In this edition of The Predictable Revenue podcast, hosts Aaron Ross and Collin Stewart welcome Jon Parisi, Senior Director of Enterprise Sales at GuideSpark, a San Francisco rewriting the rules on employee communication (think HR content delivered with engaging videos). Jon’s been an integral member of the GuideSpark sales team – in four short years with the company he’s built a sales team spanning four offices, hired two directors, two sales managers and more than 50 reps. Oh, and the company has grown from 40 customers to nearly 1,000 in that time.  Throughout the episode, Aaron, Collin and Jon talk quotas, adapting to seasonal business fluctuations, using SDRs on GuideSpark’s account management team, and why using your time wisely is critical for all sales reps. Highlights include: GuideSpark’s tactics / plans to hit new business quotas (25:53), the follow up / qualification process (34:58), overcoming “happy ears” and gauging call substance (41:18), and GuideSpark’s 3x3 model (50:08).  Guidespark’s RDR Handbook: https://docs.google.com/document/d/1gE6psI-PwzChTYy72Hyop-vK8bezoEe5W8G8RICERmI