The Original Purpose of SDR Roles

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 aligned

If you want to future-proof your outbound strategy for 2026, this episode is a must-watch.

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00:00 – The Flaw That Broke Outbound: When Predictable Revenue Lost Its Way

01:00 – How Predictable Revenue Changed SaaS Forever

03:00 – The Untold Story: From Voltage CRM to Predictable Revenue

06:00 – Cold Email in 2012: When 40% Reply Rates Were Normal

09:00 – What Problem Predictable Revenue Was Really Built to Solve

11:00 – The Email Revolution: How the Market Misread the Book

14:00 – SDRs, Specialization & the Original Intent Behind the Model

17:00 – Why Outbound Broke: Misuse, Metrics, and “Growth-at-All-Costs”

20:00 – From Prospecting to Market Validation: A Smarter Measure for 2026

23:00 – The Lazy SDR Problem – And How to Fix It with Better Habits

26:00 – How to Replace “Closed Lost” with a Real Nurture System

30:00 – Building the Four-Funnel System That Actually Works

33:00 – Why CRMs Became a Nightmare – and How to Rebuild Them for Sales

37:00 – AI, Clay & n8n: The New Tech Stack Powering Smart Outbound

41:00 – How Founders Can Build VC Lists & Market Maps with AI

44:00 – Humanic + Clay = Next-Gen Market Intelligence

46:00 – Why Collin Shut Down Predictable Revenue’s Sales Floor

50:00 – The Brutal Truth About Agency Models and Churn

54:00 – Writing The Terrifying Art of Finding Customers

57:00 – Product-Market Fit as the Real Multiplier of GTM Success

1:00:00 – Closing Thoughts: How to Rebuild Outbound for 2026

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S07 E206 - The B2B Playbook

#b2b #b2bmarketing #demandgeneration #outboundsales #predictablerevenue