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Predictable Revenue Podcast

Aaron Ross & Collin Stewart

3
Followers
2
Plays
Predictable Revenue Podcast

Predictable Revenue Podcast

Aaron Ross & Collin Stewart

3
Followers
2
Plays
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About Us

We interview outbound sales leaders so that you can learn directly from the people on the front lines. Co-hosted by the best selling author of Predictable Revenue and early Salesforce employee, Aaron Ross and his co-founder/the CEO of Predictable Revenue, Collin Stewart. Our goal is to help our audience learn sales development, coaching, and prospecting best practices from people that are currently building or have built SDR teams.

Latest Episodes

161: Manage a large sales team virtually and build a kick-ass discovery process

ESales practitioner turned leader, Armand Farrokh, shares his insights with host Sarah Hicks on this episode of the Predictable Revenue Podcast. In just 18 months at Carta, Armand went from top performing Account Executive to Director of Sales overseeing 30 SDRs and SMB AEs. Throughout the episode, Armand expands on exactly how to run a large sales team virtually - from your cadence as a leader, to the difference between coaching and training (3:51), keeping the sea of faces on your team zoom calls engaged (7:19), how reps can learn from one another when they’re not in the same room (9:33), and how to balance it all with your other obligations as a sales leader (11:11). And after all that - as an extra serving of actionable tactics for the closers out there - Armand walks us through his tried and true discovery process (18:20).

34 MIN6 d ago
Comments
161: Manage a large sales team virtually and build a kick-ass discovery process

160: Building a sales team: what you need to get right early with Zach Barney

EOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Zach Barney, Founder of Zach Barney Enterprises, a growing sales consultancy working with product-driven founders from a host of different verticals. Zach is a vertan sales leader – he’s led sales teams from numerous different startups, contributed to Sales Hacker, and now leads his own burgeoning consultancy. Throughout the pod, Collin and Zach discuss the early decisions CEOs and sales leaders need to make to get growth right. Highlights include: the benefits of thinking about sales growth early (2:11), the first thing you need to get nailed (6:37), buyer personas (11:25), tracking what’s resonating (15:48), the almighty CRM system (17:04), marketing automation (26:05), and the getting the right data (38:04).

48 MIN1 w ago
Comments
160: Building a sales team: what you need to get right early with Zach Barney

159: Communicating effectively in a virtual environment with Dr. Ethan Becker

EOn this edition of The Predictable Revenue Podcast, host Sarah Hicks welcomes Dr. Ethan Becker, executive speech coach, trainer, and renowned author. Dr. Becker has helped clients of all sizes improve their communication: Harvard University, Apple, and the New York Giants...to name just three. He’s also an Executive Education professor at Harvard. #NotTooShabby. Throughout the pod, Sarah and Dr. Becker take a deep dive into the ever-important topic of communication in virtual environments. Now that we’ve entered a collective remote work life, this is a timely podcast, to be sure. Highlights include: how has communication changed in virtual environments? (1:55), making good first impressions in virtual sales calls (3:21), building meaningful, continued relationships with a client over video (7:15), balancing screen fatigue (11:32), in what ways has persuasion been crippled in the COVID environment? (19:51), reading objections without external cues (25:55), creating an authentic sal...

43 MIN2 w ago
Comments
159: Communicating effectively in a virtual environment with Dr. Ethan Becker

158: Deliverability 101: Make sure your sales emails don’t end up in the Spam folder with Michael Maximoff

EOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Michael Maximoff, Co-Founder of Folderly. Michael is an entrepreneur, as well as a sales and marketing consultant, with expertise in email deliverability. Throughout the pod, Collin and Michael discuss the always-critical topic of email deliverability. For those of you that rely on emails as, at least one part of your outreach strategy, you don’t want to miss this discussion. Highlights include: deliverability basics (2:54), the importance of email ‘warming-up’ (11:31), email providers (16:35), email content (21:26), what happens when you send an email? (28:41), common mistakes (35:04), and cold call Collin (38:51). Shownotes: Folderly.io https://www.linkedin.com/in/michael-maximoff/ What is email deliverability? https://bit.ly/3h1rj8X

41 MIN3 w ago
Comments
158: Deliverability 101: Make sure your sales emails don’t end up in the Spam folder with Michael Maximoff

157: How to create an enablement team and prove its return on investment with Irina Soriano

EOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Irina Soriano, Head of Enablement at Seismic. Irina is a veteran sales and enablement leader: she’s been a quote-carrying rep, sales manager, and led sales operations teams at large organizations. She’s juggled the tactical and procedural, and knows how to make a sales org run. Throughout the pod, Collin and Irina discuss the ins and outs of building a sales enablement team – from building an enablement org from scratch, to refining processes, to expanding enablement when the time is right. Highlights include: defining enablement (1:01), where to start with enablement (4:36), where does enablement typically sit? (8:29), the charter (10:05), the all-important return on investment (16:36), prioritizing tasks (21:27), getting funding and resources (27:24), and cold call Collin (29:54).

39 MINJUL 9
Comments
157: How to create an enablement team and prove its return on investment with Irina Soriano

156: How to build a culture that attracts top performers with Justin Welsh

EOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Justin Welsh, founder of the sales consultancy The Official Justin. Justin has done just about everything there is to do in sales: account executive, director, CRO, writer, podcaster...the list goes on. To be sure, Justin knows a thing or two about sales. Throughout the pod, Collin and Justin discuss how to build a sales culture that attracts, and retains, top performers. Spoiler alert: it takes more than beer and ping pong. Highlights include: building culture (1:05), the foundation for a great sales culture (4:46), the importance of setting expectations (10:05), fostering learning and development (13:14), building the right career path (17:01), getting comp right (19:54), recognition outside of the comp plan (24:06), surprise and delight...generously (27:33), collecting feedback (32:22), impact of getting it right (40:35).

46 MINJUL 7
Comments
156: How to build a culture that attracts top performers with Justin Welsh

155: Managing up as an individual contributor on a remote team

EOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Renee Safrata, CEO of Vivo Team. Renee is a renowned keynote speaker, leadership expert, and entrepreneur with decades of experience leading high-performing teams. Throughout the pod, Collin and Renee discuss how to empower teams – both individual contributors and managers – to navigate a remote work environment. Highlights include: Why should we be thinking of managing up? (7:04), managing up effectively (12:03), what doesn’t work in a remote landscape (16:34), the importance of not getting lazy (18:40), staying cohesive as a team (25:15), emotional intelligence (35:02), results and accountability in a remote-first world (41:03), the importance of feedback (49:35), and cold call Collin (56:45). Shownotes: https://vivoteam.com/connect-2020-team/

56 MINJUN 27
Comments
155: Managing up as an individual contributor on a remote team

153: How Dooly executes a product-led sales framework with CEO Kris Hartvigsen

EOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Kris Hartvigsen, CEO and Founder of Dooly. Kris is a veteran sales professional and company leader: before founding Dooly 5 years ago, he provided strategic leadership and consulting to a host of top-tier tech firms, as well as held numerous leadership positions at Vision Critical. Throughout the pod, Collin and Kris discuss an important evolution in sales – how to execute a product-led sales framework. Highlights include: What is product-led sales? (6:23), how Dooly became a product-led organization (8:23), Dooly as a lead magnet (12:16), evolving traditional sales (14:22), the product-led opportunity for the salesperson (16:36), the role of customer success in product-led sales (21:50), the critical connection between sales and customer success (25:58), how business has changed due to Covid-19 (33:40), and cold call Collin (39:27).

39 MINMAY 29
Comments
153: How Dooly executes a product-led sales framework with CEO Kris Hartvigsen

152: Effective tips for people in non-traditional sales roles with Chris Spurvey

EOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Chris Spurvey, entrepreneur, author, speaker, and founder of Chris Spurvey Sales Growth Consulting. Chris has been leading sales, in one for or another, his entire career: from a burgeoning design startup in college, to a sizable IT consulting firm, and, finally, at KPMG. Throughout the pod, Collin and Chris discuss how to build and evolve critical sales skills for those who never thought they’d be salespeople. Highlights include: Chris’ journey (5:55), the importance of a positive mindset in sales (13:55), re-framing sales (18:38), The Ladder (26:33), how to ask for referrals (34:23), and cold call Collin (47:38).

48 MINMAY 15
Comments
152: Effective tips for people in non-traditional sales roles with Chris Spurvey

151: Updating the hunter-farmer sales model for today’s nuanced sales landscape with Sean O’Shaughnessey

EOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sean O’Shaughnessey, Chief Revenue Officer and VP of Sales at Agile Stacks. Sean is an accomplished veteran sales leader – more than three decades worth of experience – and published author of Eliminate Your Competition: A Trapper’s Guide to Increasing Your Commission. Throughout the pod, Collin and Sean discuss how to update the traditional hunter-farmer sales model to better reflect the responsibilities of today’s sales professional. Highlights include: the problem with the hunter-farmer sales model (3:18), specializing sales roles (20:11), what does a good trapper do? (22:32), the makings of a great salesperson does (35:15), Sean’s unique celebrations after closing a big deal (42:55), and cold call Collin (48:46).

49 MINMAY 8
Comments
151: Updating the hunter-farmer sales model for today’s nuanced sales landscape with Sean O’Shaughnessey

Latest Episodes

161: Manage a large sales team virtually and build a kick-ass discovery process

ESales practitioner turned leader, Armand Farrokh, shares his insights with host Sarah Hicks on this episode of the Predictable Revenue Podcast. In just 18 months at Carta, Armand went from top performing Account Executive to Director of Sales overseeing 30 SDRs and SMB AEs. Throughout the episode, Armand expands on exactly how to run a large sales team virtually - from your cadence as a leader, to the difference between coaching and training (3:51), keeping the sea of faces on your team zoom calls engaged (7:19), how reps can learn from one another when they’re not in the same room (9:33), and how to balance it all with your other obligations as a sales leader (11:11). And after all that - as an extra serving of actionable tactics for the closers out there - Armand walks us through his tried and true discovery process (18:20).

34 MIN6 d ago
Comments
161: Manage a large sales team virtually and build a kick-ass discovery process

160: Building a sales team: what you need to get right early with Zach Barney

EOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Zach Barney, Founder of Zach Barney Enterprises, a growing sales consultancy working with product-driven founders from a host of different verticals. Zach is a vertan sales leader – he’s led sales teams from numerous different startups, contributed to Sales Hacker, and now leads his own burgeoning consultancy. Throughout the pod, Collin and Zach discuss the early decisions CEOs and sales leaders need to make to get growth right. Highlights include: the benefits of thinking about sales growth early (2:11), the first thing you need to get nailed (6:37), buyer personas (11:25), tracking what’s resonating (15:48), the almighty CRM system (17:04), marketing automation (26:05), and the getting the right data (38:04).

48 MIN1 w ago
Comments
160: Building a sales team: what you need to get right early with Zach Barney

159: Communicating effectively in a virtual environment with Dr. Ethan Becker

EOn this edition of The Predictable Revenue Podcast, host Sarah Hicks welcomes Dr. Ethan Becker, executive speech coach, trainer, and renowned author. Dr. Becker has helped clients of all sizes improve their communication: Harvard University, Apple, and the New York Giants...to name just three. He’s also an Executive Education professor at Harvard. #NotTooShabby. Throughout the pod, Sarah and Dr. Becker take a deep dive into the ever-important topic of communication in virtual environments. Now that we’ve entered a collective remote work life, this is a timely podcast, to be sure. Highlights include: how has communication changed in virtual environments? (1:55), making good first impressions in virtual sales calls (3:21), building meaningful, continued relationships with a client over video (7:15), balancing screen fatigue (11:32), in what ways has persuasion been crippled in the COVID environment? (19:51), reading objections without external cues (25:55), creating an authentic sal...

43 MIN2 w ago
Comments
159: Communicating effectively in a virtual environment with Dr. Ethan Becker

158: Deliverability 101: Make sure your sales emails don’t end up in the Spam folder with Michael Maximoff

EOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Michael Maximoff, Co-Founder of Folderly. Michael is an entrepreneur, as well as a sales and marketing consultant, with expertise in email deliverability. Throughout the pod, Collin and Michael discuss the always-critical topic of email deliverability. For those of you that rely on emails as, at least one part of your outreach strategy, you don’t want to miss this discussion. Highlights include: deliverability basics (2:54), the importance of email ‘warming-up’ (11:31), email providers (16:35), email content (21:26), what happens when you send an email? (28:41), common mistakes (35:04), and cold call Collin (38:51). Shownotes: Folderly.io https://www.linkedin.com/in/michael-maximoff/ What is email deliverability? https://bit.ly/3h1rj8X

41 MIN3 w ago
Comments
158: Deliverability 101: Make sure your sales emails don’t end up in the Spam folder with Michael Maximoff

157: How to create an enablement team and prove its return on investment with Irina Soriano

EOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Irina Soriano, Head of Enablement at Seismic. Irina is a veteran sales and enablement leader: she’s been a quote-carrying rep, sales manager, and led sales operations teams at large organizations. She’s juggled the tactical and procedural, and knows how to make a sales org run. Throughout the pod, Collin and Irina discuss the ins and outs of building a sales enablement team – from building an enablement org from scratch, to refining processes, to expanding enablement when the time is right. Highlights include: defining enablement (1:01), where to start with enablement (4:36), where does enablement typically sit? (8:29), the charter (10:05), the all-important return on investment (16:36), prioritizing tasks (21:27), getting funding and resources (27:24), and cold call Collin (29:54).

39 MINJUL 9
Comments
157: How to create an enablement team and prove its return on investment with Irina Soriano

156: How to build a culture that attracts top performers with Justin Welsh

EOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Justin Welsh, founder of the sales consultancy The Official Justin. Justin has done just about everything there is to do in sales: account executive, director, CRO, writer, podcaster...the list goes on. To be sure, Justin knows a thing or two about sales. Throughout the pod, Collin and Justin discuss how to build a sales culture that attracts, and retains, top performers. Spoiler alert: it takes more than beer and ping pong. Highlights include: building culture (1:05), the foundation for a great sales culture (4:46), the importance of setting expectations (10:05), fostering learning and development (13:14), building the right career path (17:01), getting comp right (19:54), recognition outside of the comp plan (24:06), surprise and delight...generously (27:33), collecting feedback (32:22), impact of getting it right (40:35).

46 MINJUL 7
Comments
156: How to build a culture that attracts top performers with Justin Welsh

155: Managing up as an individual contributor on a remote team

EOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Renee Safrata, CEO of Vivo Team. Renee is a renowned keynote speaker, leadership expert, and entrepreneur with decades of experience leading high-performing teams. Throughout the pod, Collin and Renee discuss how to empower teams – both individual contributors and managers – to navigate a remote work environment. Highlights include: Why should we be thinking of managing up? (7:04), managing up effectively (12:03), what doesn’t work in a remote landscape (16:34), the importance of not getting lazy (18:40), staying cohesive as a team (25:15), emotional intelligence (35:02), results and accountability in a remote-first world (41:03), the importance of feedback (49:35), and cold call Collin (56:45). Shownotes: https://vivoteam.com/connect-2020-team/

56 MINJUN 27
Comments
155: Managing up as an individual contributor on a remote team

153: How Dooly executes a product-led sales framework with CEO Kris Hartvigsen

EOn this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Kris Hartvigsen, CEO and Founder of Dooly. Kris is a veteran sales professional and company leader: before founding Dooly 5 years ago, he provided strategic leadership and consulting to a host of top-tier tech firms, as well as held numerous leadership positions at Vision Critical. Throughout the pod, Collin and Kris discuss an important evolution in sales – how to execute a product-led sales framework. Highlights include: What is product-led sales? (6:23), how Dooly became a product-led organization (8:23), Dooly as a lead magnet (12:16), evolving traditional sales (14:22), the product-led opportunity for the salesperson (16:36), the role of customer success in product-led sales (21:50), the critical connection between sales and customer success (25:58), how business has changed due to Covid-19 (33:40), and cold call Collin (39:27).

39 MINMAY 29
Comments
153: How Dooly executes a product-led sales framework with CEO Kris Hartvigsen

152: Effective tips for people in non-traditional sales roles with Chris Spurvey

EOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Chris Spurvey, entrepreneur, author, speaker, and founder of Chris Spurvey Sales Growth Consulting. Chris has been leading sales, in one for or another, his entire career: from a burgeoning design startup in college, to a sizable IT consulting firm, and, finally, at KPMG. Throughout the pod, Collin and Chris discuss how to build and evolve critical sales skills for those who never thought they’d be salespeople. Highlights include: Chris’ journey (5:55), the importance of a positive mindset in sales (13:55), re-framing sales (18:38), The Ladder (26:33), how to ask for referrals (34:23), and cold call Collin (47:38).

48 MINMAY 15
Comments
152: Effective tips for people in non-traditional sales roles with Chris Spurvey

151: Updating the hunter-farmer sales model for today’s nuanced sales landscape with Sean O’Shaughnessey

EOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sean O’Shaughnessey, Chief Revenue Officer and VP of Sales at Agile Stacks. Sean is an accomplished veteran sales leader – more than three decades worth of experience – and published author of Eliminate Your Competition: A Trapper’s Guide to Increasing Your Commission. Throughout the pod, Collin and Sean discuss how to update the traditional hunter-farmer sales model to better reflect the responsibilities of today’s sales professional. Highlights include: the problem with the hunter-farmer sales model (3:18), specializing sales roles (20:11), what does a good trapper do? (22:32), the makings of a great salesperson does (35:15), Sean’s unique celebrations after closing a big deal (42:55), and cold call Collin (48:46).

49 MINMAY 8
Comments
151: Updating the hunter-farmer sales model for today’s nuanced sales landscape with Sean O’Shaughnessey
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