Podcasts about sdrs

Bienvenidos a un nuevo episodio de "Con Licencia Para Vender", el podcast donde exploramos tácticas de ventas reales para entornos de alta exigencia, como lo es el mundo de la tecnología. Hoy te traigo un tema que, si vendes en B2B, seguro conoces de cerca: el seguimiento comercial. Pero no cualquier seguimiento… sino ese que parece eterno, que no lleva a nada, donde te ves repitiendo el típico mensaje:

Is outbound dead? Not exactly. But it is changing fast.In this episode, Raul and Toni break down why the old outbound playbook is failing, where it still works, and how AI is reshaping the SDR role. We get into why brute force cold calls and emails are hitting their limits, why connect rates keep dropping, and where smart teams are still seeing success.We also talk about the rise of “new world SDRs,” how AI tools are changing prospecting, and how to use spiffs to actually build skills, not just spike activity. If you lead a sales team or run outbound, this one's for you.Never miss a new episode! Join our newsletter at revenueformula.substack.com(00:00) - Introduction (02:09) - Problems with the old world SDR approach (12:31) - The role of SDRs in the age of AI (16:15) - What should SDRs do now? (25:26) - Using SPIFS to drive change (36:09) - Conclusion and final thoughts (37:25) - Up next: the real life of a CEO

#255 Leadership | In this episode, Dave is joined by Kelly Hopping, CMO of Demandbase, a B2B company known for pioneering account-based marketing. Kelly leads a 70+ person marketing org that spans brand, demand gen, product marketing, events, and SDRs, and she shares exactly how she structures and operates that team to drive results.Dave and Kelly cover:How to design and run a full-funnel marketing team that includes SDRs, content, field, and brand, and keep them aligned on pipelineThe annual planning strategy Kelly uses to balance short-term targets with long-term positioning (including what changes quarter to quarter)How her team is using AI right now and what she's doing personally to stay sharp as the pace of change acceleratesWhether you're a first-time CMO or just trying to scale your B2B marketing engine, this one is packed with insights from someone who's operating at a high level.Timestamps(00:00) - – Intro (03:08) - – What Demandbase actually does (05:08) - – How the Demandbase marketing team is structured (07:38) - – Who owns what: brand, content, demand, SDRs (10:08) - – Account-based marketing + broad demand gen (12:38) - – What a CMO actually does at this stage (15:08) - – Kelly's early CMO learning curve (18:08) - – Planning your first 90 days as a CMO (20:08) - – Balancing pipeline today vs. positioning for tomorrow (22:38) - – What changed between a bad Q4 and strong Q1 (27:19) - – How Kelly thinks about yearly pipeline pacing (30:19) - – Staying relevant in a fast-moving MarTech world (32:49) - – Why marketers need to work like product teams (36:19) - – “I am the ICP”: Why product marketing works better (37:49) - – Kelly's #1 job as CMO: Make sales love marketing (40:19) - – Becoming a peer to product and revenue leaders (42:49) - – Best-performing channel right now: in-person events (44:19) - – Brand, attribution, and pipeline are all connected (45:49) - – How Kelly's team is using AI today (47:19) - – The future of marketing roles in an AI-powered world (49:49) - – Why she's still learning new AI tools herself (52:19) - – Why AI is fun again for marketers (53:19) - – Closing thoughts Send guest pitches and ideas to hi@exitfive.comJoin the Exit Five Newsletter here: https://www.exitfive.com/newsletterCheck out the Exit Five job board: https://jobs.exitfive.com/Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership***Today's episode is brought to you by Knak. Email (in my humble opinion) is the still the greatest marketing channel of all-time.It's the only way you can truly “own” your audience.But when it comes to building the emails - if you've ever tried building an email in an enterprise marketing automation platform, you know how painful it can be. Templates are too rigid, editing code can break things and the whole process just takes forever. That's why we love Knak here at Exit Five. Knak a no-code email platform that makes it easy to create on-brand, high-performing emails - without the bottlenecks.Frustrated by clunky email builders? You need Knak.Tired of ‘hoping' the email you sent looks good across all devices? Just test in Knak first.Big team making it hard to collaborate and get approvals? Definitely Knak.And the best part? Everything takes a fraction of the time.See Knak in action at knak.com/exit-five. Or just let them know you heard about Knak on Exit Five.***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

AI, BDRs & Building a GTM Team of the Future – with Rachel Truair, CMO at Simpro Group Episode Title: How to Scale GTM with AI Agents, Digital Twins & a Growth Mindset Still wondering how AI fits into go-to-market? This episode delivers a masterclass in what actually works—from real AI SDR deployments to digital twins for execs. If you're leading a GTM team, Rachel Truair's playbook is required listening. What We Talk About: AI SDRs that actually convert: Rachel shares how Simpro's AI BDRs (like Daniella and Sam) are handling warm leads, executing playbooks, and integrating with human reps—cutting "no contact" rates by 80%. Workforce planning in an AI era: Learn why Rachel's biggest surprise wasn't in sales, but marketing ops. Autonomous strategy, not just execution: She breaks down the shift from AI as a tool to AI as a co-pilot for market insights, segmentation, and campaign direction. Digital twins for leadership scale: How Rachel created a digital twin of herself to scale comms, culture, and visibility across global teams—including writing her monthly team updates. How to evolve your org without boiling the ocean: Practical tips on building a maturity model for AI and where to start with lean teams. AI and culture change: Why adoption isn't a tooling problem, it's a hiring one. And what questions she now asks in interviews. Rapid Fire Round: Best AI tip: Don't boil the ocean. Favorite workflow: Digital twin board members for scenario planning. Go-to AI trend source: Simpro's exec Slack. Hidden gem tool: Peak AI for search visibility. Tool Spotlight: Ken and Erin demo Eleven Labs' conversational AI agent builder and walk through creating a journalist-style interviewer bot that captures SME insights for content, enablement, and more. Call to Action: Not using AI yet in GTM? Let us know. We want to talk to you. Reach out for a chance to be featured on a future episode. Subscribe, Rate & Share: If you got value from this episode, hit subscribe and leave a review—it helps more GTM teams learn how to lead (not lag) with AI. Connect: Simpro Group: https://www.simprogroup.com ElevenLabs: https://elevenlabs.io Six Sense Conversational Email: https://6sense.com Subscribe, give us a rating and share with a friend! It helps us get the word out. FutureCraft is where GTM gets built, not just discussed. Let's keep crafting the future together.  

  Wow, did you know that the secret to Nooks' sales success is a surprising ratio of BDRs to AEs? They're breaking the mold and it's paying off big time. But how are they doing it? Find out in this podcast episode and prepare to be amazed. Stay tuned for the unexpected twist that's revolutionizing their sales strategy. Want to transform your outbound sales game and see genuine connections with prospects? Discover the solution that will boost your productivity and help you achieve these results. Let's dive in and revolutionize your outbound sales strategies. AI and Human Touch: The New Sales Edge Hannah Willson, CRO at Nooks, reveals how blending advanced AI tools with genuine human engagement is transforming outbound sales. By leveraging intent signals and AI-driven prospecting while maintaining authentic connections, sales teams can build stronger pipelines and accelerate growth. This is Hannah Willson's story, this week's special guest: Hannah Willson's introduction to the world of leveraging AI in outbound sales strategies stemmed from her role as the CRO at Nooks. It was her hands-on experience in coaching sales teams and her deep understanding of the challenges in pipeline development that propelled her towards exploring modern shifts in sales tactics. Witnessing the evolution of intent signals and the potential of AI-driven approaches, Hannah recognized the immense impact of integrating advanced technology with human-to-human engagement in sales. This realization kindled her commitment to embracing innovative sales techniques, positioning her as a trailblazer in navigating the dynamic sales landscape. Hannah's journey serves as an inspiring example for sales leaders, encouraging them to adapt and thrive in the ever-evolving sales domain through strategic utilization of AI and cutting-edge sales methodologies. Sales is changing so much right now. We have technology that we never had before. It's the organizations that are really leveraging that technology and still leveraging the human element that are the ones that are really accelerating over others. - Hannah Willson About Hannah Willson Hannah Willson, the Chief Revenue Officer at Nooks, boasts an impressive 20-year sales career, with a decade at a major publicly traded company and another decade at startups in the Bay Area. Her current role sees her driving outbound sales strategies using Nooks' comprehensive AI platform, including parallel dialers, AI bots for sales coaching, and AI prospector tools for automated list building and research. With her transition from being a long-time customer to now leading Nooks' sales team, Hannah brings a unique blend of firsthand experience and strategic leadership to the table. Her expertise in modern pipeline development and the fusion of technology and human touch in sales makes her a sought-after voice in the outbound sales landscape. In this episode, you will be able to: Master AI for outbound sales in order to revolutionize your approach and skyrocket your results. Cultivate a thriving calling culture that can transform your sales team's performance and boost morale. Embrace the human element in modern sales, a key to forming genuine connections and closing more deals. Harness intent signals for pipeline development that can supercharge your lead generation efforts and drive conversions. Unveil social selling best practices for B2B sales that can unlock new opportunities and expand your client base.   The key moments in this episode are: 00:00:00 - Challenges in Pipeline Development 00:03:16 - Hannah's Background and Nooks 00:05:10 - Hannah's Athletic Experience 00:07:21 - Shifts in Modern Pipeline Development 00:12:29 - Building a Calling Culture 00:13:34 - Importance of Building a Calling Culture in Sales Teams 00:15:34 - Importance of Sales Channels and BDRs 00:17:22 - Human-to-Human Engagement in Sales 00:18:22 - The Future of Sales and AI 00:21:55 - Evolution of Intent Signals and AI-Driven Approach 00:26:05 - Importance of Preparation for Sales Calls 00:26:56 - Addressing Pipeline Development Issues 00:28:53 - Leveraging LinkedIn for Pipeline Development 00:32:33 - Social Engagement Challenges and Solutions 00:38:12 - Reimagining SDR-to-AE Ratio 00:39:02 - Importance of Hiring the Right Model 00:39:53 - Connecting with Hannah 00:41:03 - Favorite Movie and Personal Insight 00:41:44 - Podcast Closing and Call to Action Timestamped summary of this episode: 00:00:00 - Challenges in Pipeline Development Hannah discusses the difficulties in modern pipeline development, emphasizing the changing landscape and the need for organizations to leverage technology and the human element to accelerate their pipeline building efforts. 00:03:16 - Hannah's Background and Nooks Hannah shares her sales background and her recent role as CRO at Nooks, a comprehensive AI platform for outbound sales. She highlights Nooks' capabilities and her personal experience as a customer before joining the company. 00:05:10 - Hannah's Athletic Experience Hannah reveals her collegiate swimming experience and draws parallels between swimming and sales, emphasizing the importance of repetition, practice, and continuous improvement in both disciplines. 00:07:21 - Shifts in Modern Pipeline Development Hannah discusses the evolving strategies in modern pipeline development, highlighting the ineffectiveness of traditional methods and the increasing reliance on technology. She emphasizes the importance of leveraging technology while still maintaining the human element in sales efforts. 00:12:29 - Building a Calling Culture Hannah addresses the challenges of building a calling culture within sales organizations, emphasizing the time-consuming nature of cold calling and the reluctance of reps. She highlights the benefits of technology in simplifying the cold calling process and the importance of setting a productive and efficient calling culture. 00:13:34 - Importance of Building a Calling Culture in Sales Teams Hannah reflects on the fun and camaraderie of sales teams in the past and emphasizes the need to continue fostering a positive and engaging work environment, especially with remote teams. 00:15:34 - Importance of Sales Channels and BDRs Hannah discusses the importance of utilizing multiple sales channels and the role of BDRs in self-sourcing deals. She emphasizes the need for a combination of different channels based on the organization and buyer preferences. 00:17:22 - Human-to-Human Engagement in Sales The discussion delves into the significance of real human-to-human engagement in sales, particularly at events, through cold calls, and on social media. The emphasis is on genuine connections and meaningful interactions. 00:18:22 - The Future of Sales and AI Hannah highlights the importance of human-assisted AI in the sales process, where technology assists in gathering data and providing suggestions, but the human touch remains essential for meaningful engagement. 00:21:55 - Evolution of Intent Signals and AI-Driven Approach The conversation delves into the shift from old-school intent models to modern AI-driven approaches, emphasizing the depth and richness of intent signals and their impact on generating high-quality pipeline for sales teams. 00:26:05 - Importance of Preparation for Sales Calls Preparation is key before a discovery call or cold call to prevent hang-ups. Having all information in one place helps customize emails and improve engagement. 00:26:56 - Addressing Pipeline Development Issues New CROs should prioritize pipeline assessment. Looking at inbound and outbound segments helps identify and fix pipeline issues. 00:28:53 - Leveraging LinkedIn for Pipeline Development Consistent LinkedIn engagement and authentic, personalized posts from SDRs and customers can drive inbound leads and improve sales engagement. 00:32:33 - Social Engagement Challenges and Solutions Many reps struggle with posting and commenting on social media. AI tools like Flypost help streamline content creation and humanize engagement with prospects. 00:38:12 - Reimagining SDR-to-AE Ratio Nooks has a unique SDR-to-AE ratio based on pipeline generation and conversion rates, challenging traditional ratio-based structures. Tailoring team size to pipeline economics has been successful for Nooks. 00:39:02 - Importance of Hiring the Right Model Hannah discusses the importance of hiring the right model for their organization and how they constantly monitor and replicate successful models. They focus on investing in SDR organization to make them more productive using technology. 00:39:53 - Connecting with Hannah Mario asks Hannah the best way to connect with her. She suggests reaching out to her on LinkedIn and emphasizes the importance of a personalized connection request referencing the podcast. 00:41:03 - Favorite Movie and Personal Insight Hannah shares her all-time favorite movie, Elf, and how it always makes her laugh. Mario highlights the importance of mentioning Elf when reaching out to Hannah, providing a personal touch in sales interactions. 00:41:44 - Podcast Closing and Call to Action Mario thanks the audience for listening and encourages them to leave a 5-star rating and review for the podcast. He also promotes the use of FlyMSG to increase productivity. Reimagining Team Structure for Results Nooks challenges traditional sales models with a unique SDR-to-AE ratio, tailoring team size based on pipeline generation and conversion rates. This innovative approach, combined with a focus on hiring the right talent and investing in productivity tools, has fueled their sales success. Building a Winning Sales Culture The episode emphasizes the importance of cultivating a vibrant calling culture and using multiple sales channels. Consistent preparation, personalized outreach, and embracing technology like AI-driven coaching and content tools empower teams to create genuine connections and drive better results. The resources mentioned in this episode are: Connect with Hannah Willson on LinkedIn and mention specific insights from the Modern Selling podcast to start a meaningful conversation. Download FlyMSG at flymsg.io to save 20 hours or more in a month and increase productivity with a free text expander and personal writing assistant. Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help others discover the valuable content. Reach out to Nooks for more information on their comprehensive AI platform for outbound-related activities, such as parallel dialer, AI bots for coaching, and AI prospector tool for automated list building and research. Watch the movie Elf for a good laugh and a fun time. Enjoy unlimited access until May 30th     Enjoy unlimited access until May 30th     Enjoy unlimited access until May 30th  

"It's not about throwing tech or SDRs at the problem. If your teams aren't aligned, your content isn't differentiated, and your ICP isn't predictive, you'll keep spinning your wheels. ABM has to be a full go-to-market motion not just better targeting.” Kristina Jaramillo In this episode of Revenue Boost: A Marketing Podcast, titled Beyond ABM Platforms: How Predictive ICP and GTM Alignment Drive Revenue Results Kerry Curran sits down with Kristina Jaramillo, President of Personal ABM, to dive deep into the real meaning of an account-based go-to-market strategy (GTM) and why tech platforms alone won't fix your revenue challenges. Kristina reveals why many B2B teams misfire with ABM—treating it as a marketing campaign or demand gen add-on rather than a full-funnel revenue strategy. She breaks down: The difference between segment-level intent and predictive ICP How to build messaging that teaches for differentiation not just against competitors, but against the status quo Why content needs to align with enterprise priorities, not just pain points How to activate and align sales, marketing, and customer success for long-term customer value Why expansion and retention need the same strategic rigor as net-new acquisition Whether you're in SaaS, services, or B2B tech, this episode will help you rethink how your team is going to market and who you're truly built to serve.

Show Notes: Alex Lugosch and Ilya Druzhnikov, founders of True PMF, explain that True PMF is a rapid prototyping and discovery service for startups and established companies who are releasing a new product or testing a new market and don't have the tools or six to eight months to try new experiments for product market fit. The firm uses cold calling tools to test out different ideas and pitches to potential clients, focusing on understanding the reactions of potential buyers. Ilya explains how their tool saves time and money by improving the cold call process. First Steps in a Cold Call Strategy Alex and Ilya work with a founder to identify their target audience and use tools like ZoomInfo to gather a list of people that fit that profile. They then use cold calling tool to test out different ideas and iterate different pitches to potential clients. They also train the founder to do cold calls, helping them understand the process and find what resonates with potential buyers. The firm often stacks rank lists of 20 audiences to test in the next 20 days, with each experiment taking about two sessions of an hour each. At a certain point, they do turnover, where the founder takes over to learn how to do the process. They use several list building services, data validation services, and dialers to build tight lists, accessing many people at the C-suite that most founders can only dream of contacting. Within one or two calls, they find that those people are picking up on their pitches and talking to them, which is a significant improvement from the traditional six-month process of trying to determine if something is a product market fit. The Cold Call Conversation and Analysis Ilya explains the process, beginning from when they contact the founder, building the initial list, finding direct phone numbers for 80-100 people, and loading them into their enterprise-grade tech stack that few startups can afford.  He goes on to explain how they start the conversation.  They try to make the pitch relevant to the founder and explain that their solution could save time and money while having a positive impact on the bottom line. After the call, the transcript goes directly into the AI model, which produces an analysis of the conversation and offers recommendations on how to proceed. The next step is to determine the outcome of the call. In a typical calling session, there are sometimes upwards of 14 or 15 connects. As the conversation gets closer to the target, the conversations become more rich, with more follow-up emails, scheduled demos, and referrals. It's an iterative process until discovering the audience is interested in the topic and/or the call can be referred to the right person. Cold Calling Techniques The conversation turns to the importance of effective cold pitching techniques. They mention the importance of recognizing what's currently relevant to the client. They also discuss the concept of partnering one person to take a pitch and then alternate to the other person without giving feedback. The key to getting better at cold pitching is focusing on the elements that work in the previous pitch. This technique can be applied to other situations as well, such as listening to each other's tone of voice and understanding their preferences. Alex emphasizes that these techniques are not meant to scale sales but to provide relevant information about messaging and product features that can be used in outbound campaigns that are scalable, such as emails, LinkedIn messages, or conferences. Ilya and Alex give an impromptu example of an opening conversation with mid-market private equity owned portfolio companies. Ilya explains that their informs more effective marketing strategies. This approach helps clients narrow down their ideas about the persona, develop stronger content that connects with their target market(s),  and ensures that their marketing efforts are highly effective. Cost of SDRs Cold Calling The discussion revolves around the cost of cold calling sales development representatives (SDRs) and their effectiveness in B2B product spaces. Emphasis is placed on understanding the messaging and the potential for managing costs. They mention a company with 400 clients across Europe that raised over $50 million and had six SDRs, but none of them were effective. They also mention that a multinational tech startup with a large B2B sales team cannot afford six CROs to run their sales team. They advise against giving cold calls to unskilled SDRs, as they may not be adaptable enough to handle complex situations. However, cold calling is a good prototyping tool, as it allows companies to reach a wider audience, gain insights and understanding of their market, and potentially increase their revenue. Examples of How TruePMF Serves Clients Alex and Ilya initially focused on high-growth e-commerce brands, but later discovered that they needed to target established e-commerce brands looking for margin expansion. They created a new list of these brands and tested it with CTOs, which proved more relevant. Then, they called private equity partners, specifically tech stack operating partners, to expand their reach. This allowed them to sell their solution across multiple brands. Another example is a smaller company with 20 clients, all big enterprise clients, looking to sell to private equity firms. Ilya also discusses the process of selling a product before building it, and emphasizes the importance of honesty and transparency in the sales process.   About the Founders of TruePMF.com Alex Lugosch, a FinTech founder and executive at a wholesale, e-commerce company, and the B2B credit space, and Ilya Druzhnikov, a serial entrepreneur and angel investor, have both been working with founders and CEOs to help them understand Product Market Fit. They have worked in various industries, including B2B wholesale, e-commerce, and angel investing. The website, Pmf.com, is by referral only, and they have a bias for working with serious people who are serious about their business. They require founders to attend every call, including the CEO, Chief Revenue Officer, and Head of Sales. The company has sold their product to 400 companies across Europe and is coming to the United States. Timestamps: 00:02: Introduction to True PMF and Their Unique Approach 03:28: Explaining the True PMF Service  06:35: Detailed Walkthrough of the Process 10:47: Iterative Improvement and Audience Targeting  16:29: The Role of Cold Calling in Business Development  34:04: Client Examples and Success Stories  40:23: Background of Alex and Ilya  Links:  Website: https://truepmf.com/ Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.

In this episode Vlad and Andrei are going to share a live ABM case study of our client, Customs4trade, presenting an ABM program to engage and land enterprise sales opportunities.

How can AI support outbound sales without losing the human touch?In this episode of The Hard Corps Marketing Show, I sat down with Brandon Amoroso, Co-Founder of SCALIS. Brandon shares what's working and what's still missing when it comes to using AI for outbound sales, and how leaders can build systems that blend automation with authenticity.Brandon gets real about the current limits of AI agents, the critical need for personalization, and the behind-the-scenes infrastructure that keeps fast-growing startups running. From setting up outbound platforms to hiring the right people, he walks us through the exact tactics SCALIS uses to drive results.In this episode, we cover:Why AI agents can't fully replace human SDRs (yet)How to personalize AI-generated emails so they don't sound templatedThe tools and workflows powering scalable outbound salesBrandon's mindset-first approach to hiring and team growthLessons from building backend operations to support rapid scalingIf you're looking to use AI without losing your brand's voice or your prospect's attention this episode is packed with smart strategies and lessons from the front lines.

In this episode, Marcus speaks with Avner Baruch about the invisible costs of misalignment in go-to-market functions and why focusing on traditional sales metrics like ARR and conversion rates often misses the point. Avner shares his journey into sales enablement and how it led him to develop a methodology called Project Moneyball, which digs beneath surface metrics to uncover the real issues. By factoring in soft skills, time management, and process adoption, this approach helps teams identify problems much earlier, often during onboarding, rather than waiting months for reports to catch up. Key Themes Explored:

Javier Ramirez es el Fundador de Cuota, una empresa que nació para ayudar a startups de todo el mundo a cumplir literalmente su cuota de ventas. Javier desarrolló su carrera en empresas como Goldman Sachs y luego en Zenefits, Rippling y WeWork,  liderando equipos de ventas.Y ese aprendizaje lo convirtió en un modelo que hoy escala ventas para más de 60 startups.Conversamos de todo, cómo se estructura una primera llamada de venta, por qué fallan los primeros vendedores, el rol del contenido orgánico en la prospección, cómo contratará a tus primero SDRs y por qué tantos Founders mueren intentando pasar de 1 a 5 de dólares en ventas anuales recurrentes.Agradecimientos a mis auspiciadoresCompara - Antes de contratar un seguro para tu auto a la rápida, Compara. Te vas a sorprender con lo que puedes ahorrar.  https://www.comparaonline.cl/Nescafé - Un café que conecta perfecto con lo que siempre escuchamos en este espacio: historias de personas que con mucha dedicación, han logrado cosas increíbles. https://www.nescafe.com/cl/Diio - El asistente artificial para vender más. Lo pueden probar gratis por 14 días en diio.com/comenzar y usando el código NICOORELLANA tienen un 90% de descuento en su primer mes

▸ Get My Free MSP Sales Toolbox: https://msp.sale/yt-toolbox▸ Join My Newsletter for Weekly Sales Strategies: https://rayjgreen.beehiiv.comHey, I'm Ray Green. I'm a strategic growth specialist for B2B companies.Since this is social media and anyone can claim anything, here's a quick rundown of my background:Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where I doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.Former CEO operator for several investor groups where I led turnarounds of recently acquired small businesses.Founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.comSales & Sales Management Expert in Residence at the world's largest IT business mastermind.Founder of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.comThis video is about building resilience as a crucial skill for outbound sales professionals who face constant rejection and failure as part of their daily work. I share seven practical strategies I've learned throughout my career to help salespeople bounce back from setbacks, including taking feedback constructively, managing expectations, not taking rejection personally, focusing on controllable factors, using scripts effectively, establishing pre-game rituals, and creating an alter ego to handle difficult situations.CHAPTERS00:00 - Challenges of Outbound Sales01:33 - Understanding Failure in Sales04:10 - Cultivating Resilience06:09 - Key Lessons for Building Resilience06:53 - Strategies for Resilience08:37 - Managing Expectations10:07 - Handling Rejection11:34 - Controlling Your Response13:43 - The Power of Scripts15:44 - Establishing a Pregame Ritual18:28 - Creating an Alter Ego

Guest: Ayse Guvencer, Fractional SaaS CMO & GTM ExecutiveAs AI changes how B2B buyers evaluate software, many marketers are missing the forest for the trees.In this episode, Ayse Guvencer, fractional CMO and GTM advisor to SaaS and MarTech startups, joins Ken Lempit to deliver a blunt reality check: AI is disrupting the search journey, pricing models, and even how buyers interact with your brand—before your SDRs even know they exist.We unpack: ✅ Why Google is now a navigational tool, not a discovery engine ✅ How AI-driven tools like ChatGPT are shaping shortlists and decision frameworks ✅ The rise of Generative Engine Optimization (GEO) and what it means for visibility ✅ Why “Service as a Software” is redefining outcome-based pricing ✅ What AI browsers and agentic advertising could mean for reaching the “hidden figures” on buying committeesAyse also shares practical guidance on how marketers can stay ahead of AI-native competitors, avoid falling for adtech black boxes, and reframe their role in this fast-changing ecosystem.If you're a B2B SaaS CMO or CRO trying to stay ahead of the curve, this is one of those episodes you'll want to listen to twice.---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch.

In this episode of Make It Happen Mondays, John Barrows sits down with Kelly Cheng, CMO at Goldcast, for a wide-ranging and insightful conversation on sales, marketing, and the evolving buyer journey. From her early days as a self-proclaimed rebel growing up in Hong Kong to working with top brands like Adobe and Microsoft, Kelly brings a fresh, strategic perspective to how modern go-to-market teams win mindshare before buyers are ready to buy. They dive into “mindshare marketing,” the challenge of measuring brand ROI, and why most of your market isn't in-market—and why that's exactly where your attention should be. Kelly also shares her thoughts on video's role in building trust at scale, the problem with attribution models, the shifting role of SDRs, and the impact (and ethical complexity) of AI influencers. If you care about building long-term success in a noisy, AI-driven world, this one's packed with real talk and actionable insights.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Kelly on LinkedIn: https://www.linkedin.com/in/kellyhcheng/Check out the Goldcast Website: https://www.goldcast.io/

In a new episode of “Path to Market”, our Director Natasha Lytton and her co-host Micah Smurthwaite, Partner at Pipeline Ventures are joined by Ryan Lieber, an experienced Go-to-Market Leader and one of Snowflake's earliest employees and its first SDR.Together they discuss Snowflake's impressive growth trajectory, the challenges and strategies of category creation, key sales methodologies like MEDDPICC, the best approaches for scaling internationally, and cross-functional sales efforts. Ryan shares his experiences from joining Snowflake when it was an unknown startup in 2014 to its current status as a data giant with over 7,000 employees and a market capitalization of over $50 billion.He also delves into when and how founders should hire their first SDRs and sales leaders, the metrics for measuring their success, and the role of marketing alignment in scaling sales. Moreover, he emphasizes the importance of understanding regional cultural and communication nuances, and how to leverage partnerships in new markets.Lastly, Ryan discusses his current role leading Snowflake's startup program in Europe, aiming to help next-generation data-intensive startups succeed using Snowflake's data cloud.

Thinking about adding AI SDRs to your sales team? In this episode, we break down what actually works—and what doesn't—when implementing AI in your sales development process. From common onboarding mistakes to where AI truly shines (and stumbles), here's what you need to know before you plug it in. Articles mentioned in the episode:11x CEO Hasan Sukkar steps down - https://techcrunch.com/2025/05/05/11x-ceo-hasan-sukkar-steps-down/Artisan Raises $25M Series A - https://www.forbes.com/sites/dariashunina/2025/04/09/artisan-raises-25m-to-replace-repetitive-work-with-ai-employees/11x.ai Review worth the hype? - https://saassalesdirector.medium.com/11x-ai-review-worth-the-hype-a33e89a9716f Never miss a new episode, join our newsletter on revenueformula.substack.com (00:00) - Introduction (01:21) - Implementing AI SDRs (03:51) - The state of AI SDR vendors (05:58) - AI fatigue is real (07:15) - The AI SDR in your funnel (10:50) - Where the AI is actually better than your team (13:03) - Onboarding and training AI (20:04) - Project managing AI SDRs (24:12) - Wrapping up

Jesse shares real strategies for SDRs looking to break into AE roles, drawing from his own journey from SDR > SDR Leader > Enterprise AE.SPONSORS:• Surfe (LinkedIn Prospecting Streamlined) - SP promo link: https://www.surfe.com/?kfl_ln=jesse-woodbury EPISODE LINKS:• Book FREE 1:1 Coaching Intro with Jesse: https://calendly.com/jessewoodbury/1-1-coaching-overviewCONNECT WITH JESSE: • LinkedIn: https://www.linkedin.com/in/jessewoodbury/ • Website: https://jessewoodbury.com/HELP GROW SP: • Join Sales Players Slack Community: https://www.launchpass.com/saas_sales_players/free • Get a weekly email from SP: https://www.salesplayers.co/ • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the showGUEST HIGHLIGHTS:Morgan J. Ingram, Chris Orlob, Ian Koniak, Jeb Blount, Brandon Fluharty, Scott Leese, Sarah Brazier, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Todd Busler, Richard Harris, Krysten Conner, Dan Goodman, Kris Rudeegraap, Rachit Kataria© Sales Players, LLC

This episode features an interview with Jen Rapp, CMO at Superside, an AI-powered creative service, trusted by 500+ top brands. Jen has over 20 years of experience developing and executing marketing strategies for high-growth companies, with a particular focus on working alongside entrepreneurial leaders to scale.She discusses selling the vision and how doing good impacts marketing, sharing her lessons from her time at Patagonia and DoorDash. She also discusses winning on meta through quality creative and driving qualified leads through virtual summits. Key Takeaways:Don't sleep on meta ads. If your ICP is on Instagram, those ads can be some of the cleanest and most effective ads to drive pipeline, especially if you have quality creative. Virtual Summits, or essentially a stack of webinars, are a great way to get emails and drive pipeline if you are truly offering great content. Sell the vision, not the product. A focus on features, instead of stories, is rarely the way to go. Quote:“  I would not have said this a year ago, when I first joined the company - number one is our meta, paid meta spend. I came to this company and I saw how much we were spending on Meta, and I was like, whoa, what the hell are these people doing? They're making mistakes left and right. Nope. We drive a majority, or a lot, I shouldn't say a majority, a lot of our qualified pipeline through our Meta spend. Our Meta spend also acts as our top of funnel awareness driver.  When we turn off meta, we basically turn off the ability of our SDRs and our BDRs to convert people to SQLs. It is invaluable. So number one, my marketing team is like rallied around creating incredible creative for Meta.”Episode Timestamps: *(03:51) The Trust Tree: Making sure customers have confidence in you*(12:12) The Playbook: The power of Meta ads*(33:10) The Dust Up: Standing up to brilliant founders*(41:01) Quick Hits: Jen's Quick HitsSponsor:Pipeline Visionaries is brought to you by Qualified.com. Qualified helps you turn your website into a pipeline generation machine with PipelineAI. Engage and convert your most valuable website visitors with live chat, chatbots, meeting scheduling, intent data, and Piper, your AI SDR. Visit Qualified.com to learn more.Links:Connect with Ian on LinkedInConnect with Jen on LinkedInLearn more about SupersideLearn more about Caspian Studios

Send us a textIn this episode we interview Logan Clifford, Head of Marketing at Solutionreach, a leading platform in patient engagement for healthcare practices.Logan shares his perspective on why branding, once dismissed as fluff in SaaS, has become essential again—and how marketers can make a tangible case for its value.What you'll learn in this episode:Why branding was once seen as a liability—and what changedHow to define brand in a world beyond logos and colorsTactics for involving your entire team—from SDRs to interns—in brand expressionHow Logan treats brand like part of the funnel, not something that floats above itReal examples of metrics they use to gauge branding effectivenessWhy switching off brand spend is like stopping rehab after knee surgeryHow employee advocacy and content creation directly drive engagementWhat makes cold outreach more effective when backed by brand awarenessWhy Solutionreach had to reintroduce themselves despite 25 years in the industry

In this episode of Fullfunnel Live, we discussed with sales leader the role of sales in ABM.Listen to learn:•⁠ ⁠The role of AEs and SDRs in the ABM program•⁠ ⁠The most successful account-based sales playbooks: key activities and metrics•⁠ ⁠How sales should collaborate with marketing in ABM

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Matt Nolan, CRO of Redwood Software, to discuss what it really takes to scale a revenue organization beyond the $200M mark. Matt shares what he's learned stepping into the CRO role—shifting from deal-maker to system-builder, navigating cultural integration post-acquisition, managing board dynamics, and building trust through authentic leadership. If you're a sales leader, aspiring CRO, or operating in a private equity-backed company, this candid conversation is loaded with actionable insights.KEY TAKEAWAYS[00:00:30] The shift from deal involvement to systems thinking as a CRO[00:01:40] Navigating complexity: PLG, SLG, and assisted motions in one org[00:02:15] Tackling organizational friction points no one else can move[00:03:00] Building credibility with a board that has a different go-to-market background[00:03:45] The challenge of balancing learning vs. initiating change as a new leader[00:05:00] Why being authentically yourself is the best leadership strategy[00:06:15] How to build trust without gutting legacy teams[00:06:45] Culture wins: no account conflicts, cross-region harmony, and shared mission[00:07:15] Going from “best kept secret” to magic quadrant leaderQUOTES[00:01:45] “My job is to go turn all the ‘what's not working' into ‘what's working.'”[00:02:10] “There are some rocks in the business that only the CRO can move."[00:03:05] “You've got to earn trust to make big moves—especially when your vision differs from the board's.”[00:05:00] “The only way to do it is to be yourself—even if that means being more open than most."[00:06:50] “I'm proud of a very corny thing: no account conflict has ever escalated to me in three years.[00:07:00] “We were the best kept secret in software—now we're in the magic quadrant.”Listen to the full conversation through the link below:https://revenue-builders.simplecast.com/episodes/navigating-the-cro-role-while-building-a-great-culture-with-matt-nolanEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDCCheck out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

Leave your commentWhat if your next sales hire wasn't human?In this episode of Mastering Modern Selling, Isabella Bedoya, Co-CEO of Infinite AI, shares how sales teams are evolving by bringing AI “employees” into the mix. We go beyond the hype to explore practical use cases, ethical concerns, and the new skills sales pros must master to stay competitive in this AI-enabled landscape.Whether you're curious, cautious, or already experimenting with AI, this episode will help you think more strategically about the future of your sales team.1. AI Employees Are Not Just Chatbots Isabella defines AI employees as task-performing agents embedded in workflows, not just tools you prompt, but systems that take action automatically across SMS, email, calls, and CRM. Think of them as digital team members handling your follow-ups, reactivations, and more.2. Sales Reps Won't Be Replaced, But They Will Be Repositioned AI handles the mundane and repetitive. Human reps move into strategist roles managing AI workflows, handling complex objections, and owning the emotional intelligence required to close.3. Scaling Outreach Without Scaling Headcount Instead of hiring more SDRs or BDRs, companies are using AI to nurture leads, qualify opportunities, and schedule demos. It's not theory, it's happening now, and Isabella walks us through real-world use cases like post-trade-show follow-ups and digital sales assistants.4. Trust Isn't Lost, It's Rebuilt Through Value AI can build trust when it delivers consistently valuable, fast responses. If it's trained well, it may outperform junior reps. Still, Isabella emphasizes that closing deals and earning emotional buy-in remains a human function for now.5. New Role of the Seller: Coach, Manager, Strategist Sales pros will soon manage a team of AI agents, much like GMs in “Moneyball.” The skills to build prompts, tweak workflows, and analyze data will be key differentiators. Coaching AI and being coached by it will become a real scenario in sales teams.The rise of AI employees in sales isn't about replacing talent, it's about redeploying it. As Isabella says, the reps who win will be the ones who embrace these tools, build systems, and create more space for the kind of selling only humans can do.Sales isn't going away. It's getting smarter. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

In this Starr-Led solo episode of Revenue Rehab, Brandi Starr brings a But How perspective to the widespread practice of handing qualified leads from marketing to SDRs and BDRs. Challenging the assumption that sales pressure is the next logical step, Brandi argues that most buyers are actually looking for guidance—not a hard sell—during the critical middle of the funnel. She introduces the vital, often-overlooked role of Marketing Development Reps (MDRs) and offers a blueprint for structuring this function to accelerate revenue. CMOs and CROs will find a compelling case for rethinking funnel strategy to close the costly gap between marketing and sales.  Episode Type: Starr-Led   Brandi Starr cuts through industry noise with bold, unfiltered insights on revenue growth. These solo episodes challenge outdated advice, debunk myths, and break down industry reports to reveal what really drives results. Expect sharp commentary, data-backed analysis, and actionable strategies to refine your marketing and sales approach.  Bullet Points of Key Topics + Chapter Markers:  Topic #1: Middle of the Funnel Is the New Battleground [03:31]  Brandi spotlights a massive structural gap in the revenue funnel, arguing that 95% of the buying journey now happens before a buyer ever engages with sales. She insists that traditional automation and nurture flows can only take buyers so far—leaving them stuck, overwhelmed, and underserved. Her message is clear: CMOs and CROs must prioritize MoFu strategies and stop letting this “messy middle” bleed potential revenue.  Topic #2: Marketing Development Reps (MDRs) are Essential, Not Optional [05:43]  Brandi challenges the notion that sales development roles (SDRs/BDRs) can handle the middle-funnel gap, claiming they are “chasing meetings and demos” rather than nurturing. She makes a bold case for MDRs—empathetic, insight-driven professionals who guide engaged but not-yet-ready buyers—arguing that organizations without them are leaving high-value leads to stall. Her advice: pilot or reassign resources now, and build MDR compensation and measurement around MoFu KPIs rather than pipeline quotas.  Topic #3: Rethink Buying Committee Support and Buyer Experience [14:54]  Brandi exposes how complex sales cycles with large committees need a strategic MoFu resource to guide and enable all stakeholders—not just the lead contact. She advocates for a shift from automation-focused nurturing to human-led support that's “not pushy, not looking for a quota”—arguing that this trust-driven approach becomes a competitive differentiator. Her test: if your deals are complex and require consultative education, then building this role is overdue.   Why Should Revenue Leaders Stop Ignoring This Problem Right Now?  Because you're wasting millions generating leads only to watch 60% vanish into a black hole between marketing and sales. Brandi makes it clear: this isn't a lead quality issue—it's a structural gap where overwhelmed buyers stall out, SDRs get misused, and revenue opportunities die in the messy middle. Ignoring it means you're losing deals not due to weak campaigns, but because nobody is actively guiding buyers through their biggest hurdles before they're ready to talk to sales.  What's the First Action Someone Should Take to Apply This Insight Today?  Brandi says: shift your mindset to focus on the middle of the funnel—stop obsessing over top-of-funnel leads or bottom-of-funnel closes, and interrogate what your buyers actually need between those points so you can design support that accelerates their internal decision process. If you're not prioritizing MoFu strategy, that's your urgency—start now.  Takeaway  Brandi challenges revenue leaders to fundamentally rethink the buying journey, pointing out that most of the action—and friction—now happens in the messy middle of the funnel, not at the top or bottom. She urges leaders to shift their mindset away from traditional sales and marketing silos, and start prioritizing buyer enablement and support during that critical middle stage. The key move? Stop neglecting the middle of the funnel—design roles, strategies, and resources specifically to guide buyers through this phase, ensuring you become their go-to partner, not just another vendor pushing a quota.  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  

▸ Get My Free MSP Sales Toolbox: https://msp.sale/yt-toolbox▸ Join My Newsletter for Weekly Sales Strategies: https://rayjgreen.beehiiv.comHey, I'm Ray Green. I'm a strategic growth specialist for B2B companies.Since this is social media and anyone can claim anything, here's a quick rundown of my background:Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where I doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.Former CEO operator for several investor groups where I led turnarounds of recently acquired small businesses.Founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.comSales & Sales Management Expert in Residence at the world's largest IT business mastermind.Founder of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.comI explain how to create an effective compensation plan for Sales Development Representatives (SDRs) in Managed Service Provider businesses. I walk through a three-step process for building a comp plan that maximizes ROI while avoiding issues like high turnover and underperformance, complete with practical examples and a downloadable template.Chapters:00:00 - Introduction to Hiring Sales Representatives01:11 - Importance of a Comp Plan03:23 - Steps to Build a Comp Plan07:39 - Salary Split and Incentives09:12 - Setting Up Incentives13:26 - Modeling and Testing the Comp Plan19:15 - Conclusion and Resources

FOUR ACTIONABLE TAKEAWAYS: Schedule Everything: Cold call success starts with structure. Use scheduled power hours, follow-ups, and prospecting blocks to bring order and focus to your SDRs' day. Create Rituals That Boost Energy: Host a weekly kickoff meeting to align the team, recognize wins, and run call reviews. Energy is everything—ritualize it. Hold Reps to Input Standards: 150 dials per day is the expectation. If reps fall short, diagnose whether it's a skill, will, or workflow issue and address it head-on. Use Your Top Reps as the Spark: Find your believers and get them dialing in public. Team momentum starts with a few people on fire—and then it spreads. COLIN'S PATH TO PRESIDENT'S CLUB: SVP of Revenue, Orum VP of Sales, Namely Senior Director of Sales, Namely Sales Manager, Zocdoc Sales Executive, Zocdoc RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Lilach Bullock, Founder of Lilach Bullock Limited, a Forbes Top 20 Women Influencer, speaker and sales-oriented digital marketing consultant, meets with host Dots Oyebolu, to share her personal journey from legal secretary to global digital marketing influencer. She and Dots explore the critical alignment between sales and marketing, why businesses today can no longer rely on word-of-mouth alone and how marketing must evolve to support revenue goals in increasingly saturated markets. Key Takeaways:(01:31) Lilach shares her unconventional path from secretary to marketing influencer.(04:57) A revenue mindset is essential in today's hyper-competitive environment.(07:31) Sales and marketing misalignment often stems from company size and communication silos.(09:57) Many businesses over-prioritize marketing and fear selling, leading to lost revenue.(13:01) Demand generation campaigns require more outbound effort and cannot replace SDRs.(15:50) Lilach outlines her process for mapping the customer buying journey using data.(20:19) Internal misalignment often hinders growth more than external challenges.(22:10) Tools like HubSpot help unify marketing, sales, and operations when used correctly.(32:29) Being memorable and personal — even through handwritten notes — cuts through noise.Resources Mentioned:Lilach Bullockhttps://www.linkedin.com/in/lilachbullock/Lilach Bullock Limitedhttps://www.linkedin.com/company/lilach-bullock-limited/HubSpothttps://www.hubspot.com/Insightful Links:https://hbr.org/2022/02/traditional-b2b-sales-and-marketing-are-becoming-obsolete https://mikekhorev.com/create-b2b-marketing-strategy-drives-sales-revenue https://fabric.inc/blog/b2b-digital-marketing Thanks for listening to the “Marketing Leadership” podcast, brought to you by Listen Network. If you enjoyed this episode, leave a review to help get the word out about the show. And be sure to subscribe so you never miss another insightful conversation.We appreciate the enthusiasm and support from our community. Currently, we are not accepting new guest interview requests as we focus on our existing lineup. We will announce when we reopen for new submissions. In the meantime, feel free to explore our past episodes and stay tuned for updates on future opportunities.#PodcastMarketing #PerformanceMarketing #BrandMarketing #MarketingStrategy #MarketingIntelligence #GTM #B2BMarketing #D2CMarketing #PodcastAds

Text us your thoughts on the episode or the show!Marketing leaders face a painful dilemma: they need to prove their impact through data, but marketing data is notoriously messy compared to the cleaner, more discrete data available to sales and finance teams. This gap creates what Eric Westerkamp, CEO of CaliberMind, calls a "data dumpster fire" that marketing operations professionals must somehow transform into credible reporting.Drawing from 20 years of executive leadership experience spanning sales and entrepreneurship, Eric offers a refreshingly practical perspective on how marketing teams can build trust in their data and storytelling. Rather than attempting to fix all data quality issues before beginning reporting initiatives, he advocates starting small with specific reports that deliver meaningful insights. This approach allows teams to identify which data elements need fixing while simultaneously delivering value.The conversation explores how marketing operations teams can effectively normalize data across systems, enabling consistent reporting even as organizations migrate between platforms or evolve their naming conventions. Eric shares a striking example where analysis of 1,800 job titles revealed that 80% were unique variations of essentially the same titles—a common challenge that undermines segmentation and reporting efforts.The episode also examines how AI is revolutionizing marketing operations. While AI tools may struggle with complex calculations, they excel at transforming buyer journey data with thousands of touchpoints into credible stories. Organizations embracing these capabilities are gaining significant efficiency advantages, with SDRs able to cover 20% more accounts and marketing teams generating insights faster than competitors.Whether you're a marketing operations professional struggling to build reporting credibility or a CMO needing to better demonstrate your team's impact, this conversation provides actionable guidance for taming your data dumpster fire and transforming it into powerful, trusted insights that drive business decisions. Connect with Eric Westerkamp on LinkedIn or visit calibermind.com to learn more about building marketing data you can trust.Episode Brought to You By MO Pros The #1 Community for Marketing Operations ProfessionalsSupport the show

Neste episódio, recebemos Helio Lima, CEO da HAS Prospecção, e Lucas Axel, Coordenador de Pré-Vendas na Zoho Brasil, para um papo direto sobre como utilizar a prospecção outbound para entrar em novos mercados de forma estratégica, estruturada e com resultados reais — mesmo quando a sua empresa ainda é desconhecida no segmento.

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In this episode of Outbound Sales No Fluff, host Ryan Reisert breaks down the concept of a "completion" in outbound sales development—what it really means and why it's a game-changer for SDRs.Ryan shares his definition of a completion, how focusing on the right metrics can drive better results, and why simply making dials isn't enough. If you want to improve your outbound efficiency, book more meetings, and stop spinning your wheels, this episode is a must-listen.Tune in and start completing your completions!#OutboundSales #SalesDevelopment #SDR #Prospecting #NoFluff

Gabe Lullo is the CEO of Alleyoop, a sales development agency working with industry giants such as ZoomInfo, Salesloft, and Adobe. He has trained over 8,000 salespeople across diverse businesses and, during his tenure at Alleyoop, he has personally hired and managed more than 1,500 SDRs. With over two decades of experience in sales, marketing, and executive recruitment, his strategies have significantly driven Alleyoop's growth and shaped its corporate culture. Beyond his career accomplishments, Gabe graduated from the Barney School of Business at the University of Hartford and his leadership ethos is rooted in cultivating environments that prioritize both professional development and individual success. What you will learn Why great salespeople don't always sound like salespeople—and how authenticity wins. How AI tools are being used in sales for real-time call scoring, objection handling, and personalized prospect research. Why content + cold calls is the winning combo in modern sales (and why email is losing power). How LinkedIn content builds social proof—and what not to do when connecting with potential clients. How Gabe built a successful sales agency by spotting a gap in lead generation and training SDRs with AI-powered support.

If you're running outbound. If you're using SDRs. Or planning to. You've got to listen to this episode.We got Morgan Ingram on the show, and he broke down his LinkedIn playbook to get replies at scale.(00:00) - Introduction (03:18) - Outbound Marketing and Career Choices (06:16) - Optimizing LinkedIn Profiles (07:45) - Common Mistakes in Outbound Messaging (11:34) - Effective LinkedIn Connection Strategies (17:58) - Using Videos and Voice Notes in Outreach (19:41) - Humanizing Your Outreach (22:35) - The Challenges of SDRing Outbound (23:00) - Essential Tools for Effective Sales (26:33) - Creative Sales Tactics: The Alley Oop Play (31:35) - Pipeline Development Strategies (36:04) - The Role of LinkedIn in Modern Sales (40:03) - The Future of Email in Sales This episode is brought to you by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Guest: Guy Rubin, Founder & CEO at EbstaMost B2B SaaS leaders know their top performers carry the team, but few understand why the performance gap keeps widening.The reality is that just 14% of reps are now responsible for 80% of revenue, and the gap between A-players and everyone else has grown to 11x. Fixing this isn't about more training or new tools—it's about creating consistent, data-driven sales execution across the entire go-to-market team.In this episode, Guy Rubin, Founder & CEO of Ebsta, shares insights from the 2025 B2B GTM Benchmark Report (in partnership with Pavilion) and explains how SaaS companies can close the performance gap, improve forecast accuracy, and drive revenue by making data and behavior work together.Key Takeaways:Top Performers Win with Consistency: The biggest gap isn't talent—it's execution at every stage of the funnel.AI Enables Better Selling, Not More Noise: When AI is used to extract insights, not automate spam, it becomes a game-changer.Full-Cycle Reps Are Back: 45% of companies are ditching the SDR model in favor of holistic sales ownership.Engagement Drives Forecast Accuracy: Momentum scoring predicts risk before it's too late to course-correct.Success = Process + Behavior + Data: Sales isn't just about gut feel anymore—it's finally becoming data-driven.Guy offers CROs and CMOs a blueprint to scale what works, eliminate what doesn't, and win more consistently—making this episode a must-listen.---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch.

Sarah McConnell, VP, Demand Generation at Qualified, discusses using AI to drive pipeline growth. In this episode, Sarah outlines the three stages of AI integration: pre-AI, co-pilot, and agentic AI. They discuss the implications of replacing human SDRs with AI, emphasizing the need for onboarding and quality control. Success stories include Demandbase doubling their pipeline and Greenhouse increasing meetings by 130%. The conversation also touches on the build vs. buy decision for AI SDRs, considering cost and expertise. Show NotesConnect With: Sarah McConnell: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Sarah McConnell, VP, Demand Generation at Qualified, discusses using AI to drive pipeline growth. In this episode, Sarah outlines the three stages of AI integration: pre-AI, co-pilot, and agentic AI. They discuss the implications of replacing human SDRs with AI, emphasizing the need for onboarding and quality control. Success stories include Demandbase doubling their pipeline and Greenhouse increasing meetings by 130%. The conversation also touches on the build vs. buy decision for AI SDRs, considering cost and expertise. Show NotesConnect With: Sarah McConnell: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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  If you're feeling overwhelmed by the limitations of traditional SDR methods and struggling to personalize outreach, then you are not alone! Get ready to be blown away. You won't believe how AI SDR bots are revolutionizing the sales process. Discover the unexpected truth behind how AI is transforming sales efficiency and personalized outreach capabilities. It's a game-changer that's shaking up the industry, and you won't want to miss out on this. Stay tuned to uncover the unexpected impact of AI in sales. This is Gaurav Bhattacharya's story: Gaurav Bhattacharya's journey into the world of AI SDR bots and sales automation began with humble beginnings in New Delhi. Growing up in a simple, blue-collar family, Gaurav's early exposure to technology ignited a passion for coding, leading him to build his first video game at the age of 10 and launch his first startup by 17. His experience navigating the complexities of AI in the healthcare space laid the foundation for his innovative approach to sales automation. Gaurav's personal connection to the transformative power of technology fuels his mission to enhance sales efficiency and personalized outreach capabilities through AI-driven solutions. This emotional and inspiring story resonates with anyone striving to harness the potential of technology to drive meaningful change and success in the sales industry. I think AI is going to get more and more powerful and it's not there to replace SDRs yet. It might be there in like 10 years. I don't think it's going to be there next year. - Gaurav Bhattacharya Unlock the Power of AI Unlocking the power of AI in sales development can revolutionize the way reps conduct outreach and engage with prospects. AI can assist in deep research on leads, provide insights for personalized outreach, and prioritize leads for sales reps. By leveraging AI's capabilities, sales teams can unlock new opportunities, increase qualified leads, and improve sales activities' quality and quantity. Ths week's special guest is Gaurav Bhattacharya Gaurav Bhattacharya, the CEO of Jeeva AI, is a seasoned tech entrepreneur with a proven track record in the development and implementation of AI-driven solutions. With extensive experience in building successful startups and a focus on leveraging AI to optimize sales processes, Gaurav brings a wealth of knowledge to the discussion on AI SDR bots. His entrepreneurial journey from founding and leading ventures to his current role at Jeeva AI demonstrates his expertise in navigating the intersection of technology and sales. As a featured guest on The Modern Selling Podcast, Gaurav's practical insights and industry acumen offer valuable perspectives for sales professionals and leaders in the tech sector, shedding light on the effective integration of AI SDR bots for enhanced sales efficiency and personalized outreach capabilities. In this episode, you will be able to: Understand how AI SDR bots revolutionize the sales process for increased efficiency and effectiveness. Discover the significant impact AI has on improving email deliverability in sales outreach. Learn the art of personalization in AI-driven sales outreach to enhance engagement and conversion rates. Explore the possibilities and considerations surrounding the replacement of human SDRs with AI technology in sales. Harness the power of AI tools to streamline sales processes and drive better results with enhanced efficiency.   The key moments in this episode are: 00:00:00 - AI SDRs vs. Traditional SDRs 00:03:39 - Introducing Jeeva AI 00:05:25 - Insider Secret: Gaurav's Love for Eggs 00:08:20 - AI SDRs' Role in Sales 00:11:59 - Jeeva's Impact on Sales Reps 00:12:22 - Mario's Impact on Product Development 00:13:40 - AI-powered Lead Generation 00:18:21 - AI in Sales and SDRs 00:19:00 - Hyper-personalization vs. Scaling 00:24:59 - AI Empowering Sales Teams 00:25:36 - Personalization Challenges in Sales Outreach 00:28:02 - Evolution of Personalization Strategies 00:30:27 - Future of AI in Sales Development 00:31:49 - Role of AI in Improving Sales Efficiency 00:33:14 - Empowering Sales Teams with AI 00:37:48 - The Future of Sales Reps and AI 00:39:58 - The Role of AI in Sales Coaching 00:41:45 - The Importance of Roleplaying in Sales 00:43:02 - The Future of Sales Technology 00:45:37 - Learning English through Movies Timestamped summary of this episode: 00:00:00 - AI SDRs vs. Traditional SDRs Gaurav discusses the difference between AI SDRs and traditional SDRs, emphasizing that AI is meant to augment, not replace, human sales reps. He highlights the potential for AI to automate manual tasks, freeing up reps to focus on high-value activities. 00:03:39 - Introducing Jeeva AI Gaurav provides a background on Jeeva AI, a tool designed to automate manual, repetitive sales tasks. He explains that the platform aims to help salespeople focus on strategic activities like discovery calls and demos by automating prospecting, research, and outreach. 00:05:25 - Insider Secret: Gaurav's Love for Eggs Gaurav shares a quirky personal story about his love for eggs and how he and his brother ran an egg sandwich stand to pay for school. He also reveals his aspiration to build an egg sandwich shop in the future. 00:08:20 - AI SDRs' Role in Sales Gaurav discusses the potential role of AI SDRs in sales, emphasizing their ability to automate prospecting, lead generation, and personalized outreach. He underscores the goal of helping sales reps be more productive and efficient in their daily tasks. 00:11:59 - Jeeva's Impact on Sales Reps Gaurav explains how Jeeva AI assists sales reps by automating lead generation, research, and crafting personalized outreach messages. He envisions 00:12:22 - Mario's Impact on Product Development Mario's extensive feedback has shaped the product significantly, making him a key champion. 00:13:40 - AI-powered Lead Generation The platform aims to provide quality data and automate lead generation using AI, with plans to add more functionalities in the future. 00:18:21 - AI in Sales and SDRs AI may not replace human SDRs as automated outreach through AI faces deliverability challenges, but AI can automate content creation and personalization to some extent. 00:19:00 - Hyper-personalization vs. Scaling Hyper-personalization is crucial, but AI can automate deep research and meaningful messaging. However, human creativity and strategy are still essential in sales. 00:24:59 - AI Empowering Sales Teams AI can help sales teams test hypotheses, bring ideas to market quickly, and enhance productivity, making a 20% AI-powered team as productive as a 100% traditional team. 00:25:36 - Personalization Challenges in Sales Outreach Gaurav discusses the challenge of personalization in sales outreach, highlighting the shallow and generic messages being sent. He explains the initial method of using AI to create personalized lines based on scraped LinkedIn profiles, and the limitations of this approach. 00:28:02 - Evolution of Personalization Strategies Gaurav outlines the evolution of personalization strategies, from shallow personalized messages to hyper-personalized sequences. He emphasizes the shift towards hyper-personalized messages that are deeper and more effective, using AI to gather extensive information about prospects and create tailored outreach. 00:30:27 - Future of AI in Sales Development Gaurav predicts that AI will not replace human SDRs in the next 10 years, emphasizing the complexity of sales and the importance of soft skills. He envisions AI complementing human SDRs, improving efficiency, and enabling smaller teams to achieve greater effectiveness. 00:31:49 - Role of AI in Improving Sales Efficiency Gaurav discusses how AI can enhance sales efficiency by automating prep work, research, and lead identification. He envisions a future where AI-powered systems provide comprehensive insights, signals, and ready-to-use messaging, enabling SDRs to focus on high-quality leads and creating more opportunities for sales reps. 00:33:14 - Empowering Sales Teams with AI Gaurav envisions a future where AI empowers sales teams to create more qualified opportunities and conduct challenger-style sales. 00:37:48 - The Future of Sales Reps and AI Gaurav discusses the shift towards having fewer sales reps who can close multi-million dollar deals, the return of full stack sales reps, and the potential impact of AI on sales roles. 00:39:58 - The Role of AI in Sales Coaching Gaurav shares the acquisition of a sales coaching software that utilizes AI for cold calling and role-playing. He emphasizes the importance of providing tools to help sales reps improve their skills. 00:41:45 - The Importance of Roleplaying in Sales Gaurav explains the significance of role-playing in sales coaching and the introduction of AI role-playing software in their program. He highlights the value of coaching reps in conversation skills and grading their performance. 00:43:02 - The Future of Sales Technology Gaurav discusses the need for all-in-one sales platforms that can help companies scale their sales activities. He emphasizes the importance of providing a comprehensive solution rather than siloed niche products. 00:45:37 - Learning English through Movies Gaurav shares a personal anecdote about learning English by watching the movie Titanic multiple times. This lighthearted moment adds a personal touch to the conversation. Maximize Sales Efficiency with AI By leveraging AI in the sales process, reps can automate manual tasks like prospecting and lead research, allowing them to focus on high-value activities such as engaging with prospects and closing deals. AI SDR bots can streamline the prospecting process, identify leads, and generate personalized messaging, ultimately maximizing sales efficiency. The goal is to free up the rep's time and empower them to enhance productivity through AI-assisted tasks. Elevate Email Deliverability with AI AI can play a crucial role in elevating email deliverability by assisting in crafting highly personalized messages. With AI-powered systems, sales reps can automate the process of creating tailored messages, ensuring that each email resonates with the recipient. By leveraging AI to enhance email deliverability, sales teams can improve engagement, increase response rates, and strengthen relationships with prospects. The resources mentioned in this episode are: Connect with Gaurav Bhattacharya on LinkedIn to learn more about AI-powered sales solutions and strategies. Reach out to Gaurav Bhattacharya via WhatsApp at 424-443-8212 for a direct conversation about AI sales coaching and prospecting. Visit the Jeeva AI website to explore their AI-powered sales solutions and learn how it can enhance your sales process. Download FlyMSG for a free text expander and personal writing assistant to boost your sales productivity. Leave a 5-star rating and review for the Modern Selling podcast on iTunes to show your support for valuable sales insights and tips. Follow Us on: LinkedIn Twitter YouTube Channel Instagram Facebook You might also like: FlyEngage AI - Social media AI engagement tool. FlyPosts AI - Thought leadership AI post generator tool. FlyMSG - Auto text expander (Try it out here for free). FlyMSG Sales Pro for Individuals: On-demand sales training for individual sellers. FlyMSG Sales Pro for Teams: On-demand sales training for sales teams for prospecting.  Install FlyMSG for free: As a Chrome Extension. As an Edge Extension.

In this episode of "Accelerate Your Business Growth," host Diane Helbig welcomes sales leadership expert Charlie Locke to explore the intricacies of building successful sales teams. Charlie, known for co-founding SDR Nation with Michael Gagliano, discusses the persistent stigma around the sales profession and its impact on sales development reps (SDRs). Together, they delve into the challenges of hiring, training, and retaining sales talent in a competitive market. Charlie shares insightful strategies for nurturing sales teams, emphasizing the importance of curiosity, coachability, and the ability to empathize with customer pain points. Listeners are treated to invaluable advice on reducing turnover, the significance of creating a culture of openness, and the tools SDRs need to thrive. This episode promises actionable insights for sales managers, small business owners, and aspiring sales professionals looking to elevate their team's performance and build trust with clients. Stay tuned to uncover how shifting the mindset surrounding sales can lead to greater success in today's business landscape. If you are a small business owner or salesperson who struggles with getting the sales results you are looking for, get your copy of Succeed Without Selling today. Learn the importance of Always Be Curious. Accelerate Your Business Growth is proud to be included on the list of the 45 Best Business Growth Podcasts. Each episode of this podcast provides insights and education around topics that are important to you as a business owner or leader. The content comes from people who are experts in their fields and who are interested in helping you be more successful. Whether it's sales challenges, leadership issues, hiring and talent struggles, marketing, seo, branding, time management, customer service, communication, podcasting, social media, cashflow, or publishing, the best and the brightest join the host, Diane Helbig, for a casual conversation. Discover programs, webinars, services, books, and other podcasts you can tap into for fresh ideas. Be sure to subscribe so you never miss an episode and visit Helbig Enterprises to explore the many ways Diane can help you improve your business outcomes and results. Learn more about your ad choices. Visit megaphone.fm/adchoices

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▸ Get My Free MSP Sales Toolbox: https://msp.sale/yt-toolbox▸ Join My Newsletter for Weekly Sales Strategies: https://rayjgreen.beehiiv.comHey, I'm Ray Green. I'm a strategic growth specialist for B2B companies.Since this is social media and anyone can claim anything, here's a quick rundown of my background:Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where I doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.Former CEO operator for several investor groups where I led turnarounds of recently acquired small businesses.Founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.comSales & Sales Management Expert in Residence at the world's largest IT business mastermind.Founder of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.comLearn how to build a predictable stream of qualified appointments without becoming a full-time sales manager. Ray Green, with 20 years of sales experience and 15 years in sales leadership, shares a proven program to help IT business owners effectively recruit, train, and manage SDRs.Chapters:00:00 - Challenges in Selling IT Services01:09 - 9 Red Flags in Sales02:24 - Red Flag #105:55 - Red Flag #209:23 - Red Flag #311:42 - Red Flag #414:14 - Red Flag #516:36 - Red Flag #619:00 - Red Flag #722:34 - Red Flag #825:36 - Red Flag #928:00 - Nail Your Sales ProcessLI: linkedin.com/in/raymondgreenX: x.com/therayjgreenFB: www.facebook.com/rayjgreencom

Navigating the Complex Landscape of B2B Sales Tech: Insights from LeanData's CEOIn this episode of the Sales Technology Podcast, host David Dulany interviews Evan Liang, CEO of LeanData, exploring the evolution of sales technology and go-to-market strategies. Liang shares his journey from experiencing sales and marketing data challenges to founding LeanData, highlighting the critical shift from individual lead management to sophisticated account-based and buying group approaches. The conversation delves into the complexities of enterprise sales, the role of SDRs, and the delicate balance between technological automation and human intelligence. Key insights include the importance of strategic technology integration, the value of human connections in sales, and the ongoing transformation of B2B sales processes through innovative data and workflow solutions.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

Over 400,000 OpenAI, Apple & NASA professionals read The AI Report. We'll teach you how to leverage AI to make money/save time in just 5 minutes.Join our free community now: https://www.skool.com/the-ai-report-community/aboutIn this episode of The AI Report, we dive deep into the future of AI-powered sales automation with Zayd, founder of Valley, a revolutionary AI sales tool reshaping the outbound process.Zayd breaks down how Valley uncovers high-intent prospects, researches them in real time, and generates hyper-personalized messages that convert—entirely autonomously. He explains how AI is moving beyond traditional outreach, eliminating inefficiencies, and turning cold prospects into booked meetings with unprecedented precision.But it's not just about automation—this episode explores why AI is disrupting outdated sales strategies, why the ‘spray and pray' approach no longer works, and how sales teams can leverage AI-driven insights to target the right prospects at the right time.From AI-powered LinkedIn outreach to optimizing messaging for maximum conversions, this conversation is packed with insights for anyone looking to supercharge their sales pipeline and stay competitive in the AI-driven future.Want to unlock the full potential of AI in sales?Tune in now! Don't forget to like, comment, and subscribe for more cutting-edge AI insights.Learn AI in 5 Minutes Per Day: https://www.theaireport.ai/Connect with Zayd: https://www.linkedin.com/in/zayd-syed-ali-4201101a9/Timestamps:(00:00) Introduction & What This Episode Covers(00:49) Understanding AI's Role in Sales Today(01:23) The Three Levels of Value in AI Sales(03:12) How Valley Identifies High-Intent Prospects(04:00) The Power of AI in Personalized Messaging(05:07) Extracting Buyer Intent from Website Traffic(07:02) How AI Mimics Human Writing Styles(10:03) The 13-Step Process for AI-Generated Sales Messaging(12:24) The Evolution of Valley: From MVP to AI-Powered Sales Engine(15:35) Who Benefits Most from AI Sales Automation?(18:22) Moving Upmarket: AI Sales for Enterprise Clients(21:19) Why Traditional Outbound Sales Strategies Are Failing(23:47) The Mistakes AI SDRs Are Making Today(25:36) The Future of AI in Sales: Fewer Messages, Higher Conversions(28:47) Why LinkedIn is the Best Channel for AI-Powered Sales(30:33) Competing Against Sales Giants: The Startup Strategy(35:20) The Sales Process AI is Replacing & What Comes Next(40:10) Lessons from Scaling an AI Sales Startup(45:50) The #1 Mistake Sales Teams Make When Using AI(48:30) How AI Will Redefine the Sales Process in 2025

What if the key to boosting your sales success lies not in what you say, but in how you say it?In this episode of B2B Revenue Acceleration, host Aurelien Mottier sits down with Bitty Balducci, Assistant Professor of Marketing at Washington State University, to delve into the science behind successful sales calls.Drawing from her recent study that analyzed 40,000 memoryBlue outbound sales calls, Bitty shares groundbreaking insights into how the nuances of voice can enhance prospecting outcomes.Join us as Bitty reveals the critical factors that distinguish successful sales calls, such as the concept of "future focus" and the importance of pitch fluctuation. Learn how SDRs can fine-tune their vocal delivery, from adjusting speaking speed to mastering the art of listening more effectively.Whether you're a seasoned sales professional or just starting in the field, this episode is packed with actionable strategies that can help you elevate your sales game. Listen in to discover how to harness the power of your voice and transform your sales calls into successful conversations.

This is The DX Mentor podcast. I hope to help those hams trying to move up the DXCC ladder as well as those that at on the DXCC Honor Roll. As fast as technology is moving, no one can keep up on it all. I am here to help. #DX #HamradioOur guest was Michael Walker, VA3MW, and Joe, W8GEXAmongst other things like working for NORAD, we discussed How did you get started?Why chasing DX?How has your experience with 6M been?Let's talk Node Red for a minuteHow did Flex get started?How did you get on with Flex?From 30,000 feet, what is different about SDRs?What do you want our listeners to know about the 8000 series?Anything else or any tangent you want to go  on is great with us!Resources mentioned include:Sales email sales@flexradio.comAN/FSQ7 Computer https://www.historyofinformation.com/detail.php?entryid=964RM Noise https://ournetplace.com/rm-noise/Q5 Signal Transverters http://www.q5signal.com/Pactenna https://www.packtenna.com/#/W9GR https://www.w9gr.com/Controlled Envelope SSB https://www.arrl.org/files/file/QEX_Next_Issue/2016/January_February_2016/Hershberger_QEX_1_16.pdfFree DV https://freedv.org/FLEX : The Accidental Company https://www.flexradio.com/videos/flexradio-systems-the-accidental-company/Southwest Ohio DX Assoc. https://www.swodxa.orgDaily DX https://www.dailydx.com/DX Engineering https://www.dxengineering.com/Icom https://www.icomamerica.com/ IC-905 https://www.icomamerica.com/lineup/products/IC-905/ IC-9700 https://www.icomamerica.com/lineup/products/IC-9700/ IC-7610 https://www.icomamerica.com/lineup/products/IC-7610/ IC-7300 https://www.icomamerica.com/lineup/products/IC-7300/ IC-7760 https://www.icomamerica.com/lineup/products/IC-7760 IC-PW2 https://www.icomamerica.com/lineup/products/IC-PW2

From hiring philosophy to revenue operations, AI-powered outreach, and the challenges of selling AI-driven solutions to legacy businesses, Frank delivers hard-hitting insights for startup founders, sales leaders, and AI enthusiasts.

Account-Based Marketing (ABM) and intent data platforms like 6sense and Demandbase promise to revolutionize your go-to-market strategy—but are they actually delivering results? In this episode of the Sales Technology Podcast, host David Dulany sits down with Kristina Jaramillo, President of Personal ABM, to unpack the growing skepticism around ABM tech, why many teams struggle with implementation, and how sales, SDRs, and marketing teams can stop chasing bad intent signals and start closing bigger deals.Kristina shares real-world insights on:✅ Why intent data alone won't drive conversions✅ The missing strategy behind most ABM tech investments✅ How SDRs, sales leaders, and marketers can align for real revenue impact✅ The biggest mistakes teams make when adopting ABM—and how to fix themIf you're in Sales, Marketing, RevOps, or GTM leadership, this episode is packed with actionable insights to turn your ABM strategy from a money pit into a revenue machine.

In this episode, Jason shares how the best SDRs stay close to the problem to level up their outbound results. Check out the show notes, more free content, and get coaching at https://outboundsquad.com

ACTIONABLE TAKEAWAYS: Permission-Based Introduction: Identify an executive, then request an intro to their top lieutenant by tying outreach to an executive-level metric they care about. Funding Intent Matters: Don't just track funding announcements—dig into how the company plans to use the money and align outreach to support that goal. AE & SDR Account Strategy: AEs select accounts, build a POV, and own outreach to execs, while SDRs focus on below-the-line contacts with AE guidance. Account Tiering System: Rank accounts as green (30-50), yellow (130), or red (30-50) based on deal size and buying likelihood to prioritize outreach effectively. MADDY'S PATH TO PRESIDENTS CLUB: Account Executive @ Webflow Account Executive @ SafeGraph Account Executive @ Procore Technologies Account Executive @ Procore Technologies Senior Business Development Rep @ Procore RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Why do so many companies struggle to generate pipeline efficiently? In this episode, Chris shares exactly why (and new and more effective GTM strategies).  Whether you're a CMO, CRO, CEO, or CFO, this episode will challenge your thinking and help you build a smarter GTM strategy with marketing investments that are actually delivering returns. Key topics from this episode: The Fundamental Flaws in Pipeline Creation  The 3 Phases of Pipeline Creation Why "Marketing vs. SDRs" is a Broken Debate How to Fix Attribution & Measurement  Rethinking RevOps & Sales Productivity  The Hidden Costs of Inefficiency  How CMOs, CROs, and CFOs Can Align on GTM Efficiency  – Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris's short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.