Predictable Revenue didn't just hurt marketing, it setup sales to fail.

Predictable Revenue didn't just hurt marketing, it setup sales to fail. It took them from being the gatherers of commercial intelligence of the market, to glorified spam cannons.

No context, no timing, just mass outreach

And with that shift, we lost a key fundamental skill that Adem Manderovic has been practicing for 24+ years:

Cataloguing.

What is it?

🗂️ It’s how your best reps know:

+ Who your buyers are currently with
+ What they like (and don’t like)
+ When their contract ends
+ What would make them switch

Without it, outbound is just noise - calls, emails, sequences, all guessing.

Predictable Revenue taught sellers and marketers to chase volume.
But it wiped out the skill of gathering insight.

Here’s why cataloguing matters more than ever:

✅ It turns random outreach into strategic conversations
✅ It flips the sales-marketing relationship - sales feeds intel, marketing builds trust
✅ It reduces pressure on lead gen, because sales already knows who, why, and when to follow up

This isn’t about intent data or tech triggers.
It’s permission-based market intel, collected over time.
So you follow up when the timing’s right... with trust, not tricks.

The best reps already do this
We built the system with Adem so everyone can in Chief Revenue School

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Watch the full episode below!

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