The B2B Playbook #189: Fix Broken Outbound Sales – SDR & BDR Playbook w/ Leslie Venetz
We sat down with sales legend Leslie Venetz and CRO School co-founder Adem Manderovic to untangle why outbound is still stuck in 2011—and how modern SDRs and BDRs can fix it fast.
Outbound targets have never been tougher, yet teams keep blasting buyers with the same tired sequences. In this no-fluff chat, we unpack a buyer-first framework that swaps brute-force tactics for trust-led outreach and market validation.
Tune in and learn:
+ The “earn the right” test Leslie uses before every email or call
+ How to rebuild SDR metrics around market validations - fast
+ Why AI tools like Clay help only when you start with real buyer insight
This episode is a must-watch if you’re serious about building a profit-generating pipeline without burning trust (or your team).
-----------------------------------------------------
🔗 Links + CTAs
-----------------------------------------------------
💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-ads-agency
🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school
🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course
-----------------------------------------------------
🧑🎓ACCESS our B2B COURSES: https://theb2bplaybook.com/courses
📺 YouTube: https://www.youtube.com/@theb2bplaybook
📩 Newsletter: https://theb2bplaybook.com/newsletter/
📚 Latest content: https://theb2bplaybook.com/
-----------------------------------------------------
00:00 Outbound Playbooks Still Stuck in 2011
04:00 Leslie’s Mission – Make Sales Respected Again
08:00 “Earn the Right” – Trust Before Tactics
12:00 Why Most Outbound Emails Flop
16:00 Attribution Wars & Broken GTM Alignment
20:00 Enterprise Buying Lessons on Repeatability
24:00 The SDR Industrial Complex Exposed
28:00 Relevance vs Personalization – Hard Stop
32:00 AI & Clay: Shiny Objects or Real Help?
36:00 You Can’t Automate Trust – Shortcut Myth
40:00 Growth-Hack Tactics That Kill Pipeline
44:00 Fixing SDR Metrics with Market Validation
48:00 Timing, MQLs & Sales-Marketing Unity
52:00 Hard Questions, Tonality & Buyer Respect
56:00 Key Takeaways & Where to Find Leslie
-----------------------------------------------------
👥 Are you a B2B marketer in a small team??
💰 Need to bring in more revenue for your company (so sales and your boss love you??)
Get the:
🔹 strategy
🔹 templates
🔹 tools
So you have everything you need to drive more revenue for your brand.
See why other B2B marketers like you love The B2B Incubator
https://theb2bplaybook.com/demand-generation-course
S07 E189 - The B2B Playbook
#b2b #b2bmarketing #sales #outbound #SDR