Ready to sharpen your sales game? In this episode of the Sell That SaaS Podcast, I sit down with Mark Casaglow, former VP of Sales at Outreach, to break into his top SDR-AE secrets and career-defining strategies. From mastering cold calling with frameworks like "green turkey" to building rock-solid SDR-AE partnerships, we cover it all. Mark also shares how he grew a massive LinkedIn audience of 51K by staying authentic and consistent.

We talk about how to excel in tech sales, maintain accountability with nonnegotiables, and stand out in your company. Plus, Mark opens up about his journey scaling Outreach from zero to $250M and the lessons he learned from the best go-to-market minds. Whether you're an SDR or AE looking to level up, this episode is packed with practical tips you can use today.

#saas #techsales #sdr #ae #salesstrategy #contentcreation #salesleadership #linkedinstrategy

#leadgeneration #techsales #salesdevelopmentrepresentative #b2bsales #saassales

CHAPTERS:

00:00 - Intro

01:15 - How Will and Mark Met

03:49 - Mark's LinkedIn Presence

08:51 - Mark's Involvement with 30MPC

09:56 - Mastering Effective Sales Techniques

13:14 - Value of a Cold Calling Script

14:56 - Will’s Flexible Framework for Cold Calling

18:06 - The Green Turkey Technique Explained

18:58 - The 3 Strikes You're Out Technique

21:07 - Keys to Sales Success

23:44 - Understanding the Sine Wave of Sales

26:37 - Full-Cycle AEs: Pros and Cons

31:56 - The Future of SDRs

35:50 - Running an Effective SDR Team

39:40 - Benefits of Parallel Dialers

43:00 - Favorite Aspects of Sales

44:54 - Addressing "Unsexy" Products in Sales

49:44 - Connecting with Mark

49:53 - Essential Traits for Salespeople

51:10 - Sam’s Recap of the Episode

Connect with Mark here on LinkedIn! Tell him that you heard him on the SellthatSaaS podcast as well!