Category: Podcast Show Notes

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.

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.

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.

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.

It’s a well-worn sales trope, but one that isn’t done nearly as much as it’s repeated: sales development and marketing are truly intertwined business processes and should work closely together.

Everyone wants to know how to best scale their sales team. Going from one or two people to a full fledged team of salespeople is surely a good sign of the health of the company but it comes with some growing pains.

As a junior sales manager, at a company heavily invested in activity metrics, sales development leader Jake Biskar figured the key to prospecting was sending as many emails as possible. The more contact you attempt to make, the more contact you will, eventually, make. Right? Not so fast.

Attending a conference (or two or three) is one of the highlights of a salesperson’s year. You get out of the office, often to a cool city, and get some face time with with customers and other sales professionals. What’s not to love?

You have a sales development rep, and they’re consistently booking qualified meetings. Qualified meetings are a critical component of the growth of any company, so hiring more SDRs will bring the company more qualified meetings. Simple, right? Well, not exactly.

Here at Predictable Revenue, we know a thing or two about, well, Predictable Revenue. We know it so well, in fact, we built our company on its principles and tactics to help organizations and sales teams increase revenue and scale their outbound operations.