The Predictable Revenue Podcast

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Ryan Reisert, Lead Instructor and Head of Partnership Development at San Francisco-based coaching firm Sales Bootcamp. After years leading sales teams in the Bay Area, Ryan now consults with companies, large and small, on how to accelerate their sales development functions. Oh, and he also wrote a really great (and super timely) book: Outbound Sales, No Fluff: Written by Two Millennials Who Have Actually Sold Something This Decade. Throughout the pod, Collin and Ryan discuss Ryan’s prospecting process – from it’s ambitious volume goals (that’s right, 100+ daily touchpoints!) to it’s simple, yet brilliant lead bucketing method. Highlights include: how Ryan answers those who question his volume targets (4:52), why companies should adopt his prospecting method (6:49), focusing on the right activities at the right time (8:20), implementing Ryan’s process into the day-to-day of a prospecting team (25:23), a few common mistakes to avoid (42:07).

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Kelsey Briggs, Engagement Manager at Octiv, an Indianapolis-based company supporting sales teams by revolutionizing tired document workflows. Since joining Octiv more than three years ago, Kelsey has been helping companies from a host of different industries improve their sales proposals...and their bottom lines. Throughout the pod, Collin, Aaron and Kelsey discuss the oft-neglected world of sales proposals. It’s a critical piece of every sales process – but what are we doing to improve our proposals? How much time are we giving to this important function? Highlights include: why should we care about improving our proposals (5:06), how prospect’s consume proposals (11:08), what to include in a sales proposal (12:38), best day to send proposals (25:37), some common proposal mistakes (29:10)

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Kelsey Briggs, Engagement Manager at Octiv, an Indianapolis-based company supporting sales teams by revolutionizing tired document workflows. Since joining Octiv more than three years ago, Kelsey has been helping companies from a host of different industries improve their sales proposals...and their bottom lines. Throughout the pod, Collin, Aaron and Kelsey discuss the oft-neglected world of sales proposals. It’s a critical piece of every sales process – but what are we doing to improve our proposals? How much time are we giving to this important function? Highlights include: why should we care about improving our proposals (5:06), how prospect’s consume proposals (11:08), what to include in a sales proposal (12:38), best day to send proposals (25:37), some common proposal mistakes (29:10)

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Joe Bisagna, the New York City-based Regional Sales Manager at Collibra, a leader in the field of data governance.To say Joe is an active member of the New York sales community is an understatement. In addition to his leadership role at Collibra, Joe is the Founder and President of consultancy firm Brass Ring Sales, and the co-general manager of NYC’s Enterprise Sales Meetup group.Throughout the pod, Collin and Joe focus on a particular skill set Joe stresses all SDRs should cultivate: business acumen (aka getting to know how your prospects’ business operates). Highlights include: Joe’s hiring best practices (11:59), how to train SDRS to develop business acumen (15:12), how to evolve business acumen when selling to SMBs (27:26), training mistakes (35:44), and some advice for those looking to add this skill to their SDRs’ toolbox (38:58).

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Joe Bisagna, the New York City-based Regional Sales Manager at Collibra, a leader in the field of data governance.To say Joe is an active member of the New York sales community is an understatement. In addition to his leadership role at Collibra, Joe is the Founder and President of consultancy firm Brass Ring Sales, and the co-general manager of NYC’s Enterprise Sales Meetup group.Throughout the pod, Collin and Joe focus on a particular skill set Joe stresses all SDRs should cultivate: business acumen (aka getting to know how your prospects’ business operates). Highlights include: Joe’s hiring best practices (11:59), how to train SDRS to develop business acumen (15:12), how to evolve business acumen when selling to SMBs (27:26), training mistakes (35:44), and some advice for those looking to add this skill to their SDRs’ toolbox (38:58).

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Chris Bryson, the San Francisco-based Head of North American Sales Development at SmartRecruiters.  Chris is a growing leader in the field of sales development, having held various leadership positions at SmartRecruiters, and PandaDoc before that. He also sits on an advisory board at LinkedIn, where he provides feedback on the company’s sales products (I mean, who hasn’t used Sales Navigator?). Throughout the pod, Collin and Chris discuss SmartRecruiters wickedly detailed SDR training process. From onboarding to call coaching to specialized training sessions – this company leaves no stone unturned when developing its SDRs. It’s truly inspiring stuff. Highlights include: early challenges at SmartRecruiters (4:22), SmartRecruiters training journey (5:40), topics covered in SmartRecruiters training (13:12), why the company invests so much time in coaching (17:09), and a week in the life of a SmartRecruiters SDR (25:52).

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Chris Bryson, the San Francisco-based Head of North American Sales Development at SmartRecruiters.  Chris is a growing leader in the field of sales development, having held various leadership positions at SmartRecruiters, and PandaDoc before that. He also sits on an advisory board at LinkedIn, where he provides feedback on the company’s sales products (I mean, who hasn’t used Sales Navigator?). Throughout the pod, Collin and Chris discuss SmartRecruiters wickedly detailed SDR training process. From onboarding to call coaching to specialized training sessions – this company leaves no stone unturned when developing its SDRs. It’s truly inspiring stuff. Highlights include: early challenges at SmartRecruiters (4:22), SmartRecruiters training journey (5:40), topics covered in SmartRecruiters training (13:12), why the company invests so much time in coaching (17:09), and a week in the life of a SmartRecruiters SDR (25:52).

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Derek Grant, VP of Commercial Sales at Atlanta-based sales development juggernaut SalesLoft. Derek knows his way around a sales team. Before joining SalesLoft, Derek held high-profile leadership positions at industry-leading firms like Pardot, as well as customer experience focused startup FullStory.   Throughout the pod, Collin and Derek discuss SalesLoft’s evolution towards account-based sales, as well as how it’s marketing and sales teams collaborate to execute on a detailed account-based playbook. Highlights include: a minimum threshold for account-based sales (8:12), why SalesLoft run an account-based playbook (9:26), SalesLoft’s account-based segmentation (17:29), a “Hypothesis of Need” (20:57), executing an account-based playbook (27:06), Derek’s best and worst plays (33:11). 

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Derek Grant, VP of Commercial Sales at Atlanta-based sales development juggernaut SalesLoft. Derek knows his way around a sales team. Before joining SalesLoft, Derek held high-profile leadership positions at industry-leading firms like Pardot, as well as customer experience focused startup FullStory.   Throughout the pod, Collin and Derek discuss SalesLoft’s evolution towards account-based sales, as well as how it’s marketing and sales teams collaborate to execute on a detailed account-based playbook. Highlights include: a minimum threshold for account-based sales (8:12), why SalesLoft run an account-based playbook (9:26), SalesLoft’s account-based segmentation (17:29), a “Hypothesis of Need” (20:57), executing an account-based playbook (27:06), Derek’s best and worst plays (33:11). 

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome veteran sales leader and growth strategist Brian Wilson. Simply put, Brian helps sales team grow. From sales and revenue operations, to prospecting, handoffs and Salesforce design, Brian examines sales orgs and establishes the processes to make your team a success. Throughout the pod, Collin, Aaron and Brian take a look at the role of revenue operations on a growing sales team (hint: it’s important). Highlights include: defining revenue operations (5:33), Brian’s current work with Mobi (7:56), the main metrics Brian tracking (12:39), building trust with a remote sales workforce (20:31), finding, and hiring, the right revenue operations person (21:58), Brian sales evaluation checklist (28:55).