Outbound Kitchen - B2B Sales Podcast

Subscribe to the Outbound Kitchen newsletter---Morgan Williams is Director of Sales Development and GTM Engineering at Flexport. His team completed 14 straight months above quota. Flexport raised the target twice during that run, and the team reached 181.8% against the current quota in August.In this conversation, Morgan explains the operating system supporting that performance. It combines AI-powered research, account and contact scoring, signal-based prioritisation, coaching, and an end-to-end dashboard. One workflow reduced account research from about two hours per SDR per day to roughly 15 minutes, giving reps more time for high-quality conversations.We discuss:Reducing SDR research from about two hours to roughly 15 minutesRemoving non-revenue work while keeping the SDR focused on conversationsAccount score versus account temperatureContact-level scoring and temperatureFirst-party and third-party signal prioritisationCoaching reps according to prospect intentRep adoption through pilots, feedback, and co-authorshipThe end-to-end dashboard that connects research, prioritisation, and actionReferenced:Morgan Williams on LinkedInFlexportClaySalesforceGong EngageTrellusZoomInfoPredictable Revenue----When you're readyWant to work with me? Send me a DM---Connect with meConnect on LinkedInSubscribe on YouTubeConnect on X----(00:00) Why this episode matters(00:55) Defining high-quality conversations(04:35) Remove non-revenue work first(08:50) Research from two hours to 15 minutes(10:50) One-click account research in Salesforce(15:10) Account score versus account temperature(18:00) Rep autonomy and experimentation(20:30) The two outbound gears(22:25) Nets, spears, and seeds(25:45) Predicting who will answer(30:45) Coaching to prospect intent(37:00) From the dashboard to the dialer(39:00) Fewer tools and stronger adoption(46:20) Closing and where to find Morgan

Subscribe to the Outbound Kitchen newsletter-Florin Tatulea is GTM Engineer in Residence at ZoomInfo, where he builds the AI agents and workflows behind modern outbound. He was Loopio's first sales hire, on the team that grew revenue 65x in six years, and he built the outbound engine at Common Room, where he 4x'd the SDR team, grew monthly outbound pipeline 20x, and sourced seven figures in outbound revenue. He writes Prospecting from the Trenches, and he treats outbound as a system to design, not a headcount number to fill.We discuss:The top-down headcount math that quietly over-hires outbound teamsTAM vs SAM, and why the real number was 6,000 accounts, not 30,000Why you don't need an SDR before $1M ARR or product-market fitHiring two SDRs at once to separate the person from the processThe four things Florin looks for in a first SDR, and how he vets curiosityBuilding the team like a sports team, with complementary skill setsWhat AI and GTM engineering actually change about the team you buildWhy Anthropic, OpenAI, and Clay are still hiring SDRsReferenced:Prospecting from the Trenches (Florin's newsletter): salesflo.substack.comFlorin Tatulea on LinkedIn: linkedin.com/in/florintatulea/ZoomInfo: zoominfo.comHyperbound (AI roleplay, Florin is an advisor)When you're readyWant to work with me? Send me a DM -> https://www.linkedin.com/in/elriclegloire/Connect with me[Connect on LinkedIn] -> https://www.linkedin.com/in/elriclegloire/[Subscribe on YouTube] -> https://www.youtube.com/@ElricLegloireOutbound[Connect on X] -> https://x.com/elriclegloireChapters:(00:00) Intro: who is Florin Tatulea(01:29) The episode outline(02:21) Where the scaling math breaks(04:55) TAM vs SAM: 30,000 accounts or 6,000?(09:23) What CROs and CMOs get wrong next(13:06) Why you don't need an SDR before $1M ARR(16:25) Hire two SDRs, not one(19:17) What to look for in your first SDRs(22:00) How to actually vet for curiosity(24:53) The prospecting homework task(28:14) Build the team like a sports team(32:55) A better way to interview for passion(35:43) Vetting coachability on a live cold call(38:46) What changed in 2026: AI and GTM engineering(42:18) Why the best AI companies still hire SDRs(46:13) The best AI use cases for SDR teams(51:45) Automating the deal handoff(53:08) Q&A: trade-show lists with Claude Code(54:44) Where to find Florin

Subscribe to the Outbound Kitchen newsletter -> https://newsletter.outbound.kitchen/--Will Rohleder is the SDR director at TeachTown, special education software for school districts, where he took over a 4-person SDR team with $200K in pipeline and, within about a month, had the same four reps building roughly $600K a week. Today he leads 14 SDRs at a 92% show rate and 88% conversion to opportunity. He previously built and led SDR teams across fintech and HR software. He hires almost only former teachers and pays his SDRs to move deals forward, not just book the meeting.We discuss:How he rebuilt a four-person SDR team and 10x'd weekly pipeline in about a monthThe territory design and SDR-to-AE alignment behind the numbersHis show-rate playbook: the blank-calendar-invite accept trick, layered reminders, and letting the prospect talk 70% of the timeWhy half of SDR comp is tied to the opportunity reaching stage 3, not just booking the meetingWho owns moving a deal forward, and the six-point qualification gateWhy he almost only hires former teachers, and the one interview question he swears byWhere he uses AI, and the inbound AI SDR that emailed a lawyerReferenced:Will Rohleder on LinkedIn: linkedin.com/in/william-rohleder-2aa7a9143/TeachTown: teachtown.comSDR Leaders of USA communityWhen you're ready[Want to work with me? Send me a DM] -> https://www.linkedin.com/in/elriclegloire/Connect with me[Connect on LinkedIn] -> https://www.linkedin.com/in/elriclegloire/[Subscribe on YouTube] -> https://www.youtube.com/@ElricLegloireOutbound[Connect on X] -> https://x.com/elriclegloire-Chapters:(00:00) Smile and Dial Fails(01:04) Meet Will Rohleder(02:35) Career Lessons SDR(04:42) Teachtown Turnaround(06:27) Territory Strategy(07:35) SDR AE Pairing(08:41) Show Rate Playbook(13:04) Handoff and Discovery(15:46) Research Led Outreach(18:02) BANT and Conversion(19:24) Comp Plan Incentives(23:33) Quota Quality Focus(24:55) Quota and Payout Tweaks(25:32) SDR AE Collaboration Systems(28:13) Multi Threading District Deals(29:04) Hiring Former Teachers(30:46) Interview for Curiosity(33:30) First 30 Days Ramp Plan(38:56) AI for Research Only(44:44) Cold Call Openers That Work(46:52) Research Driven Outreach Mindset

Get the 3 prompts (research + classify, gift ideas, note writer) in my paid newsletter here.---In this episode, I break down the 2-step ABM gifting system you can run on your top 200 accounts. How to find the clue. How to classify the prospect into one of four buckets (Identity, Passion, Milestone, or No Gift). How to pick a gift that maps to the specific niche. And how to write the note that proves the research wasn't AI-generated.--If you're new here, I'm Elric Legloire, founder of Outbound Kitchen. I help B2B SaaS companies between $2M and $50M ARR fix and scale their outbound system. My view: in 2026, productivity is the multiplier to scale outbound teams.Menu:- Why a $300 researched gift is cheaper than the cold email sequence you'd run into a $200K to $1M ARR account- The 4-bucket prospect classification: Identity, Passion, Milestone, No Gift (and why ~70% land in No Gift)- The specificity ladder: vague vs. niche vs. Passion vs. Signature clues, and which two qualify for a gift- Where to find Signature clues: LinkedIn About sections, podcast appearances, keynotes, blogs, book forewords- A worked example on Kyle Norton (CRO at Owner.com). From clue ("former MMA gym co-owner, black belt") to gift (personalized oak belt display from Etsy with his "Slow is smooth. Smooth is fast." quote)- The 5-part note template: research proof, rabbit hole, gift bridge, pitch + proof, soft ask- Why Perplexity beat ChatGPT for clue research this round, and why you should keep benchmarking AI modelsReferenced:- Stevie Case (CRO, Vanta), Quake rocket launcher gift, sent by Brennan- Tom (CMO, Incident.io), signed vinyl gift- Newsletter with the 3 prompts (research + classify, gift ideas, note writer): https://newsletter.outbound.kitchen/p/abm-how-to-gift-your-top-200-accountsChapters(00:00) Why Gifting Works(01:37) ABM Outbound Fit(02:41) Step One Find Clues(03:29) Clue Buckets Framework(04:41) Avoid Creepy Research(05:38) Make Clues Specific(06:55) Where To Research(07:17) Kyle Norton Example(09:51) Decision Tree Choices(10:40) Step Two Gift Ideas(11:56) Personalized Gift Build(13:24) Write The Note(14:58) Note Template--When you're ready⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Want to work with me? Send me a DM⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ---Connect with me⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

⁠⁠⁠⁠Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠---This episode was originally recorded in French for Cognism's Prospect podcast with Laetitia Fall. The English audio you're hearing is an AI-translated dub generated with ElevenLabs. Original French version: https://youtu.be/DMRO_GGp-1A--If you're new here, I'm Elric Legloire, founder of Outbound Kitchen. I help B2B SaaS companies between $2M and $50M ARR boost their outbound results. My view: in 2026, productivity is the multiplier, not headcount. --We discuss:- Why outbound isn't dead, but pipeline got roughly 10x more expensive (1% conversion in 2015 to needing 1,000 emails per opportunity in 2023, source: Winning By Design)- Why global SDR headcount grew over 20% in a year while public layoffs dominated the LinkedIn feed- The Owner.com benchmark: 40 appointments per BDR per month, 25% close rate, $70-80K sourced revenue per BDR per month- When to hire experienced SDRs vs juniors, and the 12-meetings-per-month threshold that signals your playbook is ready- Why ICP work beats tool selection (Tier 1 closes at 25%, Tier 2 at 5%, you need 5x the volume to compensate)- Snowflake's 140 ICP data points and why 10-15 is the realistic target for most teams- Multichannel orchestration when only 30% of your prospects are reachable on LinkedIn- The data-quality test most teams skip: coverage rate per persona, per market- AI in outbound (January 2026): what actually works, why most LinkedIn AI messages fail, and the foundation AI needs (market, CRM, message principles, signals)Referenced:Outbound Kitchen newsletter: https://newsletter.outbound.kitchenElric Legloire on LinkedIn: https://www.linkedin.com/in/elriclegloire/Cognism's original French episode: https://youtu.be/DMRO_GGp-1AHost: Laetitia Fall Sources cited in episode: Winning By Design, Insight Partners (Jeremy Donovan's portfolio data), Owner.com BDR benchmarks, Snowflake ICP methodology----When you're ready⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Want to work with me? Send me a DM⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠---Connect with me⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠----Chapters:(00:00) Outbound Crisis 2026(00:11) Podcast Setup and Dub(02:39) Is Outbound Dead(05:46) Why Conversion Fell(09:43) Stop Hiring Juniors First(12:49) SDR Growth vs Layoffs(18:13) When to Hire and Scale(25:02) Who Should Manage SDRs(27:17) Start With ICP First(29:50) How to Define ICP(34:34) Intent Signals vs ICP(35:28) Managing Account Batches(36:43) ICP Evolves With Product(39:14) Who Owns the ICP(41:45) Experimenting New Markets(42:50) Defining ICP Subsegments(44:48) Real Multichannel Outreach(47:18) Orchestrating Channels(49:20) Writing Better Messages(53:02) Data Quality Over Tools(55:55) Testing AI Market Research(59:31) When to Hire RevOps(01:01:40) AI Outbound Workflows

You can read the written version of this episode here: https://newsletter.outbound.kitchen/---Q1 recap, Q2 roadmap, and the three systems I'm building for outbound teams right now. Everything I shipped in Q1:March 2026- OK28: How ElevenLabs is Scaling Outbound From 5% to 46% With Human SDRs: https://newsletter.outbound.kitchen/p/how-to-scale-outbound-from-5-to-46- Best AI for Account Research? I Tested 7 AI Models: https://newsletter.outbound.kitchen/p/best-ai-for-account-research-i-testedFebruary 2026- I tracked 232 outbound teams. Here's what I found: https://newsletter.outbound.kitchen/p/the-outbound-paradox-reality-vs-linkedin- OK26: 5 AI Cold Call Training Scenarios Every Outbound SDR Team Should Run: https://newsletter.outbound.kitchen/p/how-to-train-cold-callers-with-ai- ClickUp built THIS before scaling dials: https://newsletter.outbound.kitchen/p/clickup-built-this-before-scaling- 9 ways I use Claude Code for outbound: https://newsletter.outbound.kitchen/p/ive-been-using-claude-code-sinceJanuary 2026- OK25: How to Build a Profitable Outbound SDR Team: https://newsletter.outbound.kitchen/p/how-to-build-a-profitable-outbound- How to prove outbound is working (to your CEO): https://newsletter.outbound.kitchen/p/how-to-prove-outbound-is-working- OK24: How DoorDash Scaled Outbound from $291M to $8.6B: https://newsletter.outbound.kitchen/p/how-doordash-scaled-outbound-from- How to Divide Your Outbound Market Into Territories (7-Step Guide): https://newsletter.outbound.kitchen/p/how-to-divide-your-outbound-market- OK23: How to Build SDR Enablement from Scratch: https://newsletter.outbound.kitchen/p/how-to-build-sdr-enablement-from- 100 emails → 1 meeting (2015). Now it's 1,000+: https://newsletter.outbound.kitchen/p/100-emails-1-meeting-2015-now-its- OK22: How to Cold Call for Higher Connect Rates: https://newsletter.outbound.kitchen/p/how-to-cold-call-for-higher-connect---Who I am? Elric Legloire, founder of Outbound Kitchen. When you're ready⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠---Connect with me⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠---Chapters(00:00) Q1 Recap Setup(00:21) March Highlights(01:13) February Highlights(02:36) January Highlights(04:04) Q2 The Pantry Launch(04:57) New Systems and Automations(06:27) Pricing and Subscriber Notes(07:03) Podcast Guest Lineup(07:41) Q2 Newsletter Topics(08:41) Data Benchmark Help

⁠⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠---Jonathan Chemouny is GTM at ElevenLabs, where he scaled outbound from 5% to 46% of pipeline in one year with a small distributed SDR team. He previously built and led SDR teams at Intercom and Lattice. His team operates with no job titles, no standups, and no activity metrics , running on async Slack communication and trust-based autonomy.We discuss:- Why an AI-native company at 95% inbound decided to build a human SDR team instead of automating everything- How ElevenLabs defines outbound (pure cold + PLG-assisted) and why the distinction matters for pipeline math- Why candidates from finance and VC outperform career SDRs -- and the hiring process that screens for it- The operating system: no standups, no pipeline reviews, no job titles, async Slack ("Slack militaire")- How SDRs run demos, travel to meet prospects in person, and attend events solo -- one rep skipped President's Club for CCW Berlin and came back with 60+ SQOs- The AI SDR handling inbound qualification in multiple languages with 78% decisions requiring no human intervention- WhatsApp as a prospecting channel in Europe and why LinkedIn outperforms emailReferenced:- Carles Reina on 20VC (20x Base-to-quota model)- Jonathan Chemouny on LinkedIn: linkedin.com/in/chemouny/- ElevenLabs: elevenlabs.io----When you're ready⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Want to work with me? Send me a DM⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠---Connect with me⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠----Chapters:(00:00) Welcome and Setup(00:25) Why Hire SDRs in AI(01:45) Inbound to Outbound Shift(02:33) Defining Outbound and Pipeline(04:02) Talent Profile and Culture(06:21) No Titles and Global Hiring(07:42) Fast Interview Process(11:32) Testing AI Fluency(13:43) Roleplay and Sequence Review(15:19) Career Paths and SDR Role(18:52) Enabling Non Sales Hires(19:47) Productivity and Outbound Mix(24:42) Full Cycle AE Debate(26:05) Culture Intensity and Remote(28:05) Cutting Meetings with Slack(28:57) Slack Notes Automation(29:27) Coaching On The Road(30:47) Incentives And Outbound Shift(31:42) Modern Qualification And Handoffs(33:50) Pipeline Metrics Dashboard(34:40) SDRs In The Field(38:03) SDRs Running Demos(41:02) AI Outreach Demos(41:22) AI Tools And Inbound Agent(44:44) Iteration And Focus Lessons(46:24) Cold Calling And WhatsApp(49:49) KPIs And Agent SDR Debate

Want the prompt I used for this test? And my AI Prompt Library with 30+ outbound prompts?⁠Upgrade now in my newsletter here.-I tested seven AI models on the same account research prompt, 12 specific instructions, one target company (Replit), one buyer lens (TrackRec). This is my March 2026 benchmark.The models: Perplexity Sonar, GPT 5.2 Thinking, Grok 4.2 Beta, Grok 4, Claude Opus 4.6, Claygent (Argon), and Gemini 3 Pro. I scored every model on six weighted criteria, tracked which instructions each model actually completed, classified why they missed what they missed, and manually verified every disputed claim.Agenda:- Why I expanded from 3 scoring criteria to 6 — and how adding Business Relevance changed the rankings- What instruction completion reveals that scores alone don't (Perplexity: 10/12, Gemini: 1/12)- The difference between hallucinations and false claims — and why it matters for automation at scale- Why four models found September funding and stopped looking (the persistence failure pattern)- The $400M funding round that may or may not be real — REPORTED vs VERIFIED as a new verification category- Which model to use for high-value accounts vs volume enrichment in Clay- Web app vs API vs Clay: why your results will be different and what I'm testing in the next benchmarkReferenced:- TrackRec: https://www.trackrec.co- Replit: https://replit.com- Perplexity: https://www.perplexity.ai- Clay: https://www.clay.com- RepVue: https://www.repvue.com- The account research prompt: Available for Outbound Kitchen paid members-Who I am? Elric Legloire, founder of Outbound Kitchen. When you're ready⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠---Connect with me⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠-Chapters:(0:00) - Why I keep benchmarking AI models(1:45) - The test setup: TrackRec researching Replit(3:00) - What changed from the last test(6 criteria, instruction tracking)(3:30) - The new rankings(4:05) - Perplexity: VP of SDR, podcast, RepVue miss(5:00) - GPT 5.2: zero false claims, Glassdoor depth(5:30) - The $400M funding round — is it real?(7:00) - Grok 4.2: 56 seconds, best RepVue data(8:00) - Bottom four models (quick summary)(8:55) - Verification: hallucinations vs false claims(10:05) - Which models I recommend(10:45) - Web app vs Clay availability(11:30) - What's next

⁠⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠---Ask: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ (anonymous)-Troy Johnson is the SDR Enablement Program Manager at JumpCloud, where he runs the SDR Enablement program for the Americas. He has over eight years in sales development, including six years managing SDR teams. This is his second appearance on the show, Part 1 covered SDR enablement foundations, and Part 2 dives into practical AI role-play implementation. We discuss:- How JumpCloud uses AI role-play to certify SDRs during onboarding -- 100+ practice scenarios before going live- Running a March Madness-style qualification competition to drive AI adoption and peer coaching- The monthly rhythm for rolling out updated talk tracks with live practice and manager demos- Using Gong's theme spotter to identify the most common objections and build targeted AI drills- Building an SDR-to-AE progression program with AI scenarios aligned to AE managers- Why managers should practice AI role-play themselves to lead by example- Tools used: Hyperbound, Orum, Gong, and ChatGPT Voice Mode as a free alternativeReferenced:- Hyperbound: hyperbound.ai- Orum: orum.com- Troy Johnson on LinkedIn- Gong- ChatGPT-When you're ready⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠---Connect with me⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠-Chapters:(00:00) Intro(00:44) Framework: Building a World-Class Outbound Team (Talent, Productivity, Enablement) (02:18) Why JumpCloud Went All-In on AI Role Play (Phone-Heavy Motion) (03:56) Scenario #1: Onboarding Certification with AI Call Practice (06:31) How Call Academy Works + Certification Criteria & Rubric Scoring (09:17) Results & Benefits: 10x Reps, Faster First Meeting, Multilingual Coaching (11:46) Scenario #2: Qualification Competition (Gamified Tournament for Adoption) (14:39) How the Tournament Runs: Schedule, Scoring, Tools (Orum vs Hyperbound) (18:50) Scenario #3: Talk Track Adoption—Rolling Out Updates with Live AI Practice (22:05) Measuring Adoption + Handling Common Objections (Setup for Next Scenario) (24:15) Test Talk Tracks with Top Performers + AI Role Play Before Rollout (25:51) Scenario #4: Weekly Objection-Handling Drills That Build Confidence Fast (28:15) Pick the Right Objections: Use Gong Theme Spotter + Manager Alignment (30:07) Talk Tracks for “Not a Priority” + “Already Have a Solution” (Battlecards) (32:02) Competitor Tracking, Game Tape Reviews, and Managers Practicing Too (34:40) Scenario #5: Upskilling SDRs for the Next Role (SDR → AE and Beyond) (37:34) Designing the Progression Program: Mentorship, Shadowing, Practice, Certs (42:59) Data-Driven Enablement: Scorecards, “Beat the Bot,” and Individual Coaching (46:41) Tool Stack: Hyperbound, Orum, ChatGPT Voice Mode + How Gong Supports It (49:44) Wrap-Up: Start with One Scenario, Lead by Example, and Keep Iterating

Grab the SDR P&L Calculator⁠⁠⁠Ask: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ (anonymous)Jay Glenn is the founder of Jay Glenn Agency, where he helps B2B companies build financially sustainable SDR programs. After witnessing mass SDR layoffs in 2022, Jay developed a suite of P&L calculators that have become essential tools for SDR leaders proving ROI to their executives.We discuss:- Why 2022 was the wake-up call for SDR financial accountability- The SDR P&L Calculator — walkthrough of inputs, outputs, and the 7.91x return benchmark- The $50K ACV threshold for sustainable SDR models (and why lower ACVs fail)- Customer lifecycle as the most underrated profit lever for SDR teams- When to hire SDRs vs. when to invest in product and full-cycle AEs- The Headcount Gap Calculator for modeling scale decisions- Why inbound and outbound need separate conversion rate assumptions- How to present SDR financials to your board (with or without good news)Referenced:- Jay Glenn on LinkedIn: https://www.linkedin.com/in/jayglenn/- Jay Glenn Agency: https://www.jayglenn.co/- RepView (SDR compensation data): repvue.com- Clay (market research): clay.com- TitanX (phone deliverability): titanx.comWhen you're ready⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠---Connect with me⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Chapters: (0:00) The Importance of Financial Metrics in Sales(0:52) Realizing the Need for Financial Focus in Sales(2:07) Efficiency and Market Size Considerations(4:30) Leveraging Tools for Market Understanding(5:34) Evaluating SDR Teams: Common Mistakes and Solutions(7:26) Building and Using Financial Spreadsheets(10:37) Analyzing Historical Data and Future Planning(19:55) Scaling and Headcount Considerations(27:49) Outbound Strategies and Metrics