Collin Cadmus Podcast

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Brandon Bornancin. Brandon is the Founder & CEO of Seamless.AI, one of the industry’s top providers of B2B contact data. He’s hired and trained hundreds of salespeople over the past decade, so I’m excited to catch up and get his thoughts on all that’s changed this year in B2B sales and what lies ahead in 2026. Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions or feedback. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This is much appreciated. Without further adieu, let’s dive in and get his thoughts.--TOPICS:00:00:00 Intro 00:01:59 Hiring Salespeople 00:27:22 Broken Outbound Model 00:34:07 What’s Changed 00:40:27 Using Sales AI 00:50:09 Differentiation at Seamless--QUESTIONS:1. What’s the secret to hiring great salespeople? 2. Is traditional outbound sales broken, or still working well at Seamless? 3. What has changed most in sales at Seamless in the last 5 years? 4. How is your sales team using AI?  5. How do you teach AEs at Seamless to differentiate in a crowded market?--LINKS:Seamless: https://seamless.ai  Brandon’s Books: https://www.amazon.com/stores/author/B07QQCZSS1?ccs_id=840 Collin on X: https://x.com/collincadmus Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system Sales Coaching: https://www.collincadmus.com/sales-coaching Founder Coaching: https://www.collincadmus.com/founder-coaching Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast Revenue Growth Blog: https://www.collincadmus.com/blog--Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts.

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by JC Pollard. JC is a Sales Manager at Gong where he’s currently responsible for building out their mid-market AE team in Austin, TX. Prior to joining Gong’s sales leadership team he crushed it as a top performing SDR and AE.  Needless to say, he’s a rockstar and I’m excited to get his thoughts on all that’s changing in B2B sales and find out specifically what he thinks is working and what isn’t as he builds his team at Gong in Austin. Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions or feedback. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This is much appreciated. Without further adieu, let’s dive in and get his thoughts.--TOPICS:00:00:00 Intro 00:05:33 Hiring in Austin 00:27:26 Broken Outbound Model 00:40:46 What’s Changed 00:47:28 Using AI at Gong   00:51:09 Differentiation at Gong--QUESTIONS:1. How long have you been in Austin and what roles are you hiring for? 2. Is traditional outbound sales broken, or still working well at Gong? 3. What has changed most for AEs at Gong in the last 5 years? 4. Where has Gong implemented AI and what’s coming down the pipeline? 5. How do you teach AEs at Gong to differentiate in a crowded market?--LINKS:Gong: https://www.gong.io  Collin on X: https://x.com/collincadmus Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system Sales Coaching: https://www.collincadmus.com/sales-coaching Founder Coaching: https://www.collincadmus.com/founder-coaching Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast Revenue Growth Blog: https://www.collincadmus.com/blog--Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts.

Gal Aga, Co-founder and CEO of Aligned, shares valuable insights on the shifting landscape of B2B sales. He critiques traditional outbound strategies, emphasizing their decline and the need for innovative engagement methods. The conversation dives into the immense potential of Digital Sales Rooms to streamline communication and enhance the buyer experience. Gal also discusses the integration of AI in sales processes and outlines his ambitious growth plans for Aligned, highlighting the importance of user-centric designs and data-driven decision-making.

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Christian Krause. Christian is a former Salesforce Account Executive. He started with Salesforce in 2018 as an Inbound BDR and then moved into Outbound before becoming Salesforce’s Social Selling Champion. After which he became a top AE before deciding to leave Salesforce and start his own social selling consultancy called The Quota League. Today we’re going to dive in and find out   what Christian thinks is working and what isn’t working for B2B salespeople on LinkedIn and get his best actionable tips that you can implement immediately to help develop yourself as an industry thought leader and start generating pipeline and qualified opportunities from LinkedIn. Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions or feedback. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This is much appreciated. Without further adieu, let’s dive in and get his thoughts.--TOPICS:00:00:00 Intro 00:06:29 Broken Outbound Model 00:10:53 What’s Working Today 00:16:55 AI in Sales 00:31:43 LinkedIn Content Creation 00:57:18 LinkedIn Sales Navigator 01:04:46 The Quota League--QUESTIONS:1. Is traditional outbound sales broken, dead, or dying? If yes, how so? 2. What’s actually working for outbound sales today? 3. What’s your take on AI in sales over the next 5-10 years? 4. What are your top tips for creating content on LinkedIn? 5. What are your top tips for using LinkedIn Sales Navigator? 6. What is The Quota League and who should join?--LINKS:Quota League: https://quotaleague.com  Christian on X: https://x.com/chrisbits92  Collin on X: https://x.com/collincadmus Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system Sales Coaching: https://www.collincadmus.com/sales-coaching Founder Coaching: https://www.collincadmus.com/founder-coaching Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast Revenue Growth Blog: https://www.collincadmus.com/blog--Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts.

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Ian Koniak. Ian is the Founder and CEO of Untap Your Sales Potential, a sales training company for B2B Account Executives. Prior to starting his own company, Ian worked in B2B technology sales for 19 years at fortune 500 companies holding both individual contributor and leadership roles and was the number one Enterprise AE globally at Salesforce, closing over $100M in sales throughout his career. Ian’s mission is to share his learnings from over 20 years in tech sales to help AE’s perform their best, so I’m excited to dive in and get his thoughts on what’s working and what isn't working in B2B sales in 2025 and beyond.  Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions or feedback. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This is much appreciated. Without further adieu, let’s dive in and get his thoughts.--TOPICS:00:00:00 Intro 00:01:15 Broken Outbound Model 00:04:50 What’s Working Today 00:23:04 AI in Sales 00:40:52 Average Sales Tenure 00:44:37 Choosing the Right Employer 00:49:10 Untap Your Sales Potential--QUESTIONS:1. Is traditional outbound sales broken, dead, or dying? If yes, how so? 2. What’s actually working for outbound sales today? 3. What’s your take on AI in sales over the next 5-10 years? 4. What’s the key to achieving a long sales tenure at the same company? 5. How should salespeople choose the right company to sell for? 6. What is Untap Your Sales Potential and who should get involved?--LINKS:Ian’s Website: https://www.untapyoursalespotential.com  Ian’s Webinar: https://www.untapyoursalespotential.com/top-4-chatgpt-use-cases-for-tech-sellers Ian’s LinkedIn: https://www.linkedin.com/in/iankoniak Ian’s YouTube: https://www.youtube.com/iankoniak Collin on X: https://x.com/collincadmus Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system Sales Coaching: https://www.collincadmus.com/sales-coaching Founder Coaching: https://www.collincadmus.com/founder-coaching Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast Revenue Growth Blog: https://www.collincadmus.com/blog--Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. 

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Valerie Avila. Valerie is the Head of International Sales at Justworks. She started there 11 years ago as an Account Executive and climbed her way to the top. Prior to Justworks, Valerie was selling for SinglePlatform where we first met and worked together. With 11 years at one company climbing from AE to Head of Sales, Valerie defies the odds and proves what’s possible when you deliver consistently and work for a great employer selling a great product. Needless to say, I’m excited to find out what she thinks is working and what isn’t in 2025 and beyond, and learn her secrets to growing a long-term sales career at one company.  Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions or feedback. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This is much appreciated. Without further adieu, let’s dive in and get her thoughts.--TOPICS:00:00:00 Intro 00:10:23 Broken Outbound Model 00:13:36 What’s Working Today 00:26:30 AI in Sales 00:37:02 Average Sales Tenure 00:42:23 How to Get Promoted 00:49:58 Jobs at Justworks--QUESTIONS:1. Is traditional outbound sales broken, dead, or dying? If yes, how so? 2. What’s actually working for outbound sales today? 3. What’s your take on AI in sales over the next 5-10 years? 4. What’s the key to achieving a long sales tenure at the same company? 5. What’s the secret to getting promoted and climbing the ladder? 6. Is Justworks hiring? Who should apply?--LINKS:Justworks: https://www.justworks.com  Valerie on X: https://x.com/avilava  Collin on X: https://x.com/collincadmus Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system Sales Coaching: https://www.collincadmus.com/sales-coaching Founder Coaching: https://www.collincadmus.com/founder-coaching Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast Revenue Growth Blog: https://www.collincadmus.com/blog--Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts.

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Brian LaManna. Brian is an Enterprise Account Executive at Gong, where he’s worked for the past 4 years crushing quota and winning his way into President’s Club. Prior to Gong he also served as a top AE at BrightEdge for 3 years. Brian is also the Founder of Closed Won where he shares a newsletter, podcast, and sales playbooks, along with sharing his wisdom across LinkedIn and X. Needless to say, Brian has been winning the sales game for a long time and I’m excited to get his thoughts on what he thinks is working and what isn’t for B2B sales in 2025 and beyond. Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions or feedback. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This is much appreciated. Without further adieu, let’s dive in and get his thoughts.--TOPICS:00:00:00 Intro 00:02:16 Broken Outbound Model 00:15:48 Modern Outbound 00:21:53 AI in Sales 00:31:40 Modern Discovery 00:41:00 Differentiated Selling 00:50:01 ClosedWon.xyz--QUESTIONS:1. Is traditional outbound sales broken, dead, or dying? If yes, how so? 2. What’s actually working for outbound sales today? 3. What’s your take on AI in sales over the next 5-10 years? 4. What’s the key to successful discovery in modern sales? 5. How can sellers differentiate their offer in a crowded market? 6. What is Closed Won?--LINKS:Closed Won: https://closedwon.xyz  Brian on X: https://x.com/BrianLaManna_  Collin on X: https://x.com/collincadmus Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system Sales Coaching: https://www.collincadmus.com/sales-coaching Founder Coaching: https://www.collincadmus.com/founder-coaching Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast Revenue Growth Blog: https://www.collincadmus.com/blog--Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts.

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Sam Nelson. Sam is the Founder of SDRLeader.com. Prior to starting his own company he spent almost 6 years at Outreach where he climbed from their top performing SDR into management and leadership positions.  Needless to say, Sam has been at the forefront of all things Sales Development over the past decade, so I’m excited to dive in and get his thoughts on what he thinks is working and what isn’t for B2B outbound in 2025 and beyond.  Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions or feedback. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This is much appreciated. Without further adieu, let’s dive in and get his thoughts.--TOPICS:00:00:00 Intro 00:01:16 Broken Outbound Model 00:11:55 What’s Working Today 00:17:34 AI in Sales 00:26:11 Choosing the Right Employer 00:33:14 Biggest Mistakes in Sales Dev 00:44:59 SDRLeader.com--QUESTIONS:1. Is traditional outbound sales broken, dead, or dying? If yes, how so? 2. What’s actually working for outbound sales today? 3. What’s your take on AI in sales over the next 5-10 years? 4. How can salespeople identify and choose the right employer? 5. What are the biggest mistakes SDRs and leaders are making today? 6. What is SDRLeader.com?--LINKS:SDRLeader: https://www.sdrleader.com Sam on X: https://x.com/realSamNelson   Collin on X: https://x.com/collincadmus Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system Sales Coaching: https://www.collincadmus.com/sales-coaching Founder Coaching: https://www.collincadmus.com/founder-coaching Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast Revenue Growth Blog: https://www.collincadmus.com/blog--Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts.

Kyle Norton, the Chief Revenue Officer at Owner.com, shares insights from his impressive sales leadership journey, including his time at Shopify. He discusses the challenges and innovations in B2B sales, particularly within the restaurant industry. Kyle dives into the impact of AI on sales roles and the evolving outbound sales tactics necessary for success. He also addresses the paradox of short tenures in sales leadership and emphasizes the importance of understanding venture capital dynamics for sustainable growth.

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Sam Jacobs. Sam graduated from the University of Virginia in 1999 and spent the first couple years of his career as a consulting analyst and finance associate before starting his own music label. He then served as the Managing Director for Gerson Lehrman Group prior to getting into tech sales leadership at Axial, Livestream, The Muse, and Behavox, until starting his most recent and current venture where he serves today as the Founder and CEO of Pavilion, the world’s number one private community for GTM leaders. I’ve known Sam since the early days of Pavilion, when it was formerly known as The Revenue Collective, and he’s helped to guide and mentor me through critical phases of my career, but the last time we spoke was 4 years ago when we hosted Stock Options Straight Talk, a video you can find on my YouTube channel where we covered everything your employer doesn’t want you to know about your stock options. Needless to say, I have a tremendous amount of respect for Sam and I’m excited to catch up and get his thoughts on all that’s changing in B2B sales and find out what he thinks is working and what isn’t in 2025 and beyond. Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions or feedback. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This is much appreciated, as it really helps to grow the audience. Without further adieu, let’s dive in and get his thoughts.--TOPICS: 00:00:00 Intro 00:02:27 Broken Outbound Model 00:09:46 What’s Working Today 00:14:03 Growth-at-all-Costs 00:22:10 VP Sales Average Tenure 00:32:54 Sales Quota Attainment 00:37:28 AI in Sales  00:43:07 Pavilion--QUESTIONS:1. Is traditional outbound sales broken, dead, or dying? If yes, how so? 2. What’s actually working for outbound sales today? 3. What are your thoughts on the Growth-at-all-Costs model? 4. What do you think is the reason for low VP Sales average tenure? 5. What do you think is the reason for low sales quota attainment? 6. What’s your take on AI in sales over the next 5-10 years? 7. What is Pavilion and who should join?--LINKS:Pavilion: https://www.joinpavilion.com Sam’s Book: https://a.co/d/cy0ARJM Sam on X: https://x.com/samfjacobs Collin on X: https://x.com/collincadmus Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system Sales Coaching: https://www.collincadmus.com/sales-coaching Founder Coaching: https://www.collincadmus.com/founder-coaching Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast Revenue Growth Blog: https://www.collincadmus.com/blog--Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts.