Collin Cadmus Podcast

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Collin Stewart. Collin started his career in 2008 in equipment sales and marketing for 4 years before co-founding his first company VoltageCRM, followed by co-founding his second company Carburetor, where they helped companies build their outbound sales teams based on the Cold Calling 2.0 framework from Aaron Ross’ Predictable Revenue book. In 2014 Carburator merged with Predictable Revenue, leading Collin to his most recent and current venture where he serves today and for the last decade as CEO of Predictable Revenue. Five years ago I had a viral conversation with Aaron Ross about whether or not the SDR Model or Predictable Revenue is broken. The full discussion is available on YouTube if you want to check it out, but a lot has happened since then and I’m curious to learn first-hand from Collin what’s actually going on at Predictable Revenue and how they’ve pivoted or evolved their services to adapt with the quickly changing B2B sales landscape. 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 00:01:28 Is Predictable Revenue Dead 00:12:35 Growth-at-all-Costs 00:49:32 AI in Sales 01:00:27 Future of SDR  01:13:20 GTM Engineer 01:21:13 Predictable Revenue Today 01:33:56 Collin’s New Book--QUESTIONS:1. Is Predictable Revenue (aka Cold Calling 2.0) broken, dead, or dying? If yes, how so? 2. What’s happening to the Growth-at-all-Cost model? 3. What’s your take on AI in sales over the next 5-10 years? 4. What does the future of the SDR role look like? 5. How important is the GTM Engineer role? 6. What has Predictable Revenue evolved to today? 7. What’s your new book about?--LINKS:Predictable Revenue: https://predictablerevenue.com Collin Stewart’s Newsletter: https://foundersedition.co Collin Stewart’s Book: https://a.co/d/9PjI7oV Collin Stewart on X: https://x.com/CollinYVR Collin Cadmus 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 Michel Lieben. Michel received his bachelor’s degree in economics in 2016 and then started his career as a Marketing Specialist and Growth Marketer for 4 years before starting his most recent and current venture, where he serves today as the Founder & CEO of ColdIQ, an agency that helps B2B companies scale their outbound prospecting activities. Michel is a certified expert with modern growth tools like Clay, Instantly, and Smartlead, and has built outbound systems for over 100 B2B sales organizations. So I’m particularly excited to get his thoughts on all that’s changing in B2B sales and to find out specifically what he thinks is working and what isn’t in the world of outbound prospecting. 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 00:02:29 Broken Outbound Model 00:10:18 What’s Working Today 00:18:03 Sales Prospecting Tools 00:27:11 AI in Sales 00:38:01 What is ColdIQ 00:42:23 In-house vs Outsourcing 00:49:15 Top Outbound Advice--QUESTIONS:1. Is traditional outbound sales broken, dead, or dying? If yes, how so? 2. What’s actually working today for outbound sales? 3. What are the most important tools for outbound sales prospecting? 4. What’s your take on AI in sales over the next 5-10 years? 5. What is ColdIQ and what kind of companies do you work best with? 6. How should founders choose between in-house or outsourcing? 7. What’s your top advice for building an outbound motion today?--LINKS:ColdIQ: https://coldiq.com Michel on X: https://x.com/MichLieben 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 Jake Dunlap. Jake graduated Mirousi State University in 2003 and then went to ASU for his masters, before starting his career as an Account Manager for the Tampa Bay Devil Rays and Arizona Coyotes. After sports, Jake moved into tech at CareerBuilder.com where he worked his way into sales leadership before becoming the VP of Sales at Glassdoor, Chartbeat, and Nowait, until starting his most recent and current venture as the Founder and CEO of Skaled Consulting, where they help companies operationalize key aspects of their sales and marketing organization. Jake also co-founded a second venture in November 2024, called RevOptics; a GTM agency using data to solve top-of-funnel challenges. We’ve known each other for a long time but it’s been a while since we last spoke, so I’m excited to catch up and get his thoughts on all that’s changed in B2B sales, and to specifically drill in on AI and ChatGPT, which has been a core focus for Jake and his team over recent years. 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 00:04:10 Broken Outbound Model 00:15:36 Growth-at-all-Costs 00:24:35 VP Sales Average Tenure 00:28:23 Sales Quota Attainment 00:35:48 AI in Sales 00:47:19 ChatGPT for Sales 01:03:35 Skaled & RevOptics--QUESTIONS:1. Is traditional outbound sales broken, dead, or dying? If yes, how so? 2. What’s happening to the Growth-at-all-Costs model? 3. What do you think is the reason for low VP Sales average tenure? 4. What do you think is the reason for low sales quota attainment? 5. What’s your take on AI in sales over the next 5-10 years? 6. How should salespeople be using ChatGPT? 7. What’s new at Skaled and RevOptics?--LINKS:Skaled: https://skaled.com RevOptics: https://www.revoptics.co JourneyAI: https://meetjourney.ai Jake on X: https://x.com/JakeTDunlap 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 Matt Grossbard. Matt graduated from Roger Williams University in 2013 and then joined SinglePlatform as an entry-level salesperson in July as part of the first new hire class that I taught while serving as their Head of Sales Training. After a year of full-cycle sales, Matt was promoted to Sales Manager and Sr. Sales Manager, where he oversaw a team of 10 direct reports before moving into sales leadership roles at Livestream and Electric, where he climbed to Sr. Director of Sales before starting his most recent and current venture as VP of Sales at Tynrose. Needless to say, we have a long history together so I’m excited to catch up and get his thoughts on all that’s changing in B2B sales, find out what tactics and strategies are working best for him and his team today, and discuss what he’s learned in his first year as VP Sales. 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 00:01:51 Career to VP Sales 00:31:45 Broken Outbound Model 00:36:26 What’s Working Today 00:43:58 Sales Prospecting Tools 00:46:20 Growth-at-all-Costs 00:53:01 AI in Sales 01:01:39 First Year as VP Sales 01:09:20 Growth Plans for 2025--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 the most important tools for outbound sales prospecting? 4. What are your thoughts on the Growth-at-all-Costs model? 5. What’s your take on AI in sales over the next 5-10 years? 6. What has been the biggest learning curve in year 1 as VP Sales? 7. What are your growth plans for 2025 and are you hiring?--LINKS: Tynrose: https://www.tynrose.com Contango: https://contangoit.com Matt on X: https://x.com/MattGrossbard 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.

Ryan Walsh, Founder and CEO of RepVue and former top leader at ChannelAdvisor, shares invaluable insights into selecting the right sales employer. He discusses the challenges facing B2B outbound sales, including the impact of automation. Walsh emphasizes the importance of transparency in the sales job market and how RepVue aids professionals in making informed decisions. They also explore the evolving landscape of sales quotas and the significance of branding in today's marketplace, including strategies for leveraging platforms like LinkedIn.

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Lucas Wilson. Lucas graduated from Indiana State University in 1997 and then spent the first 13 years of his career in the auto business leading operations and sales for several Ford dealerships, until eventually pivoting into the tech space in 2009 when he started in sales at AngiesList. Since then he climbed the executive ladder across a long list of companies including Monster, Main Street Hub, Homebase, ProSites, and many more, until landing his most recent and current position as CEO at Signpost. I’ve interviewed many founders who started out as salespeople, but this is the first time speaking to someone who has been hired into a CEO position that comes from a sales background. I’ve known of Signpost for as long as I’ve been in sales, because we used to hire from the same pool of talent in NYC, and when I worked at Doctor.com we actually subleased one of our offices from Signpost. So I can say firsthand that they’ve always had a reputation of having a strong sales culture and it doesn’t surprise me they eventually hired a CRO to be their CEO. Needless to say, I’m excited to get his thoughts on all that’s changing in B2B sales and more specifically to dive into what it’s like to go from leading a sales organization to leading an entire 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 his thoughts.--TOPICS:00:00:00 Intro 00:04:35 Outbound Sales 00:19:57 Growth-at-all-Costs 00:26:55 Sales Quota Attainment 00:47:26 AI in Sales 00:58:04 From Sales to CEO 01:05:21 Jobs at Signpost--QUESTIONS:1. Is outbound sales broken? What’s changed and what’s working? 2. How are you thinking about Growth-at-all-Costs vs efficiency and profitability? 3. What do you think is the reason for low sales quota attainment and how do you manage it at Signpost? 4. What’s your take on AI in sales over the next 5-10 years and how are you using it at Signpost? 5. What’s it like going from leading sales to being CEO? 6. What’s exciting at Signpost in 2025 and are you hiring?--LINKS:Signpost: https://www.signpost.com Lucas on X: https://x.com/Luke_Wilson75 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 Manny Medina. Manny received his bachelors degree in computer engineering before attending University of Pennsylvania and Harvard University for his MBAs. He then worked in Product Management at Amazon and Business Development at Microsoft before serving as CEO for GroupTalent, but you know him best as the Founder & CEO of Outreach where he served for the past 11 years. With all that experience in the rear view, I’m excited to get his thoughts on all that’s changing in B2B sales and what’s led us to this new world of sales and AI agents. 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 00:02:43 Outbound Sales is Broken 00:15:24 Growth-at-all-Costs 00:26:42 Sales Quota Attainment 00:35:07 VP Sales Average Tenure 00:36:06 AI in Sales--QUESTIONS:1. What’s broken with B2B outbound and how did we get here? 2. What are your thoughts on the Growth-at-all-Costs model? 3. What do you think is the reason for low sales quota attainment? 4. What do you think is the reason for low VP Sales average tenure? 5. What’s your take on AI in sales over the next 5-10 years?--LINKS:Outreach: https://www.outreach.io Manny on X: https://x.com/medinism 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 Joe Brown. Joe graduated from The University of Arizona in 2014 and then joined the sales team at SinglePlatform where we worked together with Lee Rozins, Adam Liebman, and Wiley Cerilli, who I interviewed in previous episodes. Joe rose through the ranks at SinglePlatform from full-cycle salesperson to sales manager and trainer, before moving into a Director of Sales role at health-tech company Simplifeye in 2017, until starting his most recent and current venture as Founder and CEO of DearDoc, where they’re reinventing the way new patients meet their doctor. Starting a tech company as a salesperson is no easy feat, because we generally don’t know how to build the thing we want to sell. Joe is one of the few salespeople who successfully figured out how to make this happen, so today we’re going to focus specifically on what he’s built at DearDoc, how he did it, and what sales lessons he’s learned along the way. If you’re in tech sales and dream of someday starting your own company, you’ll want to listen through to the end of this one. 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 00:04:43 Idea and Funding 00:16:49 Product and Engineering 00:18:32 PMF and ICP 00:28:08 Revenue Growth 00:33:05 GTM Motion 00:38:37 Headcount and Capacity 00:49:52 Future Plans--QUESTIONS:1. What is DearDoc and how did you approach raising seed capital? Bootstrapped or VC? 2. Do you have a technical co-founder or do you use outside agencies for development? 3. How did you refine your Product Market Fit and Ideal Customer Profile? 4. It’s been 6 years since you started, what has your revenue growth looked like? 5. What’s your main GTM motion and sales process and how did you arrive at that? 6. How big is your team and how do you manage headcount and capacity planning? 7. What does the future look like for DearDoc? What are the growth plans?--LINKS:DearDoc: https://www.getdeardoc.com Joe on X: https://x.com/thisisjoebrown 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 Adam Robinson. Adam graduated from Rice University in 2003 and then spent the first 8 years of his career as a Credit Trader for Lehman Brothers and Barclays Capital before bootstrapping his first company Robly to an 8 figure exit in 2021. However, Adam had no down-time because in 2020 he already started building his next company Retention.com which he grew to $20 Million ARR in 3.5 years without raising any capital. Adam still serves as the CEO of Retention.com to this day, but he didn’t stop there, in 2023 he started another company RB2B which has also taken the market by storm. I’ve been following Adam on LinkedIn for a long time but just recently noticed that he not only bootstrapped his companies, but he’s darn proud of it. So I’m particularly excited to get his thoughts on all that’s changing in B2B sales and learn his secrets to bootstrapping world-class SaaS companies to hyper-growth. 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 00:01:56 Sales Teams vs Self-Serve 00:08:58 Outbound Sales is Broken 00:13:49 Growth-at-all-Costs 00:34:48 Low Average Quota Attainment 00:41:35 Venture Capital vs Bootstrapping--QUESTIONS:1. Do you have sales teams or are your products self-serve? 2. What’s broken with B2B outbound and how did we get here? 3. What are your thoughts on the Growth-at-all-Costs model? 4. What do you think is the reason for low sales quota attainment? 5. What are the pros and cons of venture capital VS bootstrapping?--LINKS:Retention: https://retention.com RB2B: https://www.rb2b.com Adam on X: https://x.com/RetentionAdam 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 Lee Rozins. Lee graduated from Ramapo College of New Jersey and then started his career in Account Management and Business Development for a year and 6 months before starting his journey at SinglePlatform, where we met and worked together, and where Lee climbed the ranks from full cycle AE to Senior Sales Manager over a 4 year and 10 month tenure.  After SinglePlatform Lee moved into his first VP of Sales role at Cheetah for 3 years, followed by Head of Growth at Onaroll for another 3 years, until landing his most recent and current position as Co-founder and CRO at Aligned, where their vision is to change the way the world negotiates. Lee was one of the most positive and energetic people on the sales floor at SinglePlatform and we sat directly next to each other for a long stretch of our careers on the phones. We shared many laughs, moments of frustration, and helped each other continuously push to the next level. Needless to say, we have a long history together so I’m excited to catch up and get his thoughts on all that’s changing in B2B sales and find out how he’s helping sellers negotiate at Aligned. 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 00:02:00 Outbound Sales is Broken 00:14:10 Growth-at-all-Costs 00:24:09 Low Average Quota Attainment 00:41:03 Low Average Tenure 00:54:25 What is Aligned 01:12:33 Negotiating in 2025--QUESTIONS:1. What’s broken with B2B outbound and how did we get here? 2. What are your thoughts on the Growth-at-all-Costs model? 3. What do you think is the reason for low sales quota attainment? 4. What do you think is the cause for 18 month average tenure for VP Sales? 5. What is Aligned? 6. How should reps negotiate in 2025?--LINKS:Aligned: https://www.alignednegotiation.com Lee on X: https://x.com/LeeRozins 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.