The Predictable Revenue Podcast

On this edition of The Predictable Revenue Podcast, host Collin Stewart (flying solo this week) welcomes Mike Brouwer, VP of Sales at FullContact, a rapidly growing contact management software firm in Denver, Colorado. Mike is a veteran sales leader - he's led sales teams for the past 20 years, with a keen focus on the discovery phase of the sales cycle. His current boss introduces him as the "Oracle," so I guess you can say he knows his stuff. Collin and Mike go deep on sales forecasting, the power of embarrassment, setting realistic expectations to the C-Suite and Mike's specific methodology ("the Brouwer Methodology"). Highlights include: presenting to the board (12:00), confronting failures (12:50), and Mike's detailed sales stages vs. sales forecast methodology (23:50).

In this discussion, Mike Brouwer, VP of Sales at FullContact and a seasoned sales leader, shares insights from his 20 years of experience. He dives into sales forecasting techniques, highlighting the evolution from challenges to a robust methodology that aligns with customer behavior. Mike emphasizes the significance of transparency and communication in enhancing forecast accuracy and stability with stakeholders. He also discusses learning from failures and the importance of precise CRM configurations for tracking sales opportunities effectively.

In this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome David Mordzynski, Enterprise Marketing Strategist at Demandbase, an account-based marketing platform helping companies better allocate their digital marketing spend. David is an up-and-coming sales professional in New York, quickly making a name for himself by developing a scalable-yet-personalized email prospecting method based on info gleaned from a prospect's LinkedIn profile. In this episode, Collin, Aaron and David talk about David's early experience selling in a "shark tank" environment, the best spots on LinkedIn to mine for personal details, and David's weekly prospecting schedule. Highlights include: quality vs. quantity of emails (5:00), David's LinkedIn prospecting method (8:16) and the days / times David sends his emails (24:49).

In this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome David Mordzynski, Enterprise Marketing Strategist at Demandbase, an account-based marketing platform helping companies better allocate their digital marketing spend. David is an up-and-coming sales professional in New York, quickly making a name for himself by developing a scalable-yet-personalized email prospecting method based on info gleaned from a prospect's LinkedIn profile. In this episode, Collin, Aaron and David talk about David's early experience selling in a "shark tank" environment, the best spots on LinkedIn to mine for personal details, and David's weekly prospecting schedule. Highlights include: quality vs. quantity of emails (5:00), David's LinkedIn prospecting method (8:16) and the days / times David sends his emails (24:49).

On this edition of the Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross welcome Ryan Wong, Sales Manager at Base CRM – a growing sales and data platform based in Mountain View, California with some ambitious near-term sales goals. Ryan is an emerging sales leader in the Bay Area, having held leadership positions at previous companies before joining Base nearly two years ago. He was also once a ticket sales manager for the Portland Trail Blazers #ballislife. In this episode, Collin, Aaron and Ryan discuss using LinkedIn to find new talent and why Ryan loves posting about the people he hires. Highlights include: how to use LinkedIn filters to look for the right candidate (6:25), Ryan's template for potential hires (9:05), writing about Base's new members (17:57), and why you should treat your LinkedIn profile as a landing page (24:32).

On this edition of the Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross welcome Ryan Wong, Sales Manager at Base CRM – a growing sales and data platform based in Mountain View, California with some ambitious near-term sales goals. Ryan is an emerging sales leader in the Bay Area, having held leadership positions at previous companies before joining Base nearly two years ago. He was also once a ticket sales manager for the Portland Trail Blazers #ballislife. In this episode, Collin, Aaron and Ryan discuss using LinkedIn to find new talent and why Ryan loves posting about the people he hires. Highlights include: how to use LinkedIn filters to look for the right candidate (6:25), Ryan's template for potential hires (9:05), writing about Base's new members (17:57), and why you should treat your LinkedIn profile as a landing page (24:32).

In this edition of The Predictable Revenue podcast, hosts Aaron Ross and Collin Stewart welcome Jon Parisi, Senior Director of Enterprise Sales at GuideSpark, a San Francisco rewriting the rules on employee communication (think HR content delivered with engaging videos). Jon's been an integral member of the GuideSpark sales team – in four short years with the company he's built a sales team spanning four offices, hired two directors, two sales managers and more than 50 reps. Oh, and the company has grown from 40 customers to nearly 1,000 in that time. Throughout the episode, Aaron, Collin and Jon talk quotas, adapting to seasonal business fluctuations, using SDRs on GuideSpark's account management team, and why using your time wisely is critical for all sales reps. Highlights include: GuideSpark's tactics / plans to hit new business quotas (25:53), the follow up / qualification process (34:58), overcoming "happy ears" and gauging call substance (41:18), and GuideSpark's 3x3 model (50:08). Guidespark's RDR Handbook: https://docs.google.com/document/d/1gE6psI-PwzChTYy72Hyop-vK8bezoEe5W8G8RICERmI

In this edition of The Predictable Revenue podcast, hosts Aaron Ross and Collin Stewart welcome Jon Parisi, Senior Director of Enterprise Sales at GuideSpark, a San Francisco rewriting the rules on employee communication (think HR content delivered with engaging videos). Jon's been an integral member of the GuideSpark sales team – in four short years with the company he's built a sales team spanning four offices, hired two directors, two sales managers and more than 50 reps. Oh, and the company has grown from 40 customers to nearly 1,000 in that time. Throughout the episode, Aaron, Collin and Jon talk quotas, adapting to seasonal business fluctuations, using SDRs on GuideSpark's account management team, and why using your time wisely is critical for all sales reps. Highlights include: GuideSpark's tactics / plans to hit new business quotas (25:53), the follow up / qualification process (34:58), overcoming "happy ears" and gauging call substance (41:18), and GuideSpark's 3x3 model (50:08). Guidespark's RDR Handbook: https://docs.google.com/document/d/1gE6psI-PwzChTYy72Hyop-vK8bezoEe5W8G8RICERmI

On this edition of the Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross chat with Kyle Richless, Chief Conversation Starter (aka Head of Inside Sales, East Coast U.S.), at Axiom Law. Axiom Law is a large-scale New York-based firm providing tech-enabled legal, contracts and compliance solutions for enterprise clients. Kyle is a reformed lawyer who had his love of sales unlocked while working for a startup during law school. Kyle was the first BDR in Axiom's flagship New York office. A few short years later, he now leads a 15-person (and growing!) sales team that supports all of Axiom's east coast markets. Throughout this episode, Collin, Aaron and Kyle delve into the intricacies of recruitment and how to handle underperforming reps. Highlights include: Axiom's niche and SDR quota structure (12:35), why talent is so critical and how to attract the right candidates (19:30) and keeping reps engaged (44:06).

On this edition of the Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross chat with Kyle Richless, Chief Conversation Starter (aka Head of Inside Sales, East Coast U.S.), at Axiom Law. Axiom Law is a large-scale New York-based firm providing tech-enabled legal, contracts and compliance solutions for enterprise clients. Kyle is a reformed lawyer who had his love of sales unlocked while working for a startup during law school. Kyle was the first BDR in Axiom's flagship New York office. A few short years later, he now leads a 15-person (and growing!) sales team that supports all of Axiom's east coast markets. Throughout this episode, Collin, Aaron and Kyle delve into the intricacies of recruitment and how to handle underperforming reps. Highlights include: Axiom's niche and SDR quota structure (12:35), why talent is so critical and how to attract the right candidates (19:30) and keeping reps engaged (44:06).