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Trusting the Process: Predictable Revenue Podcast with Mike Stankus

Mike was recently interviewed on the Predictable Revenue Podcast by Aaron Ross and Collin Stewart about the Acquia BDR program. Predictable Revenue is focused on working with companies to build scalable, predictable revenue teams and has created billions in value. Acquia utilized the Predictable Revenue playbook in 2012 and has since built out a global business development team based on its core tenets.

Discussion topics included:

  • The importance of picking up the phone vs. emailing
  • The right time to make phone calls
  • Why 9/10 newly promoted sales reps in quota carrying roles who came out of the BDR program outperformed experienced field reps last quarter
  • How to structure a career path for BDRs
  • Why voicemails are important (it might not be what you think)
  • The four key pillars of the BDR team at Acquia
  • How to keep reps motivated
  • Why trusting the process is important

You can find the podcast recording here and the text version here.


George Vallone
George worked with Mike in sales for 4 years at Acquia starting as the first Business Development Rep ever hired at the company. After getting the program off the ground, George progressed through the company in a variety of sales and leadership roles. He runs the day-to-day operations at Linking Sales Leaders. Active in the startup community in Boston, George runs a 800+ person networking group called Hackers and Hustlers and is active in fundraising for VIC, a Massachusetts General Hospital research group. George enjoys carefully grooming his beard, Crossfit, travel, and spending time outdoors.

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