Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Rex Galbraith.

Rex is the Chief Revenue Officer at Consensus, the world’s number one demo automation platform founded in 2013. Rex joined in 2016 as VP of Sales and climbed to SVP of Sales in 2022 prior to becoming the CRO later that year. Before Consensus, Rex led sales at Hirevue, Global Access, and Yoli.

Needless to say he has a wealth of experience and I’m excited to dive in and get his thoughts on all that’s changed in B2B sales and find out what’s working and what isn’t working for his team at Consensus.

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.

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TOPICS:

00:00:00 Intro

00:06:50 Hiring Salespeople

00:27:26 Broken Outbound Model

00:34:01 What’s Changed

00:39:27 Using Sales AI

00:41:36 Major Enterprise Deals

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QUESTIONS:

1. What’s the secret to hiring great salespeople?

2. Is traditional outbound sales broken, or still working well at Consensus?

3. What has changed most in sales at Consensus in the last 5 years?

4. How is your sales team using AI?

5. What’s the key to closing major enterprise deals like Salesforce, SAP, and Atlassian?

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LINKS:

Consensus: https://goconsensus.com 

Rex on X: https://x.com/RexGalbraith 

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

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Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing.

Available on: YouTube, Rumble, Spotify, and Apple Podcasts.