Most teams blame Predictable Revenue for broken outbound. The truth? The model wasn’t wrong — the market’s interpretation was.

In this 5-minute Mid-Week Musing, we unpack why Predictable Revenue went off track and show how small B2B teams can fix outbound in 2026 through market validation — not meetings.

You’ll learn:

+ Why Predictable Revenue got misused as a meeting-engine, not a validation system

+ How to catalogue your market to uncover real buying signals

+ A simple way to align sales and marketing around timing and handoffs

Perfect for small-team marketers and sales leaders ready to modernise outbound and build predictable revenue the right way.

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🔗 Links + CTAs

-----------------------------------------------------

🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school

🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course

💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-ads-agency

-----------------------------------------------------

🧑‍🎓ACCESS our B2B COURSES: https://theb2bplaybook.com/courses

📺 YouTube: https://www.youtube.com/@theb2bplaybook

📩 Newsletter: https://theb2bplaybook.com/newsletter/

📚 Latest content: https://theb2bplaybook.com/

-----------------------------------------------------

00:00 Why Predictable Revenue Wasn’t Wrong

01:14 Market Validation: The Fix for Outbound in 2026

03:12 How to Catalogue Accounts (Instead of Chasing Meetings)

05:08 Why Timing Beats Pressure in Modern Outbound

08:45 Systemising the Handoff: Turning Validation into Revenue

-----------------------------------------------------

👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

https://theb2bplaybook.com/demand-generation-course

S07 E207 - The B2B Playbook

#b2b #predictablerevenue #b2bmarketing #demandgeneration #outboundsales #theb2bplaybook #revenuearchitecture #croschool #collinstewart

Outbound sales has changed — and so has Predictable Revenue.

In this episode, we sit down with Collin Stewart, CEO of Predictable Revenue, and Adem Manderovic from Closed Circuit Selling, to unpack how outbound has evolved, what the market misunderstood, and what’s working for 2026 and beyond.

We explore how outbound is shifting from brute-force prospecting to a smarter, signal-led strategy. You’ll hear the inside story behind Predictable Revenue, how SDR roles were originally designed, and why “market validation” is now the key measure of success.

Tune in and learn:

+ Why Predictable Revenue was never just about meetings

+ How to rebuild outbound around timing, trust, and signals

+ The 4-Funnel System that helps sales and marketing stay aligned

If you want to future-proof your outbound strategy for 2026, this episode is a must-watch.

-----------------------------------------------------

🔗 Links + CTAs

-----------------------------------------------------

🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school

🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course

💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-ads-agency

-----------------------------------------------------

🧑‍🎓ACCESS our B2B COURSES: https://theb2bplaybook.com/courses

📺 YouTube: https://www.youtube.com/@theb2bplaybook

📩 Newsletter: https://theb2bplaybook.com/newsletter/

📚 Latest content: https://theb2bplaybook.com/

-----------------------------------------------------

00:00 – The Flaw That Broke Outbound: When Predictable Revenue Lost Its Way

01:00 – How Predictable Revenue Changed SaaS Forever

03:00 – The Untold Story: From Voltage CRM to Predictable Revenue

06:00 – Cold Email in 2012: When 40% Reply Rates Were Normal

09:00 – What Problem Predictable Revenue Was Really Built to Solve

11:00 – The Email Revolution: How the Market Misread the Book

14:00 – SDRs, Specialization & the Original Intent Behind the Model

17:00 – Why Outbound Broke: Misuse, Metrics, and “Growth-at-All-Costs”

20:00 – From Prospecting to Market Validation: A Smarter Measure for 2026

23:00 – The Lazy SDR Problem – And How to Fix It with Better Habits

26:00 – How to Replace “Closed Lost” with a Real Nurture System

30:00 – Building the Four-Funnel System That Actually Works

33:00 – Why CRMs Became a Nightmare – and How to Rebuild Them for Sales

37:00 – AI, Clay & n8n: The New Tech Stack Powering Smart Outbound

41:00 – How Founders Can Build VC Lists & Market Maps with AI

44:00 – Humanic + Clay = Next-Gen Market Intelligence

46:00 – Why Collin Shut Down Predictable Revenue’s Sales Floor

50:00 – The Brutal Truth About Agency Models and Churn

54:00 – Writing The Terrifying Art of Finding Customers

57:00 – Product-Market Fit as the Real Multiplier of GTM Success

1:00:00 – Closing Thoughts: How to Rebuild Outbound for 2026

-----------------------------------------------------

👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

https://theb2bplaybook.com/demand-generation-course

S07 E206 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #outboundsales #predictablerevenue

Too many marketers treat intent data like X-ray vision – but it can’t actually tell you who’s ready to buy.

In this 5-minute Mid-Week Musing, we show how to replace guesswork with a practical signals framework that builds real sales timing intel through cataloguing.

You’ll learn:

+ Why intent scores create false positives (and how to spot them)

+ How sales cataloguing captures true buyer signals

+ The Signals → Catalogue → Feedback loop that aligns marketing and sales

Perfect for teams who want reliable signals – not synthetic data.

-----------------------------------------------------

🔗 Links + CTAs

-----------------------------------------------------

🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course

🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school

💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-ads-agency

-----------------------------------------------------

🧑‍🎓ACCESS our B2B COURSES: https://theb2bplaybook.com/courses

📺 YouTube: https://www.youtube.com/@theb2bplaybook

📩 Newsletter: https://theb2bplaybook.com/newsletter/

📚 Latest content: https://theb2bplaybook.com/

-----------------------------------------------------

00:00 Intent Data Lies: Why You’re Chasing Ghost Signals

00:40 The CRM “Hot Lead” That Wasn’t – False Positives Explained

01:20 Real Buyer Signals Start with Sales Cataloguing

02:15 Map Tools, Contracts & Decision Makers – Your Signal Checklist

03:20 Turn Intent into Insight: Signals → Catalogue → Feedback

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👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

https://theb2bplaybook.com/demand-generation-course

S07 E205 - The B2B Playbook

#b2b #b2bmarketing #intentdata #buyersignals #demandgeneration #marketingtips #theb2bplaybook #midweekmusings

Originally aired on the Predictable Revenue Podcast, this conversation flips the old sales playbook on its head.

Adem Manderovic (Closed Circuit Selling) and George Coudounaris (The B2B Playbook) join Collin Stewart to unpack a new sales paradigm built around one principle — catalog the market, not “book more meetings.”

They explain how the Closed Circuit Selling framework replaces outdated outbound with validated, permission-based outreach that unites Sales, Marketing, and Customer Success under one rhythm.

Tune in and learn:

+ Why cataloging the market gives you timing signals that drive predictable growth

+ The exact questions to validate fit, timing, and permission to follow up

+ How to align Sales & Marketing around validated accounts instead of vanity metrics

If you’re a B2B marketer or sales leader stuck in “meetings-booked” chaos, this is your blueprint for a smarter, more efficient GTM motion.

-----------------------------------------------------

🔗 Links + CTAs

-----------------------------------------------------

🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school

🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course

💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-ads-agency

-----------------------------------------------------

🧑‍🎓ACCESS our B2B COURSES: https://theb2bplaybook.com/courses

📺 YouTube: https://www.youtube.com/@theb2bplaybook

📩 Newsletter: https://theb2bplaybook.com/newsletter/

📚 Latest content: https://theb2bplaybook.com/

-----------------------------------------------------

00:00 Why “Catalog the Market” Beats Chasing Meetings

01:00 What CRO School Fixes That Sales Methods Miss

02:10 Small Markets Force Better GTM (Sydney -- Texas)

03:20 The Origin Story: From Little Black Book to System

04:40 Closed-Door Events: Selling Before Stock Hits the Floor

06:00 Cross-Industry Proof: Finance, Leasing, FMCG, VC

07:10 Relationship-First Outbound - Spray-and-Pray

08:10 Marketing’s Lead-Gen Trap and Why Dashboards Lie

09:30 Email Once Worked. It Doesn’t Now. Back to Fundamentals

11:10 Using Outbound as Research, Not Pressure Sales

12:40 The Two Dispositions: “Nurture” vs “Leave Us Alone” (FOAD)

13:50 CCS Pillars: 1) Catalog the Market 2) Segment by Timing

15:30 Aligning Sales, Marketing, CS Under One Rhythm

16:50 Better Forecasts When You Know “Who, When, Why”

18:10 Case Study: $10k Wasted Chasing the Wrong Account

19:30 Marketing Can Catalog 1-to-Few (Not Just Sales)

21:00 What to Measure Instead of “Meetings Booked”

22:20 The Exact Catalog Questions to Ask Prospects

24:00 Where Outbound Happens Next: DM, Video, TikTok, IG

25:20 Fax Machines to Folders: How We Tracked Timing (Throwback)

26:40 The Big Shift You’ll See in Clients Post-CCS

27:40 Where to Learn More + 5-Part Mini-Series

-----------------------------------------------------

👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

https://theb2bplaybook.com/demand-generation-course

S07 E204 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #marketingtips #theb2bplaybook

We’re showing how to unlock free clicks on LinkedIn Ads by editing boosted thought-leadership posts a few days later and adding the next logical link. No extra budget, more content consumption.

In this Midweek Musings mini-episode, we break down why boosting SME posts builds trust, how to avoid throttling reach, and where to find those “free” landing-page clicks inside Ads Manager. Perfect for small B2B teams who need smarter results from the same spend.

We also show how to map your link choice to the 5 Stages of Awareness—and why sending people to another LinkedIn post often outperforms a website link early in the journey.

Tune in and learn:

• How to avoid reach penalties and still add links that convert later
• What to link to next (and why another LinkedIn post can win)
• Where to measure “free clicks” inside LinkedIn Ads

If you run thought-leadership ads, this is a must-watch—simple, fast, and proven for B2B marketers who need more outcomes from limited budget.

Chapters

00:00 The 2-Minute Hack for Free Clicks on LinkedIn Ads

00:15 Why You Shouldn’t Add Links on Day One

00:45 What to Link to Instead (Next Logical Step)

01:15 Measure Your “Free Clicks” in Ads Manager

👥 Are you a B2B marketer in a small team?

💰 Need to bring in more revenue for your company (so sales and your boss love you)?

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

👉 https://theb2bincubator.com/

#b2b #b2bmarketing #digitalmarketing #demandgeneration #linkedinads

Good Friction vs Bad Friction in B2B Marketing: Stop Wasting Buyer Effort

Too many teams removed every barrier and called it “buyer-first.” The result? Leaky funnels, vanity MQLs, and zero commercial insight. In this episode, we show how to use good friction to earn trust, capture context, and actually help buyers make better decisions (without annoying them).

We (George Coudounaris & Kevin Chen) break down where friction belongs in your buyer journey, when gating makes sense, and how to turn forms, events, and content into useful market intel. We also dig into progressive profiling and cataloguing so Sales get timing, permission, and real-world context they can act on.

We’ll show standout moments like: why you should stop gating case studies, how to design “good friction” for community signups and workshops, and a simple green-yellow-red scoring method to fix bad friction fast.

Tune in and learn:

+ The difference between good vs bad friction (and how to spot each)

+ When to gate (community, events, newsletters) and when not to (case studies)

+ How to use progressive profiling to “catalogue” vendors, renewal dates, and permission to follow up

If you’re a small B2B team, this episode is a must-watch. You’ll walk away with a friction map you can fix this week, a scoring system to prioritise changes, and a smarter way to feed Sales with timing-based insights.

-----------------------------------------------------

🔗 Links + CTAs

-----------------------------------------------------

🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school

💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-ads-agency

🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course

-----------------------------------------------------

🧑‍🎓ACCESS our B2B COURSES: https://theb2bplaybook.com/courses

📺 YouTube: https://www.youtube.com/@theb2bplaybook

📩 Newsletter: https://theb2bplaybook.com/newsletter/

📚 Latest content: https://theb2bplaybook.com/

-----------------------------------------------------

00:00 Good vs Bad Friction: Why “Less friction” isn’t always better

00:31 Welcome back + Season 7 context

01:10 The 5 Bs (quick refresher for new viewers)

02:10 What is “friction” in B2B? A simple definition that matters

03:00 Good friction vs bad friction – who does it actually help?

03:46 Bad friction example: Long forms for generic PDFs

04:52 More “bad”: CRM-first flows and vanity MQLs

06:10 Content gating gone wrong (case studies… don’t gate them)

07:20 When gating is OK: communities, events, and newsletters

08:18 Using friction to “catalogue” the market (timing + permission)

09:40 Why cataloguing beats ebook MQLs

10:41 Buyers don’t fear effort—they fear wasted effort

11:34 Our CRO School example: progressive profiling that helps

12:45 Turn events into commercial insights (what to ask)

13:50 Start with FAQs to find friction that actually matters

15:10 Map the journey: value exchange at each interaction

16:05 Score friction: green / yellow / red

17:00 Simplify or redesign: make effort earn trust

18:10 Key takeaways + springboard into the new year

19:00 One ask: share this with a marketer who’ll benefit

-----------------------------------------------------

👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to...

Outbound is breaking — and most teams don’t even realise it yet.

In this episode, Scott Leese joins George Coudounaris and Adem Manderovic to unpack why the Predictable Revenue model is collapsing — and how to rebuild outbound around networks, trust, and real timing.

We break down how the SDR→AE split eroded skills and alignment, how “meetings booked” became the wrong KPI, and what today’s best sellers are doing differently: validating markets, leveraging relationships, and comping on actual revenue.

Scott shares what he’s seeing across 160 + companies and 12 unicorns, from collapsing cold-call pickup rates to the rebirth of in-person plays. We tie it back to CRO School’s Closed Circuit Selling™ — a system that gets sales, marketing, and product working in sync again.

Tune in and learn:

+ Why outbound is breaking — and what replaces it

+ How to comp on held meetings or revenue, not vanity KPIs

+ How to validate and catalogue your market for smarter timing

+ The new edge: AI + network + unscalable plays

If you’re a small-team B2B marketer or sales leader sick of empty pipelines and spam tactics, this episode gives you the modern framework to fix it.

-----------------------------------------------------

🔗 Links + CTAs

-----------------------------------------------------

🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school

💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-ads-agency

🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course

-----------------------------------------------------

🧑‍🎓ACCESS our B2B COURSES: https://theb2bplaybook.com/courses

📺 YouTube: https://www.youtube.com/@theb2bplaybook

📩 Newsletter: https://theb2bplaybook.com/newsletter/

📚 Latest content: https://theb2bplaybook.com/

-----------------------------------------------------

00:00 The Volume Game Is Dead

01:00 Why Scott Leese Ditched Outdated Playbooks

02:20 “Hobbyists with Pitch Decks”

04:40 Funding ≠ Success

07:18 Founders Must Sell First

10:50 What Great Sellers Do Differently

13:40 Validate the Market Before You Sell

16:04 How Predictable Revenue Broke Sales

19:40 Lost Coaching & Skill Decay

23:58 AI + Network + Unscalable Grit

26:50 Fix Your Sales Technical Debt

29:21 Stop Paying for Meetings Booked

32:00 The MQL Hamster Wheel

35:00 Rebuilding Sales–Marketing Handoffs

41:10 Cold Calls Are Dying

45:10 Referral Math That Opens Doors

46:20 In-Person Plays That Win

49:20 Deepfakes & IRL Trust

55:10 Scott’s 3 Bets for the Future

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👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

https://theb2bplaybook.com/demand-generation-course

S07 E201 - The B2B Playbook

#b2b #b2bmarketing #digitalmarketing #demandgeneration #outboundsales

How do you go from a scrappy B2B SaaS with early traction… to a repeatable, scalable growth machine?

In this episode, we sit down with EVP’s Allen Zhu — founder-turned-PM-turned-investor — to unpack the go-to-market playbook for scaling from 1 to 10. We dive into how top SaaS companies segment their market, fund sales and marketing early, and build moats that compound.

Allen shares real examples from EVP’s portfolio (including Nexl) and explains how segmentation, workflow-driven expansion, and smart early investment helped them scale fast without burning cash.

Tune in and learn:

+ How segmentation drives efficiency — and the Nexl case that proves it

+ The “self-funding” model for early sales & marketing investment

+ Product expansion frameworks: follow the workflow, then follow the money

+ How to build switching-cost moats and pre-board ROI for enterprise deals

This is a must-watch for any B2B marketer or founder navigating the jump from early traction to scalable growth.

-----------------------------------------------------

🔗 Links + CTAs

-----------------------------------------------------

🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school

💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-ads-agency

🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course

-----------------------------------------------------

🧑‍🎓ACCESS our B2B COURSES: https://theb2bplaybook.com/courses

📺 YouTube: https://www.youtube.com/@theb2bplaybook

📩 Newsletter: https://theb2bplaybook.com/newsletter/

📚 Latest content: https://theb2bplaybook.com/

-----------------------------------------------------

00:00 The counter-intuitive truth: Sales & marketing can be self-funding

01:00 Meet Allen Zhu (EVP): founder → PM → investor

03:00 Early ventures, lessons from agency → apps → D2C

06:30 From Citi to Freelancer to EVP: why B2B SaaS

09:30 What EVP does at Series A (and how they partner)

12:00 The #1 scaling mistake: skipping segmentation

15:10 Case study: Nexl’s segmentation unlock (who, where, and why)

19:40 Why SDR “spray & pray” fails in small total addressable lists

22:10 Invest in S&M early: the “self-funding” window explained

24:30 Measuring what matters when attribution gets messy

29:30 Product expansion playbook: follow the workflow, follow the money

33:30 Moats 101 for SaaS: switching costs, data, and process power

37:30 Selling enterprise: pre-boarding ROI to win the room

42:30 Timing outreach with public contract intel (governments)

46:30 Customer advocacy flywheel: advisory boards & reference power

53:00 Leading vs lagging: how EVP reads GTM progress

56:30 What “active partner” really means at Series A

58:30 Final takeaway: segmentation first, everything else follows

59:30 Where to find Allen & EVP

-----------------------------------------------------

👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

https://theb2bplaybook.com/demand-generation-course

S07 E200 - The B2B Playbook

#b2b #b2bmarketing #b2bsaas #gotomarket #seriesA #evpventures #demandgeneration