David Kreiger sits down with Aaron Ross, author of the bestselling Predictable Revenue, to revisit the principles that reshaped how the SaaS world thinks about sales, and examine what those principles mean in today's high-noise environment.
Aaron brings two decades of perspective on outbound, specialization, and pipeline building, and he challenges revenue leaders to stop chasing the playbook and start developing the instincts the current climate demands.
In this episode, he breaks down:
Why the tactics from Predictable Revenue may have changed, but the core principles are more relevant than ever
How AI is accelerating buyer attention fragmentation, and why ICP focus is now a non-negotiable
The case for even deeper sales specialization as AI agents take on more of the SDR and AE workload
Why the corporate world's hunger for stability is colliding head-on with a fundamentally non-linear era
How emotional agility, intuition, and creativity are becoming the true competitive differentiators in sales leadership
Aaron's outside-in perspective will challenge how you think about building predictable revenue in 2026.
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