The Predictable Revenue Podcast

Drew Kluender, Senior Inside Sales Rep at Orum, discusses the art of sales over the phone. Key topics include breaking down a cold-call script, objection handling, adding value after the accusation audit, and dealing with the 'We're currently using [competition]' objection. Other chapters cover organizing the day for successful cold calling, outreach strategies, and the importance of attitude in cold calling.

Breaking into a new market is no small feat. It's a labyrinth of challenges, uncertainties, and endless decision-making. But as with any maze, there's always a path to the center if you navigate it.  In this podcast episode, we had the privilege of navigating this complex terrain with John Eitel, former Head of Sales at Canva. This company grew exponentially from 500 to 4,000 employees in just a few short years.  Highlights include: The Journey to a New Market (1:30), Local Knowledge: A Must When Opening a New Market (6:07), Selling to American Companies vs. European Companies (8:51), What was the Initial Sales/Marketing/PLG Mix for Canva (13:57), and more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching  

In this episode, Collin Stewart explores the fascinating intersection of genomics and human performance with Dr. Jeremy Koenig. With experience in athletics and a passion for genetics, Dr. Koenig takes us on a journey to understanding how our DNA can influence our daily performance, personally and professionally. This isn't just about physical capability; it's about holistically overcoming life's stresses. Emotional and mental well-being also come into play as critical factors in human performance. Is It Possible to Have a Good Day, Everyday? (11:36), How to Start to REALLY Getting to Know Yourself (19:52), Dr. Koenig's Five Everyday Rituals (26:00), Ideal Components of the Setting Stage (41:01), And more... Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Is it enough for new hires to merely shadow the founder and absorb knowledge like a sponge in the sales world? Does the tribal wisdom of the founder, gained over countless calls and negotiations, translate seamlessly when scaled?  Collin Stewart of the Predictable Revenue Podcast sought answers to these pressing questions in an engaging conversation with L’areal Lipkins, Founder and CEO of Lipkins Consulting Group.  Highlights include: Why Can't I Just Hire an AE? (2:00), L'areal's Process Overview (7:30), Setting up the Strategy (11:10), What Comes After the Strategy is Mapped Out? (17:23), and more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

In today's unpredictable sales world, resilience isn't just a bonus; it's the key to lasting success. Sales folks are facing more demanding challenges than ever, especially post-pandemic. In the latest Predictable Revenue podcast, Colin Stewart chats with Keli Frazier-Cox, diving deep into what's up with sales today. Navigating modern sales feels like a maze, especially with the economy's ups and downs. But here's the good news: a strong mindset and flexibility can be game-changers. Highlights include: Why is it More Difficult to Hit Quota Now than 12 Months Ago? (1:15), The Evolution of Sales in the Last 2 Decades (2:31), Keli's Definition of Resilience (11:10), Pre-Mortem Preparation / Preparing for the Worst-Case Scenario (13:12), and more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Head of Clari Align, Tom Williams, discusses the importance of collaboration in sales, including mutual action plans, resetting buyer expectations, and the steps to effective client engagement. The podcast explores the challenges of implementing mutual action plans, strategic customer conversations for value extraction, and the launch of Clarry Align collaboration platform.

In this episode, we're diving deep into a topic we're all too familiar with—the friction between Marketing and Sales. Collin Stewart sat down with Austin LaRoche, CEO of ATAK Interactive, to explore this complex relationship.  Austin, like Collin, runs an agency, and his hands-on experience in B2C and B2B marketing brings a new dimension to this age-old debate. Highlights include: The Natural Evolution of Many Companies (3:20), Brand Marketing vs. Demand-Gen Marketing (8:13), Accountability for both Marketing and Sales (15:34), There's a Time and a Place for Automation (28:12), and more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Debra Senra, VP of Sales and Client Experience at ThreeFlow, joined Collin Stewart on the Predictable Revenue podcast. With a background in post-sale experience, Debra has identified significant changes in sales leadership over the last 18 months and shared her insights in this exciting episode. They dive into the changing landscape of sales, the necessity of post-sale experience for revenue leaders, and the multifaceted role of customer success organizations at various stages of business. Highlights include: Why Do You Need Pos-Sales Experience? (2:00), Who Is Involved in the Pre-Sale? And Who is Involved in the Post-Sales? (5:40), Debra's Advice for Revenue Leaders (10:14), The Post-Sales Team is Not the Only One to Blame (17:05), and more. Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

In any sales engagement, the groundwork before the call can be decisive.  Chris Brewer, Co-founder at OMG Commerce, shares his pre-call preparation strategy, primarily for inbound lead generation, with insights adaptable to outbound leads. Highlights include: Things to do before a Call to set yourself up for success (5:22), What to do On the Call to ensure success (22:07), On-The-Call Language (27:25), Expectation Setting and Time Management for Sales Calls (39:23), And more... Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Jess Klek, CRO at Brighthire, has mastered building high-performing teams with solid cultural bonds. With experience managing large corporations and fast-growing startups, Jess joins Collin Stewart on the Predictable Revenue Podcast to explore her superpower: shaping a culture that fuels success. Highlights include: Hiring and Building Your Sales Team (1:20), What It Feels like to be in a "High Performance/Shitty Culture" Role (4:16),  Everything Starts With Hiring! (11:00), The Role of Leadership When Hiring and Building Your Team (30:10), and more... Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching