Predictable Revenue

The key to getting your first 10 customers isn’t sales – it’s product

Predictable Revenue

Take that extra period of time, get on the phone, learn your market, and get those critical metrics in time, your efficiency will go through the roof. When we hit product market fit, we went from 0 – $40K monthly recurring revenue in just two months. We nailed what our customer needed.

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How to build and evolve your first sales playbook with Bowery Capital’s Andrew Oddo

Predictable Revenue

We break down how to build your first end to end sales playbook. We cover everything from the benefits of having a documented sales playbook to maintaining quarterly playbook reviews.

The best (worst) outbound sales campaign by Growbots

Predictable Revenue

Surprisingly, outbound sales campaign is not about selling at all – the goal of your campaign is to stand out from the crowd and to catch somebody’s interest. That’s it. The post The best (worst) outbound sales campaign by Growbots appeared first on Predictable Revenue. B2B Blog Lead Generation

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The second edition of From Impossible to Inevitable has arrived with new chapters, new case studies, and new sales tips

Predictable Revenue

We’ve recently published an exciting update to Aaron Ross’ and Jason Lemkin’s renowned book From Impossible To Inevitable. We’ve made updates and improvements throughout the book, including adding entirely new chapters, case studies, and critical sales concepts.

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What Is (and Isn’t) Product Management?

Speaker: Steve Johnson, VP of Products, Pragmatic Institute

Product Management is one of the most exciting - and most misunderstood - functions in technical organizations. Is it strategic or tactical? Is it a planning role or a support role? Many product professionals are unclear about what is (and isn't) product management. After all, product management spans many activities from business planning to market readiness. In this session, we’ll examine many product activities and artifacts for product strategy, planning, and growth, and introduce a simple tool that you can use in your organization to clarify the roles of product management and others. Steve Johnson explores the many roles of Product Management in this fun talk focused on why product managers should obsess on problems instead of solutions.

Content is king: how Kula’s Jeff White uses content to drive his company’s prospecting

Predictable Revenue

Content is the critical mechanism that connects you to prospects, builds relationships, educates your market on your offering(s), and drives opportunities and pipeline. Find out how to use content to drive your prospecting.

The power of aligning brand and outbound sales with Sigstr’s Sarah Harbison Tosh

Predictable Revenue

Having alignment between brand and outbound sales is essential. Not only can sales help measure the power of and investment made in a brand, but brand can also help empower prospectors with great content, sales assets, and ensure that messaging is always spot-on.

How to take advantage of sales automation tools while maintaining a human touch

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Travis Henry, Director of Inside Sales Operations at renowned Bay Area sales consultancy SalesSource.

How to unlock the growth potential in your account executives with Lessonly’s Justin Clifford

Predictable Revenue

Throughout their discussion, Collin and Justin tackle a philosophical, nuanced, and undeniably important aspect of sales: inspiring your team to be themselves and excel at their jobs.

How to build a killer outbound sales team and avoid some common mistakes along the way with Aaron Ross

Predictable Revenue

Strategy Advice from Up & Coming Sales Leader Nicolas Marchais. Lessons Learned on his Quest to Scale his Sales Team to 25 Reps in just Three Years.

Cultivating confidence: how to coach, develop, and inspire your reps with Factor 8 and #GirlsClub founder Lauren Bailey.

Predictable Revenue

We breakdown the role confidence plays in a successful sales career. We give you actionable advice on how to inspire confidence in your sales reps. The post Cultivating confidence: how to coach, develop, and inspire your reps with Factor 8 and #GirlsClub founder Lauren Bailey.

The Magic of Intent: Start Knowing The Goals of Your Users

Speaker: Terhi Hanninen, Senior Product Manager, Zalando, and Dr. Franziska Roth, Senior User Researcher, Zalando

It's important to know your users - what are their preferences, pain points, ultimate goals? With user research and usage data, you can get a great idea of how your users act. The tricky part is, very few users reliably act the same way every time they use your product. Join Terhi Hanninen, Senior Product Manager, and Dr. Franziska Roth, Senior User Researcher at Zalando, as they explain how they were able to reach a new level of user understanding - by taking their user research and segmenting their users by point-in-time intent. You'll leave with a strategy to change how your product team, and organization at large, understands your users.

How Lessonly’s Kyle Roach teaches his team to sell the dream

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kyle Roach, Sales Development Manager at Lessonly. The post How Lessonly’s Kyle Roach teaches his team to sell the dream appeared first on Predictable Revenue - The Outbound Success Company. We help companies grow faster with Outbound Sales.

How to take ownership of your sales career with Alexandra Adamson of Women in Sales

Predictable Revenue

Learn how to take ownership of your Sales Career, Explore the Subtle Art of Job Descriptions, and Discover Tips for Finding a Mentor. The post How to take ownership of your sales career with Alexandra Adamson of Women in Sales appeared first on Predictable Revenue. B2B Blog Book Energize Your Peopl

Sales 141

The Cold Call and Cold Email: Part 1 of Predictable Revenue’s Outbound Sales Learnings from 2018

Predictable Revenue

For the topic of our first e-book, we decided to, well, start at the beginning: the cold and the cold email. The post The Cold Call and Cold Email: Part 1 of Predictable Revenue’s Outbound Sales Learnings from 2018 appeared first on Predictable Revenue. B2B Blog Book Cold Calling Lead Generation Sales Management

Prospecting 101: Sales Hacker’s Scott Barker shares his sales tips and tricks from the trenches

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Scott Barker, Head Of Partnerships at Sales Hacker. The post Prospecting 101: Sales Hacker’s Scott Barker shares his sales tips and tricks from the trenches appeared first on Predictable Revenue - The Outbound Success Company. We help companies grow faster with Outbound Sales.

Build, Prep, Execute, and Measure: The Four Pillars of Building a Successful Outbound Sales Team

Predictable Revenue

This blogpost focuses on how to build and prep an outbound team. These are critical pieces to outbound success. The post Build, Prep, Execute, and Measure: The Four Pillars of Building a Successful Outbound Sales Team appeared first on Predictable Revenue.

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Your 2-Part Metrics Audit for High-Value Products

Speaker: Sam McAfee, Product Development Consultant, Startup Patterns

You know what they say: what's measured improves. As product managers we're in a golden age of being able to get all sorts of metrics and run all sorts of experiments. But what are your measurements and analytics focused on? Are they really truly objective? Do they contribute to the ultimate vision of your product? And is everybody clear on that vision? Join Sam McAfee, Product Development Consultant, as he takes you through a two-part measurement audit. First, you'll learn how to make sure your measurements actually align with your product strategy. And second, you'll learn how to evaluate your culture of using measurements, so future experiments will more consistently provide high-value results.

The power of coaching and long-term goal setting with Lever’s Kelly Del Curto

Predictable Revenue

We cover why investing in long term coaching is the right move, how to make your coaching plans actionable, and how to tell if they're working. The post The power of coaching and long-term goal setting with Lever’s Kelly Del Curto appeared first on Predictable Revenue. B2B Blog Sales Management Sales Process

How Spendesk designed an innovative revenue pod structure to build more pipeline and better serve their customers: Part 2 of our conversation with Nicolas Marchais

Predictable Revenue

Find out why, and how Spendesk evolved from having full stack sales reps to their current revenue pod structure. Each pod is a self-contained prospecting, sales, and onboarding unit.

How to perfect sales operations: part 6 of Predictable Revenue’s outbound sales learnings from 2018

Predictable Revenue

We'll discuss how the obsession with perfecting the Marketing Qualified Lead and the inside sales model has led to CQL(Conversation Qualified Leads), and to Drift using bots instead of traditional SDR's. We'll also cover the three main principles for governing day to day sales operations and Zendesk's sales stages! The post How to perfect sales operations: part 6 of Predictable Revenue’s outbound sales learnings from 2018 appeared first on Predictable Revenue. B2B Blog Sales Process

How to scale a team to 25 reps in just 3 years and learn from the mistakes along the way with Spendesk’s Nicolas Marchais

Predictable Revenue

Strategy Advice from Up & Coming Sales Leader Nicolas Marchais. Lessons Learned on his Quest to Scale his Sales Team to 25 Reps in just Three Years.

Measure the Immeasurable: Beyond Vanity Metrics

Speaker: Sari Harrison, Product Management Instructor, Product School

As a product manager, it's your job to realize your product’s vision by executing your chosen strategy. It’s also your job to deliver value to the business. Ultimately, these two outcomes are aligned so the temptation is to focus primarily on business metrics. Doing this can cause you to lose focus on the real value you are trying to achieve, in favor of moving the vanity metrics such as launches and time spent. Join Sari Harrison, Product Management Instructor at Product School, as she explains how to use immeasurable success criteria along with your more standard KPIs to deliver products that don't just get used a lot, but deliver real value.

How to take ownership of your sales career with Alexandra Adamson of Women in Sales

Predictable Revenue

Learn how to take ownership of your Sales Career, Explore the Subtle Art of Job Descriptions, and Discover Tips for Finding a Mentor. The post How to take ownership of your sales career with Alexandra Adamson of Women in Sales appeared first on Predictable Revenue. B2B Blog Book Energize Your Peopl

A window into the future: how Bevy Labs’ Steven Broudy sees sales evolving…and what we should do about it

Predictable Revenue

Trust in the salespeople has been eroding for years. That’s because consumers have gravitated to familiar and effective channels from their personal buying process such as online reviews and referrals from their community. The post A window into the future: how Bevy Labs’ Steven Broudy sees sales evolving…and what we should do about it appeared first on Predictable Revenue. B2B Blog Sales Management Sales Process

The rocket demo: how to effectively sell your product in 30 minutes with veteran entrepreneur and sales coach Dan Martell

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Dan Martell, renowned coach to SaaS founders. The post The rocket demo: how to effectively sell your product in 30 minutes with veteran entrepreneur and sales coach Dan Martell appeared first on Predictable Revenue.

Taking a data driven approach to go-to-market planning with SalesSource co-founder Karan Singh

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes the pod’s first online singing sensation: Kate Turchin, the “Cloud Security Singer.”. The post Taking a data driven approach to go-to-market planning with SalesSource co-founder Karan Singh appeared first on Predictable Revenue.

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Build Delightful Products with Customer Validation

Speaker: John Little, Head of Product Marketing, Centercode

When it comes to delivering a solid product/market fit, customer validation is key. After all, you want to provide customers with a product that not only fills the need, but is delightful -- right? To get there, you need to commit to a vital blend of market research, strategy, and user testing. Join John Little, Head of Product Marketing at Centercode, as he explains a two-part approach to customer validation. First, how do you strategically identify your top product areas that need attention prior to release. And second, how do you turn user data into strategic priorities that help the right teams make the right decisions.

Sales enablement: Part 3 of Predictable Revenue’s outbound sales learnings from 2018

Predictable Revenue

Sales Enablement allows Sales professionals to do their job more efficiently (and more successfully!). Without the wide-ranging support of the sales enablement function, the day-to-day of an SDR would be significantly more difficult. The post Sales enablement: Part 3 of Predictable Revenue’s outbound sales learnings from 2018 appeared first on Predictable Revenue. B2B Blog Book Lead Generation Sales Management Sales Process

How to align marketing and sales to increase revenue with expert coach and consultant Jeff Davis

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jeff Davis, Founder, Keynote Speaker, and Coach at the JD2 Consulting Group. The post How to align marketing and sales to increase revenue with expert coach and consultant Jeff Davis appeared first on Predictable Revenue.

Tricks of the trade: How UJET’s Alex Palomino gets the highest open rates and the most responses – while sending the fewest emails on her team

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Alexandra Palomino, Sales Development Representative at San Francisco-based customer support provider UJET. The post Tricks of the trade: How UJET’s Alex Palomino gets the highest open rates and the most responses – while sending the fewest emails on her team appeared first on Predictable Revenue.

How to combine marketing and outbound skills to drive leads

Predictable Revenue

On this edition of the Predictable Revenue Podcast, co-host Collin Stewart welcomes Nishank Khanna, Co-Founder and CEO of Demand Roll, a full service marketing agency. The post How to combine marketing and outbound skills to drive leads appeared first on Predictable Revenue. B2B Blog Lead Generation Sales & Marketing Alignment Sales Process

Driving Discovery and Experimentation in your Organization

Speaker: Teresa Torres, Product Discovery Coach, Product Talk, David Bland, Founder and CEO, Precoil, and Hope Gurion, Product Coach and Advisor, Fearless Product LLC

If you want to build what matters, you can't move forward blindly. But to make progress, you can't let things slow to a crawl while you focus resources on gathering data. This is where continuous discovery and experimentation come in. Join Teresa Torres (Product Discovery Coach, Product Talk), David Bland (Founder, Precoil), and Hope Gurion (Product Coach and Advisor, Fearless Product) in a panel discussion as they cover how - and why - to build a culture of discovery and experimentation in your organization.

Build an Outbound Program right the first time

Predictable Revenue

This is an excerpt from the 2nd edition of 'From Impossible To Inevitable' by Aaron Ross. The post Build an Outbound Program right the first time appeared first on Predictable Revenue - The Outbound Success Company. We help companies grow faster with Outbound Sales. Blog Book First Million

Hiring and Training: Part 2 of Predictable Revenue’s Outbound Sales Learnings from 2018

Predictable Revenue

For the topic of our first e-book, we decided to, well, start at the beginning: the cold and the cold email. The post Hiring and Training: Part 2 of Predictable Revenue’s Outbound Sales Learnings from 2018 appeared first on Predictable Revenue. B2B Blog Book Cold Calling Lead Generation Sales Management

The ins and outs of account-based and persona-based sales: Part 5 of Predictable Revenue’s outbound sales learnings from 2018

Predictable Revenue

Regardless of what you need to help propel your sales journey, the detailed methods outlined in our fifth e-book featuring renowned industry leaders will support you and your team. The post The ins and outs of account-based and persona-based sales: Part 5 of Predictable Revenue’s outbound sales learnings from 2018 appeared first on Predictable Revenue. B2B Blog Sales Process

Sales process: Part 4 of Predictable Revenue’s outbound sales learnings from 2018

Predictable Revenue

A robust sales process considers the mindset by which reps attack their day (and their quotas), a nuanced understanding of the buyer mindset, and tactical schemes on how to juggle a significant volume of daily touchpoints. The post Sales process: Part 4 of Predictable Revenue’s outbound sales learnings from 2018 appeared first on Predictable Revenue. B2B Blog Book Sales Management Sales Process

Encouraging Innovation in an Established Product Culture

Speaker: Richard Cardran, Chief Creative Officer and VP Strategy, HIA Technologies

Innovation is both a process and an outcome. The best way to begin innovating your products is by innovating your internal process. We'll explore the challenges, solutions, and hands-on techniques for becoming a successful "agent of change" within a well-established product culture. We'll examine the importance of UX and user-centric feature analysis, the adaptation of Agile Methodologies to the creative process, as well as a way to drive successful culture change for setting expectations and winning approvals with cross-functional stakeholders. Innovation and Leadership go hand in hand. Join Richard Cardran, Chief Creative Officer and VP Strategy, HIA Technologies, as we assess some case studies to see how to lead with a clear strategy well-defined tactics, and an unbiased understanding of the fundamental question: "why are you innovating?"

Collin’s 2018 Reading List

Predictable Revenue

Check out this list of Collin Stewart's favorite books. The post Collin’s 2018 Reading List appeared first on Predictable Revenue - The Outbound Success Company. We help companies grow faster with Outbound Sales. B2B Blog Book

The unpredictable, complicated nature of ad sales

Predictable Revenue

The very foundation of the Predictable Revenue methodology is designing, and building, efficient outbound sales teams that generate consistent new pipeline. The post The unpredictable, complicated nature of ad sales appeared first on Predictable Revenue.

Developing diversity on sales teams: in conversation with #GirlsClub’s Margaret Weniger

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Margaret Weniger, executive director of #GirlsClub, a growing mentoring and training organization focused on expanding the presence of women in sales. The post Developing diversity on sales teams: in conversation with #GirlsClub’s Margaret Weniger appeared first on Predictable Revenue - The Outbound Success Company. We help companies grow faster with Outbound Sales.

The nuances of changing pricing: How SaaSquatch’s Will Fraser decided on a price increase, got his team onboard, and increased opportunities in the process

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Will Fraser, Chief Executive Officer of referral platform SaaSquatch. The post The nuances of changing pricing: How SaaSquatch’s Will Fraser decided on a price increase, got his team onboard, and increased opportunities in the process appeared first on Predictable Revenue.

Embedding Operational Reports: Everything Product Managers Should Know

Speaker: Dean Yao, Sr. Director of Product Marketing, Logi Analytics

Businesses are run with analytics - but companies continue to struggle with interpreting, analyzing, and distributing data. Operational reports help get information to the people who need it most, in formats they understand, and in a timeframe that matters. Join the webinar to learn how embedding operational reports can give your users a precisely formatted, ready-to-analyze view of their operational activities. World-class software teams are embedding operational reports to empower end users with interactive data visualizations, detailed information, and highly precise formats that can be shared via email, PDF, print, or online.