Collin Cadmus Podcast

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Andy Mewborn. Andy studied electrical and computer engineering at Seattle University and then launched his career as an Electrical Engineer. He then founded two companies, Gridlee and Limelite, prior to joining Outreach where he started as an early Product employee, transitioning over 7 years through leading Customer Success, Sales Engineering, and finally as 4x President’s Club winner crushing Enterprise Sales. After Outreach, Andy co-founded Taplio and sold it to Lemlist before starting his most recent and current venture, Distribute, where he serves today as the Founder and CEO. Andy is amongst the rare few in SaaS who have both product and sales experience, so I’m particularly curious to get his thoughts on all that’s changing in B2B sales and to learn more about what he’s building at Distribute. 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. 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 stuff really helps to grow the audience. Without further adieu, let’s dive in and get his thoughts.--TOPICS:00:00:00 Intro 00:03:49 Outbound Sales is Broken 00:16:20 Growth-at-all-Costs 00:27:29 Sales Quota Attainment 00:34:23 VP Sales Average Tenure 00:36:55 Product vs Sales 00:38:02 Distribute.so 00:48:16 Selling Great Products --QUESTIONS:1. What’s broken with B2B outbound and how did we get here? 2. What’s happening to the Growth-at-all-Cost 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. Why did you gravitate away from product and into sales? 6. What is Distribute? 7. How important is selling a great product?--LINKS:Distribute: https://www.distribute.so Distribute on X: https://x.com/DistributeSo Andy on X: https://x.com/andymewborn 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 Kyle Coleman. Kyle graduated from William & Mary – Raymond A. Mason School of Business in 2010 and then started his career as an Account Executive at Gyro for 10 months before landing his first leadership position as Sales Development Manager at Looker, where he grew into the Director and Sr. Director of Sales Development over a 6 year tenure. After Looker, Kyle moved on to become the Director of Sales Development & Enablement at Clari, where he grew into his first VP role, followed by SVP of Marketing and Chief Marketing Officer over a 5 year journey, until landing his most recent and current position as Chief Marketing Officer at Copy.ai. With all that’s changing in B2B outbound, and so much discussion around whether Sales Development is a function of Sales or Marketing, I can’t think of anyone better to ask than someone who has spent their entire career leading Sales Development only to transition into leading Marketing. 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. 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 stuff really helps to grow the audience. Without further adieu, let’s dive in and get his thoughts on all that’s changing in B2B sales and learn what’s working and what isn’t working for outbound at Copy.ai.--TOPICS:00:00:00 Intro 00:01:44 Outbound Sales is Broken 00:08:26 Growth-at-all-Costs 00:13:51 Sales Quota Attainment 00:24:22 VP Sales Average Tenure 00:29:06 AI in Sales 00:37:34 Intent and Signal Data 00:41:32 Sales Tech Stack 00:43:30 Sales Development & Marketing 00:44:29 Copy.ai--QUESTIONS:1. What’s broken with B2B outbound and how did we get here? 2. What’s happening to the Growth-at-all-Cost 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? 6. What do salespeople need to know about intent and signal data? 7. What should outbound salespeople have in their tech stack? 8. Is sales development a function of Sales or Marketing? 9. What is Copy.ai?--LINKS:Copy.ai: https://www.copy.ai Kyle on X: https://x.com/kyletcoleman 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 Anthony Natoli. Anthony graduated from the University of Arizona in 2015 and then jumped straight into sales as a BDR for Ethos Lending, followed by a promotion to his first AE role where he earned his way into President’s Club not once, but twice in a row. After Ethos Lending, Anthony moved onto crushing quota at Demandbase, Outreach, and Lattice, followed by a 7 month stint as Head of Sales Development for QA Wolf, until starting his most recent and current role as Senior Account Executive at LinkedIn. After 10 years of selling for top B2B SaaS companies, including a taste of SDR leadership, I’m excited to dive in and find out first-hand from a top front-line salesperson, what’s actually working today and what isn’t. 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. 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 stuff really helps to grow the audience. Without further adieu, let’s dive in and find out what Anthony has learned over the past decade and more specifically what’s working today at LinkedIn, and what isn’t.  --TOPICS:00:00:00 Intro 00:02:57 Leadership vs Individual Contributor 00:11:29 The State of Outbound Sales 00:19:40 Growth-at-all-Costs 00:24:52 Picking an employer 00:29:46 Sales Quota Attainment 00:35:45 Quality of Training 00:42:22 AI in Sales 00:48:44 LinkedIn Sales Tips 00:55:47 Favorite Sales Tools--QUESTIONS:1. Why did you decide to go back to an AE role after being an SDR leader? 2. What do you think (if anything) is broken with the outbound model? 3. What are your thoughts on Growth-at-all-Costs VS efficient and profitable GTM practices? 4. What do you find most important in selecting a great employer? 5. What do you think is the reason for low sales quota attainment? 6. Have you received enough sales training from your employers or do you seek it on your own? 7. What role do you think AI will play long term in sales? 8. What strategies or tactics do you suggest for salespeople using LinkedIn for outbound? 9. Besides LinkedIn, what are your favorite must-have sales tools?--LINKS:Anthony on X: https://x.com/natolisnuggets 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 Scott Leese. Scott graduated from Dominican University of California in 1999 and then went on to earn his Master’s from Arizona State University in 2002. From there Scott launched his career in sales, quickly growing into VP of Sales roles at LeapFish, Democrasoft, and Main Street Hub. Scott then became the SVP of Sales at Outbound Engine and Qualia, prior to going out on his own and founding Scott Leese Consulting, where he’s helped founders and sales leaders scale their sales efforts for the past 8 years. Scott is also the author of 3 books; Addicted to the Process, From Rep to Manager, and More Than a Number (all Available on Amazon), and he’s the Founder of Thursday Night Sales and the widely acclaimed Surf & Sales Summit. He’s done it all, he’s a long-time friend, and we’ve hosted a handful of events together, but this is the first time having him on my podcast so I’m excited to dive in and get his thoughts on all that’s changing in B2B Sales, and of course, it’s Halloween so we’re doing it in style. 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. 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 stuff really helps to grow the audience. Without further adieu, Harry, I mean Scott, thanks for joining me and welcome to the show.--TOPICS:00:00:00 Intro 00:02:43 Outbound Sales is Broken 00:06:14 Growth-at-all-Costs 00:10:43 AI in Sales 00:17:23 Sales Quota Attainment 00:30:15 VP Sales Average Tenure 00:38:19 Go-to-Network 00:46:11 Surf & Sales--QUESTIONS:1. What’s broken with B2B outbound and how did we get here? 2. What’s happening to the Growth-at-all-Costs model? 3. What’s your take on AI in sales over the next 5-10 years? 4. What do you think is the reason for low sales quota attainment? 5. What do you think is the reason for low VP Sales average tenure? 6. What is Go-to-Network? 7. What is Surf & Sales?--LINKS:Surf & Sales: https://www.surfandsales.com Scott Leese Consulting: https://scottleeseconsulting.com Scott on X: https://x.com/thescottleese 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 Colin Specter. Colin graduated from UC Santa Barbara and then started his career in event management, where he got a taste of sales, customer service, and leading over 100 employees for nearly 7 years. In 2012 Colin pivoted into medical sales and then landed his first B2B SaaS role in 2014 as an SDR at Namely. Quickly becoming the top SDR in company history, Colin received promotions to Account Executive, Regional Sales Manager, and Director of Sales, where he helped grow the company from $100k to $70M ARR. After Namely, Colin became the VP of Sales at Orum in 2019, and recently received a promotion to Senior Vice President of Revenue just 3 months ago. Like myself, Colin’s career didn’t start in B2B SaaS, but we seemed to follow similar paths by stumbling our way into the industry and applying what we learned beforehand to move up quickly and start building and leading teams. In a world where average tenures are quite low for sales leaders, Colin has made beating the average look easy, so I’m excited to dive in and get his thoughts. 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. 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 stuff really helps to grow the audience. Without further adieu, let’s dive in and learn first-hand what Colin thinks has contributed to his success and get his thoughts on all that’s changing in the world of B2B sales.--TOPICS:00:00:00 Intro 00:02:41 Average Quota Attainment 00:08:31 VP Sales Average Tenure 00:20:15 Growth-at-all-Costs 00:27:47 AI in Sales 00:35:10 B2B Outbound Sales 00:41:36 Modern Sales Efficiency 00:42:51 Choosing an Employer 00:45:24 Advice for Salespeople--QUESTIONS:1. What do you think is the reason for low sales quota attainment? 2. What do you think is the reason for low VP Sales average tenure? 3. What’s happening to the Growth-at-all-Costs model? 4. What’s your take on AI in sales over the next 5-10 years? 5. What do you think works for B2B outbound today? 6. What (if anything) are you changing strategically at Orum to become more efficient? 7. How do you choose winning startups to work for? 8. What advice do you have for young salespeople just getting started today?--LINKS:Orum: https://www.orum.com Colin on X: https://x.com/c_specter 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 Mark Kosoglow. Mark graduated from Penn State University in 1998 and then became the General Manager of Nittany Notes where he was responsible for everything from hiring, training, development, inventory management, and of course, sales. After discovering his knack for sales Mark went on to hold two more long-term sales positions before finally landing himself the gig of a lifetime as the VP Sales for Outreach in 2014. Mark is among the rare breed of VP Sales who held his position for over 8 years, including a promotion to SVP of Sales, prior to leaving Outreach. At which point he became the CRO of Catalyst Software in 2022, where he remained until February of this year when he started working on his most recent project Operator, where he now serves as Co-Founder & CEO. Mark believes that as an industry we got greedy and wrecked the outbound model. The playbook was simple and worked, so we automated it and ignored how resistant buyers were becoming. After having lived through the brightest and darkest times of outbound sales in B2B SaaS, I can say I wholeheartedly agree and I’m darn curious to learn how Operator plans to address this problem. 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. 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 stuff really helps to grow the audience. Without further adieu, let’s dive in and find out more specifically what Mark thinks is broken with outbound and how he plans to fix it.--TOPICS:00:00:00 Intro 00:03:35 Outbound Sales is Broken 00:09:20 Growth-at-all-Costs 00:18:18 AI in Sales 00:25:30 Sales Quota Attainment 00:30:36 VP Sales Average Tenure 00:38:33 Raising a Salesperson 00:44:28 Operator--QUESTIONS:1. What’s broken with B2B outbound and how did we get here? 2. What’s happening to the Growth-at-all-Costs model? 3. What’s your take on AI in sales over the next 5-10 years? 4. What do you think is the reason for low sales quota attainment? 5. What do you think is the reason for low VP Sales average tenure? 6. What’s it like raising a second generation B2B SaaS salesperson? 7. How is Operator going to change the game?--LINKS:Operator: https://www.operator.ai 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 Jeron Paul. Jeron studied economics and philosophy at Brigham Young University and then received his MBA at Harvard. After school he spent 3 years as a consultant before starting his first company Boardlink, which was acquired by Thomas Reuters. Jeron then spent 5 years in venture capital before starting his next two companies Scalar and Capshare, both with successful exits. With all of that experience behind him, in 2018 Jeron founded Spiff which was acquired by Salesforce in February of this year for $419 million. In episode 9 I spoke to Spiff’s Chief Marketing Officer, Anna Fisher and I sat on their GTM advisory board for 3 years until the acquisition. Jeron believes every person has an infinite potential to do good and his goal in life is to unlock as much of that potential in himself and others as possible. He believes in fighting group think, the Socratic method, and the power of humility. One of the things he’s most proud of is sharing larger than normal equity stakes with those who are bold enough to build businesses with him, and I can say after having been an advisor on the receiving end of the Salesforce acquisition equity, he practices what he preaches in that regard and that’ll be one of the topics we’ll dive into today. It’s been 7 months since Spiff was acquired. Since then, Jeron has served as the SVP of Product at Salesforce, presumably continuing to oversee Spiff, but without further adieu, let’s dive in and learn more about what it took to build Spiff and sell it to Salesforce in just 5 and a half years.--TOPICS:00:00:00 Intro 00:01:49 What is Spiff 00:07:39 GTM Advisory Board 00:16:01 Equity Philosophy 00:27:16 M&A 00:30:04 Growth Channels 00:37:40 Doing it again today 00:42:06 Who should use Spiff--QUESTIONS:1. What is Spiff and why did you build it? 2. You decided early on to build a GTM advisory board; what were your main motivations and goals behind doing this and was it worth it in hindsight? 3. We often hear stories of founders finding creative ways to screw people out of their equity at the time of acquisitions and IPOs, but you did the opposite. Talk me through your philosophy on equity and the decisions you had to make during the acquisition as it pertains to employees and advisors liquidating their shares. 4. Was M&A always the plan? Or did the pandemic and financial crisis play a role in the decision to sell? 5. What were your main growth channels and can you share roughly the split of revenue that came from each, like inbound, outbound, channel partners, etc.? 6. If you were to start Spiff today would you do anything different? 7. Is Spiff still a product for non-Salesforce users or is it now specifically for Salesforce users?--LINKS:Spiff: https://spiff.com Jeron on X: https://twitter.com/jerondanielpaul  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 Chris Orlob. Chris studied marketing at Utah Valley University and then went on to start his career at InsideSales.com, after which he started his own company Conversature, which eventually merged with Gong, at which point Chris became the Director of Product Marketing and eventually the Head of Sales where he helped grow the company from $200k ARR to over a $7B valuation in 5 years. In 2022 Chris left Gong to start his current venture, where he serves as the Founder and CEO of Pclub.io, a sales training platform that aggregates courses from top practitioners into one platform. The last time I spoke with Chris was back in 2019 and it feels like just about everything has changed since then with the advent of remote work, sales AI, and the divergence from the Growth-at-all-Cost model, so I’m excited to dive in and get his thoughts on all that’s changing.--TOPICS:00:00:00 Intro 00:02:12 Outbound Prospecting 00:11:37 Remote vs Office 00:16:42 Quota Attainment 00:23:48  Average Tenure 00:30:24 Growth-at-all-Costs 00:36:43 AI in Sales 00:41:20 Pclub--QUESTIONS:1. Outbound prospecting has become increasingly challenging as conversion rates for calls and emails continue to decline. What do you think outbound salespeople should be doing differently today? 2. What’s the best way to build a sales team in 2024; remote, hybrid, or in the office, and why? 3. Average quota attainment is under 40%. Why do you think it’s so low and what needs to change? 4. Average VP Sales tenure is below 18 months. Why do you think it’s so low and what needs to change? 5. What’s happening to the Growth-at-all-Costs model? 6. What role do you see AI playing in sales over the next 5-10 years? 7. What is Pclub?--LINKS:Pclub: https://www.pclub.io Chris on X: https://x.com/Chris_Orlob 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 Stefan Katanic. Stefan is a lifelong entrepreneur. He co-founded Traden Group in 2013, Coinbio in 2017, and White Label Agency in 2019, but his most recent venture is where he truly found his stride. Today Stefan serves as the CEO of Veza Digital, a services business that helps B2B SaaS companies build and operate profitable marketing websites that build awareness, trust, and credibility at scale. They’ve quickly become the go-to website agency for B2B SaaS, having built websites for companies like ChiliPiper, Adonis, Trumpet, and Shipwell to name a few. I talk a lot about SaaS on this podcast but have yet to talk about the services aspect of B2B, which is not only a massive percentage of the total sales world, but in this case is one of the services SaaS companies rely on heavily for growth. With SaaS pivoting to remote operations, companies are now relying more on outside agencies to manage aspects of their business, like Sales Operations, Finance, HR, and website development, maintenance, and SEO. Stefan has been running founder-led sales for Veza Digital for the past 8 years and is now ready to shift his focus toward mergers and acquisitions and needs to prepare the company for bringing in an external sales leader, which I’ll be helping him with as a Consultant over the coming months. In the meantime, my audience is mostly made up of salespeople, many of which hope to start their own companies someday. Since most salespeople don’t know how to write code, starting a services business is often the more realistic option, so, I’m excited to dive in and find out how you found your niche and what it takes to build a multi-million dollar B2B services agency. --TOPICS:00:00:00 Intro 00:03:19 Starting Veza Digital 00:05:16 Your elevator pitch 00:09:05 Targeting B2B SaaS 00:16:04 Your sales experience 00:20:58 Your sales process 00:24:41 Founder-led sales transition 00:28:58 Hiring a sales team 00:35:09 Starting a services business 00:41:42 Mergers and acquisitions 00:42:37 Number one sales objection 00:47:56 Why choose Veza Digital 00:51:59 Advice for young entrepreneurs--QUESTIONS:1. What led you to starting Veza Digital? 2. What’s your elevator pitch for Veza Digital? 3. How did you decide to focus on the B2B SaaS niche? 4. How much sales experience did you have prior to starting Veza Digital? 5. What has been the key to perfecting your sales process? 6. After 8 years of founder-led sales, why is now the time to add a sales team? 7. You’ve tried a few times to hire and train salespeople, why hasn’t it worked? 8. What’s the blueprint for starting a services business? 9. Why are mergers and acquisitions part of your growth strategy? 10. What’s the number one objection you face in your sales process? 11. What’s the main reason customers choose Veza Digital over competitors? 12. What’s one piece of advice you have for young salespeople who want to start their own company?--LINKS:Veza Digital: https://www.vezadigital.com Veza Digital on X: https://x.com/VezaDigital Stefan on X: https://x.com/stefan_katanic 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 Yuriy Zaremba. Yuriy is a corporate lawyer turned CEO and a 2x Y Combinator Alumni. He co-founded his first company AxDraft in 2017 which was acquired by Onit in 2020. He then co-founded AiSDR where he serves today as the CEO. AiSDR creates and sends personalized sales emails at scale and automatically engages with prospects who respond. Tools like AiSDR spark a lot of conversation today because on one hand they have the potential to make outbound prospecting significantly more cost efficient, but on the other hand there’s concern about what that means for the future of sales jobs and the human seller. In previous episodes we’ve discussed the future of AI in sales and have speculated our thoughts on what’s to come, but today we get to hear first-hand from the man who’s actually building and selling this solution, and I’m excited to get his perspective.--TOPICS:00:00:00 Intro 00:01:24 AI taking human jobs 00:08:21 AI capabilities 00:19:47 Open and reply rates 00:28:11 Revenue and customers 00:31:19 Your sales process 00:37:39 Greatest obstacle today 00:39:00 AiSDR competitors 00:41:21 Y Combinator 00:45:00 Who should use AiSDR 00:46:53 The future of AiSDR--QUESTIONS:1. People are concerned about the potential of AI taking away human jobs. What are your thoughts on this topic? 2. What is AI actually capable of today and 5-10 years out? 3. What are the average open and reply rates for AiSDR today? 4. Can you tell us how much revenue you’re at today or how many paying customers you have? 5. How do you sell it? Do people try it for free and it sells itself? Or do they have to pay to try? 6. What is the main focus at AiSDR today? Is there one thing that’s holding you back? 7. Who are the real competitors and how is AiSDR different? 8. How helpful is Y Combinator? 9. Who should use AiSDR today and who shouldn’t? 10. What does the future look like for AiSDR?--LINKS:AiSDR: https://aisdr.com/ 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.