Ari Levine joins Collin Stewart on the Predictable Revenue podcast.  Currently VP of Brand Partnerships at Tumblr with a background of selling everything from wholesale diamonds to SaaS, Ari Levine is an authority on social selling. Highlights include: how we’ve lost the human element of sales (1:03), what the heck social selling is (16:20), how social selling can improve your conversion rates (22:18), the ways social platforms are evolving (26:40), some actionable social selling tactics (30:20), what worked at VaynerMedia, reading the (virtual or real) room (40:01), and finding out where in the social media universe your buyers are (43:37).   SHOW NOTE More on social selling:   How to turn engaging activity on LinkedIn into prospects and personalize at scale with Sarah Hicks   How to turn 100 LinkedIn profiles into 10 meetings with Tom Abbott   Rand Fishkin’s ‘No BS’ Way to Grow Sales Through Social

Predictable Revenue Podcast

170: Social selling and reversing the hatred of salespeople

Rene Zamora joins Sarah Hicks on this episode of the Predictable Revenue Podcast.   Rene was ahead of his time. He’s been leading and managing small business sales teams virtually since he founded Sales Manager Now in 2006. After leading 2500 remote sales meetings and managing 20-30 salespeople per month, he has perfected the art of Virtual Sales Management. Listen on as Rene shares: why remote sales management has always been a great model, even pre-COVID (4:20), what sales reps are afraid to lose and how sales managers can solve that (16:22), enabling salespeople to learn from their peers in a virtual environment (19:35), ideal team meetings and 1 on 1s (22:02), what sales managers can do with the time they free up managing this way (29:40), and how owners/founders of small companies can lead and grow sales in just 10-20 hours a month (34:04).   SHOW NOTES More on sales teams working from home: Why sales teams should WFH, permanently with Gabriel Moncayo   How to get things done as a sales leader when your team is a little bigger than Rene’s might be: Manage a large sales team virtually with Armand Farrokh How the way you communicate impacts everything: Communicating effectively in a virtual environment with Dr. Ethan Becker

169: How to Manage a Small Sales Team Virtually with Rene Zamora

George McGehrin of The McGehrin Group joins host Collin Stewart on the Predictable Revenue Podcast.    The McGehrin Group specializes in working with major corporations throughout the United States focusing on the successful permanent placement of high-level executives in a multitude of industries. They rely on their high level of experience, dedication, and innovation coupled with strong contacts in various sectors. George and Collin dive into the mistake turned business model that gets George’s clients to pay him to market to them (1:13), consistency theory (5:20), building a model that is recession-proof (11:30), how to market in a competitive environment (13:38), how outbound factors into the growth strategy (15:28), and how to do all this at your company (26:50).   Show Notes: More on pricing models: ProfitWell’s Patrick Campbell on the nuances of pricing and why salespeople aren’t more involved   How outbound is impacted by pricing: Cost vs Yield in Outbound Sales Might Be the Most Important Concept You’re Missing Aaron’s opinion on Freemium models: 10x

168: How George McGehrin gets his clients to pay HIM to market to them

Bill Wooditch joins host Sarah Hicks to talk about fear on this episode of the Predictable Revenue podcast.   Bill’s roundabout path to sales leadership coupled with his extensive research of the human brain has taught him a thing or two about the motivations behind fear, and how to overcome it. Listen on to hear him dive into the essence of fear (2:01), whether or not we should be fearful of the uncertainty we’re experiencing right now (2:42), how salespeople can fight the fear of missing quota (10:54), how sales leaders can erase the fear in their teams (19:03), and the reason why, if you don’t do all this, your competition will replace you in no time (21:57). SHOW NOTES:  From Aaron, on combating fear: learn from my 10-year painful lesson   More on psychology: Understanding buyer psychology and how it fits into the sales process with Outreach’s Max Altschuler   Selling Through Crisis: 4 Ways Your Cancelled Events Can Still Generate You B2B Leads and Sales

167: How fear of uncertainty is holding us back (and why it shouldn’t)

Lisa Earle McLeod, founder of McLeod & More and author of bestseller Selling with Noble Purpose, joins Collin Stewart on the Predictable Revenue podcast. Lisa Earle McLeod is the global expert in bringing purpose to life for sales-driven organizations. She shares why crisis is the death of transactional sales (0:46), the metaphorical mint for bad “commission breath” (4:26), how to sellers can find their own “noble purpose” (12:36), the impact that has on the business and seller (19:40), the customer impact story you need to be telling your prospects (27:00), and the one question sales managers need to ask in sales reviews that will improve both sales rep performance and reliability of pipeline (38:22).   SHOW NOTES:  More on pipeline reliability: How zendesk is able to forecast revenue within 1%   Another perspective on selling less and supporting the customer more: How to deliver empathy as a prospector and increase sales How to structure outbound if your sales are highly transactional: Building an outbound program right the first time

166: Nailing your team’s talk-track, doubling numbers and finding their purpose

Host Sarah Hicks chats to Joe Sullivan, an Industrial Marketing Consultant of over a decade, on this episode of the Predictable Revenue podcast. As a long time marketing consultant, and business development lead at Gorilla 76, Joe is an expert on sales and marketing strategy for b2b companies whose prospects have a complex buying process. Joe walks us through how prospecting has changed in the absence of trade shows and travel (1:55), what companies can turn to to fill the gap in lead flow (3:55), how your marketing style needs to shift (6:28), and how to capitalize on the people and tools you already have (10:20). The episode concludes with an in-depth Gorilla 76 content strategy workshop (16:01).   SHOW NOTE:  Want to know more about marketing strategy? Check out the slides from Aaron Ross’ talk Simple, Sane & Successful Inbound Marketing here. Another out of the box methods to add to your marketing strategy: Quizzes More from Aaron Ross on knowing your buying stages and How to Create Compelling Content 

165: How to build a content strategy to replace trade shows and travel with Joe Sullivan

Collin Stewart’s guest on this episode of the Predictable Revenue podcast is Michael Tuso, Director of Revenue Performance at Chili Piper. As a coach, guide, mentor, Top 25 Sales Leader, and Sales Development Leader of the Year, Michael has landed on foolproof strategies for everything outbound. More specifically, he’s designed a 5 touch cadence that generates 80% of their opportunities - in only the first 2 touches. Listen on to learn how, in the middle of Covid-19, Michael’s team had their best month ever (1:03), Michael’s philosophy on cadences (3:25), writing the first email (6:51), how to find the right messaging for your company (10:33), the human element of outreach (14:33), the framework for handling objections over email (17:24), and why and how he pulls data out of his cadence tool (49:38).   Show Notes Looking for what type of content to use when personalizing your first email? How to build a personalization at scale playbook We agree with Michael - it’s a fine balance between completely personalized outreach and letting the tools do the work for you. Read about The Art of the Semi-Personalized Email Campaign More on the importance of being personal: How Workfront’s prospectors heavily tailor their initial email outreach

164: The 2 personalized touches that generate 80% of Chili Piper’s opportunities

Inside sales expert Mark Garrett Hayes sheds light on why SDRs should set their own targets in this episode of the Predictable Revenue podcast hosted by Sarah Hicks. Mark has over a decade of inside sales leadership experience under his belt, is the host of the Inside Sales podcast, and is Managing Director of InsideSalesCoach.com - a specialist firm providing remote sales coaching to Inside Sales teams internationally. Mark shares why goal setting should be “quantumative” (3:14), how an SDR can find their “why” (6:09), why this model of goal setting is better for managers and leaders (22:50), and how it actually impacts performance (27:26). Mark will also guide us through what this model looks like in practice (19:11), and the first 3 steps you need to take to implement it at your organization (30:07).     SHOW NOTES:  More on setting up SDR teams for success: Are you setting up your SDRs for failure? Build an outbound program right the first time Keys to effective onboarding and training for SDRs

163: Why SDRs should set their own targets with Mark Garrett Hayes

Sales veteran, Gabriel Moncayo, walks host, Collin Stewart, through everything you need to know about setting a remote sales team up for success in this episode of the Predictable Revenue podcast.  Gabriel, a 15 year sales veteran and co-Founder/CEO of AlwaysHired Sales Bootcamp, outlines the whys and hows of remote work. Highlights include: why you shouldn’t confuse your current, covid-forced WFH situation with true remote work (3:25), why you shouldn’t be skeptical about the benefits of remote work (5:17), how remote work can help you get promoted (6:59), how it creates opportunity for more income as a sales rep (9:04), and Gabriel’s 3 key takeaways for getting remote work right as an organization (14:32).

162: Why sales teams should WFH, permanently with Gabriel Moncayo

Sales 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).

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

On 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).

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

On 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 sales methodology (30:22).

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

On 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

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

On 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).

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

On 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).

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

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.

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Predictable Revenue Podcast

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