Podcasts about outbound sales

In this episode, host Brad Banyas interviews Collin Stewart, CEO of Predictable Revenue, to discuss the evolution of outbound sales, the role of AI in sales outreach, and the importance of understanding product-market fit. Colin shares insights from his new book, 'The Terrifying Art of Finding Customers', emphasizing the need for more authentic relationships in sales and the iterative process of product development. The conversation highlights the shift towards relationship-first prospecting and the long-term thinking necessary for business success.About Collin Stewart:Collin Stewart is a seasoned entrepreneur and sales expert with over a decade of experience in B2B sales development. In 2012, he co-founded voltageCRM, an experience he often cites as a pivotal learning moment. Despite building a high-quality tool, the venture struggled because it lacked true product-market fit. This "failed" startup served as the catalyst for his deep dive into customer development and outbound sales methodology, leading him to co-found Carb.io in 2013, which successfully scaled from zero to $1 million in revenue in just a matter of months.Today, Collin serves as the CEO of Predictable Revenue, where he helps B2B organizations build repeatable, scalable sales development teams and robust go-to-market strategies. He is also the host of the Predictable Revenue Podcast, having interviewed hundreds of industry experts on the nuances of modern sales. Expanding on his years of hands-on experience, Collin authored The Terrifying Art of Finding Customers, a practical guide designed for "sleep-deprived founders" navigating the chaos of early-stage growth. In the book, he demystifies the process of securing the first critical customers by emphasizing the importance of active listening, validating product-market fit, and bridging the gap between customer development and a repeatable revenue engine.Collin on LinkedIn: https://www.linkedin.com/in/collinstewart/Collin's Newsletter: https://foundersedition.co/Collin's Podcast: https://predictablerevenue.com/podcasts/Grab a copy of his book: https://www.amazon.com/Terrifying-Art-Finding-Customers-Sleep-Deprived/dp/1774586134

In this episode of the Predictable Revenue Podcast, Collin Stewart interviews Nick Mason, co-founder and CEO of Turtl, discussing the journey of finding product-market fit.    They explore the origins of Turtl, the importance of customer feedback, the challenges of early-stage startups, and the evolving nature of product-market fit in a changing market. Nick shares insights on the significance of understanding customer needs, the dangers of being overly influenced by early customers, and the lessons learned from mistakes along the way.    The conversation concludes with a look at Turtl's future and the ongoing challenge of demonstrating ROI in content marketing.   Highlighst include: Finding Product-Market Fit (05:30), Early Customer Engagement and Revenue (12:21), Navigating Customer Demands: The Roadmap Dilemma (14:11), Learning from Mistakes: The Value of Experience (21:14), Recognizing Product-Market Fit: Signs of Success (27:07), and more... Stay updated with our podcast and the latest insights on Outbound Sales and Go-to-Market Strategies!  

On this episode of the Predictable Revenue Podcast, Collin Stewart interviews Imants Zudans, ex-CEO and cofounder of Molport. Imants shares his origin story, how he went from zero to product-market fit, and what it took to scale Molport to $8M and 35 people, plus the brutally honest lessons he learned about sales, leadership, and keeping founders sane. Highlighst include: Building the Marketplace: From Idea to Execution (06:00), Establishing Trust with Suppliers (08:51), Innovative Marketing Strategies for Growth (11:57), Transitioning to a Scalable Business Model (18:02), And more... Stay updated with our podcast and the latest insights on Outbound Sales and Go-to-Market Strategies!

In the AI gold rush, most startups chase hype. Few focus on solving real problems. On the Predictable Revenue Podcast, host Collin Stewart spoke with Arvind Ramasamy, founder of StaffAgent.AI, about what actually drives traction: listening to customers, iterating fast, and doing the hard work of founder-led sales. This post breaks down that conversation into clear, actionable lessons for founders building AI products and chasing product-market fit, without getting lost in the noise. Highlights include: Finding the First Customer: Networking and Validation (07:16), Pivoting for Success: Adapting to Market Needs (09:33), Pricing Strategies: Finding the Right Model (14:17), Learning from the Journey (17:52), Navigating Funding Challenges (20:50), And more... Stay updated with our podcast and the latest insights on Outbound Sales and Go-to-Market Strategies!

In this episode of the Predictable Revenue Podcast, host Collin Stewart interviews Court Lorenzini, the founding CEO of DocuSign and the founder of Founder Nexus. They discuss Lorenzini's journey from building DocuSign to creating a global organization aimed at enhancing the success rates of founders. Lorenzini emphasizes the importance of community and shared experiences among founders, arguing that the best guidance often comes from those who have been in the trenches themselves. He shares insights into Founder Nexus's long-term vision, which aims to democratize access to venture success and support founders regardless of their geographic location. Highlights include: Scaling Expertise and Community (18:39), Global Access and Support for Founders (23:21), Creating a Lasting Impact (27:49), and more... Stay updated with our podcast and the latest insights on Outbound Sales and Go-to-Market Strategies!

Six years after his first appearance on Founder Views, Luca is back with the real story of how AI forced a full business model and go-to-market shift.Customerly went from a seat-based, product-led support platform for small SaaS teams to an AI-first customer service engine selling into mid-market and enterprise, where volume and ROI are obvious.In this episode we get into:The AI pivot: why they refused to build “old-school chatbots,” and how ChatGPT changed what was possibleQuality metrics that matter: error rate, confidence thresholds, escalation triggers, and why AI CSAT can be higher than humansWhat actually trains a good AI agent: knowledge base structure, what not to upload, and how hallucinations happen in the real worldAutomation outcomes: average ticket closure rates, what drives 80%+ vs 40–50%, and how teams improve over timeEnterprise GTM shift: moving from product-led to sales-led, filtering signups, longer cycles, bigger ACVOutbound reality: why the agency failed, what changed when they built outbound internally, and the tooling stack (Clay, Apollo, Lemlist, Pipedrive)Founder sales lessons: Challenger Sale thinking and why founders still need to own sales earlyThe Arena The Arena is a private Skool community for SaaS founders who are actively building and selling. I share real-time decisions, experiments, and assets as I use them while growing a bootstrapped SaaS.No theory. No polish. Just execution.Learn more at: https://www.skool.com/the-arena/Chapters / Timestamps00:00 – Reunion after 6 years and what changed (COVID + AI era)01:27 – Luca intro: what Customersly does today02:30 – From $100K ARR to near $1M and why pricing changed05:08 – “Chatbots are shit”: how they built AI without the bad UX07:10 – Under 1% error rate and reducing hallucinations09:52 – Grounded AI, intents, and automating beyond FAQs11:09 – Closure rate benchmarks and what “good” looks like16:41 – How to pick an AI support tool that actually works18:20 – Training mistakes: transcripts, clutter, and marketing banners causing hallucinations20:46 – Confidence thresholds and escalation as a feedback loop22:48 – How long it takes to move from 45% to 70–80% automation24:34 – Should AI learn from your inbox? Pros, risks, and why they avoid it29:41 – Implementation timelines: small teams vs enterprise rollouts31:38 – Why AI CSAT can beat humans (speed wins)35:46 – Escalation rules: human request, sentiment, low confidence, missing info37:21 – Going enterprise: ARPU jump and sales-led reality41:02 – Outbound experiment: agency failure and building it internally43:32 – LinkedIn ads + Clay targeting + the masterclass lead magnet49:25 – Challenger Sale and shifting the conversation53:20 – Founder lesson: why you can't outsource what you haven't done58:54 – Outbound stack: Clay, Apollo, Lemlist, Sales Nav, Pipedrive01:05:12 – 2026 vision and wrap

In this episode, Gene Hammett interviews AJ Cassata, founder of Revenue Boost, about AI-driven lead generation in B2B marketing. AJ emphasizes the collaborative use of AI in sales, warns against full outsourcing, and explains his "10-80-10 rule." He discusses the effectiveness of outbound strategies like cold emailing and LinkedIn messaging, stressing the importance of personalization and audience segmentation. AJ recommends tools like Clay.com for automating outreach and concludes with key factors for successful campaigns, urging listeners to embrace AI while maintaining human oversight and persistence. Episode Highlights & Time Stamps 1:15 The Power of AI in Sales 2:57 Challenges in B2B Sales 5:10 Email vs. LinkedIn Effectiveness 8:35 Standing Out on LinkedIn 11:24 Leveraging AI for Personalization 14:18 Common Mistakes in AI Outbound 17:13 The Future of AI in Outbound 20:33 Enhancing Sales with AI 21:57 Key Takeaways for CEOs AI in Modern Sales — Collaboration Over Automation Gene speaks with AJ Cassata, founder of Revenue Boost, about using AI in B2B outbound sales. AJ explains that AI should be treated as a collaborative partner rather than a replacement for human judgment. He cautions against fully outsourcing sales and marketing to AI due to its tendency to "hallucinate" or generate inaccuracies. AJ introduces his "10-80-10 rule," where humans control strategy and final review while AI handles execution at scale. Why Outbound Sales Still Works AJ breaks down why outbound sales, cold email, cold calling, and LinkedIn outreach remain a highly effective and cost-efficient lead generation channel. He emphasizes the importance of testing different approaches and targeting specific industries or companies to generate high-quality leads. The conversation compares email and LinkedIn outreach, noting LinkedIn's higher response rates but lower scalability versus email's broader reach and lower engagement. Personalization, Empathy, and Common Mistakes The discussion turns to practical outreach tactics, with AJ stressing the importance of deep personalization through prospect research and industry understanding. He advises focusing messaging on the prospect's needs rather than promoting services. AJ outlines common AI-powered outbound mistakes, including low outreach volume, generic messaging, and poor audience segmentation, reinforcing that tailored messaging is critical for resonance. Tools, Strategy, and Keys to Success AJ highlights tools like Clay.com that support AI-driven lead research and personalized outreach. He discusses AI's evolving role in sales, particularly for tasks like scheduling and qualification, while underscoring the continued need for human oversight. As the episode concludes, AJ shares five key drivers of outbound success: list quality, messaging, offer strength, outreach volume, and email deliverability. He encourages leaders to experiment, iterate, and remain patient when leveraging AI-powered outbound strategies to grow their sales pipeline. Key Takeaways AI is a force multiplier, not a replacement. AI delivers the best results when paired with human strategy, oversight, and decision-making rather than fully automating sales and marketing functions. Outbound sales remains a high-ROI growth channel. Cold email, cold calling, and LinkedIn outreach continue to produce quality leads at a lower cost compared to many inbound or paid marketing channels. Strategy should follow the 10-80-10 rule. CEOs should stay involved in setting direction and reviewing outcomes while leveraging AI for scalable execution in the middle. Personalization drives performance. Outreach that demonstrates understanding of a prospect's business and challenges consistently outperforms generic, AI-generated messaging. Volume and focus both matter. Effective outbound requires sufficient outreach volume paired with clear segmentation and targeted messaging to avoid diminishing returns. Technology enables scale, not shortcuts. Tools like AI-powered research and personalization platforms can accelerate outbound efforts, but poor inputs still lead to poor results. Human oversight reduces AI risk. AI can hallucinate or make incorrect assumptions, making review and refinement essential before deployment. Five factors determine outbound success. List quality, messaging clarity, offer strength, outreach volume, and email deliverability must all work together for consistent results. Iteration beats perfection. Sustainable outbound success comes from continuous testing, learning, and refinement rather than one-time campaign execution. Leadership mindset matters. CEOs who embrace AI experimentation while maintaining accountability and patience are better positioned to build predictable, scalable pipelines. Resources & Next Steps Ready to take your leadership energy to the next level? Explore free training and resources at training.coreelevation.com to help you identify energy leaks, strengthen your leadership presence, and elevate your team's performance. Explore More: training.coreelevation.com Listen to the Full Episode: Growth Think Tank Podcast

In this episode of the Predictable Revenue Podcast, host Collin Stewart interviews Keith Peiris, co-founder and CEO of Lightfield.    He discusses the challenges faced in the early stages, the innovative strategies used for customer acquisition, and the importance of building strong relationships with early users. The conversation also delves into the significance of product market fit and the strategies employed during the launch of Lightfield.   Keith outlines future plans for the platform, emphasizing the goal of becoming the go-to CRM for startups and small businesses, while also highlighting the need for continuous innovation in the CRM space.   Highlights include: Finding the First Customers (06:52), Growth Through Word of Mouth (09:13), Creating Value Through Relationships (20:39), Understanding Product-Market Fit (26:04), and more... Stay updated with our podcast and the latest insights on Outbound Sales and Go-to-Market Strategies!

In this episode of the Predictable Revenue Podcast, Collin Stewart interviews Jeffrey Kohn, co-founder and CEO of TopFan. They discuss Kohn's journey from working with tech giants to creating a platform that empowers artists to connect directly with their fans. The conversation delves into the challenges posed by Ticketmaster's monopoly, the importance of data ownership for artists, and innovative strategies for fan engagement.  Kohn emphasizes the need for artists to build direct relationships with their fans to enhance revenue and improve the concert experience. Highlights include: Understanding the Direct-to-Fan Model (08:05), Artists' Struggles with Ticket Scalping (17:47), Challenging the Duopoly of Ticketing (20:44), Empowering Artists Through Data (25:54), and more... Stay updated with our podcast and the latest insights on Outbound Sales and Go-to-Market Strategies!

What's Next for Outbound Sales? Aaron Ross (Predictable Revenue) & Adem Manderovic (Closed Circuit Selling)Outbound sales is at a crossroads.Automation is everywhere. AI is flooding inboxes. Meetings are harder to book than ever.So we sat down with Aaron Ross, author of Predictable Revenue and From Impossible to Inevitable, to ask one question:What's next for outbound sales?Alongside Aaron, Adem Manderovic (Closed Circuit Selling, CRO School) breaks down why GTM teams misread Predictable Revenue, how outbound drifted into “meetings at all costs,” and what a modern outbound system actually looks like. We dig into market validation, cataloguing timing signals, emotional intelligence, relationship systems, and why AI is forcing teams back to fundamentals.If you sell, market, or run a revenue team, this conversation will change how you think about outbound.Tune in and learn:+ Why Predictable Revenue was never meant to be a “meetings engine”+ How outbound broke – and how to rebuild it around market validation+ Why the future of outbound is more human, not more automatedIf you're trying to fix noisy outbound, align sales and marketing, or build a modern revenue system, this episode is a must-watch.-----------------------------------------------------

Outbound sales has changed — and so has Predictable Revenue.In this episode, we sit down with Collin Stewart, CEO of Predictable Revenue, and Adem Manderovic from Closed Circuit Selling, to unpack how outbound has evolved, what the market misunderstood, and what's working for 2026 and beyond.We explore how outbound is shifting from brute-force prospecting to a smarter, signal-led strategy. You'll hear the inside story behind Predictable Revenue, how SDR roles were originally designed, and why “market validation” is now the key measure of success.Tune in and learn: + Why Predictable Revenue was never just about meetings+ How to rebuild outbound around timing, trust, and signals+ The 4-Funnel System that helps sales and marketing stay alignedIf you want to future-proof your outbound strategy for 2026, this episode is a must-watch.-----------------------------------------------------

In this episode of the Predictable Revenue Podcast, Collin Stewart interviews Kunick Kapadia, co-founder of Anova, as they discuss the journey of building a data analytics platform. They explore the importance of product market fit, learning from past mistakes, customer acquisition strategies, pricing strategies, and overcoming imposter syndrome. The conversation highlights the importance of honest feedback, the challenges of scaling a startup, and the significance of standing out in a crowded market. Highlights include: Validating Ideas: The Importance of Customer Feedback (03:04), Navigating Customer Development and POCs (09:54), Overcoming Imposter Syndrome in Entrepreneurship (11:23), Pricing Strategies: Finding the Right Value (14:41), Finding a Unique Go-to-Market Strategy Finding a Unique Go-to-Market Strategy (19:55), And more... Stay updated with our podcast and the latest insights on Outbound Sales and Go-to-Market Strategies!

Outbound prospecting isn't dead, it's just different. TSHP welcomes Jason Bay, outbound sales coach, trainer, and SKO speaker for a conversation about how to outbound smarter. Uncover the math problem haunting sales teams—those dismally low cold call and conversion rates—and explore innovative ways to manage and improve them. Discover how sales reps can benefit from AI tools like ChatGPT for practical, real-world experience, even when live conversations are scarce. Mark and Jason shed light on crafting an effective sales rhythm, and how voicemails can double as marketing messages, guiding prospects to your emails, rather than just seeking callbacks.

They tried to brute-force growth, more leads, more sequences, more hustle. It didn't stick. In this Predictable Revenue podcast, AJ Cassata sat down with host Collin Stewart to unpack why the model was wrong. AJ's pivot from coaching to done-for-you (DFY) tightened outcomes, stabilized onboarding, and made automation + AI actually compound. Highlights include: Challenges in the Cold Email Landscape (03:37), The Shift to Recurring Revenue Models (06:10), Leveraging Automation in Operations (11:19), Evaluating AI in Sales Development (19:20), The Future of AI in Business Development (22:08), and more... Stay updated with our podcast and the latest insights on Outbound Sales and Go-to-Market Strategies!

Transformations are everywhere—from VC-backed scale-ups to Big Tech—and sales teams are feeling it. In this Sales Performance Podcast episode, Ariane Riddell, Chief Sales Officer at Personal Group (ex-LinkedIn, BBC, Feefo), shares a people-first playbook for leading through change: embedding values that stick, resetting the first 90 days, and rebuilding commercial muscle across sales and post-sales.We dig into: redefining proposition and narrative (benefits > product), putting real foundations in (process, people, product, leadership), using enablement tools (Salesloft, Walnut, Salesforce), and moving teams from inbound-reliant to outbound-confident. Ariane's “top-down & bottom-up” framework for expansion, plus the candid reality of “love them in or love them out,” make this a must-listen for CROs and CSOs in transition.You'll learnHow to set credible 30/60/90 priorities in a messy realityWhat values do for pace, passion & professionalismBuilding outbound habits that actually stick (and why phone still matters)Coaching CS to drive land–expand with data-led plays

Leads generieren – ohne frische Anfragen keine Termine und damit auch kein Wachstum. In dieser Folge zeige ich mit Børge Grothmann, wie wir qualifizierte Leads planbar aufbauen und dadurch eure Sales-Pipeline füllen. Die Basis für Leadgenerierung ist ein klares ICP. Wenn du genau weißt, wen du erreichen willst, triffst du Entscheider schneller, und du sprichst über echte Probleme. So kannst du einfacher Leads generieren im B2B und zugleich Kosten sparen. Wie kommen jetzt die Anfragen rein? Nicht über Massenmails, sondern über einen schlanken Ablauf: Signale prüfen, gut vorbereitet anrufen und kurz per Mail bestätigen. Das ist saubere Kundenakquise und sorgt dafür, dass du Interessenten gewinnen kannst, die wirklich passen. Damit aus Leads Umsatz wird, arbeiten SDRs und AEs eng zusammen. Wir definieren, was ein guter Ersttermin ist, und prüfen wöchentlich die Qualität. Diese Lead-Qualifizierung hilft dir, Termine zu sichern und daraus echte Chancen zu machen – also Leads generieren mit Substanz. Rechne deinen Funnel rückwärts: vom Zielumsatz über Angebote und Termine bis zu erreichten Entscheidern. Wenn die Quote hakt, findest du so die Engstelle, und du kannst gezielt nachschärfen. Dadurch füllst du die Sales-Pipeline Schritt für Schritt und bleibst in der Demand Generation auf Kurs. Bei den Kanälen gilt: LinkedIn-DMs und Massenmails nutzen sich ab. Der vorbereitete Call wirkt, weil er direkt ist und weil er Nutzen liefert. So betreibst du Outbound Sales mit System, und du kannst schneller B2B-Leads generieren, statt nur zu warten. Make or buy? Wenn du Setting intern nicht sauber abbildest, hilft ein externes Team für eine Zeit. Mit gemeinsamen KPIs, gutem Leadmanagement und einfachem Lead Nurturing bleibst du schlank und kannst dennoch zügig Leads generieren. Mein Fazit: Leads generieren ist kein Zufall. Mit klarem ICP, direkter Akquise, starker Quali und einem ruhigen Prozess füllst du die Pipeline zuverlässig – Monat für Monat. Ausgewählte Links zur Episode

In this episode of the Predictable Revenue Podcast, host Collin Stewart speaks with George Coudounaris and Adem Manderovic, co-founders of CRO School, about innovative approaches to sales and marketing. They discuss the challenges of scaling companies, the limitations of traditional sales playbooks, and the importance of building relationships first. The conversation delves into the concept of closed-circuit selling, market validation, and the need for alignment between sales and marketing teams. They also explore the future of outbound sales and the significance of understanding market dynamics. Highlights include: Understanding Closed Circuit Selling (03:17), Qualifying Opportunities Through Discovery (07:01), The Evolution of Cold Calling (09:55), The Pillars of Effective Selling (15:07), Aligning Sales and Marketing (19:27), Impact of Methodology on Client Success (27:02), And more... Stay updated with our podcast and the latest insights on Outbound Sales and Go-to-Market Strategies!

In this episode, Chip and Gini address a listener’s question about the opportunities for growing an agency through outbound sales. They discuss the challenges of outbound sales, particularly in a small agency environment, and highlight the importance of building relationships and a strong brand. Both suggest that agency owners focus on networking and proactive relationship-building rather than traditional cold calling. They emphasize a multi-faceted approach to business development that includes content marketing, warm introductions, and maintaining an active online presence. Ultimately, they advocate for a shift in mindset from outbound sales to relationship cultivation to achieve sustainable agency growth. Key takeaways Chip Griffin: “It’s sort of the dream that you can just go hire somebody and they’ll bring prospects in and as the owner, you’ll close them. But I cannot think of a single situation that I’ve seen that work for a small agency.” Gini Dietrich: “When you run a small agency, you are the salesperson.” Chip Griffin: “I think far too often we don’t do enough as agency leaders to share our viewpoints using the various platforms that we have. That’s a huge missed opportunity because that is how you set yourself apart from others.” Gini Dietrich: “Instead of it being about outbound sales, which I think is scary to a lot of us, think about it as networking and building relationships and being top of mind.” Related Content, consistency, and conversions for agency biz dev (featuring Lee McKnight Jr.) Business development mistakes agencies make and how to solve them (featuring Jody Sutter) Getting agency business development right (featuring Dan Englander) Business development for agency owners who hate sales View Transcript The following is a computer-generated transcript. Please listen to the audio to confirm accuracy. Chip Griffin: Hello and welcome to another episode of the Agency Leadership Podcast. I’m Chip Griffin. Gini Dietrich: And I’m Gini Dietrich. Chip Griffin: And Gini, today we have a question from a listener that we thought we would answer. Gini Dietrich: Woohoo listener questions. I love it. Chip Griffin: We like it when people listen to us and we like it when people ask us questions, so Gini Dietrich: that is true. Chip Griffin: We’ll cater to that today. Gini Dietrich: Shall I read said question? Chip Griffin: You shall read, said question. Gini Dietrich: Maybe I’ve just missed it when you’re covering this in your podcast, but what opportunity do you see for growing an agency through outbound sales? When I’ve listened to your podcast, I get the impression that you’re more in line of thinking that in the agency world, it’s more about becoming known and then they will contact you when they have a need. It’s super good question. Chip Griffin: First of all, I appreciate the very dramatic reading of that question. Welcome that you just gave us. Gini Dietrich: You’re welcome. Thank you. I practiced. Chip Griffin: You practiced. Gini Dietrich: Practiced. I did. Chip Griffin: In your head, because we just saw that question a short time ago. Gini Dietrich: I read it out loud once before this. Chip Griffin: You did, you read it out loud one time and I said that sounds like a good question to address and so we shall. So outbound sales, what do we think about that, Gini? Gini Dietrich: Well, I will say. In my experience, it is challenging to do that. I’ve hired, and maybe, maybe we should separate this into two pieces, which is hiring people to do outbound sales for your agency versus you. And then whether or not it works. But I’ll say it, it is challenging and I have found that it’s… That you have to be top of mind and you have to build a brand, and you have to build relationships, and you have to network so that when there is a need, they come to you first, right? Because not everybody’s going to have a need. All the time, every month or every week to hire an agency. So I have found that inbound marketing and you know, all of the things that you’re doing to build your brand and network and, and be top of mind are the things that work the best. That’s not to say outbound sales doesn’t help with that, but it is more challenging I think for what we do for a living than just, you know, other businesses that can hire sales teams that just make cold calls. Chip Griffin: Yeah, and I, I think that that part of this, as you suggest, does come down to, to how we’re defining what outbound sales is, because there’s what outbound sales is, there’s who is doing it. I, I think the, the either outsourced outbound sales or the hired outbound salesperson. I, I really haven’t ever seen that work in a small agency environment. It’s sort of the dream that you can just go hire somebody and they’ll, you know, they’ll, they’ll bring people in and you’ll just, as the owner, you’ll close them. But I, I, I cannot think of a single situation that I’ve seen that work in for a small agency. I’m sure it has. So, I’m, I’m, and I’m sure that, that some listener is gonna say, well, it worked for me. Great. It, there are certainly those cases, but it is, it is uncommon that you can have someone else who’s doing your sales and it is all outbound and it actually has results. So let’s, let’s dismiss that piece of it. But you as the owner, I think there is a role for outbound sales, depending on how you describe it. Gini Dietrich: Right. Chip Griffin: And, and to me it’s less about outbound sales and it’s more about outbound building of new relationships. Mm-hmm. And I think that there is absolutely a case to be made for you to be proactively trying to generate relationships. With new people as opposed to just waiting for them to come to you based off of the content that you’re putting out on social or your blog or your email or that kind of thing. But to me it’s, it’s not, I don’t think of that necessarily as sales in the purest sense, because to me, I think when you talk about outbound sales, that really is trying to go to someone and try to, to generate the need for a conversation around sales. And that shouldn’t be what it is because that is rarely to your point, the case because timing isn’t right many of the times. Gini Dietrich: Right. Yeah, I think, I think you’re right. I think it depends. Like if you told me I had to sit down and make cold calls to our target audience, it, it would just never happen. I would never do that. That’s considered outbound sales. Like I have a niece. Sure. That’s what she does. She works for an agency. A large, large agency and they have in-house sales reps that call. Constantly. That’s what they do. That’s what she does, and she’s fairly successful at it. But that is not, never, never anything that I would do myself, right? Just because I’m not comfortable with it and it’s never the structure that I would place inside my agency. So that is what I would consider outbound sales. I don’t consider networking and building relationships and ensuring that we are top of mind when they’re ready to make a decision or when they’re ready to hire outbound sales, even though, I guess technically it is. I would consider that more networking and relationship building, right? So I think you’re right that you have to define what that means, but all of those things have to happen. And when you run a small agency, you are the salesperson. Yes. Whether or not you have somebody helping you, you are, you are the salesperson, and my CFO says this to me all the time. He’s like, your job, you have two things to do. Build the brand. Direct the revenue. Build the brand, direct the revenue, build the brand, direct the revenue. And I’m always like, so anytime I go to do something, he’s like, is that building the brand or directing revenue? And if it’s neither of those two things, I have to delegate it. Chip Griffin: Yeah. And I mean that’s a, that is a reasonable viewpoint to have. Mm-hmm. And I think that… I mean, look, I think cold calling is for, even for large agencies, I wouldn’t generally encourage it, but I suppose at some point you’re large enough that you can just throw dollars at it and it doesn’t even matter. Right. And you know, you’ve got enough of a brand reputation to begin with that, you know, perhaps that will shake some things loose. But you know, anytime you’re doing outbound, I would always prefer it to be more targeted than traditional cold calling. You know, not just getting a list out of some list broker and just working from top to bottom. Instead, you, you wanna reach out with personalized outreach to folks and, and leverage that. And I think if you’re doing that kind of outbound and it’s, and it’s designed to build new relationships either for people who can refer a business to you or who might become a client at some point. I think that’s a, a useful portion of your business development mix. I don’t think it should simply be throw content out there and wait for the phone to ring, because that can work. But, you know, doing more to fuel it yourself is beneficial. I, it, to me, that’s just not, that is not classic outbound sales in the way that most people would think of it. And if you went and hired someone to do outbound sales for you, they would likely be thinking of it. Gini Dietrich: Yeah, that’s absolutely right. Yeah, I think it’s, if you can be thinking about how do I build relationships. How do I get introductions, warm introductions to people that I want to meet? How do I nurture those leads through content and through speaking engagements and webinars and things like that? And how do I stay top of mind? That’s from an agency perspective, I think those are the right things to focus on. Chip Griffin: Yeah, and to the extent you’re doing any kind of outbound, whether it’s outbound sales, outbound networking, whatever you wanna call it, it is helpful to have a visible online footprint to refer back to. Gini Dietrich: Yes it is mm-hmm. Chip Griffin: So that when someone googles you to look you up or clicks a link, they, they not only see who you are and understand a bit about your background, but they also understand your perspectives. And I think far too often we, we don’t do enough as agency leaders, generally speaking, to share our viewpoints using the various platforms that we have. That’s a huge missed opportunity because that is how you set yourself apart from others. That is how you demonstrate your expertise before you even have the first meaningful conversation with a prospect and, and they start to get to know you that way. Gini Dietrich: Yeah, absolutely. I think, yes. I mean, it is wonderful when somebody calls and says. We, you know, we’ve been reading your blog or we’ve, we found your article, or we follow your LinkedIn newsletter, or whatever it happens to be. It’s wonderful when those things happen, but you can’t predict it. And I think that’s the hardest thing about growing an agency is that you can’t predict growth if you’re solely reliant on referrals. So you have to be more proactive about it so that you can say, okay, like we, we set very aggressive goals every year and usually it’s a revenue number, but it’s also a number of new clients. And then we kind of, we break that down, right? So I know exactly who I need to be talking to, who I need warm introductions to, what kinds of meetings I need to be having, what kinds of content I should be sending or creating to stay top of mind with those people. And that’s how you begin to predict your growth a little bit versus just waiting for the phone to ring, which I’ll admit was the way I grew my agency in the beginning. Right? And it was very slow growth. Like that’s, we would wait and sometimes some years were great because the phone rang many times and some years were terrible because the phone didn’t ring at all. And that’s a really hard way to grow an agency. So you have to be proactive in reaching out and getting in front of your target audiences. Chip Griffin: Yeah. And, and even with those things, it is often very difficult to predict your growth as a small agency, right? Yeah. Yes, yes. I mean, because as a small agency, you know, a deal here, a deal there makes a giant difference in what your year looks like. Yep. And so, and, and you just simply, you’re not doing enough volume that you can absorb that, you know, one or two deal difference. That’s, that’s even if you’re run, executing everything absolutely properly and, and doing all the outreach and tracking your pipeline and staying in touch with people and all of that. So the more that you do, the more likely you are to be able to obtain those goals that you’re trying to, to achieve. And so you need to be thinking about. What is the mix of things that will help get you there? And I think that’s, that’s ultimately the message. The takeaway that I would encourage people to have is don’t rely on any one tactic. Don’t rely just on outbound. Don’t rely just on content. Don’t rely just on referrals. It’s having that mix of things that will tend to stabilize those peaks and valleys that we’re all so familiar with in the small agency world. Gini Dietrich: Yeah. And I think you also need to include things. I’ve, I’ve mentioned this a couple of times, but warm introductions. Mm-hmm. So look at people that you want to meet and then who you know in common, and I mean, my team and I do this every week. We go through and we say, okay, who do we know in common? And then we split it up just to ask them for introductions. Sometimes it works, sometimes people are like, ah, I didn’t really, I don’t really know that person. I’m just connected with them on LinkedIn, which is fine, right? But if you, if they know them well enough. And you have a good enough relationship with the person you’re asking, they’re almost always going to make a warm introduction for you. And it’s just, you know, having a 15 minute conversation just to understand what their pain points are, if they have an agency, whether or not they’re happy, like those kinds of things will help you determine how you’re going to nurture those leads until they’re ready to make a decision. And those are the kinds of things you should be focusing on. And I guess that could be considered outbound sales. Chip Griffin: Sure, but I, but I think that, that taking away the pressure of trying to make the sale in that conversation or, or even Gini Dietrich: Yeah, yeah. Chip Griffin: You know, open the deal conversation, if you will. I, I think taking that pressure away helps you, it helps them and, and if you’re going about things saying, Hey, this is just someone I want to get to know. It might turn into business directly or indirectly. But either way, it’s someone that I’m, I’m interested in getting to know more, getting their perspective. It can be good market intelligence, just having these conversations. Yep. And so if, if you go into it that way, you’re more likely to meet success than if you’re sitting there saying, oh, this was a failure. Because they’re not looking for an agency right now. They’re happy with their current agency or they just don’t use agencies or whatever. That’s, you know, you still can get a lot of value out of that discussion, short of them immediately going into your proper pipeline. Gini Dietrich: Yeah. And I would, when you have those quick introductory meetings, listen for things that you can use later. So I had a call last week that I’m really excited about. It’s probably not gonna come to fruition until quarter two of next year. But during that conversation, she told me three or four things, pain points that they have, where I’m like, okay, that’s good to know. So now I have that in my CRM and every few weeks she’s gonna get an article from me, a book from me, a podcast to listen to, you know, things like that. Just, you know, hey, thinking about you, I know this was a, this was a challenge for you. Here’s how somebody solved it. Like that kind of stuff. It works incredibly well. Chip Griffin: Yeah. And, and I think you hit the nail on the head there by, you know, talking about getting information, asking questions. We say this all the time, but don’t go into these trying to sell yourself. No, don’t go into it trying to talk as much about all the great stuff you do and all the great ideas you have. You want to go into these conversations, particularly with someone who doesn’t know you particularly well and, and they haven’t even come to you looking for your service. Ask them questions. You can show that you’re smart by asking questions. You don’t have to do it by talking every about what your actual expertise is. Yes, and the more that you ask questions and the more information that you gather, the more likely you are to be able to walk away from that with value, regardless of whether or not they turn into a potential deal. Gini Dietrich: I always laugh when I go to a meeting like that and all I do is ask questions, and at the end or later they say, gosh, that meeting was so good. It was so productive. You’re so smart. And I, and I laugh because literally all I did was ask questions. That’s all I did. But when you ask questions, you get them thinking about things they may not have been thinking about or different solutions that they may not have considered, and now they think you’re really smart. Because you’ve brought that to the forefront of their minds. So you should absolutely spend the time in those introductory meetings just asking questions because they will think you’re far smarter that way than if you pontificate or talk about all the great things that you’re doing and bore the crap out of them. Chip Griffin: Yeah. And, and, I mean, I, what I love hearing is, you know, I, I had never really thought of it that way before. Let me think before I give you an answer. Yep, yep. Right. Because, because that, that truly does mean that you’ve caused them to think about things in a different way. And, and that is the strongest way to make an impression on somebody. Because if, if you go in and you ask the same seven questions that every other agency asks, every other sales person asks, that doesn’t really, you know, the silly questions like, well, what, how much would it be worth to you if I was able to improve your email open rate by 10%? Who cares? Gini Dietrich: Not worth anything! Chip Griffin: Who cares? Gini Dietrich: Right. Chip Griffin: I mean, I just, that, that kind of, those kinds of questions just drive me bonkers. And so if it’s a, if it’s a question that comes from your actual curiosity, Gini Dietrich: yes. Chip Griffin: Those are good ones. Yes. If it’s a question that comes from some list that you got from chat GPT or some sales advisor or anything like that, chuck it. Get rid of it. Yes, yes. Use your own curiosity. Yes. Leverage what you want to know, because that makes for a more natural conversation, but it also tends to show the expertise that you actually have. Gini Dietrich: Yeah, and one of the things I like to do is, you know. They’ll say something like, oh gosh. One of the, one of the challenges we have is that, lemme think of something real quick. Um, I’m on the comms team and our marketing team handles shared and paid. And so I really believe in the PESO model, but I don’t have, I only control earned and owned. And. So I’ll ask a bunch of questions that lead them to the idea that they could actually work with their marketing brethren then not work in their silos, right? But they come to that conclusion on their own, right? And then I’ll say, you know, when we, when we worked with a client on that kind of problem, here’s some things that we considered. And then they go, oh, and they start to see themselves working with you in just by the way you’ve presented that. Yes. So it’s a different way of approaching it, but it works incredibly well. Chip Griffin: Yeah, I mean if you, if you treat people like you would treat a client. And generally speaking, for the most part, I don’t think most of us are just sitting there yapping at our clients, you know, for the full 30 minutes that we’re meeting with them, just telling them how great we are and, and you know, what they need to do and all that. We have much more of a back and forth. And so I think if we think of whatever kind of outbound communications that we’re doing, whether you wanna call it sales or networking or whatever, the more that you treat it like you’re having an actual client conversation, the more useful and productive they will be. In helping you to get to your eventual goal. But you have to set aside this idea that this is all about immediate revenue. And, and unfortunately when we hear about outbound sales, it’s, you know, we’re always thinking about, well, how can we, how can we shake that money tree and, and get some deals going? And, and we often think about doing these things when we’re most desperate. Right. When we’re looking and, and we see, okay, we had a big client go away. We need to, we need to replace them. And we’ve talked about the fallacy of, of that idea that you can just replace a big client when they go away. But you need to be thinking about these things in a, in a much longer time horizon. More of a relationship building mindset. And if you do that, inbound works, outbound works, a hybrid works, they all can be part of the puzzle solving device. Gini Dietrich: Yeah, absolutely. And I think. It if you think about it a little bit differently and shift your mindset around it a little bit. So instead of it being about outbound sales, which I think is scary to a lot of us, it’s scary to me. You think about it as networking and building relationships and being top of mind, being there when they’re ready to make a decision. It’s less scary, I think, because that’s what we do, right? We are relationship builders. So think about it from that perspective. It’s just a different audience. And if you can do that, if you can shift your mindset around that, I find, I think you’ll find much more success than if you’re thinking about it from an outbound sales perspective. Chip Griffin: Absolutely. So on that note, I would, I would like to thank our listener for making an outbound inquiry of us for our perspectives on this. That was a little tortured, but what, what’s new? I was trying to think of some way to, to circle it back. But anyway. Gini Dietrich: Thank you. And we always appreciate listener questions. Chip Griffin: Always appreciate listener questions because it, it helps us to really speak to the things that that matter most to you. And hopefully that’s what we’re doing here as much as possible. Giving you practical advice and, and our thoughts and, you know, take it for what it’s worth. Sometimes it’s useful, sometimes, eh. But all the perspective helps you. That’s the same thing with the outbound conversations you’re having. Have as many as you can, get those different perspectives and then figure out what works for you. So on that note, I’m Chip Griffin. Gini Dietrich: I’m Gini Dietrich Chip Griffin: and it depends.

In this episode, Chip and Gini address a listener's question about the opportunities for growing an agency through outbound sales.

Cold Calling beginnt weit vor dem ersten Kontakt. Gero Decker zeigt, wie gezieltes Targeting, echtes Research und persönliches Messaging Kaltakquise vom reinen Zahlen-Spiel zur klugen Begegnung machen. Wer den Buying Cycle versteht und erkennt, ob Angst, Neugier oder echter Bedarf den Handlungsimpuls prägen, schafft Verbindungen, die über Standardprozesse hinausgehen. Eine Episode für alle, die Kaltakquise nicht als Routine, sondern als echtes Handwerk erleben. Du erfährst... …wie du erfolgreich Cold Calling vorbereitest und die richtigen Kontakte findest. …welche Strategien Gero Decker für effektives Targeting und Messaging nutzt. …wie du durch Multi-Touch-Kampagnen und kreative Ansprache deine Sales-Quote steigerst. __________________________ ||||| PERSONEN |||||

James Roth, CRO at ZoomInfo, joins Toni to break down how AI is reshaping go-to-market. From the collapse of inbound demand to the rise of intelligent outbound, he explains how teams can stay efficient, use AI without the hype, and turn data into real impact.We also talk about ZoomInfo's $1.2B ARR growth, the myth of “AI-native” startups, and what go-to-market intelligence actually means in 2025.Want to work with us? Learn more: revformula.io(00:00) - Introduction (01:38) - ZoomInfo's Growth and Public Perception (06:45) - AI's Role Today (10:04) - ZoomInfo's Approach to AI and Competition (15:35) - Go-to-Market Intelligence Explained (21:09) - Integration and Collaboration in the Industry (26:01) - SEO Challenges and Market Impact (28:45) - The Resurgence of Outbound Sales (33:27) - AI's Role in Sales Efficiency (39:46) -  Leveraging AI for SMB Data (46:39) - The Drive for Efficiency with New Tools (53:10) - Next Week: $5M ARR per AE with AI

In legacy markets, no one's asking for your product, and that's the point. In this episode of The Predictable Revenue Podcast, our host Collin talks with Vinay Jayachand, co-founder of HummingbirdEV, about building electric vehicles for commercial use in the mining and agriculture industries, where resistance to change is the norm. But this isn't about EVs. It's about what it takes to earn trust, find traction, and adapt fast in hard, skeptical markets. If you're a founder or operator chasing product-market fit in the real world, here's what to take with you. Highlights include: Prototyping and Customer Validation (11:05), Scaling and Expanding Customer Base (17:40), Realizing Product Market Fit and Future Directions (23:48), and more... Stay updated with our podcast and the latest insights on Outbound Sales and Go-to-Market Strategies!

In this episode of the SaaS Sales Performance Podcast, we sit down with Frank Sondors, Co-Founder and CEO of SalesForge. With a career spanning Google, high-growth SaaS startups, and now building cutting-edge AI-driven sales automation, Frank shares his unique perspective on the future of outbound sales, pipeline generation, and sales efficiency.We explore how traditional outbound models—built on ever-growing headcount—are breaking down, and how AI, automation, and smarter processes can drive predictable growth with leaner teams. Frank also highlights the market realities shaping sales today: talent shortages, buyer saturation, and the rise of AI-to-AI communication.You'll learn:Why sales software needs to evolve away from “big-team” assumptionsHow to increase productivity per rep using AI and automationWhy outbound channels like cold email and cold calls are declining—and what's nextThe future role of AI SDRs, and when they do and don't make senseWhat leaner, AI-augmented revenue teams of the future will look like00:00 - 02:00 Introduction of the episode, guest Frank Sondors, and the topic—outbound sales and pipeline efficiency02:00 - 04:00 Frank's background: Google, SaaS, founding SalesForge, and rapid $0–$3M growth in 22 months04:00 - 07:00 Inefficiencies in traditional sales models: reliance on headcount and dissatisfaction with old approaches07:00 - 10:00 Building software ecosystems that reduce reliance on large teams; addressing deadwood in sales10:00 - 13:00 Attrition challenges and the high cost of acquiring top sales talent13:00 - 16:00 Increasing individual productivity with automation, AI, and smarter processes16:00 - 19:00 Market saturation: overwhelmed buyers, AI filtering, and the rise of AI-to-AI communication19:00 - 22:00 Adapting continuously: testing channels like direct mail, offline events, and content sharing22:00 - 25:00 Decline of cold calls/emails; need for experimentation and integrated touchpoints25:00 - 28:00 Leveraging automation platforms and integrating humans with AI28:00 - 31:00 Follow-up automation strategies and handling high meeting volumes31:00 - 34:00 Future of AI agents in sales; when AI SDRs make sense34:00 - 37:00 Criteria for AI SDR adoption: large account pools, mid-market deals, shorter cycles37:00 - 40:00 Pitfalls of over-relying on AI without product-market fit; need for iteration40:00 - 43:00 Testing AI solutions effectively: 3-month cycles and embracing failure43:00 - 45:00 Future team structures: lean, technical GTM engineers and RevOps specialists45:00 - 47:00 Augmentation, not replacement: humans + AI for better margins and efficiency47:00 - 48:00 Closing remarks: salesforge.ai, upcoming events, and advice to adopt AI and automation

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by John Schoenstein, the CRO of Customer.io. The discussion dives into Schoenstein's extensive experience in scaling companies from startup stages to large enterprises, touching on key topics like repeatable revenue systems, the importance of talent, and sales rep productivity. The conversation also explores the integration and impact of AI on sales processes, how to create effective revenue systems at various growth stages, and the cultural and operational shifts necessary for scaling. Schoenstein emphasizes the significance of data, training, and customer-centric approaches in driving successful sales teams. The discussion offers valuable insights for B2B sales leaders looking to understand and implement strategies for scalable and efficient growth.ADDITIONAL RESOURCESConnect with John Schoenstein: https://www.linkedin.com/in/john-schoenstein/Learn more about Customer.io: www.Customer.ioEmail John about joining the Customer.io team: john.schoenstein@customer.ioHow leaders are driving growth and scalability in 2026: https://hubs.li/Q03JN74V0Watch Force Management's C-Level Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGSEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:36] Scaling Companies: Insights from John Schoen Stein[00:03:41] The Importance of Talent in Sales[00:11:16] Pipeline Generation and Sales Leadership[00:16:50] Building a Winning Culture[00:18:28] Implementing Repeatable Revenue Systems[00:30:02] The Role of Data and Rev Ops in Scaling[00:32:58] Pipeline Focus and Sales Rep Productivity[00:34:09] Measuring Sales Rep Productivity[00:35:27] Regional Productivity and Investment Decisions[00:36:05] Analyzing Sales Data for Insights[00:38:35] Sales Productivity in Startups[00:40:00] Remote Work and Sales Productivity[00:41:42] Encouraging Creativity and Adaptability in Sales[00:45:52] AI in Sales and Revenue Leadership[00:49:05] Implementing AI in Sales Processes[01:02:06] Customer Engagement and AI at Customer.ioHIGHLIGHT QUOTES[00:05:32] “Talent matters at all levels. You want people who are competitive, coachable, and curious.”[00:08:33] “You can't own your territory if you're depending completely on inbound leads.”[00:12:54] “Patriots go to battle with you when it's hard. Mercenaries leave when things get tough.”[00:16:57] “Pride is the precursor to winning, and winning is the precursor to pride.”[00:39:57] “If you're not looking at sales productivity, you're missing a precursor to whether people will make it.”[00:46:28] “AI should be a copilot—helping reps win, not just adding more inspection.”[00:47:10] “Sellers that do not have AI acumen are going to be replaced by sellers that do.” Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Early-stage founders don't need dashboards and deal stages. They need sharper focus, faster feedback, and fewer distractions. On The Predictable Revenue Podcast, Collin Stewart sits down with Patrick Thompson, founder of Clarify, to talk about why most CRMs fail startups, how AI can actually help (if used right), and what it really takes to find product-market fit. Here are the key takeaways for any founder building a sales motion from scratch. Highlights include: Understanding the Evolution of CRMs (04:18), Customer Acquisition and Early Growth (13:06), Navigating Product Positioning and Market Fit (15:52), Establishing Repeatable Customer Acquisition (17:58), Recognizing Product Market Fit (19:56), And more... Stay updated with our podcast and the latest insights on Outbound Sales and Go-to-Market Strategies!

In this episode of the Predictable Revenue Podcast, host Collin Stewart interviews Jeffrey Paul, founder of Ziotag, a startup using AI to make video content more accessible and searchable. After a long hiatus, Jeff returned to a product that needed to be revalidated from the ground up.  No shortcuts, no silver bullets, just founder-led work: talking to users, refining the pitch, and iterating toward product-market fit. Highlights include: Leveraging AI for Innovation (04:17), Early Traction and Networking Strategies (07:19), Realizing Product-Market Fit (12:13), Surprises and Challenges in the Journey (15:13), And more... Stay updated with our podcast and the latest insights on Outbound Sales and Go-to-Market Strategies!

In this episode of the Predictable Revenue podcast, Collin Stewart interviews Sriharsha “Sai” Guduguntla, co-founder of Hyperbound. They delve into what it truly takes to achieve product-market fit, from conducting 2,000 user interviews to leveraging AI for enhanced sales productivity. This post highlights the key lessons every early-stage founder needs to hear. Highlights include: The Journey of User Interviews (01:35), The Mechanics of Virality (09:22), Building a Sustainable Inbound Strategy (10:14), Avoiding the GPT Wrapper Trap (12:56), AI in Sales: Enhancing, Not Replacing Human Coaches (14:40), And more... Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

On the Predictable Revenue Podcast, host Collin Stewart sat down with Gil Quadros Flores, founder and CEO of CoGrader, to unpack the messy realities of building an EdTech startup. From identifying teachers' deepest pain points to navigating long sales cycles, Gil's story is a case study in how founder-led sales and an experimental mindset drive real traction. For early-stage founders, especially in education, the key takeaways are clear: prove the concept before chasing profit, build trust before scaling, and continue iterating as the market shifts. Highlights include: From Idea to Pre-Sales (06:37), Quantifying Pain and Market Needs (09:02), Pricing Strategies and Early Sales Insights (10:04), Recognizing Product-Market Fit (15:31), and more... Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

Today, we're joined by Marc Gonyea, Cofounder + Managing Partner of Blue Tusk Partners, an incubator for aspiring entrepreneurs, as well as a Cofounder + Board Member of memoryBlue, provider of sales development services for B2B and B2G technology companies. We talk about:The tough, tactical, and not sexy work of outbound salesWhat Marc & his cofounder did when faced with few things two knucklehead salespeople could do early in their careersWhere AI does – and does not- fit in the sales processHow memoryBlue helps make young professionals valuable to the marketplaceUsing AI tools to enrich data, build workflows, & automate emails. But then what??

In AI, building great technology isn't enough. You can solve a real problem and still struggle to gain adoption. Why? Because Product-Market Fit in AI isn't just about function. It's about trust. That was the central theme in a recent conversation with Gemma Galdon-Clavell, founder of Eticas AI, and Collin Stewart. Their insights highlight why founders can't rely on old playbooks: Strong tech without trust still faces market reluctance. Compliance doesn't equal safety. Guardrails must be built in early. In immature markets, founder-led trust-building comes before scale. Referrals, not polite praise, are the real signal of PMF. Even good VC advice can kill you if it's mistimed. The message is simple: in AI, true PMF is fit plus trust. Highlights include: Adapting to Client Needs in AI Solutions (04:57), Guiding Clients Through Uncertainty (07:06), Evolving Customer Acquisition Strategies (08:02), The Importance of a Strong Management Team (10:21), Navigating VC Relationships (12:25), Marketing and Visibility Challenges (16:22), And more... Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

Hedra CEO Michael Lingelbach breaks down how his generative video app went from zero to millions of users and an eight-figure run rate in months — then deliberately slowed down to rebuild a V2 that enterprises would pay for. We dig into the prosumer-to-pro upsell, why free users are a false signal, and how a creator-seeded launch can outpull ad spend. Michael shares the GTM that signs enterprise contracts every few days with no outbound, the exact moment he killed feature churn to ship a real workflow, and what to hire (and fire) in the first 10 people. If you're building AI or any early product, this is a must-listen blueprint on getting from hype to revenue.Why You Should ListenHow Hedra hit an 8-figure run rate in months — with a prosumer → enterprise wedgeThe “free user” trap: why signups ≠ demand and how to price for painWhen to pause growth to build V2 that actually sells (workflow > tech demo)A creator-led launch playbook that drives virality without paid influencersHiring early: bring in a talent lead fast, staff for speed, survive co-founder changesKeywordsAI video, generative AI, product market fit, Hedra, Michael Lingelbach, creator tools, PLG, enterprise SaaS, go to market, startup growth00:00:00 Intro00:02:25 Why he built his own proprietary models00:10:19 Target use cases faceless channels marketers podcasts00:15:31 Early hiring lessons00:38:00 Free vs paid00:51:03 V2 launch and shift to enterprise 00:53:46 Hitting eight figure run rate and scaling GTMSend me a message to let me know what you think!

In this episode of The Predictable Revenue Podcast, Ajay Singh, founder of Pepsales, joins Collin to break down how his team ran 200+ discovery calls before writing a line of code, and why that depth changed everything: their ICP, their positioning, even who they refused to sell to. But this isn't just a story about Ajay. It's a roadmap for any founder trying to earn product-market fit the hard way, by talking to strangers, chasing clarity, and pushing past the false signals that kill most startups. Highlights include: Understanding Customer Needs (17:14), Identifying Market Gaps (19:53), Navigating Competition (22:57), Challenges in Sales Processes (27:43), and more... Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

In this episode, we sit down with Dan O'Sullivan, a sales veteran who spent 26 years building a $1.2 billion sales organization at TransPerfect.   Dan shares his unique insights on the art of outbound sales, particularly when targeting enterprise customers. He discusses the importance of understanding a client's strategic priorities, crafting concise yet impactful outreach, and the value of hiring and training local sales talent when expanding globally.   Dan also talks about his work with the non-profit "Provide the Slide," which collects and distributes surfboards to underserved communities in West Africa. This conversation is a must-listen for any sales professional looking to hone their skills and gain a new perspective on effective outbound strategies.   https://providetheslide.com/

When the AI wave hit, Jabeen Zaidi, founder of Spring AI, faced that exact storm. Competing against giants like Adobe and Canva, she sat down with Collin on an episode of the Predictable Revenue Podcast to discuss how Spring gained traction by starting small, earning user trust, and iterating with honest feedback instead of chasing hype. If you're building in AI, crypto, or any market where trends move faster than teams, these lessons will help you survive long enough to grow. Highlights include: The Leap into Entrepreneurship (03:19), Market Research and Validation (04:07), Feedback and Iteration (08:19), Customer Validation and Use Cases (13:09), and more... Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

Building a startup is chaos. The leap from idea to product-market fit rarely follows a straight line. On the Predictable Revenue Podcast, host Collin Stewart spoke with Paul Powers, founder and CEO of Physna, about how he turned a risky idea into a market-ready product.  From spotting a costly, overlooked problem to betting everything on a live demo, his journey offers hard-earned lessons for founders chasing traction. Highlights include: From Idea to Execution (02:25), The First Customer and Validation (06:37), Navigating Product Market Fit (08:33), Sales Process Evolution (10:03), and more... Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

In this episode of the Predictable Revenue Podcast, our host Collin Stewart, sat down with Chris Brunner to unpack what it really took to build Authvia in a complex industry. The slow work of building relationships, the discipline of not solving the wrong problems, and why product-market fit isn't a milestone. It's a moving target. For founders navigating distribution, defensibility, or channel strategy, this one's full of quiet, hard-earned lessons. Highlights include: The Journey of Validation and Market Research (03:32), Product Development and Initial Launch (11:28), Navigating Early Challenges in Customer Acquisition (12:53), Establishing Defensibility in a Competitive Market (15:04), Defining Product-Market Fit in a Complex Landscape (15:18), And more... Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

This week on Revenue Rehab, Brandi Starr is joined by Gabe Lullo, a sales and recruiting expert, and Rolly Keenan, CRO of Tegrita and seasoned revenue leader, who argue that outbound sales is failing not because of lazy reps, but because it's become far too complex for its own good. They challenge the conventional wisdom that ever-growing tools and metrics drive results, insisting that simplifying outbound and prioritizing authentic, intentional outreach is the only way forward. With real-world examples and sharp industry insight, Lullo and Keenan explain why revenue leaders must break away from complexity before it undermines growth. Will you rethink your outbound strategy or defend the old playbook?  Episode Type: Problem Solving - Industry analysts, consultants, and founders take a bold stance on critical revenue challenges, offering insights you won't hear anywhere else. These episodes explore common industry challenges and potential solutions through expert insights and varied perspectives.  Bullet Points of Key Topics + Chapter Markers:  Topic #1: Matching Buyer Complexity With Sales Simplicity [04:50]  Gabe Lullo challenges the belief that complex B2B buying journeys require complex sales processes. He argues that success comes from a multi-threaded, highly intentional approach rather than disconnected, over-engineered outbound systems. Lullo states, “Working on it very strategically… so those three departments are communicating correctly to talk to the right people at the right time,” pushing revenue leaders to simplify and sync their sales, SDR, and marketing efforts for real impact.  Topic #2: Why High-Volume Outreach Is Just Spam, Not Strategy [13:10]  Gabe Lullo argues that most outbound activity today is indistinguishable from spam, citing mass emailing and indiscriminate dialing as ineffective. He asserts, “Intentional outbound is what I think is really what is important. Authentic outbound is what I think is important,” reframing high-volume outreach as harmful rather than strategic. Rolly Keenan agrees and emphasizes the need to target the right prospects instead of treating outreach as a numbers game.  Topic #3: Technology Alone Won't Fix Outbound [21:40]  Gabe Lullo pushes back on the reliance on technology and AI as quick fixes for outbound challenges, warning, “If you can use AI to just spam more, I don't think that's an effective way of implementing the technology.” He urges revenue leaders to use tech for preparation, research, and training rather than simply increasing activity. Rolly Keenan echoes this caution, reminding leaders to be thoughtful about whether their tools are genuinely helping SDRs connect in meaningful ways.  The Wrong Approach vs. Smarter Alternative  The Wrong Approach: “Trying to throw money at it. To Rolly's point, they're just trying to throw money at the problem to fix it.” – Gabe Lullo  Why It Fails: Simply investing more resources or buying additional tools doesn't address the root cause of outbound motion issues. This approach often compounds complexity, increases inefficiency, and ignores the need for intentional strategy or meaningful conversations. It masks the real issues, making it harder for teams to achieve authentic engagement and sustainable revenue growth.  The Smarter Alternative: Instead of indiscriminately upping the spend or tech stack, leaders should focus on listening to what their competitors and the market are actually doing, rather than chasing analyst-driven trends. Prioritize intentional, authentic outreach and ensure your team is aligned and prepared to have relevant, high-value conversations that move deals forward.  The Rapid-Fire Round   Finish this sentence: If your company has this problem, the first thing you should do is _ “Measure whether your connection rates and the quality of conversations are meaningfully tracked. If not, fix that first.” – Gabe Lullo What's one red flag that signals a company has this problem—but might not realize it yet? “If your team isn't having meaningful conversations—and isn't tracking them authentically—issues will show up later in the funnel.” What's the most common mistake people make when trying to fix this? “Throwing money at the problem—more tech, more bodies—without actually addressing the core issue.” What's the fastest action someone can take today to make progress? “Actively listen to what your competitors and the market are actually doing, instead of just following analyst advice and trends.”  Links: Gabe Lullo  LinkedIn: https://www.linkedin.com/in/lullo/  Podcast: https://open.spotify.com/show/7c5IlZshEVZrJtY5QtQGF3  Website: https://alleyoop.io/   Links: Rolly   LinkedIn: https://www.linkedin.com/in/rollykeenan/   Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live  

Why 80% of Outbound Sales Fails, and how to Fix It? Outbound sales is one of the most powerful yet misunderstood channels for SaaS growth. Despite the growing popularity of automation tools and AI-driven messaging, most outbound efforts still fall flat. In this episode of the Grow Your B2B SaaS Podcast, Joran Hofman interviews Besnik Vrellaku, founder of SalesFlow.io, to dissect exactly why outbound often underperforms and more importantly, how founders can fix it. Whether you're a SaaS startup trying to land your first 50 customers or a scaling team looking to build a repeatable outbound engine, this conversation delivers practical, no-nonsense insights you can use immediately. Besnik shares what's broken in most outbound strategies, the mindset shift founders must adopt, the real economics behind outbound success, and how tools like AI and intent data are changing the game in 2025. If you've ever asked yourself “Does outbound still work?” this episode gives you the honest, data-backed answer.Key Timestamps(0:00) – Episode intro by Joran Hofman(0:52) – Guest intro: Besnik Vreljaku(1:32) – Icebreaker: "Worst cold outreach fail you've seen?"(3:11) – Does outbound still work? (Spoiler: Yes, but it's evolving)(4:25) – Why SaaS founders should care about outbound (esp. bootstrapped)(6:10) – Case study: Niche ICPs (e.g., affiliate program migration)(7:40) – #1 Mistake: Low AOV (< $5K) → Hard to scale(9:57) – Solution: Start with high-ACV customers(10:39) – ACV vs. AOV: What's the difference?(12:07) – Step 1: Choose the right tool (Security > shiny features)(14:13) – Step 2: Niche down ICPs + use social proof(14:38) – Step 3: Hyper-personalization (Custom variables > generic)(16:45) – Pro tip: Use AI (Claude, Warmly) for data enrichment(17:48) – Avoid fake personalization (e.g., fake logos)(20:04) – SalesFlow's benchmark: 35% reply rates(21:47) – Rejections: "No" is the start of the conversation(26:07) – Future trend: First-party data + AI prospecting(27:49) – Why LinkedIn > Email (email deliverability drop)(29:02) – $0–$10K MRR: Validate with outbound interviews or paid ads(30:48) – $10K–$10M ARR: Bet on people + brand momentum(32:12) – Expect compromises: AI competitors, pricing pressure(34:39) – Recap of key takeaways(36:19) – Connect with Besnik

This week on the Predictable Revenue podcast, Collin Stewart sat down with Dan Sahar, co-founder of Guidde, to unpack the messy path to product-market fit. This isn't a highlight reel, it's a real-world breakdown of what actually worked: from narrowing focus and charging early, to finding pull from unexpected places and riding the AI wave at just the right moment. Here's what early-stage founders can take from Guidde's journey and apply to their own. Highlights include: Identifying the Problem and Validation (00:42), Finding Product-Market Fit (10:20), The Importance of Product Launches (12:38), Harnessing Virality and Word of Mouth (17:47), and more. Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

In our latest episode of The Predictable Revenue Podcast, Collin sat down with Carolyn Sloan, founder of TeachMeTV. They unpacked exactly how she had found it, and scaled real traction in a market that resists disruption.  Highlights include: Reflective Practice in Education (08:43), Building the Product and Initial Feedback (13:27), Identifying the Right Audience (14:18), The Importance of Referrals (19:00), And more... Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

Collin Stewart interviewed Jason Fletcher, founder of DevPipeline, a software apprenticeship program training overlooked talent in rural Utah. Jason didn't build with funding, marketing, or a roadmap. He built by doing. The result: a sticky, mission-driven business with real product-market fit and zero ad spend. The way Jason built it holds lessons every founder should steal. Highlights include: Where the Idea Came From? (0:41), How to Validate Your Idea? (02:28), Become a Developer in 45 Weeks (08:18), Locking in and Commiting (10:27), The Weirdest Customer Acquisition Channel (12:18), and more... Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

In this episode of the Predictable Revenue Podcast, we spoke with Patrick Zelaya, founder of HeavyConnect, about one of the cleanest early traction stories we've heard. He didn't start with code. Or funding. Or even a finished product. He pitched a room full of farmers with nothing but a pain point, and walked out with 15 checks and two years of runway. No VC. No sales team. Just real demand. Highlights include: From Hackathon to Industry Leaders (04:36), Building Relationships with Major Clients (09:01), Navigating Compliance and Functionality Challenges (11:14), The Role of Software in Training and Compliance (13:27), and more... Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

In this episode, Mike Zayonc, co-founder at Kodif, shares what finding real traction actually looks like: testing fast, selling early, and staying close to the problem. If you're still guessing at PMF, this conversation will help you stop guessing and start proving. Highlights include: Taking a Leap of Faith (01:00), Validating Your Next Role (03:32), AI Agents for Customer Service (06:43), The Best Ways to Find Good Customers (13:05), and more… Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

When we first spoke to Jacob Bank, founder of Relay.app, the product was ambitious, powerful, horizontal, flexible, but a bit challenging to grasp.  It was early, and the clarity wasn't quite there. Fast forward a year, and something's changed. Jacob's post caught fire on LinkedIn: customer love, sharp metrics, and unmistakable momentum. It was clear that we had to bring him back on the podcast. Highlights include: 3 Phases Your Startup Might Go Through (2:06), Two Metrics to Keep Your Eyes On as a Founder (6:10), Educate Your Audience, Then Sell to Them (14:53), Can AI Do More for Me? (24:20), And more… Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

Marketers didn't have time to review their own content. Consumers clicked random thumbnails. And most of the videos, over 90%, never got watched. Vyrill was built to fix that. The insight wasn't about creating better video. It was about making existing video useful by making it searchable. Highlights include: Imagine You're Buying a Car (02:20), We're All Buying, Shopping, Browsing on Our Phones (03:40), Landing Porsche as First Customers (06:09), The Typical Founder Mistake when Finding Customers (12:05), and more... Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

In the early days, it's tempting to say yes to everything, especially if you're in services and can technically do it all.  But if you want to build a business people refer to, remember, and trust, saying “we do everything” is a fast track to being forgotten. Walt Maclay learned this the hard way. He didn't start with a GTM strategy or customer persona. He just started consulting after selling off a previous company. And like many technical founders, he figured the work would come if the skills were strong. It didn't. The turning point wasn't better execution. It was focus. Highlights include: Selling Worldwide Since 1999 (01:00), Going for What People Ask For (04:00), Specializing and Niching Down (05:37), And more… Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!  

What happens when your content takes off — and your name is the brand? In Part 2 of our conversation with Darren McKee, he breaks down what it really takes to sustain momentum, stay authentic, and keep building when the audience is larger. From sending unscripted video DMs to publicly calling out HubSpot on LinkedIn, Darren shares how experimentation, self-awareness, and a backwards hat turned into a personal brand — and a business that's coached over 500 leaders. He also opens up about the pressure of being visible, protecting his family's digital footprint, and why “teach, don't tell” is the mindset driving his content today. Whether you're a sales rep, content creator, or aspiring founder, this episode is full of raw, real-world lessons on building trust, showing up differently, and growing something that lasts. Connect & learn more about Darren McKee: https://www.linkedin.com/in/darrenmckeesales/ Apple: https://podcasts.apple.com/us/podcast/in-the-club-by-club-colors/id1611056742 Spotify: https://open.spotify.com/show/0vqZB7gPKLTlkDHI66XxN3 If you need branded solutions for your events, giveaways and employee engagement, check out Club Colors: https://www.clubcolors.com

Founders overvalue revenue in the early days. The first 10 customers are about learning. Nothing you build next will matter if you don't have a tight feedback loop.  That's how Jason Moolenaar approached the launch of Sentient. A tool that fixes one of the most expensive blind spots in B2B sales: the time lag between form fills and follow-ups.  He knew the problem firsthand, but he didn't rush to scale. He optimized for speed, feedback, and reality checks. Most founders don't. Highlights include: Validating Within your Network (03:53), Predictable Channels for Early Growth (14:21), Niching Down (19:05), The Sweet PMF Feeling (23:35), And more… Stay updated with our podcast and the latest insights in Outbound Sales and Go-to-Market Strategies!

About the Episode:Chris Cunningham is a founding member and Head of Social Marketing at ClickUp, the fast-growing productivity platform now valued at $4 billion. Since shaping ClickUp's brand voice and social presence from 2017, Chris has been instrumental in engineering a content system that regularly generates 200M+ monthly impressions and consistently translates content virality into real leads and customers.In this workshop episode of Uploading, Chris breaks down ClickUp's journey from early hustle—making videos solo and closing deals by hand—to building a repeatable, scalable content operation with an in-house “writer's room,” comedic actors, and a growth strategy spanning multiple platforms.Chris and host Blaine unpack content pivots, hiring creators, building brand voice, and why entertainment-first content matters for B2B. Chris also gets tactical: how to mix content types across the funnel, the operational playbook for consistent output, leveraging AI tools, success metrics, and what it takes to hit massive growth milestones.Finally, Chris shares actionable frameworks for solo founders and small teams starting from scratch—plus candid takes on virality, team structure, platform strategy, and what's next for ClickUp's $4B content engine.Today, we'll cover:- How ClickUp scaled from low-budget solo content to 200M+ impressions per month- The “bets” and breakthroughs that defined ClickUp's content playbook- Building a repeatable system: team, workflow, “writer's room,” and actors- Entertainment vs. product-driven content—and the ideal content mix- Measuring ROI: turning impressions and brand awareness into real leads and customers- Frameworks and advice for solo creators and early-stage teams to start content from scratch- Platform-specific strategies for LinkedIn, Instagram, TikTok, YouTube, and beyond- Personalization, AI, and creator partnerships: the new wave of B2B contentWhat You'll Learn1. Building a Scalable Content Engine2. Hiring and Leveraging In-house Creators3. Mixing Entertainment and Product Content4. Omnipresence across Multiple Social Platforms5. Testing, Iterating, and Doubling Down on Winners6. Aligning Content with Business Goals and Funnels7. Creating Efficient, Repeatable Content SystemsTimestamps00:00 Meet Chris Cunningham: ClickUp's content architect02:11 Chris's background: from agency to ClickUp's founding team08:07 Platform-specific content strategy & goals11:28 Making content a team priority: systems & scheduling14:37 Inside ClickUp's instagram strategy15:38 The ABCD formula: testing for virality16:09 Case study: viral skits, trends, & relatable office content19:29 Operations: writers' room, shooting schedule, & execution23:23 Starting from scratch: building in public & early tactics25:47 Frameworks for virality: the anatomy of a viral video27:41 Winning concepts: relatability, shareability, & emotional triggers30:55 Scheduling vs manual posting: what works best32:18 YouTube strategy: current state & future focus33:36 Platform prioritization: focus, layering, & growth sequence35:52 Content funnel mix: brand awareness vs product promotion37:24 Content ratio: top, middle, & bottom of funnel by stage40:00 Staff vs. actors: who should be in your content?42:10 Video length: short vs long content & platform preferences43:35 Looking ahead: 2025 content experiments & new channels46:19 Where to follow Chris & ClickUp“We've very big on shots on goal. We want to put as many shots up as possible, but we want to have calculated shots. We want to take them with low budgets… I'll make a bet and I'll start it very cheaply.” — Chris Cunningham“The only way it's really going to scale is if I brought in an expert... I took a bet that all companies would have content creators if they wanted to compete. They'll have some kind of creator that creates content for them consistently.” — Chris Cunningham“Content's just another task, right? Like anyone can make excuses. So if you're just not making content, it means you don't prioritize it. We prioritize it.” — Chris Cunningham“The dividends content rewards with is nuts. The amount of people I've met, the people who DM me and just what I'm learning… There's no reason not to make content.” — Chris Cunningham“If I had to start over and I'm at a new company—we're building in public... No actors, just talking about what we're working on. At the end of the day, I would just ask for like 5-10 minutes of all the early employees: what did you do today? And find a cool, clever way to chop it up. That's exactly what I would do.” — Chris Cunningham“You need to know your ICP. If you're creating content and you don't know who you're creating for, you really just lost the whole goal right there.” — Chris CunninghamShow notes powered by Castmagic---Have any questions about the show or topics you'd like us to explore further?Shoot us a DM; we'd love to hear from you.Want the weekly TL;DR of tips delivered to your mailbox?Check out our newsletter here.Follow us for content, clips, giveaways, & updates!Castmagic InstagramCastmagic TwitterCastmagic LinkedIn  ---Blaine Bolus - Co-Founder of CastmagicRamon Berrios - Co-Founder of CastmagicChris Cunningham - Head of Social Marketing at ClickUp