Predictable Revenue is a sales development training company that helps B2B companies create repeatable, scalable, and predictable revenue. Through our coaching and consulting services or our outsourced sales development representatives, we have booked over 10,000 meetings and have built the sales development function for over 55 companies.
The Predictable Revenue framework was conceived at one of the most successful startup companies - Salesforce.com. Co-founded by Aaron Ross, the author of the award-winning, bestselling book Predictable Revenue (the “Sales Bible of Silicon Valley) and Collin Stewart, who grew 3 companies from $0 - $1m as the only sales hire. In a few short years, the use of the “Cold Calling 2.0″ framework helped increase Salesforce.com’s recurring revenues by $100 million and continues to help double their enterprise growth today.
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Hey there, we're actually not sure since this episode was recorded around 3 years ago. But try sending an email to paul@speakerpaulross.com with the subject line “Free Training + Predictable Revenue Podcast Episode" and let's see if you can still take advantage of it!
Thanks for letting us know! RU-vid messed up that last part. But what Kellen said was: "I'm gonna greatly expand the amount of people I can talk to which will also help me stress. Test that product market fit. Because if I can talk to 5 times as many people. And all of a sudden that close ratio goes away. Now I'm going like, Wait a minute. Maybe I don't really have that fit. I thought I had, or maybe I validate. Oh, I do. And I just need to fill that top of funnel because it will, just, you know, knock them down just the same."
Thanks for your comment! We understand your position. We've seen cases where that applies and cases where the person stays as an SDR for even more time than that. Perhaps checking this ebook might help bring new insight into the SDR role and how to survive it for at least the first 90 days: info.predictablerevenue.com/ebook-sdr-field-guide
Maybe its just me, but I'm still having trouble wrapping my head around HIRO pipeline. If HIRO are opportunity stages that win >25%, its as if opportunities come in at different stages from inception. But at least at my company, opportunities generally all begin at the same first stage and go through the cycle of Developing, Qualifying, Design Solution, Present Solution, Negotiating, Closed. I think Collin was getting close to what my question is, but Sidney continued to answer the follow-up question by referring to theoretical Stages 1-5. What am I missing?
Thanks for your question! Certainly, the HIRO concept adds a layer of understanding to the traditional sales process. Unlike standard approaches, where all leads start at the same initial stage, HIRO identifies opportunities that enter the pipeline at a more advanced stage, with a higher intent to buy. These are stages where the win rate is likely over 25%. The goal is to better predict ROI and focus efforts by recognizing that not all leads require the same level of nurturing. HIRO is not about replacing your existing process; it's about enhancing it by pinpointing where in the pipeline leads are most likely to convert.
@@PredictableRevenue would this then mean to get this better pinpoint of predictability, it might require a process change with the BDR function who are opening up the opportunities at stage 1 and instead get them to probe deeper and enter opps at progressed stages? Thanks again this was a great interview
Hey Mark, here are a few tips and tricks that might help you: To achieve superhuman sales skills with technology, sales professionals can use CRM software to manage customer interactions, leverage sales intelligence tools for insights, embrace social selling to build an online presence, utilize video conferencing for remote meetings, and automate repetitive tasks. By adopting these strategies, sales reps can work more efficiently, build stronger customer relationships, and close more deals.
27:02 is particularly poignant "the priority drop" and "question stacking" - front-loading context at the top of the question, and then asking the question. i.e. don't assume they have the problem you think they have - can come across as "accusatory"
Tim and his team did a messaging training at our company and it was fantastic. I apply what he taught all the time whether its a presentation, email, literature, etc.
I’m on my second interview for a SDR position and meeting with an AE this interview. This was EXTREMELY helpful and informative. I will be taking some of the info and applying it during my interview. Thank you for posting!!
Love this replay of our conversation in 2020. What we talked about is even more relevant today. Economic uncertainty could lead to fewer inbound leads making LinkedIn outbound critical for creating top of funnel opportunities!!
So glad! You should check Donald Kelly's episode as well, he has some really interesting insight on LinkedIn prospecting. Here you go: ru-vid.com/video/%D0%B2%D0%B8%D0%B4%D0%B5%D0%BE-lrEhwFF2vEQ.html
The SDR role is a complete waste of time and money. 1. 90 percent of handoffs to sales from an SDR comes from a prospect reaching out to the company. 2. Most positive contacts an SDR experiences are merely by chance (calling at the exact moment a prospect is getting ready to reach out to you.) 3. Very few handoff calls come from an SDR persuading a prospect to engage. 3. SDRs make hundreds of calls a month and a tiny fraction of those result in anything productive. 4. An SDR typically gets a very high level understanding of what the company is selling. This makes them more of a liability on the phone and increases the chance that they will piss off the prospect or at least turn them off. Most SDRs get very little in the way of a career path. Most SDRs are micromanaged and given idiotic metrics that also result in poor quality interactions. Making 50 calls a day just because isnt going to get your foot in the door with a prospect. Most companies dont pay an SDR anything near what an AE makes which means the company doesn't value them. Sales has a disfunctional relationship with SDRs and for the most part AE's do not want to work with them. An AE is more interested in having a partner get them in the door. SDR's provide no significant value other than setting appointments for solid leads that an AE could do just as easily without forcing the prospect to have a duplicate conversation.
