Podcasts about predictable revenue podcast

When Moran Mizrahi joined us on the Predictable Revenue Podcast, the conversation started with something every founder can relate to: the moment you hit a wall using a tool that clearly wasn't designed for people like you. For Moran and Rebillia, that moment came in the subscription billing space. After years running retail and eCommerce businesses, they were spending heavily to acquire customers, only to watch them churn after one or two purchases. Subscriptions felt like the solution. But the tools were rigid, hard to use, and far from customer-centric. Highlights include: Has Anyone Actually Tried This? (03:53), Where did Rebillia's First Customer Come From? (09:33), The Product-Fit Moment (13:05), and more… Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

After a serious spinal injury left him temporarily paralyzed, Ty had to navigate the healthcare system to find the right specialists, without reliable online information to guide those critical choices. On this episode of the Predictable Revenue Podcast, Ty Allen, founder of SocialClimb, shared the deeply personal story behind his company's origin. Highlights include: Finding a Gap in the Market (07:10), Validating the Market Gap (11:24), How Not To Screw Up Pricing (14:34), Customer Development and First Clients (20:30), And more… Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

Sustainability in construction is no longer optional. It's a business imperative. Large corporations and government agencies demand low-impact materials, pushing manufacturers and suppliers to adapt.  However, the complexity of sustainability standards, scattered data, and inconsistent reporting slow adoption. Kathleen Egan, CEO of Ecomedes, appeared on the Predictable Revenue Podcast to share insights on how businesses can turn this complexity into a competitive advantage. The takeaway? When industries drown in fragmented data, those who simplify the process gain a massive edge. Highlights include: Saving People Time equals Saving People Money (08:13), Your Best Customers Might Be Who You Least Expect (09:21), Solving Your Own Issue Might Become a Source of Income (13:52), Where Early Customers Usually Come From (18:47), And more… Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

What happens when a failed musician turns into a SaaS sales powerhouse? In this episode of SaaS Fuel, Jeff Mains sits down with Collin Stewart, CEO of Predictable Revenue and host of the Predictable Revenue Podcast. Collin shares raw, real stories from his journey—including early startup failures, the brutal truth about product-market fit, and what founders get wrong when scaling too fast.We dive deep into customer development, outbound sales strategies, and how AI is shaping the future of SaaS. Whether you're pre-revenue or pushing past $10M ARR, this episode will sharpen your go-to-market strategy and help you build a predictable, scalable revenue engine.Key Takeaways00:00 - The harsh truth about product-market fit02:00 - Why customer validation is key to success04:00 - Meet Colin Stewart: failed musician to SaaS leader07:00 - Early startup mistakes and lessons learned12:30 - The danger of scaling before understanding your customer16:00 - Why niching down beats going broad21:00 - How to leave bias out of customer interviews26:30 - Why founders get go-to-market strategy backwards30:30 - Introducing Champion Leadership Group34:00 - Signs you're not ready to scale39:00 - The Market Fit Matrix explained44:00 - What makes outbound actually work47:00 - The real reason AI SDR tools fall short51:00 - Where SaaS sales is headed with AI56:00 - Why AI won't kill sales—it will upgrade it58:00 - Where to find Colin + free founder resourcesTweetable Quotes“The biggest mistake founders make? Scaling before they really understand their customers.” — Colin Stewart“AI won't kill sales—it'll just kill bad sales processes.” — Collin Stewart“Customer interviews aren't for validation. They're for revelation.” — Jeff Mains“You don't need perfect messaging if you have the perfect list.” — Collin Stewart“Most teams are doomed or blessed before they're even built—because of strategy.” — Collin Stewart“SaaS isn't about growth hacks. It's about solving real pain for real people.” — Jeff MainsSaaS Leadership Lessons"Strong product-market fit is a spectrum" – You might not be at zero; you just need to strengthen your understanding of the customer.Scaling before validation is a costly mistake – Don't throw gas on a fire that's not even lit yet.Customer discovery is not for confirmation – Go in with curiosity, not to validate what you already believe.Your ICP needs laser-focus – “Accountants” isn't narrow enough. Be specific: left-handed accountants using QuickBooks.Build strategy before team or tools – Most sales orgs fail due to poor upfront go-to-market planning, not bad reps.AI can supercharge sales—but only if your fundamentals are solid – Garbage data and vague targeting make even the smartest tools useless.Guest ResourcesEmail - collin@predictablerevenue.comWebsite - https://predictablerevenue.com/Linkedin - https://www.linkedin.com/in/collinstewart/Episode SponsorSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code...

Prospects have adapted, and the "spray and pray" tactics of yesteryears are no longer effective.Yet, outbound sales is far from dead. Instead, it demands a refined, back-to-basics approach emphasizing personalization, authenticity, and genuine human connection.  Jorge Gamboa, co-founder of Magellan, joined the Predictable Revenue Podcast to unpack the hurdles of modern outbound selling and how old-school techniques are making a powerful resurgence in this high-tech era. Highlights include: Making Sales Human Again (05:52), Product Market Fit and Company Success (23:24), And more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://predictable.fm/get-growth

On this episode of the Predictable Revenue Podcast, we're joined by Debra Senra, a two-time guest and seasoned sales leader, to discuss the changing landscape of sales proposals in 2024.  With a rich sales background and a new venture into entrepreneurship, Debra shares her journey from sales leadership to founding her own company, Hyphenate.  Highlights include: AI Tools For Content Generation (10:04), Simplifying Complex Issues With AI (26:20), And more... Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://predictable.fm/get-growth

Martin Adey, the founder of Leadosaurus, recently joined the Predictable Revenue Podcast to discuss a pivotal transition in his entrepreneurial journey: moving from being deeply involved in daily operations to stepping back and allowing his business to thrive independently. As he puts it, he's on the verge of achieving the “Holy Grail” of working on the business instead of in it. But with this shift comes a mix of excitement and uncertainty. Highlights include: "I Elevated and Detached" (13:52), Building an SDR Business is More Complicated than a Cold Email Business (32:35), And more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://predictable.fm/get-growth

On the latest Predictable Revenue Podcast, Collin Stewart speaks with Hugh Hornsby about turning personal challenges into leadership strength. Diagnosed with epilepsy, Hugh used resilience to build people-based businesses, focusing on helping others unlock their potential. Tune in to learn how his journey can inspire your own. Highlights include: "It's Pretty Hard to Triple a Company's Size" (29:18), One of the Hardest Things in Sales… (37:58), And more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://predictable.fm/get-growth

On this episode of the Predictable Revenue Podcast, Collin Stewart is joined by Darius Lahoutifard, founder of the MEDDIC Academy. They dive into the origins and unique development of the MEDDIC sales qualification framework. Highlights include: Why is MEDDIC so Important? (16:05), What is a Catalyst for Change? (56:27), And more... Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

In the latest episode of the Predictable Revenue Podcast, host Collin Stewart sits down with Kevin Gilman, National Sales Director at Carvertise, to delve into the habits that have driven Kevin's two-decade-long sales career.  This conversation highlights how structured routines and prioritizing personal and professional goals can significantly enhance sales performance. Highlights include: How to Create a New Habit? (03:41), Balancing Work and Personal Life (14:53), And more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Welcome back to the Predictable Revenue Podcast! In today's episode, Collin Stewart is joined by Benjamin Dennehy, famously known as the UK's most hated sales trainer. Benjamin brings his unfiltered, brutally honest approach to sales training, sharing insights on why salespeople often struggle and how they can turn things around. Highlights include: Get Your Salespeople to Stop Slacking (01:24), The Sherpa Mentality in Sales (12:53), And more... Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

In this episode of the Predictable Revenue Podcast, Collin Stewart interviews Chris Riklin, Co-founder and Head of Revenue at Topline.  Chris shares his unique journey as a founder, highlighting the importance of being deeply involved in the sales process and how his team's collaborative dynamics contribute to their success. Highlights include: Enterprise Rep vs. First AE (05:07), Pirate Funnel and First 10 Clients (24:03), And more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Welcome back to the Predictable Revenue Podcast! This time, we're joined by Mark Jung, the founder of Authority.  We're diving into LinkedIn-led growth and how Mark achieves an incredible one million impressions a week. Let's explore the strategies and experiences that have driven his success. Highlights include: What Do You Want to Be Known For? (25:02), Extra Tips on Creating Demand with Content (41:12), And more… Show notes: https://www.linkedin.com/feed/update/urn:li:activity:7191087936694620160/  https://www.reforge.com/blog/four-fits-in-action Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

In a recent episode of the Predictable Revenue Podcast, Collin Stewart hosts Jeremy Painkin, SVP at Community Brands, to discuss the essentials of effective forecasting.  Dive into the key elements that can make your organization's forecast predictable and actionable. Highlights include: Buy-In is What Pulls Everything Together (20:00), What Happens When a Deal Moves Back? (29:47), And more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Welcome to another engaging session of the Predictable Revenue Podcast. In this episode, Andrew Sykes, founder of Habits at Work, re-joined us, this time exploring the pivotal role of founder-led selling.  This dialogue sheds light on why founders aren't just chief executives but also the initial key salespeople, especially as they guide their startups through the critical early stages of growth. What is Happening When You're Founding a Business? (01:30), Sales Person First, Sales Leader Later (06:54), Where Does the Founder Go after the First Million? (16:53), Important Habits Founders Must Take On in Sales Leadership (23:11), And more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

In the digital age, where remote work has become the norm, mastering the art of communication has never been more critical. The ease and convenience of emails, texts, and Slack messages come with challenges, from misunderstandings to missed cues.  Joining us on the Predictable Revenue Podcast, Christina Brady from Luster.ai shares her expertise on enhancing communication in virtual teams, discusses common pitfalls, and offers actionable solutions for a more connected workspace. Where Do We Go Wrong when Communicating? (01:03), The Steep Slope of Internal Feedback (04:57), How to Get the Most out of Your Leaders? (12:43), Looking Through Other People's Lenses (17:00), And more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Understanding sales compensation's journey and sales strategies' evolution is pivotal to startup growth and sales acceleration.  Our latest episode on the Predictable Revenue Podcast, hosted by Collin Stewart, dives deep with Josh Schwartz, Head of Sales Acceleration at Bregal Sagemount, into the intricacies of startup sales, from the foundational steps to the nuanced strategies that drive success.  Join us as we explore Josh's firsthand experiences and insights, revealing valuable lessons for founders and sales professionals. Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

In this episode of the Predictable Revenue Podcast, Collin Stewart reconnects with Matthew Roberts from Mosaic to discuss the evolution from broad-based prospecting to a hyper-focused strategy.  This transformation marks a significant shift in sales development, especially pertinent for those venturing into the field. They dive into the complexities and triumphs of efficiently refining their approach to target a specific market. Highlights include: Having a Productive Team with 9 Reps and 8k Accounts (02:34), How to Prioritize Accounts for Effective List Building (10:52), Signals to Kick Things Up (16:47), 57 Attempts over 6 Months (24:27), And more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

The difference between success and stagnation often boils down to one key element: trust.  This isn't just any trust but a deeply rooted belief in the value and integrity of the salesperson standing before you. On a particularly insightful episode of the Predictable Revenue Podcast, host Collin Stewart is joined by Larry Levine, a veteran sales guru and the visionary author behind "Selling from the Heart."  Together, they embark on a deep dive into the mechanics of building trust with prospects, customers, and accounts, a journey that promises to redefine how sales professionals approach their craft. Highlights include: Trust and How it Relates to the Sales Process (0:33), Why do Salespeople Struggle to get References from their Clients? (3:32), What Brought Us to this Point of Distrust? (10:40), The 4 Big Pillars of Building Trust (15:12), And more... Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

In the latest episode of the Predictable Revenue Podcast, host Colin Stewart dives into an insightful conversation with Saravana Kumar, the mastermind behind Kovai.co. This episode unravels Saravana's entrepreneurial saga, especially his strides in bringing BizTalk 360 to the forefront of the tech world. Highlights include: How Did The Concept of BizTalk 360 Emerge? (1:50), Where Did The First 10 Clients Come From? (8:00), Where Did The First 100 Clients Come From? (16:35), Transitioning From 100 to 500 Clients (24:00), And more... Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

In an insightful episode of the Predictable Revenue Podcast, host Collin Stewart engages with Lee Salz, Best Selling Author and Sales Management Strategist at Sales Architects They explore a critical yet often neglected aspect of business: the pitfalls commonly encountered in building robust sales organizations. This conversation sheds light on the importance of moving from a people-centric approach to a process-driven strategy in sales, revealing critical insights for lasting success in this dynamic field. Highlights include: "I Remember Being In Sales For The First Time" (08:14), "I Didn't Get Good at Sales Until I Had to Teach Someone How to Sell" (12:00), Core Components of Building a Sales Organization (14:07), Most Common Thing People Miss When Building Their Sales Org (18:08), And more… Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Sales and marketing are constantly evolving, focusing on the role of SDRs for businesses aiming to boost growth. On the Predictable Revenue Podcast, Collin Stewart welcomed Matthew Iovanni, partner at Full Funnel, for a candid discussion on the pros and cons of outsourcing the SDR function. Their conversation sheds light on differing perspectives, hinging on a company's stage and market understanding. Highlights include: Why Companies Shouldn't Outsource Their SDR Function (1:02), What Do Companies Actually Buy When They Outsource? (10:43), An Inefficient Way to Deploy Capital (17:22), What You Need To Build a Great SDR Function. (25:11), And more... Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

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

Sales leaders are navigating a complex landscape in the current business climate, marked by uncertainty and rapid changes. In this episode of the Predictable Revenue Podcast, Collin Stewart and Dan Fantasia, CEO of Treeline, touch on these challenges. With extensive experience in sales leadership and recruitment, Fantasia offers vital insights and strategies for sales teams to thrive amidst market instability. Highlights include Sales Trends to Keep an Eye Out for in 2024 (1:00), How to Identify the Right People (4:12), Advice for New Salespeople (11:05), Treeline's Process for Recruiting (22:13), And more... Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

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

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

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

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

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

In this episode of the Predictable Revenue Podcast, Collin Stewart meets Dan Fagella, CEO and head of research at Emerj Artificial Intelligence Research, to discuss the implementation of AI for sales in large enterprises.  Dan joins us to explore how large enterprises implement AI beyond sales enablement.  From his extensive experience and podcasting prowess in the field, they uncovered the high-level factors driving AI adoption and the most impactful use cases in sales. We even got a glimpse into the future of sales jobs. Highlights include: Why is this all happening now? (In terms of AI) (03:00), How is AI in Sales is being Implemented in Fortune 2000 Companies? (06:00), Sales and AI: What's coming next? (19:10), What will my Sales Job look like in 5 Years? (40:01), and more. Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Joel Klettke, Founder of CaseStudyBuddy, knows a thing or two about the power of case studies.  He joined Collin Stewart for an episode of the Predictable Revenue Podcast, and in this blog post, we'll dive into the world of case studies, exploring why most companies underinvest in them and how you can build and repurpose them effectively to ensure your sales team actually uses them. Highlights include: Why don't companies invest more in case studies? (4:00), The different types of Case Studies (9:04), The process of crafting compelling case studies (14:20), Customer Interviews play a vital role in gathering valuable insights for case studies (32:00), It's essential to ask the right questions (35:10), and more. Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching Show notes https://www.linkedin.com/in/joelklettke/  https://casestudybuddy.com/customers/  https://www.mutinyhq.com/use-cases/increase-website-conversion   

Christopher Filipiak joins Collin Stewart on The Predictable Revenue Podcast to discuss the framework to build meaningful conversations in founder-led sales.  Christopher Filipiak is the Founder and  Executive Seller at Christopher Filipiak LLC, a company dedicated to helping Founders, CEOs, and Sales Leaders to develop Sales Ready mindsets, robust systems and processes, authentic sales conversations, and Sales Ready teams that make sales daily. Highlights include: the first million dollars in sales is a function of the product, not sales (1:37), founders should be selling up to a million dollars (5:12), balancing revenue growth, customer conversations, and team building (11:24), building a sales-ready organization (16:14), core components of a sales conversation (24:30), setting intentions, goals, and key moves (29:23), and much more.  If you want to learn more about Christophers' fouder-led sales framework, you can reach out to his email at christopher@christopherfilipiak.com.  

Jake Bernstein joins Collin Stewart on the Predictable Revenue Podcast to discuss navigating the ever-changing landscape of sales development and harnessing artificial intelligence.  Jake Bernstein is the Director of Business Development at SPINS, a leading wellness-focused data technology company that transforms trillions of retailer data into performance solutions to accelerate growth and deepen loyalty with shoppers. Highlights include: how sales development has changed (2:17), how the tech industry has been affected (4:29), will artificial intelligence replace the SDR role? (10:11), navigating sales coaching in times of change (14:55), harnessing AI data intent (16:59), keeping up with the pace of change (29:10), and much more.  Show Notes: Demoing the most innovative new ChatGPT features with Sunny Madra and Vinny Lingham Example Inference based prospecting  Jake Bernstein >  LinkedIn  Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Eric Nowoslawski and Varun Anand join Collin Stewart on the Predictable Revenue Podcast to discuss exciting ways of prospecting using AI for writing messaging and targeting.   Eric Nowoslawski is the Founder of Growth Engine X, an outbound agency leveraging over 20+ data sources to send relevant and personalized cold emails to ideal prospects. Varun Anand is the Head of Operations of Clay, a data provider that simplifies prospecting by bringing together 50+ data sources to build highly targeted lead lists from scratch instantly. Highlights include: episodic prospecting (1:28), using AI effectively for prospecting and nurturing leads (10:42), Eric's secrets to prompting chatGPT for outbound sales (17:10), using Clay to prospect and target the right people ( 20:34), thinking critically about your ICP (25:41), the best use case for AI in a prospecting sequence (31:10), using Google to prospect (53:05). Show Notes:  Ahrefs - Google advanced search operators 22 Personalizations to use in outbound email campaigns, using AI and scraped data https://recruitin.net/  https://clayrunhq.slack.com/ssb/redirect  P.S.: We were recently featured on the 15 best sales development podcasts of FeedSpot. Check it out to find more valuable sales content! > https://blog.feedspot.com/sales_development_podcasts/  Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Gavin Page joins Collin Stewart on the Predictable Revenue Podcast to discuss the changes that have occurred in sales development and how to communicate your value in a challenging economy.  Gavin Page is the Founder and Director of Excelerate360, an end-to-end sales service, that provides support and resources to clients at each stage of their sales cycle. Highlights include: how sales development has changed (0:55), dynamics of sales with tightened budgets (4:46), what we can do differently now to hit sales quota (8:29), targeting is more important than messaging (13:36),  shorter-term investment decisions (16:08), identifying the right ICP (21:49), and moving away from sales scripts (29:08). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

Josh Schwartz joins Collin Stewart on the Predictable Revenue Podcast to discuss the importance of building rapport with prospects and different social selling tactics to stand out.  Josh Schwartz is the Head of Sales Acceleration Practice at Bregal Sagemount, a team of 20+ professionals who've helped take Valley startups and global enterprises to the next level, available to help you grow and succeed. Highlights include: the importance of building a relationship (15:45), how to stand out as a sales rep (25:01), presenting options (40:14), qualifying the prospect without being pushy (41:52),  using Twitter lists to book meetings (45:25), and time investment for triple-tap prospecting (50:05). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

On this edition of The Predictable Revenue Podcast we are doing a replay from our podcast episode 144, co-host Collin Stewart welcomes Tom Abbott, Founder of SOCO Sales Training. Tom is a veteran sales trainer, working with a host of renowned, international clients. If you need to step your sales game up, Tom is your man. Throughout the pod, Collin and Tom discuss how Tom sources and closes leads on every salesperson's favorite social media site, LinkedIn. Highlights include: Tom's journey (14:09), Why LinkedIn? And how do you get started? (16:54), Sharing great content (23:10), the importance of Sales Navigator (27:25), booking the meeting (47:58), the sales lightning round (1:04:01), and cold call with Collin (1:08:42).

You get a sales email — it's clearly a template targeting anyone 18-75 with a pulse with your name pasted the top. Like any sane person, you delete it and forget about it. So, why are you still sending the same impersonal emails to your prospects? In this episode, Sarah Hicks, SDR Manager at Predictable Revenue and host of the Predictable Revenue Podcast, explains the strategies you can implement to achieve personalization at scale without sacrificing velocity. We discuss: How templates can, counterintuitively, help you personalize How to tailor your outreach for different channels What you're doing wrong on LinkedIn Now that you know the secrets to personalizing at scale, are you ready to dive into how AI is revolutionizing content marketing or how to get the most out of your CRM? Check out the full list of episodes: The B2B Revenue Executive Experience.”

 Learn what is product-market fit and why it is important to know your target market deeper Know why it is important to humanize your brand Learn how to figure out your ideal customer profile-the bedrock, the foundation stone for all marketing Resources/Links: Download your copy of “Market Fit Matrix Template".https://predictablerevenue.com/matrix Summary Collin is the co-CEO of Predictable Revenue and Outbound Automation software. He oversees product strategy, works with Aaron Ross the other co-founder to lead our Revenue team and hosts the Predictable Revenue Podcast. In this episode, Colin shares how he helps entrepreneurs and growing startup companies avoid pitfalls like nailing a niche, hiring and people issues, metrics and CRM adoption to get their outbound program off the ground and drive faster, more predictable revenue growth. Check out these episode highlights: 01:26 – Collin's ideal client: We typically work with growth startup companies, a million to 10 million, somewhere in that range. 01:36 – Problem he helps solve: Top of the funnel. A lot of the companies we deal with they don't understand, they've got a bunch of their early growth from their network, from inbound, from people that know the founders. And so, we help them make the jump from where you need to go from customers are coming to you, too, you now need to go out and sell to those customers 02:34 – Typical symptoms that clients do before reaching out to Collin: Plateaued growth. They're beholden to one channel, whether it's inbound partners, referrals, network, etc. 03:28 – Common mistakes people make when trying to solve that problem: companies asking their salespeople to prospect, close, and manage accounts. 05:24 – Collin's Valuable Free Action(VFA):"Once you've made the commitment to building an outbound team, one of the things we see people scrub a lot is they don't spend any time validating their target account list. And so basically, we've developed a methodology, I'm going to share in three minutes with you on how you can do that." 05:50 – Collin's Valuable Free Resource(VFR): Download your copy of “Market Fit Matrix Template".https://predictablerevenue.com/matrix 08:12 – Q: "How to put the Market Fit Matrix into practice??" A: the answer to that is you make sure you're running one experiment per row. So, if you look at the doc that we provided that's 40 experiments. For each experiment, typically, we look at a sample size of 300 to 500 contacts. If you're using email on LinkedIn, 50 to 100 contacts, and then your messaging should be fairly soft. It should be focused on, are you the best person on your team to ask about this. And then a strong follow up is, 'Hey, would you mind letting me know if this isn't relevant? I don't really want to be a bother'. And maybe that's the Canadian bit we added in at the end there but we found those sorts of to follow-ups to be, those, the CTA and follow up to be. Tweetable Takeaways from this Episode: Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast) Tom Poland: 0:09 Hello everyone, a very warm welcome to another edition of Marketing The Invisible. My name is Tom Poland, joined today by Collin Stewart. Collin, good day, a very warm welcome. Where are you hanging out sir? Collin Stewart: 0:19 I'm in Vancouver today. Tom Poland: 0:20 Vancouver today. Okay.

On this edition of The Predictable Revenue Podcast, co-hosts Collin Stewart and Aaron Ross welcome Drift CEO David Cancel. What hasn't David done in the tech world? He's founded five companies, executed numerous successful exits, and held a C-level position at one of best known tech startups in history. #resumegoals    Throughout the pod, Collin, Aaron, and David take turns reading the tea leaves and offer their thoughts on the future of sales (and take a trip down memory lane, too!). Highlights include: David and Aaron's history in sales (1:32), the product qualified lead (7:07), the evolving compositions of sales teams (10:34), creating a personal connection (15:04), the importance of the SDR (21:54), Drift's use of bots (28:48), and the aspects of sales that won't change (49:58).

On this edition of The Predictable Revenue Podcast, co-hosts Collin Stewart and Aaron Ross welcome Drift CEO David Cancel. What hasn't David done in the tech world? He's founded five companies, executed numerous successful exits, and held a C-level position at one of best-known tech startups in history. #resumegoals    Throughout the pod, Collin, Aaron, and David take turns reading the tea leaves and offer their thoughts on the future of sales (and take a trip down memory lane, too!). Highlights include: David and Aaron's history in sales (1:32), the product qualified lead (7:07), the evolving compositions of sales teams (10:34), creating a personal connection (15:04), the importance of the SDR (21:54), Drift's use of bots (28:48), and the aspects of sales that won't change (49:58).

On this edition of The Predictable Revenue Podcast, co-hosts Collin Stewart and Aaron Ross welcome Lars Nilsson, CEO of renowned Bay Area sales consultancy SalesSource. Lars has been involved in the world of sales development for more than 20 years. He's held senior leadership positions at enterprise organization such as Cloudera, as well as numerous other San Francisco startups.  Throughout the pod, Collin, Aaron, and Lars chart the history, and discuss the future, of prospecting. This is Sales Development 101. Highlights include: how Lars got the middle name SDR (27:04), whether account-based sales has change the definitions of inbound vs. outbound (33:29), the role of Artificial Intelligence in sales development (40:29), whether moving from inbound to outbound requires a culture shift (106:53), and the importance of getting a seat at the table (1:11:02).

  On this edition of The Predictable Revenue Podcast, co-hosts Collin Stewart and Aaron Ross welcome Lars Nilsson, CEO of renowned Bay Area sales consultancy SalesSource. Lars has been involved in the world of sales development for more than 20 years. He's held senior leadership positions at enterprise organization such as Cloudera, as well as numerous other San Francisco startups.  Throughout the pod, Collin, Aaron, and Lars chart the history, and discuss the future, of prospecting. This is Sales Development 101. Highlights include: how Lars got the middle name SDR (27:04), whether account-based sales has change the definitions of inbound vs. outbound (33:29), the role of Artificial Intelligence in sales development (40:29), whether moving from inbound to outbound requires a culture shift (106:53), and the importance of getting a seat at the table (1:11:02).  

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mitch Coopet, CEO and Co-Founder of Minneapolis' Rambl. Mitch is an entrepreneur, through and through. Instead settling in under an umbrella at the beach after lead a high-profile company from inception to exit, he founded Rambl and got right back to work. #startuplife  Throughout the pod, Collin and Mitch discuss how the importance of aligning product and sales teams, in particular in early-stage startups. Highlights include: why founders need sales skills (3:33), how to best receive feedback from the market (11:56), the goal of a product manager (15:52), and cold call Collin (38:24).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mitch Coopet, CEO and Co-Founder of Minneapolis' Rambl. Mitch is an entrepreneur, through and through. Instead settling in under an umbrella at the beach after lead a high-profile company from inception to exit, he founded Rambl and got right back to work. #startuplife  Throughout the pod, Collin and Mitch discuss how the importance of aligning product and sales teams, in particular in early-stage startups. Highlights include: why founders need sales skills (3:33), how to best receive feedback from the market (11:56), the goal of a product manager (15:52), and cold call Collin (38:24).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes David Hong, Vice President of Field Operations at San Francisco's Mesosphere. David is an accomplished sales operations leader. Prior to leading the team at Mesosphere, he held high ranking sales ops positions at notable Bay Area companies such as Lookout, PagerDuty, OpenDNS, and Meraki.  Throughout the pod, Collin and David discuss everything from David's professional philosophy to effective qualification methods to detailed Salesforce processes. Highlights include: David's definition of sales operations (10:54), the varied projects David has worked on (21:15), Mesosphere's MEDDPICC process (35:04), sales operations advice (49:18), and cold call Collin (54:13).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes David Hong, Vice President of Field Operations at San Francisco's Mesosphere. David is an accomplished sales operations leader. Prior to leading the team at Mesosphere, he held high ranking sales ops positions at notable Bay Area companies such as Lookout, PagerDuty, OpenDNS, and Meraki.  Throughout the pod, Collin and David discuss everything from David's professional philosophy to effective qualification methods to detailed Salesforce processes. Highlights include: David's definition of sales operations (10:54), the varied projects David has worked on (21:15), Mesosphere's MEDDPICC process (35:04), sales operations advice (49:18), and cold call Collin (54:13).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sarah Affleck, Director of Sales Development at Atlanta's Rigor. If there ever was a person that “bleeds Rigor blue,” it's Sarah. Since starting with the company about 4 years ago, she's held nearly every position in sales development – BDR, Team Lead, BDR Manager, and now Director.  Throughout the pod, Collin and Sarah discuss Rigor's in-depth onboarding process, and why the fast-growing company teaches each new SDR both the tactical skills needed for the job, as well as how sales development contributes to the success of the company as a whole. Highlights include: why Sarah teaches the “why” behind the SDR job (15:07), how Sarah teaches the “why” (17:45), Rigor's sweeping onboarding document (30:27), managing 50 activities per day (49:41), the impact of Rigor's onboarding process (54:04), and cold call Collin (57:40).