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.

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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

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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’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?

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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

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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.