Building a Sales Engine That Runs Without You — Interview with Collin Stewart, Predictable Revenue

Collin Stewart built Predictable Revenue on Aaron Ross's legendary Salesforce cold calling 2.0 playbook — then pivoted to go-to-market consulting because the outsourcing work didn't align with what founders needed. Now he helps small teams build outbound sales engines that don't depend on the founder, and is launching predictable.ai to codify those plays.

He introduces the 10/2 gap framework (importance vs. satisfaction) that reveals whether a problem is worth building a company around, explains the “day in the life” customer development interview, and shares why “closed lost” should never exist in your CRM.

What

you'll learn

• Why customer development should continue past product-market fit — don't stop asking for feedback at $1M ARR

• The 10/2 gap: find high-importance, low-satisfaction problems worth building around

• How to turn customer discovery calls into a natural sales pipeline without bait-and-switch

• Why “closed lost” is a myth — replace it with closed nurture and Follow-Up Fridays

• The biggest startup killer: premature go-to-market scale before you know your real customers

Links:

• Collin Stewart on LinkedIn

• Predictable Revenue

• Founders Edition Newsletter

• The Terrifying Art of Finding Customers

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