The Ins and Outs of SalesLoft’s Account-Based Playbook
On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Derek Grant, VP of Commercial Sales at Atlanta-based sales development juggernaut SalesLoft.
Why Revenue Operations is a Critical Piece to Your Growing Sales Org
On this edition of The Predictable Revenue Podcast, we welcome veteran sales leader and growth strategist Brian Wilson. From sales and revenue operations, to prospecting, handoffs and Salesforce design, Brian examines sales orgs and establishes the processes to make your team a success.
Tracking Leads and Booking Meetings Without Using ‘Static’ Prospecting
On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Tukan Das, CEO of Halifax’s LeadSift, a sales intelligence platform that generates qualified leads from public web.
How to Get the Most Out of Your One-On-Ones
On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Sean Banks, Director of Sales Development at Atlanta’s QASymphony, a growing international firm providing enterprise-level agile development testing tools to some of the world’s most well-known companies.
How to Effectively Experiment with Your Early-Stage Sales Process
On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes San Francisco’s J. Ryan Williams, Founder and Sales Coach at mentorship group Sales Collider, and entrepreneur-in-residence at esteemed venture capital seed fund, 500 Startups.
Thoughts on Effective Qualification From Lighter Capital’s Allen Johnson
Qualifying prospects can often appear, at least on paper, feel like a one dimensional task. Get your prospect on the phone and ask them your company’s set of predetermined qualifying questions. Budget, need, authority, timing, anyone?
Writing Sales Emails That Work
In the world of sales development, as is the case with most jobs, there is more than one way to skin a cat. Getting meetings, reaching quotas, generating pipeline and, ultimately, realizing new revenue for your organization (whatever that company may be) is a challenging process and worthy of a nuanced and varied prospecting methods.
Thoughts on Mindfulness and Emotional Intelligence
Meg Hewitt, the New York-based Director of Sales for Handshake, says setting yourself up for success starts with a dedication to positive thinking long before you show up at the office.
How SmartRecruiter’s Taft Love is Helping his SDRs Focus Strictly on Selling
If there’s one overarching theme – one consistent narrative – to The Predictable Revenue Podcast, it’s how sales leaders are working to make the practice of sales development more focused, effective and ultimately lucrative.
How to Nail The First 30 Seconds of The Cold Call
It’s been years since those of us in the sales development world first heard the assertion that the “cold call is dead.” Why should an SDR spend his or her time calling and leaving messages, or fighting with gatekeepers when they can get their targeted messages right into the inbox of the person they want to sell to? Right? Not quite.
How ZUUS Dynamic Scheduling Gets the Most of Their Trade Show Appearances
Conference and trade show attendance – companies of all shapes and sizes do it. In fact, it’s a yearly fixture for many organizations. It makes perfect sense, of course. When the industry you sell to is gathered in the same room, you should want to be there.
Why Marketers Suck at Sales Enablement…And How to Fix It
Every now and then, you have to take a step outside your comfort zone. As loyal listeners of our podcast and followers of The Predictable Revenue methodology know, we’re lovers of all things sales development. Died-in-the-wool sales professionals.