The B2B Playbook #204: Catalogue the Market: A New Sales Paradigm (Predictable Revenue Podcast - George Coudounaris & Adem Manderovic)
Originally aired on the Predictable Revenue Podcast, this conversation flips the old sales playbook on its head.
Adem Manderovic (Closed Circuit Selling) and George Coudounaris (The B2B Playbook) join Collin Stewart to unpack a new sales paradigm built around one principle — catalog the market, not “book more meetings.”
They explain how the Closed Circuit Selling framework replaces outdated outbound with validated, permission-based outreach that unites Sales, Marketing, and Customer Success under one rhythm.
Tune in and learn:
+ Why cataloging the market gives you timing signals that drive predictable growth
+ The exact questions to validate fit, timing, and permission to follow up
+ How to align Sales & Marketing around validated accounts instead of vanity metrics
If you’re a B2B marketer or sales leader stuck in “meetings-booked” chaos, this is your blueprint for a smarter, more efficient GTM motion.
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00:00 Why “Catalog the Market” Beats Chasing Meetings
01:00 What CRO School Fixes That Sales Methods Miss
02:10 Small Markets Force Better GTM (Sydney -- Texas)
03:20 The Origin Story: From Little Black Book to System
04:40 Closed-Door Events: Selling Before Stock Hits the Floor
06:00 Cross-Industry Proof: Finance, Leasing, FMCG, VC
07:10 Relationship-First Outbound - Spray-and-Pray
08:10 Marketing’s Lead-Gen Trap and Why Dashboards Lie
09:30 Email Once Worked. It Doesn’t Now. Back to Fundamentals
11:10 Using Outbound as Research, Not Pressure Sales
12:40 The Two Dispositions: “Nurture” vs “Leave Us Alone” (FOAD)
13:50 CCS Pillars: 1) Catalog the Market 2) Segment by Timing
15:30 Aligning Sales, Marketing, CS Under One Rhythm
16:50 Better Forecasts When You Know “Who, When, Why”
18:10 Case Study: $10k Wasted Chasing the Wrong Account
19:30 Marketing Can Catalog 1-to-Few (Not Just Sales)
21:00 What to Measure Instead of “Meetings Booked”
22:20 The Exact Catalog Questions to Ask Prospects
24:00 Where Outbound Happens Next: DM, Video, TikTok, IG
25:20 Fax Machines to Folders: How We Tracked Timing (Throwback)
26:40 The Big Shift You’ll See in Clients Post-CCS
27:40 Where to Learn More + 5-Part Mini-Series
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S07 E204 - The B2B Playbook
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