In this episode of The RevOps Corner, host Eddie Reynolds interviews Collin Cadmus, revenue growth coach and podcaster, to explore the evolution of modern outbound sales strategies. Collin recounts his career journey and the vital lessons he learned moving through ranks and across companies, the significance of market dynamics, and the shift in B2B buyer behaviors among younger generations. They examine the impact of technology on outbound processes and the need to adapt sales playbooks to new environments.

Additionally, the discussion highlights strategies for defining Lifetime Value (LTV) and optimizing Sales Development Representatives (SDRs) and Account Executives (AEs) roles in early-stage companies. Practical insights include aligning with marketing, detailed account-based marketing strategies, and running targeted campaigns.

00:00 Introduction

00:20 Meet Collin Cadmus: From Retail to Revenue Growth Coach

02:13 The Startup Journey: From Single Platform to Doctor.com

05:47 Lessons Learned and Humbling Experiences

09:00 Building Outbound at Aircall: Challenges and Strategies

13:38 When Prospects are Locked in With a Competitor

22:45 Navigating Leadership and Team Dynamics

37:41 Balancing Outbound and Inbound Sales Strategies

39:01 Challenges of Cold Calling for AEs

40:48 Inbound Marketing and Demand Generation

43:35 Account-Based Marketing (ABM) Strategies

45:30 Aligning Sales and Marketing Teams

56:02 Evaluating Sales Metrics and Strategies

01:01:19 Complexities of Outbound Sales

01:10:45 Final Thoughts and Reflections

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