Building a successful sales team goes beyond just numbers.
Rob Anderson has built outbound programs at some of the most respected names in SaaS, from scaling Docebo’s SDR engine pre-IPO to shaping enterprise pipeline strategy at Gong. In this episode, he breaks down the systems-level thinking behind it all.
At the center of Rob’s approach is his Three E Model: Effort, Efficiency, and Effectiveness. It’s a framework every sales leader can use to pull the right levers, whether you're trying to get more from your reps, improve conversion across the funnel, or adopt tools that map to outcomes.
If your outbound motion needs structure, control, and clarity, start here.
In this episode, we cover how Rob:
- Operationalized segmentation before AEs caught up
- Turned SDRs into embedded deal contributors, not just meeting bookers
- Built systems that scale without bloating headcount
Things to listen for:
(00:00) Introduction
(03:17) Scaling outbound at Docebo
(05:05) The importance of phone-first outreach
(09:01) Evolving SDR function from small to global
(11:14) The power of client stories in sales
(15:22) Unlocking insights with technographic data
(17:34) Optimizing BDR capacity with AI
(20:24) Reworking email strategy for awareness
(24:13) Aligning SDR and AE functions
(30:12) Shifting role of outbound sales development
(33:05) Centralized list-building for SDRs
(35:45) Tech tools for modern sales development
