with follow up questions: Walk me through that. Who helped with that? Where did you come to that idea? How did you feel about that? How they talk about the process, and how they talk about the challenge will be a significant indication of if this person has the right mindset. Links mentioned in the podcast: https://www.goodreads.com/work/quotes/26493723-the-obstacle-is-the-way-the-timeless-art-of-turning-adversity-to-advant https://www.goodreads.com/book/show/40745.Mindset https://www.goodreads.com/book/show/6461352-training-camp https://www.goodreads.com/book/show/4069.Man_s_Search_for_Meaning https://www.goodreads.com/book/show/27213329-grit https://www.goodreads.com/book/show/13588356-daring-greatly

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes David Dulany, Founder and CEO of outbound sales consultancy Tenbound. If you look up “salesperson” in the dictionary, there may as well be a picture of David. He’s led sales development teams of all sizes, created prospecting teams from scratch, and hosts a terrific (and aptly-titled) Sales Development Podcast.  Throughout the pod, Collin and David discuss how to empower your SDR team to nail your event outreach. Highlights include: why host / attend events? (21:08), getting the most out of your events (35:11), the role of AEs in events (46:04), the role of managers in events (58:02), why should people come to The Sales Development Conference? (103:58).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Andrew Oddo, Director of Growth at Bowery Capital. Andrew is a veteran sales professional who turned VC. He’d helped countless growing companies build their outbound sales machine, as well as crushed a quota or two in his time. Throughout the pod, Collin and Andrew do deep dive into early-stage sales planning. If you’re a budding company looking to solidify your sales process and grow your team – this pod is a must-listen.  Highlights include: Andrew’s sales journey (7:44), the benefits of a documented sales playbook (11:50), the pieces of the playbook (19:07), the ICP and buyer persona (22:30), channels and messaging (32:44), arming your team (47:12), maintaining quarterly playbook reviews (59:31), sales lightning round (1:03:44), cold call Collin (1:10:03).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sarah Harbison Tosh, Senior Director Market Development at marketing platform Sigstr.  Sarah is a veteran sales leader – she’s grown and managed teams at startups, fast-growing mid-market companies, and international tech unicorns.  Throughout the pod, Collin and Sarah discuss the growing trend and power of mixing brand marketing with outbound sales development.  Highlights include: why brand is getting involved with outbound (4:39), striking the right balance between creativity and numbers (6:13), using creativity, personalization, and scale to stand out (9:33), staying on brand while giving SDRs freedom to be creative (16:23), teaching authenticity (43:50), the power of events (46:39), G2 Crowd reviews (58:40), sales lightning round (101:14), and cold call Collin (1:04:17).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jeff White, Founder and Principal of Kula Partners.   Jeff is a veteran entrepreneur, marketer, and content creator – most notably known for creating the popular Kula Ring Podcast.    Throughout the pod, Collin and Jeff discuss how to leverage content to drive prospecting and, of course, pipeline. Highlights include: Jeff’s content philosophy (3:56), the power of podcasting (9:43), Kula’s post-podcast outreach (16:20), Kula’s suite of content (24:12), the executive roundtable (39:02), the sales lightning round (47:46), and cold call Collin (56:03).