On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Steve Ross, Director of Sales Development at Seattle-based SaaS stalwart Outreach. Steve has enjoyed a high-profile, varied sales career: prior to leading Outreach’s SDR team, Steve was the helm of the sales team of internationally recognized personal development coach Tony Robbins, as well as San Diego’s Gurtin Municipal Bond Management.  Throughout the pod, Collin and Steve do a deep in the world of cold calling: how to prepare, how to build rapport, and, of course, how to handle all of the contacts that just don’t want to talk. Highlights include: tips for new salespeople (5:42), identifying top prospects (9:26), how to have an exceptional conversation (15:37), knowing when to ‘strike’ (20:46), kicking meetings back to SDRs (28:00), common objections (33:57), and cold calling Collin (50:21).