Is outbound sales really dead, or are we just doing it wrong? In this episode of Topline, AJ and Asad dive into one of the most debated topics in B2B sales—whether outbound still works in today’s market. Asad argues that companies with strong product-market fit can still crush outbound, while AJ pushes back, saying it’s no longer the best way to scale. They break down cold call connect rates, changing sales tactics, and why partner-led growth and brand marketing are taking center stage.
Are you being paid what you’re worth? Help us refresh Pavilion’s industry-standard compensation report for 2025 by taking our anonymous survey at joinpavilion.com/comp and get early access to the results!
Thanks for tuning in! Want more content from Pavilion?
New episodes of Topline drop every Sunday with new Topline Spotlight mini-episodes every Thursday. Subscribe to never miss an episode.
Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. Subscribe to Topline Newsletter for GTM insights from Asad Zaman every Thursday.
Tune into The Revenue Leadership Podcast with Kyle Norton every Wednesday. He dives deep into the strategies and tactics that drive success as a revenue leader, featuring real operators like Jason Lemkins of SaaStr, Stevie Case of Vanta, and Ron Gabrisko of Databricks.
Your’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!
Key Chapters:
(00:00) - Introduction
(05:00) - Board Meeting Insights and Dynamics
(15:08) - Investor Sentiment and Market Challenges
(19:56) - The State of Outbound Sales
(30:12) - Debating Outbound Sales Effectiveness
(34:06) - The Evolution of Status Symbols in Tech
(39:33) - Shifting Metrics of Success
(43:13) - The Changing Landscape of Startup Equity
(50:29) - The Life's Work Mentality vs. Exit Strategy
(56:27) - The Role of Human Interaction in AI
(01:00:27) - Lessons from Recent Failures
