The Predictable Revenue Podcast

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).  

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Tuak Das, CEO of Halifax’s LeadSift, a sales intelligence platform that generates qualified leads from public web.   Tukan is a veteran developer, entrepreneur, and company founder, with experience leading development teams and numerous startups focused on social media monitoring and lead generation. Throughout the pod, Collin and Tukan step away from building lists, making cold calls and drafting email drips to do a deep dive on Tukan’s innovative prospecting method based on  trigger events. Highlights include: Tukan’s positive response rates using trigger events (3:06), tracking your competitors (13:15), tracking job changes (19:56), tracking event attendees (21:24), tracking RFPs (24:05), tactical tips on finding triggers (27:08). 

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Tuak Das, CEO of Halifax’s LeadSift, a sales intelligence platform that generates qualified leads from public web.   Tukan is a veteran developer, entrepreneur, and company founder, with experience leading development teams and numerous startups focused on social media monitoring and lead generation. Throughout the pod, Collin and Tukan step away from building lists, making cold calls and drafting email drips to do a deep dive on Tukan’s innovative prospecting method based on  trigger events. Highlights include: Tukan’s positive response rates using trigger events (3:06), tracking your competitors (13:15), tracking job changes (19:56), tracking event attendees (21:24), tracking RFPs (24:05), tactical tips on finding triggers (27:08). 

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Sean Banks, Director of Sales Development at Atlanta’s QASymphony, a growing international firm providing enterprise-level agile development testing tools to some of the world’s most well-known companies.   Sean is a seasoned sales development leader, with experience leading enterprise teams at public companies, as well remote SDRs at fast-growing startups.   Throughout the pod, Collin and Sean focus on the ever-critical one on one interview. In particular, Collin and Sean chat about how to make these critical meetings more effective, for the both the rep and the manager. Highlights include: why every sales manager should do one-on-ones (16:35), how to make sure you’re always adding value to one-on-ones as a sales manager (24:50), how to bolster your one-on-ones during the rest of the week (29:41), and some advice for new sales managers (43:32).

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Sean Banks, Director of Sales Development at Atlanta’s QASymphony, a growing international firm providing enterprise-level agile development testing tools to some of the world’s most well-known companies.     Sean is a seasoned sales development leader, with experience leading enterprise teams at public companies, as well remote SDRs at fast-growing startups.     Throughout the pod, Collin and Sean focus on the ever-critical one on one interview. In particular, Collin and Sean chat about how to make these critical meetings more effective, for the both the rep and the manager. Highlights include: why every sales manager should do one-on-ones (16:35), how to make sure you’re always adding value to one-on-ones as a sales manager (24:50), how to bolster your one-on-ones during the rest of the week (29:41), and some advice for new sales managers (43:32).

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes San Francisco’s J. Ryan Williams, Founder and Sales Coach at mentorship group Sales Collider, and entrepreneur-in-residence at esteemed venture capital seed fund, 500 Startups. Simply put, J. Ryan builds sales teams. In 5 short years, he’s hired more than 200 sales reps, which have, cumulatively, closed more than $150 million in sales. Impressive numbers, to be sure. Throughout the pod, Collin and J. Ryan discuss the different experiments you can run with your sales team, in order to best understand your ICP and the most effective sales process. Highlights include: J. Ryan’s professional focus (14:21), his different sales experiments (15:50), how to track / record your experiments (37:17), the importance of ‘wild card’ experiments (47:20).

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes San Francisco’s J. Ryan Williams, Founder and Sales Coach at mentorship group Sales Collider, and entrepreneur-in-residence at esteemed venture capital seed fund, 500 Startups. Simply put, J. Ryan builds sales teams. In 5 short years, he’s hired more than 200 sales reps, which have, cumulatively, closed more than $150 million in sales. Impressive numbers, to be sure. Throughout the pod, Collin and J. Ryan discuss the different experiments you can run with your sales team, in order to best understand your ICP and the most effective sales process. Highlights include: J. Ryan’s professional focus (14:21), his different sales experiments (15:50), how to track / record your experiments (37:17), the importance of ‘wild card’ experiments (47:20).

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Allen Johnson, Senior Managing Director of Seattle’s Lighter Capital, for another live edition of The Predictable Revenue Podcast. Allen is a longtime sales and finance executive, having led large scale sales teams, as well as financial services firms. Throughout the pod, Collin, Aaron and Allen discuss how to best structure a key piece of every well-functioning sales organization: the qualifications process. Highlights include: Lighter Capital’s levels of selling (11:47), how Lighter Capital built its sales process (18:17), the art of guiding a conversation (21:33), how Allen provides advice to his team (23:11), and managing the handoff (30:50).

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Allen Johnson, Senior Managing Director of Seattle’s Lighter Capital, for another live edition of The Predictable Revenue Podcast. Allen is a longtime sales and finance executive, having led large scale sales teams, as well as financial services firms. Throughout the pod, Collin, Aaron and Allen discuss how to best structure a key piece of every well-functioning sales organization: the qualifications process. Highlights include: Lighter Capital’s levels of selling (11:47), how Lighter Capital built its sales process (18:17), the art of guiding a conversation (21:33), how Allen provides advice to his team (23:11), and managing the handoff (30:50).

On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Denver-based wordsmith and freelance marketing specialist, Laura Lopuch for Predictable Revenue’s first live recorded podcast. Laura is veteran copywriter, turned Email Conversion Engineer specializing in helping SaaS companies and startups grow with persuasive cold emails. Throughout the pod, Collin, Aaron and Laura discuss every sales development practitioner’s favourite topic: the art and importance of the persuasive cold email. Highlights include: Laura’s overall framework for cold emails that convert (5:29), learning about your prospects (7:50), proving you can help them (19:30), and the importance of the call to action (25:18).