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.

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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

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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?

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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

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