Outbound Kitchen - B2B Sales Podcast [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
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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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Multi-Channel ABM Beats Spray-And-Pray
- Single-channel, high-volume email outreach no longer reliably works in enterprise sales.
- Cross-referenced multi-channel ABM outreach produces far better connect and meeting rates today.
Brand Caller ID Then Follow Up
- Use caller ID branding so prospects see a real SDR name and wonder who you are.
- Follow branded calls with personalized email or LinkedIn touches to increase opens and connects.
Three-Dimensional Account Scoring
- Score accounts with three separate dimensions: firmographic, technographic, and intent.
- Layer intent only after firmographic and technographic fit confirm the account is a good target.
