The Predictable Revenue Podcast

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Brandon Bruce, Chief Operating Officer and Co-Founder of Cirrus Insight. Like all law school grads, Brandon decided to co-found a rapidly growing tech company. Since starting Cirrus Insight more than 7 years ago, Brandon has helped grow the company to more than 70 people...and, of course, improve the efficiency of sales teams around the world using their software. Throughout the pod, Collin and Brandon talk about all of the different ways C-level executives can support their sales teams. Highlights include: Brandon’s relationship with his sales team (15:06), Brandon’s support methods (20:03), navigating the procurement process (38:53), advice to other sales teams (42:57), and cold call Collin (42:57).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Steve Ross, Director of Sales Development at Seattle-based SaaS stalwart Outreach. Steve has enjoyed a high-profile, varied sales career: prior to leading Outreach’s SDR team, Steve was the helm of the sales team of internationally recognized personal development coach Tony Robbins, as well as San Diego’s Gurtin Municipal Bond Management.  Throughout the pod, Collin and Steve do a deep in the world of cold calling: how to prepare, how to build rapport, and, of course, how to handle all of the contacts that just don’t want to talk. Highlights include: tips for new salespeople (5:42), identifying top prospects (9:26), how to have an exceptional conversation (15:37), knowing when to ‘strike’ (20:46), kicking meetings back to SDRs (28:00), common objections (33:57), and cold calling Collin (50:21).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Steve Ross, Director of Sales Development at Seattle-based SaaS stalwart Outreach. Steve has enjoyed a high-profile, varied sales career: prior to leading Outreach’s SDR team, Steve was the helm of the sales team of internationally recognized personal development coach Tony Robbins, as well as San Diego’s Gurtin Municipal Bond Management.  Throughout the pod, Collin and Steve do a deep in the world of cold calling: how to prepare, how to build rapport, and, of course, how to handle all of the contacts that just don’t want to talk. Highlights include: tips for new salespeople (5:42), identifying top prospects (9:26), how to have an exceptional conversation (15:37), knowing when to ‘strike’ (20:46), kicking meetings back to SDRs (28:00), common objections (33:57), and cold calling Collin (50:21).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mark Kosoglow, VP of Sales at customer engagement juggernaut Outreach. Mark is a veteran sales leader, former founder, and bag carrying rep with a simple mission: coaching sales professionals on how to kill it everyday.  Throughout the pod, Collin and Mark discuss Outreach’s probing discovery process, and get philosophical on what makes good salespeople. Highlights include: Mark’s foundation for good discovery (5:08), how the Outreach team navigates discovery everyday (8:46), “diagnose and confirm” (19:27), and the difference between knowledge, understanding, and wisdom (36:36).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mark Kosoglow, VP of Sales at customer engagement juggernaut Outreach. Mark is a veteran sales leader, former founder, and bag carrying rep with a simple mission: coaching sales professionals on how to kill it everyday.  Throughout the pod, Collin and Mark discuss Outreach’s probing discovery process, and get philosophical on what makes good salespeople. Highlights include: Mark’s foundation for good discovery (5:08), how the Outreach team navigates discovery everyday (8:46), “diagnose and confirm” (19:27), and the difference between knowledge, understanding, and wisdom (36:36).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Anton Sepetov, San Francisco-based VP of Sales at Sumo.com. Prior to leading Sumo’s fast growing sales team, Anton honed his skills in various marketing departments around the Bay Area. Throughout the pod, Collin and Anton take a trip down Somu memory lane, and look at how the company evolved from an inbound to an outbound-heavy sales organization. Highlights include: building the initial sales team at Sumo (3:30), Sumo’s current inbound funnel (7:21), building an outbound machine (12:42), Sumo’s outbound sales cycle (22:06), and facing remaining outbound challenges (30:54).  

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Anton Sepetov, San Francisco-based VP of Sales at Sumo.com. Prior to leading Sumo’s fast growing sales team, Anton honed his skills in various marketing departments around the Bay Area. Throughout the pod, Collin and Anton take a trip down Somu memory lane, and look at how the company evolved from an inbound to an outbound-heavy sales organization. Highlights include: building the initial sales team at Sumo (3:30), Sumo’s current inbound funnel (7:21), building an outbound machine (12:42), Sumo’s outbound sales cycle (22:06), and facing remaining outbound challenges (30:54).  

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jaimie Buss, VP of North American Sales at Zendesk. Jaimie has held high-profile sales leadership positions in the Bay Area for years – from Zendesk to CORAID to Meraki (now Cisco Meraki). Oh, and she was a partner at a little known Venture Capital firm, Andreesen Horowitz. You may have heard of it. Throughout the pod, Collin and Jaimie discuss Zendesk’s in-depth qualification process, and how it enables her to forecast with razor sharp accuracy. Highlights include: Jaimie’s early “realization” at Zendesk (27:26), Zendesk’s detailed sales funnel (32:59), the MEDDPICC qualification process (51:00), and forecasting accuracy (1:32:08).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jaimie Buss, VP of North American Sales at Zendesk. Jaimie has held high-profile sales leadership positions in the Bay Area for years – from Zendesk to CORAID to Meraki (now Cisco Meraki). Oh, and she was a partner at a little known Venture Capital firm, Andreesen Horowitz. You may have heard of it. Throughout the pod, Collin and Jaimie discuss Zendesk’s in-depth qualification process, and how it enables her to forecast with razor sharp accuracy. Highlights include: Jaimie’s early “realization” at Zendesk (27:26), Zendesk’s detailed sales funnel (32:59), the MEDDPICC qualification process (51:00), and forecasting accuracy (1:32:08).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Andres Muguira, Managing Director of QuestionPro Latin America.  Andres has quickly shot up the ranks in the world sales, having held leadership positions in SaaS companies in both the US and Mexico. Oh, and prior to joining the world of fast paced world of SaaS sales, Andres founded an entertainment company and worked with internationally renowned artists such as Shakira, Pitbull and Sean Kingston.  Throughout the pod, Collin and Andres discuss how Andres implemented the lessons of Predictable Revenue across his company, included marketing and Customer Success. Predictable Revenue for CS – who would have thought?  Highlights include: Andres’ introduction to Predictable Revenue (18:21), how his marketing team uses Predictable Revenue methodologies (21:35), how his Customer Success team uses Predictable Revenue methodologies (26:11), and why chasing smaller deals helped him prove the need for outbound sales team (38:04).