Jake Bernstein joins Collin Stewart on the Predictable Revenue Podcast to discuss navigating the ever-changing landscape of sales development and harnessing artificial intelligence.  Jake Bernstein is the Director of Business Development at SPINS, a leading wellness-focused data technology company that transforms trillions of retailer data into performance solutions to accelerate growth and deepen loyalty with shoppers. Highlights include: how sales development has changed (2:17), how the tech industry has been affected (4:29), will artificial intelligence replace the SDR role? (10:11), navigating sales coaching in times of change (14:55), harnessing AI data intent (16:59), keeping up with the pace of change (29:10), and much more.  Show Notes: Demoing the most innovative new ChatGPT features with Sunny Madra and Vinny Lingham Example Inference based prospecting  Jake Bernstein >  LinkedIn  Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

The Predictable Revenue Podcast

298: Navigating the Shifting Landscape of Sales Development with Jake Bernstein

Eric Nowoslawski and Varun Anand join Collin Stewart on the Predictable Revenue Podcast to discuss exciting ways of prospecting using AI for writing messaging and targeting.   Eric Nowoslawski is the Founder of Growth Engine X, an outbound agency leveraging over 20+ data sources to send relevant and personalized cold emails to ideal prospects. Varun Anand is the Head of Operations of Clay, a data provider that simplifies prospecting by bringing together 50+ data sources to build highly targeted lead lists from scratch instantly. Highlights include: episodic prospecting (1:28), using AI effectively for prospecting and nurturing leads (10:42), Eric’s secrets to prompting chatGPT for outbound sales (17:10), using Clay to prospect and target the right people ( 20:34), thinking critically about your ICP (25:41), the best use case for AI in a prospecting sequence (31:10), using Google to prospect (53:05). Show Notes:  Ahrefs - Google advanced search operators 22 Personalizations to use in outbound email campaigns, using AI and scraped data https://recruitin.net/  https://clayrunhq.slack.com/ssb/redirect  P.S.: We were recently featured on the 15 best sales development podcasts of FeedSpot. Check it out to find more valuable sales content! > https://blog.feedspot.com/sales_development_podcasts/  Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

297: How AI-Generated Outbound Campaigns Can Boost Your Sales with Eric Nowoslawski and Varun Anand

Gavin Page joins Collin Stewart on the Predictable Revenue Podcast to discuss the changes that have occurred in sales development and how to communicate your value in a challenging economy.  Gavin Page is the Founder and Director of Excelerate360, an end-to-end sales service, that provides support and resources to clients at each stage of their sales cycle. Highlights include: how sales development has changed (0:55), dynamics of sales with tightened budgets (4:46), what we can do differently now to hit sales quota (8:29), targeting is more important than messaging (13:36),  shorter-term investment decisions (16:08), identifying the right ICP (21:49), and moving away from sales scripts (29:08). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

296: Communicating Your Value in a Challenging Economy with Gavin Page

Josh Schwartz joins Collin Stewart on the Predictable Revenue Podcast to discuss the importance of building rapport with prospects and different social selling tactics to stand out.  Josh Schwartz is the Head of Sales Acceleration Practice at Bregal Sagemount, a team of 20+ professionals who've helped take Valley startups and global enterprises to the next level, available to help you grow and succeed. Highlights include: the importance of building a relationship (15:45), how to stand out as a sales rep (25:01), presenting options (40:14), qualifying the prospect without being pushy (41:52),  using Twitter lists to book meetings (45:25), and time investment for triple-tap prospecting (50:05). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

295: Social Selling Tactics to Stand Out with Josh Schwartz

Matthew Roberts joins Collin Stewart on the Predictable Revenue podcast to discuss his expertise in the sales career development process.  Matthew Roberts is Leading Sales Development at Mosaic, a strategic finance platform that empowers finance leaders to make more profitable decisions. Highlights include: what Matthew loves most about sales leadership (2:30), sales career development process (11:02), employee incentives & implementing gamification (14:01), good targeting vs. good messaging (19:00), balancing learning for the next role and performing in the current role (20:47), smooth SDR to AE transition (24:36), getting SDRs to shadow AEs (27:09), and what Matthew is doing differently now as a leader vs. 6 months ago (29:20). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

294: Setting Up a Sales Career Development Process with Matthew Roberts

Andrew Sykes joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the importance of practice in sales.  Andrew Sykes is the CEO and Founder of Habits at Work, a sales training company  designed to help teams practice and embody the mindsets, skills, and habits that build customer trust. Highlights include: developing embodied skills and the importance of practice in sales (1:59), the critical embodied skills that we need to be practicing (8:38), how and where to start practicing (11:08), building a culture of feedback as a sales leader (16:57), and how to improve specific embodied skills through practice (42:32).  Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

293: The Importance of Practice in Sales with Andrew Sykes

Taylor Jones joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the different ways of improving your sales process and how to take that improvement into your own hands.  Taylor Jones is the Director of Sales at Zip, an intake-to-procure solution to bring a consumer-grade user experience to B2B purchasing. Highlights include: the importance of diagnosing and focusing (1:33), figuring out what to focus on as a sales leader (2:46), taking improvement into our own hands (17:36), and earning your way off PIPs (27:38). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching  

292: How to Improve Your Sales Process Consistently with Taylor Jones

Joey Williams joins the Predictable Revenue podcast to discuss prospecting with purpose: navigating challenges and building relationships. Joey is the Director of Sales Development at Chili Piper, an inbound lead conversion and scheduling app. Highlights include: the value of persistence in an SDR (2:55), sales development tactics every rep needs to know (8:54), why SDRs need to have control over who they’re targeting (12:15), how Rules of Engagement affect the prospecting process (14:40), tips for more effective research (17:58), how to turn your research into personalized outreach (30:34), common prospecting mistakes (35:10), how to follow up effectively (49:01), and the importance of weekly SDR training (53:00). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

291: Prospecting with Purpose: Navigating Challenges and Building Relationships with Joey Williams

AJ Cassata joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss establishing authority and generating leads on Facebook. Highlights include: how AJ got into sales development consulting (1:15), how community drove early growth at RevenueBoost (11:10), how your Facebook group can act as a lead magnet (17:55), how to choose the right platform for your community (20:05), two factors to consider before starting a community (26:00),  the step-by-step process of building a community (30:53), how to get people to join your community in the early stages (36:50), tips to keep your community engaged long-term (43:36), striking a balance between providing value and generating leads (46:54), and the prospecting process inside a Facebook group (52:03). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching  

290: How to Establish Authority and Generate Limitless Leads on Facebook with AJ Cassata

Jake Biskar joins Collin Stewart on this episode of the Monthly Meta Podcast to discuss the importance of clean data when prospecting. Jake is a consultant at Iconic Air and Marketing Manager at Yahoo for Business. Highlights include: how inaccurate contact data affects prospecting (3:45), why SDRs need to control who they’re contacting (6:19), how Clay.run streamlines the prospecting process (8:20), how Clay integrates with LinkedIn for better account scoring (13:02), tools for better targeting (26:13), using data and AI for faster sequence design (38:55), and the future of the SDR role with AI (51:40). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

289: The Importance of Clean Data When Prospecting with Jake Biskar

Gray Norman joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss leveraging cold call dispositions as a sales leader. Highlights include: how to leverage trends in sales development (3:01), what a cold call disposition is and why it matters (4:47), how to map cold call funnels into dispositions (8:24), the benefit of tracking dispositions for managers (10:45), why you should limit your number of call dispositions (12:51), why you should treat each cold call as a mini opportunity (14:41), tech options for tracking call dispositions (15:09), comparing cold call metrics to cold email (18:24), and why LinkedIn outreach hasn’t been effective recently (19:06). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

285: Leveraging Cold Call Dispositions as a Sales Leader with Gray Norman

Jesui Ayala joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss SDR mindset and habits.  Jesui is an SDR and Implementation Manager at Predictable Revenue. Highlights include: why being an SDR is not a junior role (3:31), why you shouldn’t take rejection personally (7:50), tips for surviving your first week as an SDR (9:13), the importance of being open to feedback (17:30), bringing creativity into the SDR role (22:52), how to reframe your prospecting mindset to lead with empathy (27:30), adding your input to the prospecting process (34:59), taking ownership of your role in the sales development process (40:24), traits of a successful SDR (43:40), and advice for new SDRs just starting out (47:17). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

288: SDR Mindset: What Does it Mean? With Jesui Ayala

Josh Garrison joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss how to book a meeting over email. Josh is the Head of Content Marketing at Apollo, an all-in-one sales intelligence platform with tools to help you prospect, engage, and drive more revenue.  Highlights include: why effective outreach starts with defining the right goal (1:55), how to establish a relationship over email (8:30), how to write short and sweet emails to C-suite executives (12:15), why you should always leave a voicemail after a sales call (15:31), how to design a high-converting sequence (22:49), the difference between getting a no and no reply (30:40), a three-sentence email outline for more replies (40:09), tips for stronger calls to action (50:48), how and when to follow up on cold emails (51:47), why you should write your first draft of an email by hand (57:56), how to choose who to target within each account (1:00:38), choosing which product benefit to lead with (1:14:02), and deciding between a list-based vs. account-based approach to prospecting (1:17:52). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

287: How to Book a Meeting Over Email with Josh Garrison

Michael Tuso joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss what great SDR follow-up looks like. Michael is the Founder and CEO of Callypso, a revenue expansion and retention software for account managers. Highlights include: what’s wrong with traditional cold emails and how to craft an email that stands out (5:45), the basics of a good follow-up process (8:22), why detailed notetaking is crucial to follow-up (15:14), why you shouldn’t always attach an ask to your follow-up (19:15), the importance of qualification and different types of follow-up (34:38), tips for multi-threaded follow-up (35:45), how SDRs can take advantage of multichannel prospecting (45:37), an underrated tip for booking more calls (55:42), the importance of callbacks throughout the follow-up process (1:05:32), and how to take advantage of closed lost opportunities (1:06:40). Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

286: Michael Tuso's Guide for SDR Follow-up Emails

Michael Gaudet joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the best B2B growth channels for $50k+ CAC levels. Michael is a Performance Marketing Leader with over a decade of digital marketing experience building and managing high-achieving revenue teams. Highlights include: Leading indicators of success for larger deal sizes (3:07), how to accurately forecast pipeline revenue for a longer sales cycle (8:18), the best B2B growth channels for $50k+CAC levels (15:22), how to know if when to use account-based marketing or sales (25:31), how long it takes to ramp a new growth channel and when you can expect to see an ROI (28:32), unexpected ideas for user conferences (31:26), tips for planning an effective conference (40:20), how to leverage review sites for growth (50:41), and other valuable tools for this CAC level (57:19). 

284: B2B Growth Channels Available for Each CAC Level Part 3 with Michael Gaudet

We interview outbound sales leaders so that you can learn directly from the people on the front lines. 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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The Predictable Revenue Podcast

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