The Predictable Revenue Podcast

Stepping into the world of customer development can be daunting, especially when you're unsure what to ask or how to approach potential users without a finished product.  However, Cindy Alvarez, author of "Lean Customer Development" and Director of UX for PowerPoint, believes embracing these uncertainties is the key to successful product development.  In this episode, Cindy explains why this initial discomfort is normal and essential for innovation. Highlights include: Why People Hesitate to Do Customer Development Interviews? (01:40), How to Design Your Interview Process (25:57), And more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://predictable.fm/get-growth

Hugh Hornsby, an entrepreneur who overcame epilepsy to empower others, shares his journey of resilience and leadership. He dives into transforming personal challenges into professional strength, emphasizing mentorship and community building. Hugh reflects on the shift from transactional to relationship-based sales, and how fostering a supportive culture can rejuvenate struggling companies. His insights on addressing root causes in organizational change highlight the importance of aligning individual passions with team goals, creating a people-centric business model.

Territory design is often overlooked yet crucial to sales strategy. In this episode, Collin Stewart is joined by Hayes Davis, Co-founder and CEO of Gradient Works, and Lily Youn, Head of Growth, to explore the intricacies of territory design and its impact on sales performance. Highlights include: When to Think about Territory Design? (07:12), The Sales Dragon Persona (25:06), And more... Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://predictable.fm/get-growth

In this episode, Collin Stewart interviews Zach Golden, Director of Client Management at Anova Consulting Group, to uncover the value and intricacies of win-loss analysis in sales.  Although not widely adopted, win-loss analysis can significantly impact business growth by providing deep insights into why deals are won or lost. Highlights include: Let's Jump Straight to the Demo (08:56), The 3 Phases of a Win/Loss Analysis (32:02), And more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Belal Batrawy, founder of Learn to Sell and Death to Fluff, dives into the art of core messaging in sales. He emphasizes how polarizing messaging can attract ideal customers while repelling the unfit. Personal branding evolves through clear communication, highlighting the importance of understanding buyer personas and their emotional triggers. Batrawy also discusses strategies for startups to establish credibility and the advantages of using diverse data sources in recruitment, stressing the need for a holistic approach in sales.

Darius Lahoutifard, founder of the MEDDIC Academy, shares insights on the transformative MEDDIC sales qualification framework. He discusses its origins and how it has revolutionized sales strategies for high-tech firms. The conversation highlights the importance of understanding customer pain points and leveraging metrics for effective sales conversations. Darius also emphasizes the role of leadership in fostering sales excellence, encouraging organizations to customize their approach for maximum impact and repeatable results.

In the latest episode of the Predictable Revenue Podcast, host Collin Stewart sits down with Kevin Gilman, National Sales Director at Carvertise, to delve into the habits that have driven Kevin's two-decade-long sales career.  This conversation highlights how structured routines and prioritizing personal and professional goals can significantly enhance sales performance. Highlights include: How to Create a New Habit? (03:41), Balancing Work and Personal Life (14:53), And more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Benjamin Dennehy, the UK's most hated sales trainer, joins to share his brutally honest insights on why many salespeople fail. He discusses the emotional impact of unfulfilled careers and emphasizes the importance of genuine advocacy over outdated tactics. Dennehy highlights the need for a process-oriented mindset, effective client engagement techniques, and the art of structuring successful sales calls. He reveals strategies for negotiating and building emotional connections, urging sales professionals to focus on understanding buyer behavior.

April MacLean, founder of Wondry, discusses the art of community building and its strategic benefits for businesses. She emphasizes the importance of community ownership and why it matters more than just using platforms. April shares insights into creating purposeful communities that align with business goals and enhance customer retention. The chat highlights critical steps for launching a community, the role of engagement rituals, and the need for a welcoming atmosphere to foster deeper connections among members.

In this episode of the Predictable Revenue Podcast, Collin Stewart interviews Chris Riklin, Co-founder and Head of Revenue at Topline.  Chris shares his unique journey as a founder, highlighting the importance of being deeply involved in the sales process and how his team’s collaborative dynamics contribute to their success. Highlights include: Enterprise Rep vs. First AE (05:07), Pirate Funnel and First 10 Clients (24:03), And more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching