The Predictable Revenue Podcast

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Alexandra Palomino, Sales Development Representative at San Francisco-based customer support provider UJET. Alexandra is a young professional quickly making a name for herself in the sales development world. After starting her career in marketing, Alexandra joined Everstring, where she learned the tricks of the trade, before joining UJET, where she has taken on a leadership role on the sales development team. She is crushing it. Throughout the pod, Collin and Alexandra get tactical and discuss Alexandra’s impressive day-to-day routine. If you’re a fan of the trenches, this is the pod for you. Highlights include: Alexandra’s career experience thus far (16:04), Alexandra’s SDR process (18:23), her impressive early success (34:06), getting pumped to hit the phones (49:57), the power of sending small gifts (56:46), and cold call Collin (1:03:00).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Lloyed Lobo, veteran entrepreneur and conference facilitator. Lloyed’s a busy guy: in addition to co-founding and running Boast Capital, a San Francisco-based tax specialist firm, he is the co-founder of the Traction Conference, and an advisor with the expanding Growth Marketing Conference.   Throughout the pod, Collin and Lloyed highlight the tactics – the good and the bad! – they’ve used at conferences such as SaaStr over the years. Highlights include: Lloyed’s conference experience (6:51), effective tactics to stand out at events (10:15), how to drive traffic to your booth (29:55), and what kind of commitment you should expect at the conference (45:48).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Karan Singh, co-founder at acclaimed consultancy SalesSource. Karan is a seasoned sales operations leader. He’s managed sales teams, all the way from early growth periods to going public, and consulted for many companies around the Bay Area. Throughout the pod, Collin and Karan talk about Karan’s thorough, meticulous, and data-driven approach to go to market planning. Highlights include: Karan’s experience leading sales teams at Cloudera (12:10), the struggle to define a target market (16:29), how to define a target market (26:24), Karan’s ICP framework (39:38), and Cold call Collin (53:20).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes the pod’s first online singing sensation: Kate Turchin, the “Cloud Security Singer.” Kate is a marketing leader at a well-known cloud security firm who set the internet on fire over that couple years with her educational (and hilarious!) songs about cloud security. If you somehow missed her tunes, check out her YouTube channel and commence rocking out. Throughout the pod, Collin and Kate talk about how to turn your unique talents and particular genius into a recognizable online brand to help drive leads (for a few more tips, download Kate’s latest whitepaper). Highlights include: why Kate decided to pick up her guitar and use it for work (14:11), Kate’s inspiration (20:42), combining social media entertainment with serious business information (23:42), how to implement disruptive strategies...and be yourself (28:55), and cold call Collin (51:42).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Will Fraser, Chief Executive Officer of referral platform SaaSquatch. Will is a lifelong entrepreneur – he started his first business as a teenager and hasn't stopped since. In addition to leading SaaSquatch for the past six years, Will also serves at the Chair of GrowthAutomation.org, the official community for news, education, and thought leadership on Growth Automation. Throughout the pod, Collin and Will discuss every sales team’s favourite topic – the intricacies of raising the price (or prices) of your product. Highlights include: the ins and outs of SaaSquatch’s recent price change (11:00), the importance of working closely with your sales team when changing your prices (20:09), how to alleviate your team’s fears (27:48), the impact of SaaSquatch’s price change (34:30), and cold-call Collin (41:03).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jeff Davis, Founder, Keynote Speaker, and Coach at the JD2 Consulting Group. In addition to his roles at the consultancy he founded, Jeff is the executive producer and host of The Alignment Podcast, the creator and host of the Sales + Marketing Alignment Summit, and an entrepreneur in residence at VentureSCALE. Throughout the pod, Collin and Jeff discuss the critical pillar of revenue growth: the strategic alignment of marketing and sales. Highlights include: should sales and marketing teams roll up to one revenue leader? (21:04), the benefits of sales and marketing alignment (23:12), experiencing the full buyer experience (34:15), Jeff’s three-pillar framework for aligning sales and marketing (41:05), and cold call Collin (1:10:51).

On this edition of The Predictable Revenue Podcast, co-host Aaron Ross welcomes Patrick E. McLean, communicator and President and Editor-in-Chief of the good words (right order) consultancy. Patrick is a veteran writer, creative, and advertising professional. He’s worked in national agencies, consulted for some of the world’s largest companies (Amazon, for instance), and run his own shops as well. Throughout the pod, Aaron and Patrick discuss an unflinching pillar of business: clear and effective communication. Highlights include: why Patrick teaches companies to kill words (4:30), how much editing content actually needs (7:58), establishing a regular draft process (10:48), and the importance of case studies (19:31).

On this edition of a live Predictable Revenue Podcast, co-host Collin Stewart welcomes two members of Workfront’s sales leadership team: Justin Hiatt, Vice President of Digital Sales, and Eddy Morris, Enablement Manager. Before joining Workfront, Justin held leadership positions at some of the most well-known tech companies – Insidesales.com, HubSpot, and Oracle, to name just a few. Eddy bring years of multidisciplinary leadership experience to his role at Workfront, having led cross-functional marketing and sales teams in various industries.   Throughout the pod, Collin, Justin, and Eddy discuss why Workfront invests in hyper-personalized email touches. Highlights include: why personalizing matters (5:30), Workfront’s cadences and compensation (9:18), how Workfront reps tailor their messaging (16:51), crafting emails (26:23), how long is too long for an intro email? (53:38).

On this edition of The Predictable Revenue Podcast, we’re flipping the script a bit and bringing you a star-studded webinar our co-CEO Collin Stewart took part in with Steli Efti, CEO of Close.io, Don Erwin, Head of Revenue at Mixmax, and Dustin Crawford, Sales Manager at Intercom. Throughout this webinar, these four veteran sales leaders talk all things cold email: how to craft, deliver, and follow up with prospects to fill your pipeline and, of course, close more deals. Highlights include: common mistakes in outbound emails (7:08), designing an effective email strategy (10:47), how to personalize your messaging (16:00), how to craft a effective an email (18:22), using humour in your emails (35:40), and does the referral email still work? (50:10).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Ali Tajsekandar, Founder and CEO at Wishpond for a live webinar on a mission-critical topic for every entrepreneur and sales leader: how to build a scalable growth engine Ali is a veteran technology entrepreneur and advisor – he’s led Wishpond for the past 9 years, and guided the company through substantial growth. Throughout their discussion, Collin and Ali outline the foundational components needed to turn any burgeoning marketing and sales outfit into a well-oiled, predictable machine. Highlights include: a startups stages of growth (8:09), the basics of an inbound lead flow (14:21), growth tactics (17:34), the nuances of outbound (23:32), a basic outbound sales process (30:42), elements of a perfect meeting (33:58), and common growth mistakes (43:14).