The Predictable Revenue Podcast

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Patrick Campbell, CEO of Boston-based business intelligence firm ProfitWell. Like every technology entrepreneur Patrick, has a background in econometrics and math (we kid, we kid). Before establishing ProfitWell, Patrick worked in the intelligence community in Washington D.C., and did economic modelling for Google. You know, just a couple of obscure organizations. No big deal.  Throughout the pod, Collin and Patrick do a deep dive into the complex, fluid, and, ultimately, critical world of price determination. Highlights include: Patrick’s background (4:10), the impact of pricing (9:54), persona pricing fit (15:30), key pricing information for salespeople (18:00), the difference between good and bad salespeople (22:46), value metrics (35:25), why salespeople aren’t more involved in pricing (38:39), and cold call Collin (50:18).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Matt Millen, Senior Vice President of Revenue at Outreach. If it’s possible to sales in your DNA, than Matt has it. He’s led sales team for some of the world’s most well-known corporations – including T-Mobile and world famous life coach Tony Robbins. Oh, and he’s also raced cars. Professionally.    Throughout the pod, Collin and Matt talk about leadership philosophy and how to hire positive, determined, and high-producing salespeople. Highlights include: Matt’s leadership philosophy (3:59), the SAM model (8:29), finding people with a winning mindset (22:52), maintaining positive mindset (34:06), cultivating youthful energy (37:00), and cold call Collin (41:30).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Matt Millen, Senior Vice President of Revenue at Outreach. If it’s possible to sales in your DNA, than Matt has it. He’s led sales team for some of the world’s most well-known corporations – including T-Mobile and world famous life coach Tony Robbins. Oh, and he’s also raced cars. Professionally.    Throughout the pod, Collin and Matt talk about leadership philosophy and how to hire positive, determined, and high-producing salespeople. Highlights include: Matt’s leadership philosophy (3:59), the SAM model (8:29), finding people with a winning mindset (22:52), maintaining positive mindset (34:06), cultivating youthful energy (37:00), and cold call Collin (41:30).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes author, consultant, sales guru, co-CEO, father of 9, and...co-host of The Predictable Revenue Podcast, Aaron Ross. You may have heard of him. Throughout the pod, Collin and discuss the realities of building an outbound sales team. Highlights include: how long it takes to build an SDR team (5:10), avoiding a “reactive” sales culture (15:45), the perils of mixing inbound and outbound (17:05), setting realistic timelines for outbound results (26:10),  the importance of auditing your opportunities (39:16).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes author, consultant, sales guru, co-CEO, father of 9, and...co-host of The Predictable Revenue Podcast, Aaron Ross. You may have heard of him. Throughout the pod, Collin and discuss the realities of building an outbound sales team. Highlights include: how long it takes to build an SDR team (5:10), avoiding a “reactive” sales culture (15:45), the perils of mixing inbound and outbound (17:05), setting realistic timelines for outbound results (26:10),  the importance of auditing your opportunities (39:16).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sujan Patel, co-founder of email outreach platform Mailshake. Entrepreneurship is in Sujan’s DNA: he’s founded digital agencies, run marketing departments in established companies, and is currently leading five different startups in the sales and marketing space. You read that right – five companies.  Throughout the pod, Collin and Sujan host a masterclass on the art of sending cold emails. If you’re a prospector, or lead a team of prospectors, this one is definitely for you. Highlights include: the right strategy for cold outreach (7:10), including the right amount of personalization (16:18), the importance of deliverability (30:05), the effectiveness of LinkedIn Sales Navigator (38:20), and how to craft a great subject line (48:05).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sujan Patel, co-founder of email outreach platform Mailshake. Entrepreneurship is in Sujan’s DNA: he’s founded digital agencies, run marketing departments in established companies, and is currently leading five different startups in the sales and marketing space. You read that right – five companies.  Throughout the pod, Collin and Sujan host a masterclass on the art of sending cold emails. If you’re a prospector, or lead a team of prospectors, this one is definitely for you. Highlights include: the right strategy for cold outreach (7:10), including the right amount of personalization (16:18), the importance of deliverability (30:05), the effectiveness of LinkedIn Sales Navigator (38:20), and how to craft a great subject line (48:05).

On this edition of The Predictable Revenue Podcast, co-hosts Collin Stewart and Aaron Ross welcome Drift CEO David Cancel. What hasn’t David done in the tech world? He’s founded five companies, executed numerous successful exits, and held a C-level position at one of best known tech startups in history. #resumegoals    Throughout the pod, Collin, Aaron, and David take turns reading the tea leaves and offer their thoughts on the future of sales (and take a trip down memory lane, too!). Highlights include: David and Aaron’s history in sales (1:32), the product qualified lead (7:07), the evolving compositions of sales teams (10:34), creating a personal connection (15:04), the importance of the SDR (21:54), Drift’s use of bots (28:48), and the aspects of sales that won’t change (49:58).

On this edition of The Predictable Revenue Podcast, co-hosts Collin Stewart and Aaron Ross welcome Drift CEO David Cancel. What hasn’t David done in the tech world? He’s founded five companies, executed numerous successful exits, and held a C-level position at one of best-known tech startups in history. #resumegoals    Throughout the pod, Collin, Aaron, and David take turns reading the tea leaves and offer their thoughts on the future of sales (and take a trip down memory lane, too!). Highlights include: David and Aaron’s history in sales (1:32), the product qualified lead (7:07), the evolving compositions of sales teams (10:34), creating a personal connection (15:04), the importance of the SDR (21:54), Drift’s use of bots (28:48), and the aspects of sales that won’t change (49:58).

  On this edition of The Predictable Revenue Podcast, co-hosts Collin Stewart and Aaron Ross welcome Lars Nilsson, CEO of renowned Bay Area sales consultancy SalesSource. Lars has been involved in the world of sales development for more than 20 years. He’s held senior leadership positions at enterprise organization such as Cloudera, as well as numerous other San Francisco startups.  Throughout the pod, Collin, Aaron, and Lars chart the history, and discuss the future, of prospecting. This is Sales Development 101. Highlights include: how Lars got the middle name SDR (27:04), whether account-based sales has change the definitions of inbound vs. outbound (33:29), the role of Artificial Intelligence in sales development (40:29), whether moving from inbound to outbound requires a culture shift (106:53), and the importance of getting a seat at the table (1:11:02).