The Sales Machine

Outbound sales isn’t broken, most people are just doing it wrong. In this episode of The Sales Machine Podcast, John Rankins sits down with Collin Stewart, Co-founder and CEO of Predictable Revenue, to reveal the secrets behind creating scalable, predictable revenue through smarter outbound strategies.Collin shares the lessons he’s learned from years of building sales systems, aligning customer development with sales, and helping businesses nail their product-market fit. Together, they break down the evolution of sales strategies, the power of demand generation channels, and why timing matters more than anything when it comes to go-to-market success.Key highlights include:✅ The critical mistakes most startups make with outbound sales—and how to avoid them.✅ How strong product-market fit supercharges your sales and revenue growth.✅ The role of AI in sales: When to use it and when it fails.✅ Why founder-led sales matter and how to transition to a scalable team.✅ The hidden costs of poor CRM systems and how to simplify your sales process.If you’re ready to transform your sales strategy, lower acquisition costs, and finally see results from outbound, this episode has everything you need to get started. Press play to learn from two of the best in the business.Episode Highlights"Outbound definitely works, it just takes the right message and the motivation to do it." - John Rankins"AI shouldn’t replace human creativity in sales, it should amplify it." - Collin Stewart"Timing is everything. If you hit go-to-market too soon, you risk burning through resources with no return." - John Rankins"Outbound isn’t dead, it’s just incredibly easy to mess up." - Collin Stewart"Your CRM shouldn’t just track. It should drive performance through recognition, rewards, and accountability." - John Rankins"Your messaging isn’t about you, it’s about showing your customer how you’ll make their life easier." - Collin StewartChapters(01:00) - The Simplicity of CRM Solutions(05:48) - The Evolution of Predictable Revenue(12:06) - The Importance of Product Market Fit(25:30) - The Evolution of Demand Generation Channels(34:03) - The Role of Founders in Sales(39:13) - AI in Sales Development(48:56) - Leveraging AI for Data AnalysisConnect with Collin StewartLinkedIn: https://www.linkedin.com/in/collinstewart/X: https://x.com/collinyvr Instagram: https://www.instagram.com/predictablerevenue Website: https://predictablerevenue.com/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial

Think your telesales team is performing at its peak? Think again.In this episode of The Sales Machine Podcast, I sit down with Scott Morse, seasoned entrepreneur and founder of Lamassu Leads, the first enterprise-level call center in real estate. Scott shares his journey from mastering high-ticket sales to building a multi-million-dollar marketing company, offering a no-holds-barred look at what it really takes to lead successful telesales teams in today’s fast-changing landscape.We talked about:✅ Why the shift from face-to-face to telesales is harder than you think, and how to adapt.✅ The importance of sales culture, gamification, and recognition in driving motivation.✅ How accountability and training separate great salespeople from average ones.✅ The role of data and AI in creating effective lead generation and improving sales performance.✅ Why conviction and hustle are non-negotiable in the world of sales.If you’re ready to fix what’s holding your telesales team back and learn what it takes to thrive in the modern sales landscape, hit play and let’s get into it!Episode Highlights"Sales culture should feel like a sports team, where every win is celebrated, and everyone takes pride in the mission." - Scott Morse"Telesales is where your ability to connect emotionally becomes your biggest strength." - John Rankins"Gamification isn’t just fun. It creates motivation and keeps the energy alive in a high-pressure environment." - Scott Morse"You have to build systems that allow your team to focus on what they’re best at—selling, not sorting through bad leads." - John Rankins"Cold calling isn’t dead, it’s just been poorly executed. With the right approach, it’s still incredibly effective." - Scott MorseChapters(01:52) - The Journey into Sales and Entrepreneurship(05:56) - Transitioning from Face-to-Face to Telesales(09:56) - Building a Multi-Million Dollar Marketing Company(12:02) - Lessons from Legal Battles and Bankruptcy(16:12) - Creating a Thriving Sales Culture(20:00) - The Importance of Accountability in Sales(24:01) - Training and Developing Sales Agents(31:34) - The Conviction of Great Salespeople(32:45) - Accountability in Sales Leadership(34:30) - Growing Salespeople, Not Just Sales(36:00) - Lead Generation Strategies for Real Estate(40:30) - The Importance of Hustle in Sales(44:22) - Leveraging Data and AI in Sales(51:25) - Cold Outbound Sales Techniques(55:20) - Building Custom AI Solutions for SalesConnect with Scott MorseFacebook: https://www.facebook.com/leadsbyscott/ Instagram: https://www.instagram.com/scottmorse/ YouTube: https://www.youtube.com/@leads2deals TikTok: https://www.tiktok.com/@scottmorse LinkedIn: https://www.linkedin.com/in/scott-morse-a91b63210/ Website: https://scottmorse.com/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial

Struggling to break into new markets or wondering how to stand out in a crowded industry? You’re not alone.In this episode of The Sales Machine Podcast, I sit down with Maxwell Nee, Chief Revenue Officer at Score App, to unpack the secrets of scaling effectively and creating high-value business models. Maxwell shares his journey from angel investor to driving a quiz marketing platform that achieved over $1 million ARR in just 18 months.Here’s what we dive into:✅ Why most go-to-market strategies fail—and how to fix yours.✅ The power of scorecard marketing to generate leads and close sales.✅ How understanding local markets can make or break your global expansion.✅ The importance of differentiation in competitive industries.✅ Why podcasting is a game-changing tool for engaging and promoting your business.Maxwell also breaks down his investment philosophy, sharing insights on de-risking opportunities for investors, building strategic partnerships, and achieving high valuation multiples in SaaS. Whether you’re a startup founder or scaling your business, this episode is packed with actionable advice to help you grow smarter and faster.If you’re ready to fine-tune your strategy and build a defensible, scalable business, hit play and let’s get into it!Episode Highlights"If you can’t define the problem, how can you ever define the solution? Sales is about solving, not selling." - John Rankins"Scorecard marketing is a game-changer. It doesn’t just collect data. It converts it into qualified leads ready to buy." - Maxwell Nee"Attitude always beats talent. A motivated person with the right mindset can outperform any skilled professional." - John Rankins"If you’re not offering something unique, you’re just noise in a crowded marketplace." - Maxwell Nee"Your market will punish you for being average. Differentiation is the only way to survive in a competitive space." - John RankinsChapters(05:56) - Go-to-Market Strategies for Success(12:05) - Understanding Product-Market Fit(17:59) - Differentiation in Competitive Markets(23:57) - The Versatility of Score App in Various Industries(29:03) - Building Your Own Destiny as an Entrepreneur(34:40) - Creating a High-Value Business Model(42:27) - Advice for Startups to Scale EffectivelyConnect with Maxwell NeeLinkedIn: https://www.linkedin.com/in/maxwellnee/Website: https://www.scoreapp.com/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial

Scaling your business is one of the biggest challenges you’ll face as a leader and most fail before they even get started.In this episode of The Sales Machine Podcast, I sit down with Siv Sivanesan, CEO of Volenday Group and a master at scaling businesses across industries like tech and staffing. Siv shares the hard truths about why so many businesses fail to scale, from poor foundations to misaligned talent, and how you can avoid the same pitfalls.We tackle the critical questions:✅ Are you scaling without truly understanding your product-market fit?✅ How do you recruit and retain the right talent in a hyper-competitive market?✅ Is your company culture breaking under the weight of growth?✅ Why is client satisfaction the foundation of long-term success?If you’re ready to take your business to the next level without falling into the common traps of growth, hit play and let’s get into it! Episode Highlights"Scaling without understanding your product-market fit is the fastest way to fail." - Siv Sivanesan"Sales is not about the product you’re selling; it’s about the problems you’re solving for your clients." - John Rankins"The first 18 months of scaling can feel quiet, but it’s where the foundation for exponential growth is built." - Siv Sivanesan"If you don’t define the solution with the client, you risk wasting millions of dollars on the wrong approach." - John Rankins"AI won’t replace strategy, but it will amplify the effectiveness of businesses that use it wisely." - Siv Sivanesan"The data is there, but most businesses don’t know how to turn it into actionable insights." - John Rankins"The biggest mistake in global expansion is underestimating the nuances of local markets." - Siv SivanesanChapters(09:49) - Scaling Businesses: Insights from Experience(19:46) - The Importance of People in Business Growth(29:50) - Sales Strategies for Effective Scaling(39:47) - Navigating Challenges in Rapid Growth(31:39) - Cultural Shifts and Organizational Change(33:53) - Rediscovering Purpose After Stagnation(36:33) - Recruiting and Retaining Top Talent(40:35) - Training for Growth and Retention(41:48) - Delivering Value to Clients(48:59) - Navigating Economic Changes and Market TimingConnect with Siv SivanesanLinkedIn: https://www.linkedin.com/in/siv-sivanesan Facebook: https://www.facebook.com/Volenday/ Website: https://www.volenday.com/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial

Think your sales message is working? If it’s not focused on solving pain, it’s probably falling flat.In this episode of The Sales Machine Podcast, I sit down with Ben Kniffen, co-founder of LinkedSelling and an expert in lead generation and sales development. Ben shares his journey from working with diverse industries to becoming a leader in B2B marketing and omnichannel strategies. Together, we uncover why most sales messages fail to connect and what it takes to build campaigns that resonate.We talk about:✅ Why pain-based messaging is your most powerful tool.✅ The shift from process-driven to message-driven strategies in lead generation.✅ How to name the pain points that make prospects stop and listen.✅ Why aligning sales and marketing teams is the secret to impactful campaigns.✅ The importance of storytelling in creating cohesive, omnichannel strategies.If you’re tired of your sales message being ignored, this conversation is your wake-up call. It’s time to shift the focus from what you sell to the pain you solve.Let’s get into it! Episode Highlights"If you're not top of mind, you’re never going to be top of the funnel." - John Rankins"Pain-based messaging is the most effective way to connect with prospects and drive engagement." - Ben Kniffen"Pain motivates more than pleasure. If you can name the pain, they’ll listen." - John Rankins"LinkedIn ads are powerful because you can target specific decision-makers within your account-based marketing strategy." - Ben Kniffen"A lot of companies are still using outdated tools like Excel. It’s costing them opportunities in real time." - John Rankins"The biggest mistake companies make in omnichannel marketing is failing to tell the same story across all channels." - Ben KniffenChapters(17:54) - The Evolution of LinkedIn and Lead Generation Strategies(24:20) - Understanding Pain and Pleasure in Marketing(29:21) - The Discovery Process in Sales(31:20) - Aligning Sales and Marketing Teams(40:52) - The Name That Pain Game(46:36) - Lead Generation Strategies(56:36) - The Power of Omni-Channel Marketing(01:03:12) - The Role of Sales in Identifying Pain Points(01:05:54) - Creating Effective Marketing CampaignsConnect with Ben KniffenLinkedIn: https://www.linkedin.com/in/benkniffen/ Twitter/X: https://x.com/benkniffen Instagram: https://www.instagram.com/_linkedselling_/ Website: https://linkedselling.com/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial

Think one cold call is going to close the deal? Think again.In this episode of The Sales Machine Podcast, I sit down with Nick James, a sales leader who’s cracked the code on scaling B2B sales teams and turning cold leads into hot opportunities. We break down the real reason your pipeline is stuck: you’re not nurturing your leads. One touchpoint won’t cut it—you need multiple, consistent, value-driven interactions to guide prospects through the funnel.Nick shares his proven techniques for leveraging LinkedIn to generate leads, understanding buyer intent, and using data-driven strategies to identify decision-makers. We also get real about why traditional KPIs are failing your sales team and how to motivate reps beyond the numbers.This isn’t about churning and burning through leads. It’s about building sustainable sales processes that balance efficiency and effectiveness, and integrating AI to support—not replace—your sales efforts.If you’re ready to stop leaving deals on the table and start nurturing leads like a pro, this episode is for you.Let’s get into it! 🎧🔥Episode Highlights“Short-term wins and one-night stands—that’s what a lot of organizations focus on, rather than sustainable, scalable revenue and relationships.” - John Rankins“People fail on LinkedIn the same way they fail with cold calling—they don’t lead with value.” - Nick James“Too many organizations are autocratic… telling people what to do. And telling is not selling.” - John Rankins“It takes nine to eleven touches before someone makes a purchase. Why would you not nurture them through multiple touchpoints?” - Nick James“Situational intelligence—sales are a conversation. If you’re not actively listening and connecting the dots, you’ll get lost.” - John Rankins“Most sales reps don’t actively listen. They miss cues because they’re too focused on their scripts.” - Nick JamesChapters(03:06) - Navigating B2B Sales Challenges(06:02) - The Importance of Value in Sales(08:48) - Leveraging LinkedIn for Lead Generation(12:10) - Effective Cold Calling Techniques(14:59) - Understanding Buyer Intent and Data(18:07) - Nurturing Leads Through the Sales Funnel(27:06) - Identifying Decision Makers in Organizations(30:00) - Qualities of a Successful Sales Leader(48:44) - Sustainable Sales Practices(56:31) - The Importance of Discovery in Sales(01:00:02) - The Role of AI in Modern SalesConnect with Nick JamesLinkedIn: https://www.linkedin.com/in/nickbouras/Instagram: https://www.instagram.com/i_nickjames/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial

Struggling to balance technology and human connection in your sales leadership? You're not alone.In this episode of The Sales Machine Podcast, I sit down with Alan Versteeg of Growth Matters, a sales leadership expert who’s spent over a decade helping CEOs and Sales Directors transform their teams into high-performance engines. Alan breaks down how to simplify communication, coach effectively, and use Socratic leadership to empower your team.We tackle the tough stuff:Why most sales leaders fail to turn tech investments into real impact.How to hold your team accountable without killing morale.The secret sauce of sustainable growth: simple, consistent disciplines.Whether you’re a seasoned leader or new to the game, this conversation is packed with actionable advice on mindset, methodology, and making tech work for you, not against you.If you’re ready to cut through the complexity, simplify your approach, and lead your team to real, lasting success... hit play and let’s get into it!Episode Highlights“We have become so loyal to optics that we've forgotten about impact. Because we have the ability through technology to report on everything.” - Alan Versteeg “It comes down to mindset. Psychology, methodology, and then technology is just a tool to make things better, faster, more efficient.” - John Rankins“The job of a sales lead is not to grow sales. It's to grow salespeople who grow sales.” - Alan Versteeg “Professionals prepare, amateurs wing it. And the salespeople out there that are just looking for that bluebird from the sky are not sales professionals.” - John Rankins“Be the GPS, not the driver. Just because you know where you're going, don't steal their steering wheel.” - Alan Versteeg Chapters00:00 Intro03:03 Simplicity in Complexity: The Art of Effective Communication12:14 The Evolution of Sales: From Individual Contributor to Leader17:57 Coaching for Success: The Role of Sales Managers23:50 Accountability in Coaching: Creating a Supportive Environment30:35 Socratic Leadership and Empowerment37:31 Sales as an Ecosystem43:09 The Force Multiplier Concept50:15 Value Proposition and Market Adaptation56:52 The Power of Simple Disciplines58:17 OutroConnect with Alan VersteegLinkedIn: https://www.linkedin.com/in/alanversteeg/ Twitter/X: https://x.com/alanversteeg Instagram: https://www.instagram.com/growth_matters_international/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial

Think sales automation is too risky or too impersonal? That mindset might be the very thing killing your growth.In this episode of The Sales Machine, I’m sitting down with Jeremy Basset — a sales leader who’s evolved from driving growth at Unilever to helping businesses streamline their sales processes through AI and automation. We’re diving deep into the challenges of moving from founder-led sales to team-led growth and how AI tools like Super Benji can simplify and supercharge your sales efforts.We break down why resilience, understanding your client, and adopting smart automation aren’t just nice-to-haves, they’re essential for scaling effectively. Plus, we explore how cultural nuances and relational selling can make or break your sales success.If you’re ready to stop fearing automation, start empowering your sales team, and unlock growth you didn’t think was possible…this episode is for you.Let’s get into it!Episode Highlights"Top of mind is top of funnel. The more they see you and hear from you, the better if you’re bringing value." - John Rankins"Where methodical in terms of we've identified leads, we researched them, we create a whole bunch of information around that person, we then put that into an email, we then follow it up. So if you start to map out that journey, could you teach an AI to do that for you? That was the big question that we faced. Fast forward a few months, we had a very basic product that is basically the equivalent today of you typing into GPT. That product worked okay, and then we just kept evolving it from there." - Jeremy Basset"We grew Co-Cubed by 35% last year, while competitors were going backwards or broke. That was because of SuperBenji. We solved a massive problem for ourselves and realized it was a massive problem for the industry. SuperBenji automates the toughest part of sales, the top of the funnel." - Jeremy Basset“You need rhino skin in sales — tough enough to handle rejection and keep moving.” - John Rankins“Founder-led growth can only scale so much. Team empowerment is the real unlock.” - Jeremy Basset"Sales is about service and solving problems, not pushing products.” - John Rankins“Cultural differences matter. Selling in the US isn’t the same as selling in Europe or Asia.” - Jeremy BassetChapters(01:00) - Jeremy Basset's Journey in Sales(12:00) - The Importance of Resilience in Sales(17:56) - The Evolution of Co-Cube and Super Benji(23:48) - The Science of Sales Success(30:24) - Cultural Differences in Sales Approaches(37:37) - AI and Situational Intelligence in Sales(45:32) - Creating Irresistible OffersConnect with Jeremy BassetLinkedIn: https://www.linkedin.com/in/jeremybasset/ Facebook: https://www.facebook.com/profile.php?id=61562008697413 Twitter/X: https://x.com/jeremybassetInstagram: https://www.instagram.com/superbenjiai/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial

Struggling to hit your sales targets or feel like your pipeline is stuck? You’re not alone. But here’s the thing — the problem isn’t your team, it’s your approach.In this episode of The Sales Machine, I’m sitting down with Ken Cheo, the President of Our Sales Coach, who’s been transforming sales teams for over two decades. We’re diving into the real reasons why sales teams fail to scale — from unclear sales processes and weak CRM systems, to missing out on strategic partnerships and targeting the wrong decision-makers.If you're ready to stop wasting time on unqualified leads, stop the finger-pointing between sales and marketing, and start building a sales process that delivers real, sustainable growth...this episode is for you.Let’s get into it!Episode Highlights"The biggest challenge for me is when there's a leader who just doesn't want to be involved." – Ken Cheo"I always tell my team, you've got to be a chameleon when you walk into a room. You have to be able to read the room and adapt." – John Rankins"Sales leaders are spending all their time selling, not managing. They don't know why they’re efficient, and they can't replicate it for the rest of the team." – Ken Cheo"Sales is really about figuring things out, solving the problem, and being strategic, or you're going to keep hitting your head against the wall." – John Rankins"We’re in a market where people buy in order to solve pain. The pleasure comes afterward." – Ken CheoChapters00:00 Intro01:00 The Evolution of Sales Technology05:49 The Importance of Data in Sales12:09 Sales as a Service: A New Perspective18:11 Strategic Selling: Targeting the Right Audience30:18 Transforming Sales Through Value-Led Solutions37:32 Understanding Market Dynamics and Customer Needs46:00 Utilizing AI for Market Research48:17 OutroConnect with Ken CheoLinkedIn: https://www.linkedin.com/in/kencheo/ Facebook: https://www.facebook.com/Cheo.Ken YouTube: https://www.youtube.com/@kencheo9181 Twitter/X: https://x.com/oursalescoach Website: https://oursalescoach.com/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial

Want $1billion in new pipeline? Don't miss out on this episode with Joel Graber CEO OF Modern Outbound.In this episode, we’re diving deep into the art and science of outbound. Joel’s breaking down what most companies get wrong about sales, like underperforming SDR models, weak email deliverability, and the lack of systems that actually scale. But don’t worry—he’s got the playbook to fix it.We’re also getting into how AI is shaking up prospecting, why discovery is everything before the pitch, and the one thing every sales team should focus on to win big. Plus, Joel shares some killer case studies that’ll have you rethinking how you approach leads and campaigns.If you’re ready to up your sales game, create predictable growth, and crush your pipeline goals, you don’t want to miss this one. Let’s go!Episode Highlights"If you’re asking leading questions and buyers can feel like they’re being taken for a ride, you’ve already lost them." - Joel Graber"Nobody cares about your product, your service, how long you’ve been in business. They only care about what’s in it for them." - John Rankins"The psychology of outbound and sales hasn’t really changed, but the tactics have, and they've evolved." - Joel Graber"You have to ask yourself at the end of every day: How many people now know about me? Even if they’re not buying yet." - Joel Graber"The quick and the dead—that’s business today. You either adapt or get left behind." - John RankinsChapters(06:14) - Understanding the Psychology of Outbound(12:01) - The Importance of Conversational Selling(17:57) - The Role of Discovery in Sales(23:59) - Conclusion and Personal Insights(30:35) - Case Studies: Success Stories in Outbound(36:47) - Investing in Outbound Strategies(41:53) - The Role of Marketing in Lead Qualification(48:29) - The Future of Outbound SalesConnect with Joel GraberLinkedIn: https://www.linkedin.com/in/joel-graber-/ Facebook: https://www.facebook.com/joel.graber.5/ Website: https://www.modernoutbound.com/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial