Cracking Outbound

Becca Lindquist, Vice President for the Americas at dbt Labs, tells Todd Busler how she helped grow the company from under $1M to over $100M in ARR, and what it takes to scale outbound without gimmicks.In the episode, Becca digs into what separates good sales leaders from great ones: evolving your seat as the company grows, investing early in enablement, and building outbound muscle across the org, not just in the SDR team.In this episode, you’ll learn:Why top reps generate their own pipelineWhat to look for in your first 50 sales hiresWhat makes pipeline council meetings worth doingThings to listen for: (00:00) Introduction(01:13) How Becca stayed in seat to $100M+ ARR(03:01) Adapting your role as the company scales(06:15) Building outbound systems from day one(07:42) Keeping the PG culture as you grow(09:40) Outbound challenges with open source leads(11:34) Teaching reps to spot real business pain(13:24) Scaling enablement without losing impact(19:29) How dbt runs effective pipeline councils(21:52) Making partner selling actually pay off

Andrew Berger, VP of Revenue at Capchase, shares his journey from cold calling to the nuanced world of outbound sales. He emphasizes the shift from high-volume approaches to focusing on quality and personalization. Lessons from his time at Square reveal the importance of using targeted tools and third-party data for effective outreach. Andrew explains the significance of structuring teams by buyer readiness and the value of rallying around a single clear metric for success. Trust-building with executives and adapting messaging strategies also take center stage.

Creating a winning outbound sales culture starts with the right ingredients.In this episode, Todd Busler, Co-Founder and CEO of Champify, breaks down the six key ingredients for creating a successful outbound sales motion. He talks about the importance of commitment, setting clear expectations, and maintaining a rigorous process.Todd also highlights how focusing on talent, performance management, and continuous testing can accelerate growth.It’s a practical look at the essential elements that drive a thriving outbound sales culture.In this episode, you’ll learn:The six ingredients for establishing a thriving outbound sales cultureWhy a top-down commitment is crucial to successBest practices for skill development and talent managementThings to listen for: (00:00) Introduction(02:26) Six essential ingredients for outbound success(04:34) Establishing a consistent operating cadence for strategy(05:29) Role of revenue operations and support for success(09:23) Motivating the team with rewards and recognition(13:02) Acquiring top talent and effective hiring strategies(15:02) Consistent performance management practices(17:21) No single solution; strong culture is key(18:23) Focus on cold calling and AI preparation

What actually makes an outbound sales engine run at the enterprise level?In this episode, Todd Busler sits down with Zack Sikora, GVP of Sales at Benchling, to talk through what consistent pipeline generation actually looks like at the enterprise level.Zack shares how his time at AppDynamics shaped his thinking around qualification, why AEs must own outbound, and how activity signals can tell you everything you need to know about performance. He also opens up about building a culture where creativity is celebrated, enablement is a priority, and leaders know when to step aside and let reps lead.It’s a front-row look at how structure, storytelling, and small wins can power serious sales results.In this episode, you’ll learn:How to create a PG culture centered on AE prospecting that lastsWhat to track across the sales cycleWhy enablement is your secret advantageThings to listen for: (00:00) Introduction(01:39) Zack’s path through elite sales orgs(02:50) From hardware sales to value selling(05:37) Using activity signals to guide coaching(08:02) Pairing EQ with a process-driven mindset(11:18) Sharing small wins to fuel PG culture(15:03) Leading with outcomes over features(20:19) Why AEs must own their outbound motion(29:37) Enabling sellers with tailored bootcamps(34:33) What outbound could look like with AI

In a captivating discussion with Mark Niemiec, CRO at Salesloft and a veteran from Cisco, listeners discover the art of building a successful sales scaffolding. Mark emphasizes the fusion of big-company infrastructure with small-company agility to foster high-performance teams. He shares insights on streamlining sales strategies, enhancing customer engagement, and using storytelling for impactful presentations. Tune in for tips on how to create a singular focus for massive sales impact and the essential balance between creativity and analytics in a dynamic environment.

In this discussion, Alex Olley, Co-founder and CRO of Reachdesk, shares insights on creating a sales-driven SaaS company from the ground up. He delves into the 'caveman strategy' for modern sales, highlighting bold outbound tactics that yielded success. Alex emphasizes the importance of personalized outreach and why frontline teams should influence go-to-market strategies. He also reveals how a key RevOps hire accelerated growth and challenges conventional attribution methods, advocating for a results-focused, flexible approach instead.

How do the best companies build outbound machines that actually work?If you think outbound is dead, you’re either lying or you’re bad at it.I’m Todd Busler, former VP of Sales turned co-founder of Champify, and I’ve spent my career building repeatable systems that drive real pipeline.On this show, I’m talking to sales leaders who have cracked the outbound code and created an outbound culture within their companies.If you’re tired of guessing and ready to build an outbound motion that actually delivers, hit subscribe. Let’s crack this thing wide open.