Bridge the Gap™ by Revenue Reimagined Episode #106 Stop Blaming Your SDRs – Why Your GTM Strategy Sucks (And How to Fix It) with Alex Olley
Jul 23, 2025
In this discussion, Alex Olley, Co-Founder and CRO of Reachdesk, shares his expertise on the pitfalls of outbound strategies and the dynamics of go-to-market teams. He reveals the crucial leadership mistakes that hinder performance and explores how thoughtful gifting can enhance client engagement. Olley emphasizes balancing AI automation with human touch for genuine connections and unveils a proactive hiring strategy for success. This conversation serves as a valuable guide for anyone looking to elevate their sales game.
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Episode notes
Hire Dedicated Outbound Leaders
- Prioritize hiring a dedicated outbound leader who lives and breathes outbound sales.
- Strong outbound leadership is crucial to motivate and guide SDRs effectively for consistent results.
Marketing Air Cover Boosts Outbound
- Outbound success improves with marketing 'air cover' so prospects recognize your brand before contact.
- Smaller, focused teams with warm accounts perform better than large cold-call armies.
Narrow ICP to Boost Win Rates
- Focus on refining your Ideal Customer Profile (ICP) to improve win rates and reduce required pipeline.
- Quality over quantity in pipeline leads to faster growth and higher revenue conversion.