The Predictable Revenue Podcast
Collin Stewart
We interview outbound sales leaders so that you can learn directly from the people on the front lines.
Our goal is to help our audience learn sales development, coaching, and prospecting best practices from people that are currently building or have built SDR teams.
Our goal is to help our audience learn sales development, coaching, and prospecting best practices from people that are currently building or have built SDR teams.
Episodes
Mentioned books
Oct 19, 2017 • 57min
027: Practice Makes Perfect: How Catavolt Evolves its Sales Development Process to Perfect Account Based Sales
On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Kim Brown, Sales Development and Marketing Manager at Catavolt, a enterprise mobile app development company. To call Kim an account-based sales specialist is an understatement. Kim has helped lead her company's sales development and marketing departments in routine process overhauls, all geared towards refining account based sales development. Throughout the pod, Collin and Kim examine (in detail!) Catavolt's continued account based evolution. Highlights include: Catavolt's company / sales development alignment (6:28), Catavolt's battle cards (25:28), what's next for Catavolt's sales process (45:03), and Catavolt's SDR to AE handoff email (47:17).
Oct 19, 2017 • 57min
VIDEO - 027: Practice Makes Perfect: How Catavolt Evolves its Sales Development Process to Perfect Account Based Sales
On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Kim Brown, Sales Development and Marketing Manager at Catavolt, a enterprise mobile app development company. To call Kim an account-based sales specialist is an understatement. Kim has helped lead her company's sales development and marketing departments in routine process overhauls, all geared towards refining account based sales development. Throughout the pod, Collin and Kim examine (in detail!) Catavolt's continued account based evolution. Highlights include: Catavolt's company / sales development alignment (6:28), Catavolt's battle cards (25:28), what's next for Catavolt's sales process (45:03), and Catavolt's SDR to AE handoff email (47:17).
Oct 12, 2017 • 1h 5min
026: If You Build It, They Will Come: Evan Bartlett on the Nuances of Inspiring Sales Leaders and Scaling the Critical Sales Org
On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Evan Bartlett, Head of Inside Sales at New York City's Zocdoc. What isn't there to say about Evan? He's a veteran sales manager with international experience, mentor, coach and co-host of Building the Sales Machine, an event focused on bringing together sales managers from companies of all shapes and sizes. Evan truly is the consummate sales leader. Throughout the pod, Evan shares his in-depth knowledge of effective sales management practices and how those practices help scale sales orgs. Highlights include: Key components to scaling a sales department (9:21), good sales management practices (19:54), traits and skills for effective managers (28:23), Communication mistakes (34:49), and establishing a culture of accountability (54:03).
Oct 12, 2017 • 1h 5min
VIDEO - 026: If You Build It, They Will Come: Evan Bartlett on the Nuances of Inspiring Sales Leaders and Scaling the Critical Sales Org
On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Evan Bartlett, Head of Inside Sales at New York City's Zocdoc. What isn't there to say about Evan? He's a veteran sales manager with international experience, mentor, coach and co-host of Building the Sales Machine, an event focused on bringing together sales managers from companies of all shapes and sizes. Evan truly is the consummate sales leader. Throughout the pod, Evan shares his in-depth knowledge of effective sales management practices and how those practices help scale sales orgs. Highlights include: Key components to scaling a sales department (9:21), good sales management practices (19:54), traits and skills for effective managers (28:23), Communication mistakes (34:49), and establishing a culture of accountability (54:03).
Oct 5, 2017 • 45min
VIDEO - 025: More Than Just Emails: Why Rainforest QA's Jake Biskar Says Relying Solely On Emails is 'Irresponsible' Prospecting
On this edition of The Predictable Revenue Podcast, host Collin Stewart is joined by Jake Biskar, Head of Sales Development at San Francisco's Rainforest QA, a fast-growing firm building a market leading crowd testing software for agile development teams. Jake is burgeoning sales leader in the Bay Area, having led large SDR teams in both the telecommunications and the software development worlds. Throughout the pod, Collin and Jake examine a favorite (and critical) sales development conundrum: how to humanize your prospecting, while still hitting you activity numbers. Highlights include: why relying on email is "irresponsible" (7:25), Rainforest's outbound success (25:15), Re-working leads (33:57), and tracking SDR activities and results (39:30)
Oct 5, 2017 • 45min
025: More Than Just Emails: Why Rainforest QA's Jake Biskar Says Relying Solely On Emails is 'Irresponsible' Prospecting
On this edition of The Predictable Revenue Podcast, host Collin Stewart is joined by Jake Biskar, Head of Sales Development at San Francisco's Rainforest QA, a fast-growing firm building a market leading crowd testing software for agile development teams. Jake is burgeoning sales leader in the Bay Area, having led large SDR teams in both the telecommunications and the software development worlds. Throughout the pod, Collin and Jake examine a favorite (and critical) sales development conundrum: how to humanize your prospecting, while still hitting you activity numbers. Highlights include: why relying on email is "irresponsible" (7:25), Rainforest's outbound success (25:15), Re-working leads (33:57), and tracking SDR activities and results (39:30).
Sep 28, 2017 • 29min
024: Time Is Money: How Demandbase's David Mordzynski Structures His Workday To Get The Most Out Of His Time...And His Quota
On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes back David Mordzynski, Enterprise Marketing Strategist at Demandbase and (more importantly!) the first return guest on The Predictable Revenue Podcast. David is making waves in the SDR world for his personalized method of prospecting based on info listed on prospects' LinkedIn profiles. Throughout this pod, however, Collin and David turn their gaze away from pure sales practices to focus on productivity. To maximize his work day, David has designed a series of simple systems to ensure he focuses on the important stuff, and ensure nothing falls through the cracks. Highlights include: Leveraging Trello and The Eisenhower Matrix (4:37), The 80/20 Rule (8:24), David's Systems (11:49), and How Cadences Fuel Productivity (23:49).
Sep 28, 2017 • 29min
VIDEO - 024: Time Is Money: How Demandbase's David Mordzynski Structures His Workday To Get The Most Out Of His Time...And His Quota
On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes back David Mordzynski, Enterprise Marketing Strategist at Demandbase and (more importantly!) the first return guest on The Predictable Revenue Podcast. David is making waves in the SDR world for his personalized method of prospecting based on info listed on prospects' LinkedIn profiles. Throughout this pod, however, Collin and David turn their gaze away from pure sales practices to focus on productivity. To maximize his work day, David has designed a series of simple systems to ensure he focuses on the important stuff, and ensure nothing falls through the cracks. Highlights include: Leveraging Trello and The Eisenhower Matrix (4:37), The 80/20 Rule (8:24), David's Systems (11:49), and How Cadences Fuel Productivity (23:49).
Sep 21, 2017 • 27min
023: Conference Success on a Shoestring Budget: How VanHack Booked 60 Meetings at a Recent Conference Without Springing for a Booth or Sponsorship
On this edition of The Predictable Revenue Podcast, host Collin Stewart (flying solo) welcomes Yousuf Khatib, Chief Business Officer at VanHack, a fast-growing staffing company placing senior tech talent in jobs around the world. Yousuf, a fellow Canadian now based in Bucharest, has held C-Suite roles in consulting, sales and marketing teams in Canada and abroad. Collin and Yousuf delve into a favourite topic amongst sales professionals – how to maximize ROI from attending conferences. Highlights include: How to choose a conference (2:55), getting attendee lists (6:03), pre-conference reachout (8:04), and some critical conference tips and tricks (24:40).
Sep 21, 2017 • 27min
VIDEO - 23: Conference Success on a Shoestring Budget: How VanHack Booked 60 Meetings at a Recent Conference Without Springing for a Booth or Sponsorship
On this edition of The Predictable Revenue Podcast, host Collin Stewart (flying solo) welcomes Yousuf Khatib, Chief Business Officer at VanHack, a fast-growing staffing company placing senior tech talent in jobs around the world. Yousuf, a fellow Canadian now based in Bucharest, has held C-Suite roles in consulting, sales and marketing teams in Canada and abroad. Collin and Yousuf delve into a favourite topic amongst sales professionals – how to maximize ROI from attending conferences. Highlights include: How to choose a conference (2:55), getting attendee lists (6:03), pre-conference reachout (8:04), and some critical conference tips and tricks (24:40).
