If your outbound is optimised for meetings, not conversations, you’re burning cash and trust.

We sit down with Joey Gilkey (CEO, Titan X) and Adem Manderovic (Closed Circuit Selling, CRO School) to rebuild B2B outbound so it actually drives revenue. We unpack why the SDR-AE factory failed, how to get 25% connect rates, and how to use first-party signals to guide timing, ads, and follow up.

Joey shows why he pays SDRs to create completed conversations and rigorous disposition buckets. Adem explains cataloguing and channel validation so marketing stops guessing and starts planning around real timing. We dig into audience activation using opt-in texts and VSLs, and why “buyer intent” data isn’t the shortcut you think it is.

Tune in and learn:

+ A practical B2B outbound strategy built on conversations and 6 disposition buckets

+ Why the SDR-AE model and Predictable Revenue broke outbound (and what replaces it)

+ Why pipeline coverage and meeting quotas mislead teams, and what to measure instead

This is a must-watch if you’re a B2B revenue leader. Stop chasing low-value meetings and start engineering high-value conversations that inform ads, timing, and deals.

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🔗 Links + CTAs

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🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school

💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-ads-agency

🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course

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📚 Latest content: https://theb2bplaybook.com/

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00:00 Why today’s outbound is breaking trust

01:34 Joey Gilkey on Titan X and the “phone intent” wedge

02:58 The 25% connect-rate play and why conversations matter

04:30 How the SDR-AE split eroded buyer trust

06:05 Cheap headcount, costly model: the real flaw

08:36 What APAC got right: senior sellers and CS roots

10:28 Market validation beats MQLs every time

12:44 VC incentives and the sales industrial complex

13:58 Joey’s reversal: paying SDRs to have conversations

15:42 Long-cycle selling lessons that fix short-term thinking

18:32 Buckets, not bookings: 6 dispositions that run your follow up

21:05 Full-cycle AEs vs modern roles – what actually works

27:10 Audience activation: VSL + phone + SMS that scales trust

32:33 Opt-in texting, pixeling, and smarter retargeting

34:52 Make marketing useful: capture commercial intel, not contacts

36:55 Pipeline coverage is a vanity metric without context

38:28 Phone intel powering LinkedIn ads and account timing

40:28 Why “buyer intent” data misses the mark

45:35 PE firms are cutting SDRs – what to run toward instead

52:57 Retraining SDRs is easy. Leaders are the bottleneck

55:40 Final take: value conversations, not meetings

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👥 Are you a B2B marketer in a small team??

💰 Need to bring in more revenue for your company (so sales and your boss love you??)

Get the:

🔹 strategy

🔹 templates

🔹 tools

So you have everything you need to drive more revenue for your brand.

See why other B2B marketers like you love The B2B Incubator

https://theb2bplaybook.com/demand-generation-course

S07 E199 - The B2B Playbook

#b2b #b2bmarketing #digitalmarketing #demandgeneration #outboundsales