On this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome Allen Johnson, Senior Managing Director of Seattle’s Lighter Capital, for another live edition of The Predictable Revenue Podcast. Allen is a longtime sales and finance executive, having led large scale sales teams, as well as financial services firms. Throughout the pod, Collin, Aaron and Allen discuss how to best structure a key piece of every well-functioning sales organization: the qualifications process. Highlights include: Lighter Capital’s levels of selling (11:47), how Lighter Capital built its sales process (18:17), the art of guiding a conversation (21:33), how Allen provides advice to his team (23:11), and managing the handoff (30:50).