283: How to Become a Sales Leader
Predictable Revenue Podcast
by Collin Stewart & Sarah Hicks
1w ago
Michael Covre joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to become a sales leader.   Michael is a sales leader at Shopify, one of the world’s leading multinational e-commerce companies. Highlights include: what the path to sales leadership looks like and how to determine if it’s right for you (2:22), why management isn’t always the best path for advancement (9:05), how to create an impact quickly as a new manager or sales leader (11:17), what to focus on in your first 90 days as a leader (12:40), the core components of effective leadership (15:5 ..read more
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282: Using HIRO Opportunities To Predict Pipeline ROI
Predictable Revenue Podcast
by Collin Stewart & Sarah Hicks
2w ago
Sidney Waterfall joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss pipeline sources and how to use them to accurately predict pipeline ROI. Sidney is the SVP of Growth at Refine Labs, the world’s first Revenue R&D laboratory. Highlights include: aligning your inbound and outbound strategies for a more holistic view of revenue (2:28), why Refine Labs takes an “all bound” approach to revenue (3:00), common B2B pipeline sources (5:38) how to accurately measure different pipeline sources (12:52), how to attribute leads that interact with multiple channels (21:4 ..read more
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281: The #1 priority for a VP Sales that most people get wrong (hiring)
Predictable Revenue Podcast
by Collin Stewart & Sarah Hicks
3w ago
Daniele Di Nunzio joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to hire SDRs and AEs and what to look for in your first sales hire.   Daniele is the VP of Sales at Storyly, a user engagement platform to embed Stories content in mobile apps and websites. Highlights include: what most VP of Sales get wrong (7:49), how the founding sales team can make or breaks the company (10:17), the underestimated cost of bad hiring (20:10), why your sales hiring process needs to be measurable (31:45), the importance of context questions in interviews (32:10), the ..read more
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280: Go To Market Fit vs. Product Market Fit
Predictable Revenue Podcast
by Collin Stewart & Sarah Hicks
1M ago
Ted Blosser joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the difference between go to market fit (GTM) and product market fit.   Ted is the Chief Enablement Officer (CEO) at WorkRamp, an all-in-one learning management system. Highlights include: the difference between go to market and product market fit and why the two are commonly confused (3:36), WorkRamp’s unique journey to achieve GTM fit (5:30), how Ted generated $100-200k a day in pipeline on LinkedIn alone (8:15), the biggest stumbling blocks to building a successful outbound engine (16:55), ho ..read more
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279: Stealing B2C Black Friday tactics in the sales development world
Predictable Revenue Podcast
by Collin Stewart & Sarah Hicks
1M ago
Jenell Riesner joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss applying B2C Black Friday tactics to the sales development world. Jenell is the CMO at iLoveKickboxing, a fitness franchise specializing in HIIT workouts and kickboxing. Highlights include: why Jennell’s company started their Black Friday campaign in October (3:45), how to think about planning your promotional campaigns and sequences from a marketer’s perspective (21:44), their top three marketing channels going into Black Friday (24:50), the keys to a successful ad campaign (28:05), benchmarks co ..read more
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278: Re-envisioning the SDR role through the lens of a Demand Gen Marketer
Predictable Revenue Podcast
by Collin Stewart & Sarah Hicks
1M ago
Sam Kuehnle joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss re-envisioning the SDR role through a demand generation lens.   Sam is the VP of Demand Gen at Refine Labs, a marketing strategy and research firm for B2B SaaS companies.   Highlights include: the problem with the current B2B sales model (3:20), why sales leaders get stuck worrying about the volume of leads over the quality (8:00), how to navigate the transition from a volume-based approach (13:30), how a more targeted approach can improve conversion rates (15:38), the future of the SDR rol ..read more
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277: How to Book a Meeting With a Senior Executive in Any Industry ( Replay)
Predictable Revenue Podcast
by Collin Stewart & Sarah Hicks
1M ago
(Replay)Troy Angrignon shares his account management wisdom on this episode of the Predictable Revenue podcast. Troy has more than 25 years of experience as a sales leader and management consultant for companies selling into large accounts in multiple industries. Highlights include: what you need to know about someone before going for the meeting (4:19), capturing and sharing this knowledge (7:56), mapping a large account your company has sold into before (12:17), how to book a cold outbound meeting with a speaker during a virtual conference (17:09), nailing the first call you have w ..read more
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276: B2B Growth Channels Available for Each CAC Level Part 2
Predictable Revenue Podcast
by Collin Stewart & Sarah Hicks
2M ago
Michael Gaudet joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the best B2B growth channels for $10-50k CAC levels.   Michael is a Performance Marketing Leader with over a decade of digital marketing experience building and managing high-achieving revenue teams.   Highlights include: Recap of the best demand generation channels for $1-10k CAC levels (2:15), what metrics are most important at a $10-50k CAC level (10:10), why it’s important to understand conversion rates throughout the sales process (15:00), the benefits of lead gaps for sales reps (3 ..read more
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275: How to Add Personality to Your Prospecting to Attract Ideal Customers
Predictable Revenue Podcast
by Collin Stewart & Sarah Hicks
2M ago
Ruben Dua joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to lean into your personality to attract ideal customers. Ruben is a podcast host, video enthusiast, and the Founder and CEO of Dubb.com. Highlights include: how to practice creativity as an SDR (3:48), advice for new SDRs to overcome the fear of veering off script (7:02), how to add your personality to a call script (7:32), why repetition is key to perfecting your cold call skills (8:40), what salespeople can learn from Ben and Jerry’s ice cream (12:29), the most underrated skill salespeople need ..read more
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273: B2B Growth Channels for Different CAC Levels
Predictable Revenue Podcast
by Collin Stewart & Sarah Hicks
2M ago
Michael Gaudet joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the best B2B growth channels for different CAC levels. Michael is a Performance Marketing Leader with over a decade of digital marketing experience building and managing high-achieving revenue teams. Highlights include: what you need to have in place before thinking about marketing and growth channels (3:35), how to decide which channels to invest in (9:29), how to effectively test new channels (13:41), what sales leaders need to understand about the differences between marketing channels (14:58 ..read more
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