The Predictable Revenue Podcast

Matthew Iovanni, Partner at Full Funnel, joins the podcast to discuss the pros and cons of outsourcing the SDR function. They cover why companies shouldn't outsource, the inefficiency of capital deployment, and what it takes to build a great SDR function.

For this insightful episode of the Predictable Revenue Podcast, we're diving into a topic that doesn't get enough attention but is crucial in the world of sales - the transition from being a top-performing salesperson to stepping into the shoes of a sales manager.  Our host, Collin Stewart, is joined by Gretchen Gordon, the author of "The Happy Sales Manager" and the founder of Braveheart Sales Performance, to unravel the complexities and challenges of this significant career shift. Highlights include: What Do I Need to Pay Attention To As A New Sales Leader? (5:10), How to Organize Rebuilding Your Sales Process? (13:35), What Are The Required Skills To Coach? (19:01), Understanding Motivation (31:00), and more... Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

In the latest Predictable Revenue Podcast, Collin Stewart welcomed Kathy Doucette, the COO and CFO of Proposify, for an insightful discussion. Kathy is recognized for her optimistic and innovative financial mindset and for exploring the crucial links between finance, operations, and go-to-market strategies.  This conversation illuminates how strategic alignment in these areas can significantly influence business success. Here, we explore the critical insights from this conversation, presenting actionable strategies for businesses aiming to streamline their strategic approach. Highlights include: Good Signs You Have a Good GTM Model (4:31), What About Timing? (8:14), Let's Talk Math! What Numbers to Monitor For New Channels? (13:33), How Much Time Should You Give a New Channel? (16:06), and more... Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

In the ever-evolving world of sales, understanding the nuances of startup dynamics is crucial for success. In this episode of the Predictable Revenue Podcast, Collin Stewart delves into the unique experiences and challenges faced by Blake Nolan, the first account executive at Seamless AI.  Blake Nolan's story is not just about sales; it's a narrative of adaptability, learning, and growth in the fast-paced SaaS industry. His insights provide valuable lessons for anyone looking to understand the complexities of startup sales environments. Highlights include: What's Like Being the First Sales Hire at a Start-Up? (01:00), "Huh, I Need to be Better" (05:50), Being the First AE and Training the Second Sales Hire (11:36), How to Help New Reps to Face the Sales World (14:47), And more... Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Dan Fantasia, CEO of Treeline, shares vital insights and strategies for sales teams to thrive amidst market instability. Topics include sales trends for 2024, identifying the right people, advice for new salespeople, Treeline's process for recruiting, and the benefits of using a recruiter for sales hiring.

In this episode of Predictable Revenue Podcast, hosted by Collin Stewart, an enlightening narrative unfolded about a company that has redefined the RFP (Request for Proposals) management industry.  Responsive began as an ambitious idea in the minds of Ganesh Shankar and his co-founders. They set out to tackle the inefficiencies plaguing the RFP process, transforming how businesses approach proposals and bids.  Highlights include: Responsive's Origins and First 10 Clients (1:35), Educating the Customer Adds Value (12:04), Passing the Reins from Founder to First AE (19:37), Month-to-Month Contracts vs. Longer Deals (24:43), and more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

In the dynamic world of sales, the approach to hiring is undergoing a crucial transformation. On the Predictable Revenue podcast, host Collin Stewart discusses the emerging trends in sales recruitment with Brisa Renteria, CEO of Improved Growth.  They dive into how data-driven strategies and a focus on intrinsic qualities reshape how sales talent is identified and nurtured. Highlights include: How, When, Where to use data in the hiring process? (1:07), Sales-Specific Hiring Assessment vs. Regular Hiring Assessments (7:14), "I should just Hire People that Look Like Me" (18:32), Filter the Right People In and the Wrong People Out (26:15), and more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

On this episode of Predictable Revenue Podcast, Collin Stewart and Lou Petrossi, founder and CEO of Inside Scale, have a compelling conversation.  They discussed the complexities and challenges that modern sales development teams face. From the saturation of outreach efforts to the intricacies of managing remote teams, the discussion was a treasure trove of insights.  Highlights include: The Current State of Sales Development (1:00), Changes in Terms of SDR Management (7:13), Where Do We Go From Here? (13:00), Current Roadblocks Around Cold-Calling (19:27), and more... Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Dave Albano, a fractional CMO, discusses the practical applications of AI in sales and marketing. Topics include using AI for business productivity, finding leads, and creating personalized AI prompts for content creation. The conversation highlights the benefits of AI in improving efficiency and generating predictable revenue.

On this episode of the Predictable Revenue Podcast, we unpacked a riveting conversation from our show. This time, we enjoyed hosting Sam Yang, President of Field Operations at People.ai.  Our discussion centered on the complex relationship between Customer Success and Sales, specifically, who should own the deal and when. If you're an Account Executive, a revenue leader, or involved in renewals and upsells, this post will offer valuable insights. Highlights include: The Structure of a Sales Team (1:11), Renewal is Down! How to Handle that Scenario? (9:04), An Ounce of Prevention is Worth a Pound of the Cure (16:39), Where in the Process Should You Look at Upsell Opportunities? (20:00), and more. Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching