The B2B Playbook #208: What's Next For Outbound Sales? Aaron Ross (Predictable Revenue) & Adem Manderovic (Closed Circuit Selling)
What’s Next for Outbound Sales? Aaron Ross (Predictable Revenue) & Adem Manderovic (Closed Circuit Selling)
Outbound sales is at a crossroads.
Automation is everywhere. AI is flooding inboxes. Meetings are harder to book than ever.
So we sat down with Aaron Ross, author of Predictable Revenue and From Impossible to Inevitable, to ask one question:
What’s next for outbound sales?
Alongside Aaron, Adem Manderovic (Closed Circuit Selling, CRO School) breaks down why GTM teams misread Predictable Revenue, how outbound drifted into “meetings at all costs,” and what a modern outbound system actually looks like.
We dig into market validation, cataloguing timing signals, emotional intelligence, relationship systems, and why AI is forcing teams back to fundamentals.
If you sell, market, or run a revenue team, this conversation will change how you think about outbound.
Tune in and learn:
+ Why Predictable Revenue was never meant to be a “meetings engine”
+ How outbound broke – and how to rebuild it around market validation
+ Why the future of outbound is more human, not more automated
If you're trying to fix noisy outbound, align sales and marketing, or build a modern revenue system, this episode is a must-watch.
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00:00 What’s Next for Outbound Sales?
01:00 How Predictable Revenue Was Misinterpreted
03:00 Why Meetings Became the Wrong Metric
05:00 Outbound as a Market Validation Engine
08:00 Inbound vs Outbound: Why the Debate Won’t Die
11:00 The Anxiety Economy: Overreacting vs Fixing GTM
14:00 When Leaders Do More of What Doesn’t Work
17:00 Relationship Systems: The Missing Link in Outbound
20:00 The Most Underrated Outbound Move: Talk to People
23:00 When Sales Stopped Validating Markets
26:00 Adem’s Closed Circuit Selling: Timing & Cataloguing
29:00 Aligning Sales, Marketing & CS Under a CRO
32:00 Why AI Makes EQ and Creativity More Valuable
36:00 Sales as a Communication Channel
40:00 Intent Data vs Real Customer Conversations
45:00 Aaron Ross’ New Books: Income Systems & AI Selling
50:00 Winners vs Losers in the AI Revenue Era
53:00 Final Takeaways for Modern Outbound
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S07 E208 - The B2B Playbook
#b2b #b2bmarketing #outboundsales #predictablerevenue #salesstrategy #closedcircuitselling #demandgeneration