The Predictable Revenue Podcast – Details, episodes & analysis

Starting from scratch in sales can be intimidating, especially for founders and new sales reps who may not have a traditional sales background. 

Collin Stewart and Andrew Barbuto dive into the importance of that critical first week in sales, highlighting practical steps that make the process less daunting and more structured.

Highlights include: What's the Mindset to Survive a Sales Role? (07:29), Immediate Gratification vs Creating a Habit (21:30), And more…

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Sales and Customer Success (CS) teams are the dual engines of revenue growth, yet too often they operate in silos, each with separate goals.

Daisy Chung, Head of Revenue Strategy at Orum, underscores that revenue growth comes from a synchronized approach between these two departments. 

Highlights include: Examples of Sales and CS Not Working Together (07:08), How to Align Product with Customer Success (23:02), And more…

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://predictable.fm/get-growth

Territory design is often overlooked yet crucial to sales strategy.

In this episode, Collin Stewart is joined by Hayes Davis, Co-founder and CEO of Gradient Works, and Lily Youn, Head of Growth, to explore the intricacies of territory design and its impact on sales performance.

Highlights include: When to Think about Territory Design? (07:12), The Sales Dragon Persona (25:06), And more...

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://predictable.fm/get-growth

Jane Portman joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss why segmentation is key for SaaS email marketing.

Jane Portman is the Co-Founder and CEO of Userlist, an email automation platform specializing in understanding customer data.

Highlights include:

how to choose the right segmentation criteria for your email campaigns (4:21), matching your email outreach to the context (7:32), how to apply the lifecycle marketing model can apply to email (8:49), tips for writing a high-converting email sequence (12:15), why you need to integrate customer behavior data with your email marketing (16:34), tips for managing seasonality in your campaigns (22:40), using non-customer interviews to improve the product-market fit (25:01), how to niche down and find the right words to describe what you do (27:35), and tips for email deliverability (32:55).

Are you looking to create repeatable, scalable, and predictable revenue?
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Rand Fishkin joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to gain a deeper understanding of your audience. 

Rand is the Co-founder and CEO of SparkToro, makers of fine audience research software.

Highlights include: Rand’s journey from Moz to SparkToro (1:15), why sales relies on understanding your audience (13:06), an example of how SparkToro pulls data on specific customers (15:27), why Rand and his co-founder decided not to rely on a subscription model (19:01), how audience analytics have become privatized in recent years (25:50), Rand’s tips for what works in a cold email (28:15), why you need research to be relevant to your audience (31:01), why sending more cold emails can be counterintuitive to your conversion rate (35:40) and using SparkToro to understand your industry inside out (44:20).

Are you looking to create repeatable, scalable, and predictable revenue?
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Peter Kazanjy joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why you should use data to drive your sales management decisions.

Peter is a serial founder and seasoned early-stage SaaS executive, advisor, and investor.

Highlights include: why data is so foundational to sales management (4:32), how to get started with data management for your sales development team (8:34), the biggest mistake sales managers make when implementing data systems (9:04), how to take action based on the data (15:39), bringing those metrics into your one-on-one coaching with individual reps (17:45), using data to design your coaching plan (23:15), and why it’s your responsibility as a manager to track and use this data (30:01).

Are you looking to create repeatable, scalable, and predictable revenue?
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Rachel Howourth joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to convert high-ticket clients through content and community.

Having worked in sales for her entire career and built a successful training and consultancy business, Rachel felt empowered to demonstrate that sales can be easy, not sleazy.

Highlights include: what makes a high-ticket client different (1:34), the problem with educational content (4:05), examples of content to attract high-ticket clients (6:38), the secret to making content creation easier (8:48), why your sales strategy needs to come before content strategy (11:20), why perfectionism can do more harm than good to your content (13:00), how to start building a community online (16:01), the best platforms for content and community building (23:27), the power of repurposing content (25:29), and when to start outsourcing your content (31:09). 

Are you looking to create repeatable, scalable, and predictable revenue?
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Donald Kelly joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to sell using LinkedIn and video.

Donald is the founder of The Sales Evangelist, where he evangelizes effective ways salespeople and entrepreneurs can find more qualified prospects, close more deals, and make more money.

Highlights include: what salespeople get wrong on LinkedIn (2:01), the three parts to an effective LinkedIn strategy (2:39), how to be strategic about your connection requests (5:19), underrated tips for boosting engagement (9:45), how to plan your LinkedIn content strategy (11:35), best practices for engaging with your ICP (17:15), an underrated way to build connections with your ICP (22:16), where to use and not use video in the sales process (26:23), how to use video to re-engage no shows (30:07), how to balance video creation time with prospecting (34:00), and how to present confidently on video even if you’re an introvert (39:19).

Are you looking to create repeatable, scalable, and predictable revenue?
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Jeff Koser joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to sell better in an economic downturn.

Jeff is the award-winning co-author of Selling to Zebras and founder and CEO of Zebrafi.

Highlights include: the impact of recent market changes on B2B sales (2:24), why startups are especially vulnerable to these changing conditions and three ways founders can prepare (4:20), how to dial in your ICP profile to close up to 90% of your deals (5:58), how to measure where prospects are in their buyer’s journey (9:00), common mistakes companies make with their ICP as they head into an economic downturn (10:53), tips for improving your value statement (13:20), how to effectively communicate your product’s ROI to prospects (17:32), and how to sell through your customers using VOC case studies (19:25).

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching

Yoav Susz joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss contracts can put the wind in your sales. 

Yoav is the VP of Global Revenue at Contractbook, an all-in-one contract management platform. He joined the Predictable Revenue podcast to discuss how contracts can put the wind in everyone’s sales.

Highlights include: How sales contracts have become stuck in the past (1:57), the two most important aspects of a great contract system (4:37), how to ensure every team member gets the information they need from each contract (8:25), the impact of great contracts on the sales process (9:34), how software like Contractbook can elevate your client experience (10:45), using contracts to navigate the handoff process from sales to customer success (13:15), the best tools to automate your contracts (15:54), and how to know when your company should implement a tool like Contractbook (18:15).

Are you looking to create repeatable, scalable, and predictable revenue?
We can help! ► https://bit.ly/predictablerevenuecoaching