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The Predictable Revenue Podcast

By Collin Stewart & Aaron Ross

Welcome to the Predictable Revenue Podcast. Where frontline Sales Leaders teach you how to build and scale an Outbound Sales Team. Co-hosted by the best selling author of Predictable Revenue and early Salesforce employee, Aaron Ross and his co-founder & co-CEO/the host of this Podcast , Collin Stewart.

  1. 1.
    176: How to sell in a new country11/26/2020
    47:07
  2. 2.
    175: What’s Next? How to Predict What’s Around The Corner in The Fast-Paced, Ever-Changing, Tech Industry11/23/2020
    19:25
  3. 3.
    174: The framework for creating a product - and a brand-new category11/12/2020
    1:25:52
  4. 4.
    173: Deal Mechanics: How to work (and close) 3x the deals11/05/2020
    32:42
  5. 5.
    172: The Goldilocks Rule: making your first sales hire10/29/2020
    42:21
  6. 6.
    171: How to diversify your top of funnel (and add a figure in revenue)10/22/2020
    41:47
  7. 7.
    170: Social selling and reversing the hatred of salespeople10/15/2020
    55:35
  8. 8.
    169: How to Manage a Small Sales Team Virtually with Rene Zamora10/08/2020
    39:18
  1. 9.
    168: How George McGehrin gets his clients to pay HIM to market to them10/01/2020
    34:57
  2. 10.
    167: How fear of uncertainty is holding us back (and why it shouldn’t)09/24/2020
    28:52
  3. 11.
    166: Nailing your team’s talk-track, doubling numbers and finding their purpose09/10/2020
    47:27
  4. 12.
    165: How to build a content strategy to replace trade shows and travel with Joe Sullivan09/03/2020
    30:30
  5. 13.
    164: The 2 personalized touches that generate 80% of Chili Piper’s opportunities08/27/2020
    1:01:23
  6. 14.
    163: Why SDRs should set their own targets with Mark Garrett Hayes08/20/2020
    35:39
  7. 15.
    162: Why sales teams should WFH, permanently with Gabriel Moncayo08/13/2020
    39:50
  8. 16.
    161: Manage a large sales team virtually and build a kick-ass discovery process08/06/2020
    34:41
  9. 17.
    160: Building a sales team: what you need to get right early with Zach Barney07/30/2020
    48:40
  10. 18.
    159: Communicating effectively in a virtual environment with Dr. Ethan Becker07/23/2020
    43:26
  11. 19.
    158: Deliverability 101: Make sure your sales emails don’t end up in the Spam folder with Michael Maximoff07/16/2020
    41:40
  12. 20.
    157: How to create an enablement team and prove its return on investment with Irina Soriano07/09/2020
    39:31
  13. 21.
    156: How to build a culture that attracts top performers with Justin Welsh07/06/2020
    46:10
  14. 22.
    155: Managing up as an individual contributor on a remote team06/26/2020
    56:33
  15. 23.
    153: How Dooly executes a product-led sales framework with CEO Kris Hartvigsen05/28/2020
    39:10
  16. 24.
    152: Effective tips for people in non-traditional sales roles with Chris Spurvey05/14/2020
    48:19
  17. 25.
    151: Updating the hunter-farmer sales model for today’s nuanced sales landscape with Sean O’Shaughnessey05/07/2020
    49:51
  18. 26.
    150: The ins and outs of sales recruiting with Jamie Scarborough of The Sales Talent Agency04/30/2020
    46:27
  19. 27.
    149: How you take your critical internal sales knowledge and turn it into an effective training program with Christi Wall04/23/2020
    41:43
  20. 28.
    148: How to adjust outbound sales to this challenging professional climate with Jason Bay04/23/2020
    52:47
  21. 29.
    147: Unpacking the Why Behind Who You Should Hire Next04/09/2020
    1:07:25
  22. 30.
    The Team 001: Adjusting To Home Office, New Prospecting Approach, and Staying Sane04/03/2020
    23:56
  23. 31.
    146: How to avoid building a big sales infrastructure and still grow your company with Jennifer Peek04/03/2020
    35:27
  24. 32.
    145: Behind the scenes of Outbound Labs with Predictable Revenue’s Lavinia Hicks03/27/2020
    38:27
  25. 33.
    144: How to turn 100 LinkedIn profiles into 10 meetings with SOCO Sales Training’s Tom Abbott03/19/2020
    59:09
  26. 34.
    143: Building and evolving a successful sales team with Oliver Williamson03/12/2020
    42:46
  27. 35.
    142: The rise of the anti-metrics sales leader with Joshua Desha03/05/2020
    58:46
  28. 36.
    141: Webinar- Leading from the front: How Zendesk’s Jamie Buss trains and transforms leaders02/27/2020
    1:27:07
  29. 37.
    140: Them importance of connecting training and enablement to professional development with GitLab’s David Somers02/20/2020
    1:09:44
  30. 38.
    139_Webinar: Is the SDR model broken?02/20/2020
    1:00:17
  31. 39.
    138: An outsider’s perspective on how to build a great training program for your sales team: in conversation with SimpleBills’ Kyle Van Pelt02/06/2020
    49:20
  32. 40.
    137: How do you turn coffee meetings into dollars? Sales expert Fabien Pataud shares his secrets01/30/2020
    1:07:21
  33. 41.
    136: Measuring performance the right way and working smart to peak productivity with Belal Betrawy01/23/2020
    40:20
  34. 42.
    135: How to turn engaging activity on LinkedIn into prospects and personalize at scale with Sarah Hicks01/16/2020
    34:35
  35. 43.
    134: How to cultivate presence and show up on every sales call with Zentap’s Kyle James01/09/2020
    46:40
  36. 44.
    133: Getting your first 100 customers with SalesFlare Co-Founder Jeroen Corthout12/19/2019
    1:13:44
  37. 45.
    132: Using the phone to penetrate your target account list with BHY Consulting president Catherine Brinkman12/11/2019
    1:03:39
  38. 46.
    131: How to show up confidently anywhere (including sales calls!) with Alex Perry12/05/2019
    1:12:44
  39. 47.
    130: How to deliver empathy as a prospector and increase sales in the process with Brian Carroll11/28/2019
    1:13:16
  40. 48.
    Outbound Labs: Theme 3-Newest Experiments - Experiment: Confirming meeting time vs. sending placeholder11/26/2019
    8:38
  41. 49.
    129: Diagnosing bottlenecks and finding hidden revenue in your demand generation pipeline with Johann Nogueira 11/21/2019
    47:49
  42. 50.
    Outbound Labs: Theme 3-Newest Experiments - Experiment: LinkedIn - Blank invite vs. Content in connection request11/19/2019
    6:26
  43. 51.
    128: How Predictable Revenue built its innovative new Outbound Validation program with Chief Product Officer Kenny MacKenzie11/14/2019
    1:11:30
  44. 52.
    Outbound Labs: Theme 3-Newest Experiments - Experiment: Improving results on Linkedin - List Building11/12/2019
    9:18
  45. 53.
    127: Effective early career development for recent grads with Salesforce’s Steve Bullington11/07/2019
    1:21:19
  46. 54.
    126: The 5 myths of building comp plans with Spiff’s Jeron Paul10/31/2019
    1:08:22
  47. 55.
    Outbound Labs: Theme 2-Increasing Response Rates - Experiment 3: Reducing the number of follow-ups10/28/2019
    5:39
  48. 56.
    125: The power of thought: why we carry around limiting beliefs with Empowered Achiever’s Chris Castillo10/24/2019
    48:13
  49. 57.
    Outbound Labs: Theme 2-Increasing Response Rates - Experiment 2: Positive Follow-up campaigns10/23/2019
    8:19
  50. 58.
    124: How Proposify went from selling self serve deals to working with enterprise clients with CEO Kyle Racki10/16/2019
    45:59
  51. 59.
    Outbound Labs: Theme 2-Increasing Response Rates - Experiment 1: LinkedIn - Knowledge Share10/15/2019
    11:10
  52. 60.
    123: Lessons learned from hiring 200 reps in a year with Samsara’s Nick Rathjen10/09/2019
    1:01:43
  53. 61.
    122: The ins and out of hosting a sales kickoff event: when to do them, why to do them, and how to do them great with Emarsys’ Meganne Brezina10/02/2019
    37:01
  54. 62.
    Outbound Labs: Theme 1-Deliverability - Experiment 4: Relevance/Factors that can be controlled Vs. factors that can’t be.10/02/2019
    11:47
  55. 63.
    121: Climbing the ladder: How early sales managers can grow, stand out, and take on senior roles with Intercom’s Laurabeth Harvey09/26/2019
    51:29
  56. 64.
    Outbound Labs: Theme 1-Deliverability - Experiment 3: Send Volume09/23/2019
    7:17
  57. 65.
    Outbound Labs: Theme 1-Deliverability - Experiment 2: Message Scramble09/20/2019
    9:54
  58. 66.
    120: The art of selling services: How Go Nimbly’s Troy Conquer listens, educates, and executes revenue operations consulting09/18/2019
    1:00:13
  59. 67.
    119: Special episode - Outbound Labs09/12/2019
    19:00
  60. 68.
    Outbound Labs: Theme 1-Deliverability - Experiment 1: Indirect Ask09/11/2019
    13:36
  61. 69.
    Outbound Labs Intro09/10/2019
    2:36
  62. 70.
    118: How to scale a sales team: the three stages every startup sales team goes through.09/06/2019
    1:20:50
  63. 71.
    117: The power of positivity: how to inspire your team to leave their limiting beliefs behind08/28/2019
    1:16:17
  64. 72.
    116: The critical role of sales development in your conference and event strategy with Tenbound’s David Dulany08/19/2019
    1:00:31
  65. 73.
    115: How to build and evolve your first sales playbook with Bowery Capital’s Andrew Oddo08/14/2019
    1:05:27
  66. 74.
    113: The power of aligning brand and outbound sales with Sigstr’s Sarah Harbison Tosh08/07/2019
    1:03:18
  67. 75.
    114: Content is king: how Kula’s Jeff White uses content to drive his company’s prospecting08/07/2019
    54:41
  68. 76.
    112: Cultivating confidence: how to coach, develop, and inspire your reps with Factor 8 and #GirlsClub founder Lauren Bailey.07/25/2019
    53:54
  69. 77.
    111: A window into the future: how Bevy Labs’ Steven Broudy sees sales evolving...and what we should do about it07/17/2019
    45:36
  70. 78.
    110: The power of coaching and long-term goal setting with Lever’s Kelly Del Curto07/11/2019
    1:10:04
  71. 79.
    109: How to unlock the growth potential in your account executives with Lessonly’s Justin Clifford07/03/2019
    1:07:00
  72. 80.
    107: How to scale a team to 25 reps in just 3 years and learn from the mistakes along the way with Spendesk’s Nicolas Marchais06/13/2019
    1:02:45
  73. 81.
    106: How to take ownership of your sales career with Alexandra Adamson of Women in Sales06/05/2019
    44:01
  74. 82.
    105: The rocket demo: how to effectively sell your product in 30 minutes with veteran entrepreneur and sales coach Dan Martell05/30/2019
    1:04:46
  75. 83.
    104: Tales from the frontlines: how LeadQuizzes’ Jeremy Ellens took his company from 0 to $720,000 (and beyond!) in annual revenue05/22/2019
    53:55
  76. 84.
    103: How to take advantage of sales automation tools while maintaining a human touch with SalesSource’s Travis Henry05/15/2019
    1:08:38
  77. 85.
    102: Tricks of the demand generation trade: How Nishank Khanna combines marketing and outbound to drive leads05/09/2019
    54:26
  78. 86.
    100: 100 never looked so good! Aaron and Collin reflect on their favorite lessons from the The Predictable Revenue Podcast’s first 100 episodes05/08/2019
    57:25
  79. 87.
    101: Meditation and the mindful sales rep with Keith Cordeiro05/02/2019
    54:29
  80. 88.
    099: How Lessonly’s Kyle Roach teaches his team to sell the dream04/10/2019
    1:08:17
  81. 89.
    098: Prospecting 101: Sales Hacker’s Scott Barker shares his sales tips and tricks from the trenches04/03/2019
    54:14
  82. 90.
    097: Pass the remote: the ups and downs of building a distributed global sales team with Time Doctor’s Liam Martin03/27/2019
    1:26:06
  83. 91.
    096: The tie that binds: how sales operations inspire process, success, and adoption in leading organizations03/20/2019
    1:05:17
  84. 92.
    095: The professional and the personal: how to build closer relationships with your SDRs with Cognetik’s James Bawden03/13/2019
    43:36
  85. 93.
    094: Developing diversity on sales teams: in conversation with #GirlsClub’s Margaret Weniger03/06/2019
    39:30
  86. 94.
    093: The science of sales development: How Everstring uses intent data to build pipeline02/27/2019
    49:38
  87. 95.
    092: How to tailor your cold calls to match your prospect’s communication style with Shawn Sease02/20/2019
    35:32
  88. 96.
    091: Tricks of the trade: How UJET’s Alexandra Palomino gets the highest open rates and the most responses – while sending the fewest emails on her team02/13/2019
    50:58
  89. 97.
    090: How to maximize your SaaStr (and other conferences!) ROI with Boast Capital’s Lloyed Lobo02/06/2019
    56:19
  90. 98.
    089: Taking a data-driven approach to go to market planning with SalesSource co-founder Karan Singh01/30/2019
    47:07
  91. 99.
    088: Becoming a lead magnet: How Kate Turchin, the Cloud Security Singer, went from working a tiny territory to an online sales sensation in a few short weeks01/23/2019
    43:14
  92. 100.
    087: The nuances of changing pricing: How SaaSquatch’s Will Fraser decided on a price increase, got his team onboard, and increased opportunities in the process01/16/2019
    39:32
  93. 101.
    086: How to align marketing and sales to increase revenue with expert coach and consultant Jeff Davis01/09/2019
    1:05:56
  94. 102.
    085: How to kill words and communicate clearly with Patrick E. McLean01/02/2019
    32:59
  95. 103.
    084: The importance of being personal: How Workfront’s prospectors heavily tailor their email outreach to cut through the noise12/26/2018
    1:03:25
  96. 104.
    083: How to perfect your sales emails and close more deals12/19/2018
    1:00:33
  97. 105.
    082: How to set up a scalable growth engine with Collin Stewart, co-CEO of Predictable Revenue, and Ali Tajsekandar, CEO of Wishpond12/12/2018
    1:00:04
  98. 106.
    081: How to nail your proposals with Mimiran’s Reuben Swartz12/05/2018
    46:37
  99. 107.
    080:"This interview was part of StartupCircle.co's live Q&As where entrepreneurs can connect with successful founders and experts, ask questions and gets answers that they can apply to move their businesses forward.11/22/2018
    45:36
  100. 108.
    079: Aaron Ross recently sat down with Dimitar Stanimiroff – founder and CEO of workflow and analytics platform Heresy – to discuss all about outbound sales on Dimitar’s Heresy podcast11/15/2018
    35:48
  101. 109.
    078: How FLEXE’S Dominic Atkatz gets his new SDRs phone-ready in two-and-a-half weeks11/07/2018
    1:03:00
  102. 110.
    077: Understanding buyer psychology and how it fits into the sales process with Outreach’s Max Altschuler10/31/2018
    54:40
  103. 111.
    076: How marketing and sales development collaborate to help Big Health connect with, educate, and close Fortune 500 companies with Mike Radoccia10/24/2018
    1:11:14
  104. 112.
    075: The ins and outs of managing remote sales teams with upCurve Cloud’s Joey Maller10/17/2018
    42:39
  105. 113.
    074: How to hire, and develop, great salespeople with Pendo’s Bill Binch10/10/2018
    58:10
  106. 114.
    073: ProfitWell’s Patrick Campbell on why it’s important to understand the nuanced factors that determine pricing...and why salespeople aren’t more involved in pricing discussions10/03/2018
    58:23
  107. 115.
    072: How to hire people with a winning mindset: In conversation with Matt Millen, Outreach SVP of Revenue09/26/2018
    41:27
  108. 116.
    071: What it really takes to get a successful SDR team off the ground with Aaron Ross09/19/2018
    44:10
  109. 117.
    070: Predictable Revenue cold email Q&A featuring Mailshake’s Sujan Patel09/05/2018
    1:07:54
  110. 118.
    069: The more things change, the more they stay the same: Aaron Ross and Drift’s David Cancel on the future of sales08/29/2018
    1:02:04
  111. 119.
    068: From Telemarketing to a Seat at The Executive Table: The Evolution of the SDR With SalesSource’s Lars Nilsson08/22/2018
    1:03:25
  112. 120.
    067: The many lives of sales: why Rambl’s Mitch Coopet believes sales and product teams are two sides of the same coin08/15/2018
    40:05
  113. 121.
    066: Clarity, Scalability, and Predictability: The Three Keys to Effective Sales Operations With Mesosphere’s David Hong08/08/2018
    48:48
  114. 122.
    065: Why Rigor Teaches New SDRs The Critical “Why” Behind The Role: In Conversation With Sarah Affleck08/01/2018
    46:55
  115. 123.
    064: Test, Iterate, and Scale: How to Evolve Your Sales Process as You Grow from 10 to 100 Customers07/25/2018
    50:23
  116. 124.
    063: Staying in The Game: How Cirrus Insights’ Co-Founder Brandon Bruce Still Finds New Ways to Support His Sales Team After 7 Years07/18/2018
    45:24
  117. 125.
    062: Professional Ice Breakers: How Outreach SDRs Execute 75 Cold Calls Per Day07/11/2018
    45:16
  118. 126.
    061: X Marks the Spot: How Mark Kosoglow’s Sales Team at Outreach Uncovers the Pain Points and Needs of Their Customers07/04/2018
    40:42
  119. 127.
    060: The Sky’s the Limit: How, and Why, Sumo Finally Embraced Outbound Sales06/27/2018
    37:53
  120. 128.
    "059: The devil’s in the details: how Zendesk’s Jaimie Buss is able to forecast revenue within 1% (at a $500 million company)"06/22/2018
    1:15:10
  121. 129.
    058: The many lives of Predictable Revenue: How Andres Muguira uses Predictable Revenue methodologies to improve the performance of his Marketing and Customer Success departments (...and his sales team)06/14/2018
    35:26
  122. 130.
    057: What happens when you let a standup comedian write your cold call script? In conversation with Jon Selig06/07/2018
    41:02
  123. 131.
    056: All things GDPR with DataGrail’s Daniel Barber: what it is, why you should care, and what you’re life will look like with the new regulations in place06/01/2018
    46:28
  124. 132.
    055: The Subtle Art of Confirming Meetings: How RedLock’s Christopher Fago Gets Prospects to Show Up, On Time, Every Time05/31/2018
    28:07
  125. 133.
    054: DocuSign's Director of Sales Productivity, Mike Fiascone, teaches his formula for creating superhuman sales reps05/24/2018
    50:09
  126. 134.
    053: Tailoring your tactics: why understanding the motivations of your different markets is critical to sales success05/17/2018
    35:30
  127. 135.
    052: Playing the field: how to evaluate your next sales job with Outreach’s Brian Gerrard05/10/2018
    48:01
  128. 136.
    051: Pinpointing Particular Personas: How Morgan J Ingram Helps Companies Build a Scalable Foundation for Persona-Based Prospecting05/03/2018
    32:12
  129. 137.
    050: Social Selling 101 With SMARTASSISTANT’s Karly Neveu04/26/2018
    45:15
  130. 138.
    049: LinkedIn Prospecting Like a Pro With Bregal Sagemount’s Cole Fox04/12/2018
    43:35
  131. 139.
    048: A Shift in Perspective...And an Increase in Results: Moving from Lead-Based to Account-Based Thinking With Terminus’ Mike Venable04/05/2018
    35:33
  132. 140.
    047: Imparting Business Value and Clarifying Technical Specifics: Nailing the Technical Demo With Chartio’s Matt Cassel03/29/2018
    36:32
  133. 141.
    046: Close.io CEO Steli Efti on why your competitors’ follow-ups aren’t working and how you can stand out03/15/2018
    55:33
  134. 142.
    045: Building Bridges and Maintaining Relationships: The Subtle Art of The Handoff With Cirrus Insights’ James Buckley03/01/2018
    35:37
  135. 143.
    044: Building Your Storytelling Journey: Jamie Shanks on the Fundamentals of Account-Based Sales02/15/2018
    41:57
  136. 144.
    043: How Ryan Reisert’s SDRs Consistently Hit 100+ Activities Per Day02/08/2018
    41:16
  137. 145.
    042: Nailing Your Proposals: Octiv’s Kelsey Brigg’s On How To Improve Those Critical Documents02/01/2018
    30:44
  138. 146.
    041: More Than Just a Cadence: Why Collibra’s Joe Bisagna Stresses Developing Business Acumen for SDRs01/25/2018
    37:59
  139. 147.
    040: To Make Great Salespeople and Advance the Craft: Why Sales Leadership at SmartRecruiters Invests Heavily in Training and Developing its SDRs01/18/2018
    38:36
  140. 148.
    039: The Ins and Outs of SalesLoft’s Account-Based Playbook: A Conversation With Sales Leader Derek Grant01/11/2018
    51:01
  141. 149.
    038: The Tie That Binds: Why Revenue Operations is a Critical Piece to Your Growing Sales Org01/04/2018
    36:32
  142. 150.
    037: Tracking Trigger Events: How LeadSift Tracks Leads and Books Meetings Without Using ‘Static’ Prospecting12/28/2017
    43:14
  143. 151.
    036: How to get the most out of your one on ones with Sean Banks12/21/2017
    1:00:03
  144. 152.
    035: Tests, Tests, and More Tests with J. Ryan Williams: How To Effectively Experiment with Your Early-Stage Sales Process12/14/2017
    45:54
  145. 153.
    034: A Conversation, Not an Interview: Thoughts on Effective Qualification From Lighter Capital’s Allen Johnson12/07/2017
    49:59
  146. 154.
    033: Writing Emails That Work: In Conversation With Copywriting Specialist Laura Lopuch11/30/2017
    46:49
  147. 155.
    032: Today is Going to be a Great Day: Thoughts on Mindfulness and Emotional Intelligence with Handshake’s Director of Sales Meg Hewitt11/23/2017
    47:23
  148. 156.
    031: Stripping Away Manual Tasks: How Taft love is Helping his SDRs Focus Only on Selling11/16/2017
    41:18
  149. 157.
    030: How to Nail The First 30 Seconds of The Cold Call: In Conversation With Rex Bibertson11/09/2017
    51:12
  150. 158.
    029: Not Just Another Face in The Crowd: How ZUUS Dynamic Scheduling Gets the Most of Their Trade Show Appearances11/02/2017
    36:46
  151. 159.
    028: “Why Marketers Suck At Sales Enablement...And How To Fix It”10/26/2017
    36:55
  152. 160.
    027: Practice Makes Perfect: How Catavolt Evolves its Sales Development Process to Perfect Account Based Sales10/19/2017
    57:25
  153. 161.
    026: If You Build It, They Will Come: Evan Bartlett on the Nuances of Inspiring Sales Leaders and Scaling the Critical Sales Org10/12/2017
    1:04:56
  154. 162.
    025: More Than Just Emails: Why Rainforest QA’s Jake Biskar Says Relying Solely On Emails is ‘Irresponsible’ Prospecting10/05/2017
    44:43
  155. 163.
    024: Time Is Money: How Demandbase’s David Mordzynski Structures His Workday To Get The Most Out Of His Time...And His Quota09/28/2017
    29:11
  156. 164.
    023: Conference Success on a Shoestring Budget: How VanHack Booked 60 Meetings at a Recent Conference Without Springing for a Booth or Sponsorship09/21/2017
    26:30
  157. 165.
    022: If You Build it They Will Come: Anthony Zhang On How To Set Set Your Team and Your Company Up For Sales Development Success09/14/2017
    36:53
  158. 166.
    021: Mapping Calls 101: How Costello’s Phill Keene Uses, and Advances, Predictable Revenue Methodologies to Map Complex Organizations09/07/2017
    36:22
  159. 167.
    020: Empowering the SDR: How Marketing Initiatives and Programs and Initiatives Help Reps on the Front Lines of Sales08/31/2017
    41:36
  160. 168.
    019: Walk Before You Run: Pete Kazanjy Talks Product Development, Sales Stages and Being Sure You Solve Problems for Customers08/24/2017
    42:49
  161. 169.
    018: Hittin’ the Phones: How Toronto’s eCompliance uses themed events, ping pong and a penalty box to inspire it’s reps on team-wide Blitz Days08/17/2017
    29:38
  162. 170.
    017: Creativity is Key: LeadIQ’s Ryan O’Hara Shares His Thoughts on the Future of Prospecting08/10/2017
    59:05
  163. 171.
    016: Standing out From The Crowd: How Using GIFs in Email Prospecting helped Andrew Gazdecki’s team See a 300% Increase in Cold Email Response Rates08/03/2017
    35:42
  164. 172.
    015: The keys to the kingdom: why GrowthX’s Sean Sheppard preaches listening, authenticity and research as the pillars of successful selling07/27/2017
    42:59
  165. 173.
    014: Taking it to the streets: How PossibleNow’s Phil Trapani develops the confidence, communication and commitment of his team’s sales professionals07/20/2017
    38:29
  166. 174.
    013: Trusting the process: Acquia’s Mike Stankus on picking up the phone, learning to talk to executives and ensuring BDRs get ‘results in the business world’07/13/2017
    42:23
  167. 175.
    012: Sales Forecasting 101: A Conversation With FullContact’s Mike Brouwer07/06/2017
    51:33
  168. 176.
    011: Personalized Plug N’ Play: How David Mordzynski Uses LinkedIn Profiles For Tailored Prospecting06/29/2017
    33:25
  169. 177.
    010: Ryan Wong teaches us how he prospects for SDRs using LinkedIn and why he spends 10 hours every week hunting for talent06/22/2017
    32:22
  170. 178.
    009: Jon Parisi on checklists, overcoming happy ears, and his 3 x 3 model for writing email content06/15/2017
    47:12
  171. 179.
    008: How Kyle Richless successfully recruits SDRs from top schools like Harvard06/08/2017
    44:43
  172. 180.
    007: Kevin Dorsey talks about the need for proper sales training in schools and why the industry has it backwards06/01/2017
    35:02
  173. 181.
    006: Kent Venook shares the salesforce playbook he developed ramping to 100 SDRs05/25/2017
    46:37
  174. 182.
    005: How Kyle Norton uses "something interesting" to personalize his first touch05/18/2017
    40:08
  175. 183.
    004: Ryan Donohue talks process and the missing pieces from Predictable Revenue05/11/2017
    50:57
  176. 184.
    003: How Terrance Kwok uses video in his outbound campaigns05/04/2017
    39:07
  177. 185.
    001: Zach Barney on How to Spiff Your SDRs05/03/2017
    26:32
  178. 186.
    002: Matt Amundson on the core principles of outbound sales05/03/2017
    49:42

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