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

Jordan studied finance and investment banking at Wisconsin School of Business and then started his career as a financial consultant at a financial services company and then as an investment associate at a family office. He then jumped into the tech world getting into Business Development and Revenue Leadership for companies like Wunderkind, Sawyer, and Botify until starting his most recent and current venture where he serves today as the Co-founder and CEO of Jump.

After experiencing first-hand what it’s like to scale teams through the Growth-at-all-Costs model, Jordan and his co-founders are taking a different approach to building Jump, so I’m particularly excited to get his thoughts and find out how they plan to break the status quo.

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 stuff really helps to grow the audience.

Without further adieu, let’s dive in and get his thoughts.

--

TOPICS:

00:00:00 Intro

00:02:11 Outbound Sales is Broken

00:09:29 Growth-at-all-Costs

00:20:02 AI in Sales

00:27:10 Sales Quota Attainment

00:33:25 Low average tenure 

00:41:08 What is Jump

00:47:35 Jump’s Business Model

--

QUESTIONS:

1. What’s broken with B2B outbound and how did we get here?

2. What are your thoughts on the Growth-at-all-Costs model?

3. What’s your take on AI in sales over the next 5-10 years?

4. What do you think is the reason for low sales quota attainment?

5. What do you think is the cause for 18 month average tenure for VP Sales?

6. What are you building at Jump?

7. How are you funding Jump and what’s the business model?

--

LINKS:

Jump: https://jumprevenue.com

Jordan on X: https://x.com/jordanuwkennedy

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

--

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

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

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Adam Liebman, my first VP of Sales who hired me out of my retail job at CVS and trained me into becoming a top salesperson at SinglePlatform.

Adam graduated from the University of Missouri-Columbia in 2008 and then started his career in sales at Yext, which was founded by Howard Lerman who I interviewed in episode 15. He was then recruited out of Yext to become the VP of Sales at SinglePlatform, which was founded by Wiley Cerilli who I interviewed in episode 2.

Adam led sales at SinglePlatform from its infancy to being acquired for $100 million by Constant Contact and not only taught me how to prospect and sell, but then taught me how to take over the hiring and training of salespeople at SinglePlatform which launched my career into sales leadership.

After SinglePlatform Adam founded a social app called Squad, which aimed to help groups of people make plans and meet up in major cities, similar to Tinder, but for friend groups.

After Squad Adam went back to sales leadership at Flexport, Seated, and RenoFi, until landing his most recent and current position as VP of Inside Sales at Steno.

Adam has also served as a consultant, advisor, and investor to dozens of top startups. Needless to say, he’s done a lot and it’s been a long time since we last spoke, so I’m excited to catch up on his journey and get his thoughts on all that’s changing in B2B sales.

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 stuff really helps to grow the audience.

Without further adieu, let’s dive in.

--

TOPICS:

00:00:00 Intro

00:02:18 SinglePlatform 

00:04:15 Squad

00:13:41 Back to Sales Leadership

00:21:18 Picking an Employer

00:23:57 What’s Changed in Sales

00:34:40 Growth-at-all-Costs

00:39:39 AI in Sales

00:44:34 What is Steno

00:47:01  Sales Model at Steno

00:55:48 Jobs at Steno

--

QUESTIONS:

1. Can you give an overview of what you built at SinglePlatform and how it led to founding Squad?

2. What was it like founding a consumer app like Squad? What happened? What did you learn?

3. After tremendous success at SinglePlatform, what was it like going back to sales leadership?

4. Every company is different, how do you pick the right company to lead sales for?

5. What has changed the most in sales since the SinglePlatform days? Has your process evolved?

6. What are your thoughts on Growth-at-all-Costs vs aiming for efficiency and profitability?

7. What’s your take on AI in sales over the next 5-10 years?

8. What is Steno?

9. What’s the sales model and process look like at Steno?

10. What roles are you hiring for and who should apply?

--

LINKS:

Steno: https://steno.com

Adam on X: https://x.com/AdamLiebman

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

--

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

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

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

Lori finished high school at 16 and went to the University of Washington where she received her degree in education. She then became a teacher but was quickly discouraged by the limited earning potential and found her way into B2B sales where the sky's the limit.

She started at the bottom in SDR and BDR roles, became a full-cycle rep, and then worked in sales leadership for over 18 years before launching her sales strategy firm, Score More Sales, where she helps mid-sized technology, distribution, and services companies grow front-line revenues.

She’s a widely known and respected voice in the community, the host of the Women Sales Pros podcast, an advisor to many companies, and a Sales Coach at Harvard Business School, so I’m excited to get her thoughts on all that’s changing in B2B sales and find out what she thinks is working and what isn’t as we prepare for 2025 and beyond.

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 stuff really helps to grow the audience.

Without further adieu, let’s dive in and get her thoughts.

--

TOPICS:

00:00:00 Intro

00:01:57 Outbound Sales is Broken

00:10:33 Growth-at-all-Cost

00:18:48 AI in Sales

00:23:14 Sales Quota Attainment

00:28:11 Data for Growth

00:36:01 Tactics That Work

00:40:04 Best Sales Tools

00:41:50 Score More Sales

00:50:20 Women in Sales Scholarship

--

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’s your take on AI in sales over the next 5-10 years?

4. What do you think is the reason for low sales quota attainment?

5. How should sales orgs be using data to fuel growth?

6. What tactics actually work today for outbound?

7. What are the best sales tools for reps today?

8. What is Score More Sales and who should check it out?

9. What is the Women in Sales scholarship you’re working on?

--

LINKS:

Women in Sales Scholarship: https://hhs.purdue.edu/wp-content/uploads/2024/01/2023-Barbara-Giamanco-Memorial-Scholarship-1.pdf

Sales Education Foundation: https://salesfoundation.org

Lori's Book: https://a.co/d/2F4prM8

Score More Sales: https://www.scoremoresales.com

Lori on X: https://x.com/scoremoresales

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

--

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

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

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Jen Allen-Knuth.

Jen graduated from Penn State University in 2003 and then started her career as an Account Analyst for CEB, where she spent over 14 years crushing her way up the ladder through 8 different sales positions including large enterprise.

After CEB Jen spent the next 4 years closing enterprise deals for Challenger, before founding her most recent and current venture DemandJen, where she delivers keynotes and workshops to help sales teams generate pipeline and defeat the buyer status quo. 

I’ve been following her content on LinkedIn for a long time, if you’re not already, you should too, and I’m excited to get her thoughts on all that’s changing in B2B sales and find out what she thinks is working and what isn’t for generating pipeline in 2024 and beyond. 

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 stuff really helps to grow the audience.

Without further adieu, let’s dive in and get her thoughts.

--

TOPICS:

00:00:00 Intro

00:02:46 Outbound Sales is Broken

00:05:51 Growth-at-all-Cost

00:13:51 AI in Sales

00:23:47 Sales Quota Attainment

00:34:13 Quality vs Quantity

00:43:00 Tactics That Work

00:50:28 Best Sales Tools

00:54:59 DemandJen

--

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’s your take on AI in sales over the next 5-10 years?

4. What do you think is the reason for low sales quota attainment?

5. Should reps focus on quality or quantity for outbound?

6. What tactics actually work today for outbound?

7. What are the best sales tools in your stack?

8. What is DemandJen?

--

LINKS:

DemandJen: https://demandjen.com

Jen on X: https://x.com/demandjenallen

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

--

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

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

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

Sean is from the United Kingdom where he played professional football for 9 years prior to shifting his career into sales, where he started in operations and worked his way up to holding 4 VP of Sales positions, including his most recent and current position as VP of Sales at Pipedrive.

One of the most challenging aspects of selling B2B SaaS today is the abundance of competition. It seems like whatever we sell, every 6-9 months we have 2-3 new competitors and it gets difficult to find ways to stand out and differentiate. 

Sean is a GTM expert who’s spent the last 2 years cracking the code on positioning and selling Pipedrive against competitors like Salesforce and Hubspot, which is no easy feat. In this episode we’ll find out exactly how he approached it, what worked, what didn’t, and get his thoughts on the quickly changing landscape of B2B sales. 

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.

--

TOPICS:

00:00:00 Intro

00:06:40 Pipedrive’s Sales Team

00:17:56 Pipedrive vs Salesforce and Hubspot

00:24:48 Outbound at Pipedrive

00:36:05 Growth-at-all-Costs at Pipedrive

00:42:57 AI at Pipedrive

00:49:38 Quotas at Pipedrive

01:04:59 Selling into a Crowded Market

--

QUESTIONS:

1. How big was the team when you started and how big is it today? Is the team remote?

2. How do you position a company like Pipedrive against competitors like Salesforce and Hubspot?

3. What percentage of your pipeline comes from outbound and what’s your winning strategy?

4. Is Pipedrive a Growth-at-all-Costs company? What’s your strategy and model for growth?

5. How (if at all) are you implementing AI into your sales process?

6. How do you set quotas at Pipedrive and what’s your average quota attainment?

7. What’s your best advice for salespeople selling into a crowded market?

--

LINKS:

Pipedrive: https://www.pipedrive.com

Sean on X: https://x.com/seanevers77

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

--

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

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

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.

--

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

--

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?

--

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

--

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

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

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

Kyle graduated from William & Mary – Raymond A. Mason School of Business in 2010 and then started his career as an Account Executive at Gyro for 10 months before landing his first leadership position as Sales Development Manager at Looker, where he grew into the Director and Sr. Director of Sales Development over a 6 year tenure.

After Looker, Kyle moved on to become the Director of Sales Development & Enablement at Clari, where he grew into his first VP role, followed by SVP of Marketing and Chief Marketing Officer over a 5 year journey, until landing his most recent and current position as Chief Marketing Officer at Copy.ai.

With all that’s changing in B2B outbound, and so much discussion around whether Sales Development is a function of Sales or Marketing, I can’t think of anyone better to ask than someone who has spent their entire career leading Sales Development only to transition into leading Marketing.

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 on all that’s changing in B2B sales and learn what’s working and what isn’t working for outbound at Copy.ai.

--

TOPICS:

00:00:00 Intro

00:01:44 Outbound Sales is Broken

00:08:26 Growth-at-all-Costs

00:13:51 Sales Quota Attainment

00:24:22 VP Sales Average Tenure

00:29:06 AI in Sales

00:37:34 Intent and Signal Data

00:41:32 Sales Tech Stack

00:43:30 Sales Development & Marketing

00:44:29 Copy.ai

--

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. What’s your take on AI in sales over the next 5-10 years?

6. What do salespeople need to know about intent and signal data?

7. What should outbound salespeople have in their tech stack?

8. Is sales development a function of Sales or Marketing?

9. What is Copy.ai?

--

LINKS:

Copy.ai: https://www.copy.ai

Kyle on X: https://x.com/kyletcoleman

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

--

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

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

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

Anthony graduated from the University of Arizona in 2015 and then jumped straight into sales as a BDR for Ethos Lending, followed by a promotion to his first AE role where he earned his way into President’s Club not once, but twice in a row.

After Ethos Lending, Anthony moved onto crushing quota at Demandbase, Outreach, and Lattice, followed by a 7 month stint as Head of Sales Development for QA Wolf, until starting his most recent and current role as Senior Account Executive at LinkedIn.

After 10 years of selling for top B2B SaaS companies, including a taste of SDR leadership, I’m excited to dive in and find out first-hand from a top front-line salesperson, what’s actually working today and what isn’t.

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 find out what Anthony has learned over the past decade and more specifically what’s working today at LinkedIn, and what isn’t.

 --

TOPICS:

00:00:00 Intro

00:02:57 Leadership vs Individual Contributor

00:11:29 The State of Outbound Sales

00:19:40 Growth-at-all-Costs

00:24:52 Picking an employer

00:29:46 Sales Quota Attainment

00:35:45 Quality of Training

00:42:22 AI in Sales

00:48:44 LinkedIn Sales Tips

00:55:47 Favorite Sales Tools

--

QUESTIONS:

1. Why did you decide to go back to an AE role after being an SDR leader?

2. What do you think (if anything) is broken with the outbound model?

3. What are your thoughts on Growth-at-all-Costs VS efficient and profitable GTM practices?

4. What do you find most important in selecting a great employer?

5. What do you think is the reason for low sales quota attainment?

6. Have you received enough sales training from your employers or do you seek it on your own?

7. What role do you think AI will play long term in sales?

8. What strategies or tactics do you suggest for salespeople using LinkedIn for outbound?

9. Besides LinkedIn, what are your favorite must-have sales tools?

--

LINKS:

Anthony on X: https://x.com/natolisnuggets

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

--

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

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

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

Scott graduated from Dominican University of California in 1999 and then went on to earn his Master’s from Arizona State University in 2002. From there Scott launched his career in sales, quickly growing into VP of Sales roles at LeapFish, Democrasoft, and Main Street Hub.

Scott then became the SVP of Sales at Outbound Engine and Qualia, prior to going out on his own and founding Scott Leese Consulting, where he’s helped founders and sales leaders scale their sales efforts for the past 8 years.

Scott is also the author of 3 books; Addicted to the Process, From Rep to Manager, and More Than a Number (all Available on Amazon), and he’s the Founder of Thursday Night Sales and the widely acclaimed Surf & Sales Summit.

He’s done it all, he’s a long-time friend, and we’ve hosted a handful of events together, but this is the first time having him on my podcast so I’m excited to dive in and get his thoughts on all that’s changing in B2B Sales, and of course, it’s Halloween so we’re doing it in style.

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, Harry, I mean Scott, thanks for joining me and welcome to the show.

--

TOPICS:

00:00:00 Intro

00:02:43 Outbound Sales is Broken

00:06:14 Growth-at-all-Costs

00:10:43 AI in Sales

00:17:23 Sales Quota Attainment

00:30:15 VP Sales Average Tenure

00:38:19 Go-to-Network

00:46:11 Surf & Sales

--

QUESTIONS:

1. What’s broken with B2B outbound and how did we get here?

2. What’s happening to the Growth-at-all-Costs model?

3. What’s your take on AI in sales over the next 5-10 years?

4. What do you think is the reason for low sales quota attainment?

5. What do you think is the reason for low VP Sales average tenure?

6. What is Go-to-Network?

7. What is Surf & Sales?

--

LINKS:

Surf & Sales: https://www.surfandsales.com

Scott Leese Consulting: https://scottleeseconsulting.com

Scott on X: https://x.com/thescottleese

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

--

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

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

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

Colin graduated from UC Santa Barbara and then started his career in event management, where he got a taste of sales, customer service, and leading over 100 employees for nearly 7 years. In 2012 Colin pivoted into medical sales and then landed his first B2B SaaS role in 2014 as an SDR at Namely.

Quickly becoming the top SDR in company history, Colin received promotions to Account Executive, Regional Sales Manager, and Director of Sales, where he helped grow the company from $100k to $70M ARR.

After Namely, Colin became the VP of Sales at Orum in 2019, and recently received a promotion to Senior Vice President of Revenue just 3 months ago.

Like myself, Colin’s career didn’t start in B2B SaaS, but we seemed to follow similar paths by stumbling our way into the industry and applying what we learned beforehand to move up quickly and start building and leading teams.

In a world where average tenures are quite low for sales leaders, Colin has made beating the average look easy, so I’m excited to dive in and get his thoughts.

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 learn first-hand what Colin thinks has contributed to his success and get his thoughts on all that’s changing in the world of B2B sales.

--

TOPICS:

00:00:00 Intro

00:02:41 Average Quota Attainment

00:08:31 VP Sales Average Tenure

00:20:15 Growth-at-all-Costs

00:27:47 AI in Sales

00:35:10 B2B Outbound Sales

00:41:36 Modern Sales Efficiency

00:42:51 Choosing an Employer

00:45:24 Advice for Salespeople

--

QUESTIONS:

1. What do you think is the reason for low sales quota attainment?

2. What do you think is the reason for low VP Sales average tenure?

3. What’s happening to the Growth-at-all-Costs model?

4. What’s your take on AI in sales over the next 5-10 years?

5. What do you think works for B2B outbound today?

6. What (if anything) are you changing strategically at Orum to become more efficient?

7. How do you choose winning startups to work for?

8. What advice do you have for young salespeople just getting started today?

--

LINKS:

Orum: https://www.orum.com

Colin on X: https://x.com/c_specter

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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