[GREATEST HITS] 42: The 3 Outbound Pillars: How Tito Bohrt Built 70+ SDR Teams and Sourced Over $100M in Revenue - Tito Bohrt, CEO of Altisales

Mar 23, 2025

Tito Bohrt, CEO of Altisales, has built over 70 SDR teams, generating more than $100M in revenue. He shares his three pillars for successful sales development: targeting, outreach health, and messaging. Explore how personalized outreach and multi-channel strategies enhance connection rates. Tito dives into optimizing lead distribution and the importance of understanding buyer personas. He also reveals the pivotal lessons from three influential sales books that shaped his career, emphasizing continuous learning and adaptation in the evolving sales landscape.

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Intro

00:00 • 2min

Enhancing Sales Development Through Caller ID and Follow-up Strategies

02:12 • 2min

Enhancing Outbound Sales Through Personalization and Technology

04:18 • 2min

Strategic Targeting in Sales Development

06:35 • 12min

Optimizing Lead Distribution for SDRs

18:06 • 18min

Sales Insights from Influential Reads

35:49 • 10min

Influence

The Psychology of Persuasion

Robert Cialdini

In this highly acclaimed book, Dr. Robert B. Cialdini explains the psychology behind why people say yes and how to apply these insights ethically. The book outlines six universal principles of influence: Reciprocation, Commitment and Consistency, Social Proof, Liking, Authority, and Scarcity. The new and expanded edition includes a seventh principle, Unity, along with new research, insights, and examples. Cialdini uses memorable stories and relatable examples to make the subject accessible and easy to understand, helping readers become more skilled persuaders and defend themselves against unethical influence attempts.

The 4 Hour Workweek

Timothy Ferriss

In 'The 4-Hour Workweek', Timothy Ferriss presents a step-by-step guide to 'lifestyle design', encouraging readers to question the traditional notion of retirement and instead create a lifestyle that prioritizes freedom, adventure, and personal growth. The book teaches how to outsource life tasks, automate income, and eliminate unnecessary work using principles like the 80/20 rule and Parkinson’s Law. Ferriss shares his personal journey from a corporate workaholic to a location-independent entrepreneur and provides practical tips and case studies to help readers achieve similar results. The book emphasizes the importance of focusing on high-value activities, taking 'mini-retirements', and living life to the fullest in the present rather than deferring enjoyment until retirement.

The Sales Acceleration Formula

Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million

Mark Roberge

The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Mark Roberge, former Chief Revenue Officer of HubSpot, outlines his methodology for scaling sales, which includes the Sales Hiring Formula, the Sales Training Formula, the Sales Management Formula, and the Demand Generation Formula. The book emphasizes the use of data, technology, and inbound selling to streamline the sales cycle and remove friction, drawing from Roberge's experience in taking HubSpot from $0 to $100 million in revenue in just seven years.