How Do I Build a Prospecting System That Scales? w/ Gabe Lullo

Episode Subtitle

Turning cold calls into warm conversations: Gabe Lullo’s blueprint for scalable prospecting success.

Episode Overview

In this episode of How Do I?, host Matt Putra, Founder & CEO of Eightx, sits down with Gabe Lullo, CEO of Alō, the world’s largest cold-calling firm. Gabe has built and scaled SDR teams for major brands like ZoomInfo, Peloton, and Microsoft, delivering over 11 million cold calls per year. He shares his proven frameworks for building prospecting systems that actually scale — including how to find the right audience, structure SDR compensation, and make cold calling effective in a digital-first world. If you’ve ever wondered how to grow your outbound sales without burning cash or patience, this episode is your playbook.

Gabe Explains

• How to identify and understand your ideal buyer before building your system
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• Why cold calling still works — and how to make it scale
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• The tech stack, data, and KPIs you need for predictable outbound success
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• How to recruit, train, and motivate world-class SDR teams
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• Why “prospecting is not a light switch” — and how long to give it before pivoting
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• How to blend LinkedIn thought leadership with multi-touch outreach for real results
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Timestamps

00:00 – Matt introduces Gabe and Alō

02:10 – How Gabe got into sales at age 13

04:00 – The evolution of prospecting in 2025 and beyond

05:40 – Why LinkedIn is still the best B2B platform

07:00 – Cold calling vs. email: what really works

09:25 – How Gabe’s team makes 11 million cold calls a year

11:45 – Knowing your numbers and KPIs for fundraising and scaling

13:55 – How to incentivize SDRs and structure compensation

16:10 – The 3-stage hiring process for elite SDRs

18:30 – Why asynchronous video interviews reveal top performers

20:00 – The “bag of popcorn” analogy for consistent prospecting

22:30 – How long it really takes to see results

25:00 – When cold calling makes sense — and when it doesn’t

28:00 – Understanding ROI and ACV before scaling outbound

30:20 – Building multi-channel campaigns (calls, LinkedIn, email)

31:30 – Humanizing your outreach and standing out online

33:00 – Gabe’s offer for startups and how to connect with him

Follow Gabe

Follow Gabe Lullo

Website: www.aloai.com

LinkedIn: linkedin.com/in/gabelullo

About Alō

Alō is the world’s leading sales development and cold-calling agency, managing over 150 SDRs worldwide and generating millions of qualified leads for B2B companies. The firm provides end-to-end prospecting services — from data sourcing and messaging to full SDR enablement and management.

What they offer:

• Fractional and fully managed SDR teams
• Cold-calling and multi-channel outbound systems
• Intent data and KPI-driven analytics
• Recruiting, onboarding, and SDR training frameworks
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Alō helps both startups and enterprise brands build scalable, high-performing outbound teams without the overhead of hiring in-house.

About How Do I?

The How Do I? Podcast gives you 60 minutes with industry experts who teach their expertise to eCommerce founders and business operators. Each episode centers on a single "How do I...?" question, providing actionable tactics you can implement immediately.

Host: Matt Putra, Founder & CEO of Eightx

Our Sponsors

Eightx helps eCommerce, CPG, and SaaS companies scale profitably with expert CFO services and financial architecture. Founded by Matt Putra, Eightx specializes in cash flow optimization, financial planning, and strategic growth guidance for businesses between $5–80MM in annual revenue or venture-backed companies.

Services include:

• Fractional CFO and financial leadership

• Cash flow management and optimization

• Strategic financial planning and forecasting

• Marketing ROI analysis and optimization

• Operational efficiency improvements

Website: eightx.co