The Predictable Revenue Podcast

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Gabriel Moncayo, Chief Executive Officer and Co-Founder of Always Hired, a San Francisco-based firm offering immersive sales training for those looking to break into tech sales. Senior Sales Executive, Advisor, Head of Sales, Founder, CEO – Gabriel has seen, and led, a few growth teams in his day. Oh, and now he mentors those looking to break into the business.  Throughout the pod, Collin and Gabriel take a tour through the world of sales tactics; specifically how to tailor your playbook to each market you sell to. Highlights include: defining different markets (5:19), tailoring tactics (12:03), understanding different decision makers (25:10), and tackling the enterprise (26:28).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Brian Gerrard, Director of Sales at fast-growing, Seattle-based sales engagement platform Outreach. Throughout his career, Brian’s sold everything (and we mean everything) – mortgages, magazines, social media tools, and sales software. And navigating that varied career landscape has taught him a thing or two about how to pick a job. Throughout the pod, Collin and Brain do a deep dive on that very topic: how to properly evaluate a sales job before you take, or reject, it. Highlights include: Brian’s journey into sales (7:04), assessing new sales opportunities (11:57), evaluating product (16:44), evaluating a boss (21:03), evaluating market potential (30:28), and evaluating company vision (38:02). 

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Brian Gerrard, Director of Sales at fast-growing, Seattle-based sales engagement platform Outreach. Throughout his career, Brian’s sold everything (and we mean everything) – mortgages, magazines, social media tools, and sales software. And navigating that varied career landscape has taught him a thing or two about how to pick a job. Throughout the pod, Collin and Brain do a deep dive on that very topic: how to properly evaluate a sales job before you take, or reject, it. Highlights include: Brian’s journey into sales (7:04), assessing new sales opportunities (11:57), evaluating product (16:44), evaluating a boss (21:03), evaluating market potential (30:28), and evaluating company vision (38:02). 

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Morgan J. Ingram, Atlanta-based Director of Sales Execution and Evolution at JBarrows Sales Training.  In addition to his work prospecting to (and, ultimately, training) sales team across North America, Morgan also hosts popular YouTube show The SDR Chronicles, and mentors aspiring entrepreneurs as part of the Growth X Academy.  Last we checked, there’s only 24 hours in a day. Maybe Morgan doesn’t need to sleep? Throughout the pod, Collin and Morgan discuss designing – and building – the foundation for a scalable, persona-based prospecting system. This is Prospecting 101, folks. Highlights include: why building the foundational structure for persona-based prospecting is critical (2:21), incorporating input and innovations from other departments and C-level execs into sales messaging (6:51), how to build effective personas (8:21), writing persona-based scripts (16:58), and how to open an effective phone call (21:58).  

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Morgan J. Ingram, Atlanta-based Director of Sales Execution and Evolution at JBarrows Sales Training.  In addition to his work prospecting to (and, ultimately, training) sales team across North America, Morgan also hosts popular YouTube show The SDR Chronicles, and mentors aspiring entrepreneurs as part of the Growth X Academy.  Last we checked, there’s only 24 hours in a day. Maybe Morgan doesn’t need to sleep? Throughout the pod, Collin and Morgan discuss designing – and building – the foundation for a scalable, persona-based prospecting system. This is Prospecting 101, folks. Highlights include: why building the foundational structure for persona-based prospecting is critical (2:21), incorporating input and innovations from other departments and C-level execs into sales messaging (6:51), how to build effective personas (8:21), writing persona-based scripts (16:58), and how to open an effective phone call (21:58).  

On this edition of The Predictable Revenue Podcast, co-host host Collin Stewart welcomes Karly Neveu, Director of Inside Sales and Sales Operations at SMARTASSISTANT, an international SaaS company building digital recommendation engines. Karly, a veteran sales leader, has done it all in the industry – SDR, AE, SDR Manager, Global Inside Sales Manager. Not too shabby.  But in addition to holding such lofty positions, Karly’s early stage tenure at Hootsuite meant she got in on the ground floor of a revolutionary sales tactic: social selling. #trending. Throughout the pod, Collin and Karly investigate that very topic – what social selling means, and some tips and tricks on how it’s best applied on a daily basis. Highlights include: growing teams and establishing social selling best practices at Hootsuite (11:41), defining social selling (17:43), the importance of standing out from the crowd (19:06), and illustrating effective social selling tactics (23:17). 

On this edition of The Predictable Revenue Podcast, co-host host Collin Stewart welcomes Karly Neveu, Director of Inside Sales and Sales Operations at SMARTASSISTANT, an international SaaS company building digital recommendation engines. Karly, a veteran sales leader, has done it all in the industry – SDR, AE, SDR Manager, Global Inside Sales Manager. Not too shabby.  But in addition to holding such lofty positions, Karly’s early stage tenure at Hootsuite meant she got in on the ground floor of a revolutionary sales tactic: social selling. #trending. Throughout the pod, Collin and Karly investigate that very topic – what social selling means, and some tips and tricks on how it’s best applied on a daily basis. Highlights include: growing teams and establishing social selling best practices at Hootsuite (11:41), defining social selling (17:43), the importance of standing out from the crowd (19:06), and illustrating effective social selling tactics (23:17). 

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Cole Fox, Portfolio Operations Lead at Bregal Sagemount, a multi-billion private equity firm investing in high-growth SaaS companies (amongst many other market-leading firms).  Cole is a veteran sales professional, leader, and now advisor and mentor. He’s been an SDR, AE, managed sales teams, been a CEO and co-founder, and written extensively on sales development and sales processes. Throughout the pod, Collin and Cole hack their way around every salesperson’s favourite social media platform – LinkedIn – to discuss how to build your brand, prospect lists, and check out who the competition is connected with. Highlights include: how to start using LinkedIn as a brand-building platform (8:58), how to write engaging headlines and descriptions (11:02), perfecting your LinkedIn hustle (17:23), hacks for free LinkedIn users (35:15), and why content creation is key (45:07).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Cole Fox, Portfolio Operations Lead at Bregal Sagemount, a multi-billion private equity firm investing in high-growth SaaS companies (amongst many other market-leading firms).  Cole is a veteran sales professional, leader, and now advisor and mentor. He’s been an SDR, AE, managed sales teams, been a CEO and co-founder, and written extensively on sales development and sales processes. Throughout the pod, Collin and Cole hack their way around every salesperson’s favourite social media platform – LinkedIn – to discuss how to build your brand, prospect lists, and check out who the competition is connected with. Highlights include: how to start using LinkedIn as a brand-building platform (8:58), how to write engaging headlines and descriptions (11:02), perfecting your LinkedIn hustle (17:23), hacks for free LinkedIn users (35:15), and why content creation is key (45:07).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mike Venable, Sales Manager at Atlanta’s Terminus, fast growing (very fast growing!) B2B platform for account-based marketers. Mike is a veteran sales professional (14+ years in the game) with a breadth of experience ranging from SaaS, MarTech, recruitment solutions, digital advertising, print advertising, television advertising and data analytics. Throughout the pod, Collin and Mike do a deep dive on a dominant industry trend, and one of Mike’s favourite topics: account-based sales and marketing. If you’re working in, and thinking about, the current sales landscape, this topic has surely crossed your path. Highlights include: where to begin when considering account-based sales(4:56), why going account-based will help your business (7:31), Mike’s sales journey (9:45), Terminus’ SDR playbook (18:31), Terminus’ results (30:36).