Tony Gomez, SDR leader at Restaurant365 and former SDR leader at Cloudflare, breaks down how to build and scale a high-performing SDR organization.

We cover SDR strategy, sales motions, intent signals, messaging, cold calling, SDR/AE alignment, qualification, coaching, enablement, and creating a strong career path for SDRs.

Chat with me about 1-1 coaching:

👉https://calendly.com/bussingventures/session

🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consult

🎯 Free Cold Calling System →https://techsalesaccelerator.framer.website/

Connect With Tony →https://www.linkedin.com/in/tonypgomez/

Timestamps

00:00 - How to Build an SDR Organization From Scratch

02:01 - Restaurant365’s SDR Strategy and Sales Motion

04:35 - How Cloudflare’s SDR Motion Was Different

07:21 - The Systems and Tools Behind a Strong SDR Team

11:46 - Using Intent Signals and Buying Triggers

14:45 - How to Build Effective Sales Messaging

20:13 - What Makes Cold Calling Work

24:13 - Building a Strong SDR and AE Relationship

27:28 - The Real Value of an SDR Organization

32:25 - How Much Should SDRs Qualify Prospects?

34:25 - Restaurant365’s CHEF Qualification Framework

36:34 - Coaching and Enablement for SDR Teams

40:17 - Running Tactical SDR Training Sessions

43:19 - Building a Career Path for SDRs

45:13 - Where to Connect With Tony

ABOUT ME:

I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential.

»»» Subscribe for weekly tips to help you SELL more and LIVE more! «««

In this episode, I sit down with Ryan Estis to break down what it really takes to become a great leader. We talk about human-centered leadership, developing your people, creating a powerful personal vision, becoming a better coach, letting go of the need to prove yourself, and communicating with courage.

Chat with me about 1-1 coaching:

👉https://calendly.com/bussingventures/session

🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consult

🎯 Free Cold Calling System →https://techsalesaccelerator.framer.website/

Connect With Ryan →https://www.linkedin.com/in/ryanestis/

Ryan's Website →https://ryanestis.com/

Ryan's Book →https://prepareforimpactbook.com/

Timestamps

00:00 - The leadership lesson that changed Ryan’s career

04:17 - Who has influenced Ryan as a leader

06:30 - Prepare for Impact

08:08 - What is human-centered leadership?

11:02 - How great leaders become catalysts

15:25 - Why leadership starts with yourself

20:03 - How to create a powerful personal vision

24:32 - Creating alignment between vision and action

25:52 - Becoming the person you want to be

27:06 - Connected leadership and momentum through harmony

30:21 - How leaders unlock human potential

34:27 - Perfectionism and doing too much for your team

38:41 - Moving from proving yourself to serving others

42:30 - How to run better coaching sessions

44:40 - Coaching tactical skills effectively

46:35 - Communicating with courage

49:13 - Ryan’s final advice

ABOUT ME:

I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential.

»»» Subscribe for weekly tips to help you SELL more and LIVE more! «««

AI is changing how modern SDR teams operate - from onboarding and coaching to prospecting, outreach, and account research.In this episode, Andrew Romualdo breaks down how modern sales teams can use AI to save time, improve rep performance, personalize outreach, and generate more pipeline without losing the human element.Chat with me about 1-1 coaching: 👉https://calendly.com/bussingventures/session🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consult🎯 Free Cold Calling System →https://docs.google.com/document/d/13ZAVPoM0_T96m3Nl6jtnPjmfR-hfxrct5-gyzHcMg80/edit?usp=drive_linkConnect with Andrew →https://www.linkedin.com/in/andrew-romualdo-078716148/Timestamps00:00 - Intro01:43 - Using AI to improve SDR onboarding08:01 - Building AI-powered prospecting workflows13:07 - Using Gong & AI for sales coaching16:29 - Using AI to create outbound cadences23:54 - Long-term prospecting & outreach strategy30:08 - Using triggers to reach prospects at the right time31:27 - How to make AI outreach sound more human35:40 - How long should a cold email be?37:35 - Storytelling in outbound messaging42:33 - The best CTAs for cold outreach46:27 - Performance management & future AI use casesABOUT ME:I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential. »»» Subscribe for weekly tips to help you SELL more and LIVE more! «««

In this episode, I sit down with Todd Caponi to break down how to negotiate B2B deals without immediately giving away margin. Todd walks through his four negotiation levers, how to handle discount requests, pilots and contract terms, and why great selling ultimately comes down to transparency, confidence and service.

Chat with me about 1-1 coaching:

👉https://calendly.com/bussingventures/session

🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consult

🎯 Free Cold Calling System →https://docs.google.com/document/d/13ZAVPoM0_T96m3Nl6jtnPjmfR-hfxrct5-gyzHcMg80/edit?usp=drive_link

Connect With Todd →https://www.linkedin.com/in/toddcaponi/

Todd's Website →https://toddcaponi.com/

The Sales History Podcast →https://toddcaponi.com/podcast/

Negotiation Masterclass →https://www.youtube.com/watch?v=LbcfLsCYPuM

Timestamps

00:00 - Intro

00:47 - Todd’s approach to negotiation

05:14 - The four negotiation levers

06:59 - Handling a 35% discount request

09:37 - Todd’s 3-step negotiation framework

14:20 - Finding the real reason behind negotiation requests

26:11 - How to handle pilots and proof of concepts

32:19 - Sales problems vs negotiation problems

35:41 - Confidence and belief in sales

39:08 - How Todd developed his confidence

42:18 - The sales books Todd recommends

44:40 - Todd’s favourite sales quote

48:25 - Why sales should be built around service

50:06 - Final thoughts

ABOUT ME:

I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential.

»»» Subscribe for weekly tips to help you SELL more and LIVE more! «««

In this episode, Lori Richardson breaks down how top sales organizations use data, AI, and better coaching to improve sales performance. We cover what makes great salespeople, the 21 sales competencies, how AI can support coaching and deal reviews, and what modern sales teams should be thinking about when building their tech stack.

Lori also shares lessons from her decades in sales and what it really takes to build a successful career in the industry.

Chat with me about 1-1 coaching:

👉https://calendly.com/bussingventures/session

🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consult

🎯 Free Cold Calling System →https://docs.google.com/document/d/13ZAVPoM0_T96m3Nl6jtnPjmfR-hfxrct5-gyzHcMg80/edit?usp=drive_link

Connect With Lori →https://www.linkedin.com/in/scoremoresales/

Timestamps

00:00 - Intro

02:18 - How to Evaluate a Sales Organization

04:00 - What Makes a Great Salesperson

10:13 - Building a Successful Outbound Sales Team

13:33 - How Long Does It Take to Become Good at Sales?

15:57 - Handling Rejection & Building Confidence

23:03 - The 21 Sales Competencies

25:32 - Using AI as a Sales Coach

28:33 - AI, Personalization & Sales Messaging

31:00 - The Best AI Use Cases for Sales Teams

36:55 - AI Roleplay & Sales Coaching Tools

40:31 - The Ideal Sales Tech Stack

43:15 - Lori’s Career Lessons & Advice

46:11 - Never Mistake Sales Activity for Achievement

ABOUT ME:

I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential.

»»» Subscribe for weekly tips to help you SELL more and LIVE more! «««

In this episode, Martin Schneider breaks down how AI-native SaaS companies can move from product-led growth to sales-led growth, win larger enterprise customers, and build a more effective go-to-market strategy.

We also discuss human-first marketing, entrepreneurial vs. institutional sellers, revenue intelligence, AI sales agents and coaching, the future of human salespeople, and why customer lifetime value is becoming increasingly important for profitable growth.

Chat with me about 1-1 coaching:

👉https://calendly.com/bussingventures/session

🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consult

🎯 Free Cold Calling System →https://docs.google.com/document/d/13ZAVPoM0_T96m3Nl6jtnPjmfR-hfxrct5-gyzHcMg80/edit?usp=drive_link

Connect With Martin →https://www.linkedin.com/in/martinaschneider/

Constellation Research →https://www.constellationr.com/

The Five Lead-to-Order Agentic Use Cases You Need to Be Using Now→https://www.constellationr.com/research/five-lead-order-agentic-use-cases-you-need-be-using-now

Timestamps

00:00 - Intro

03:36 - Human-first marketing that actually resonates

08:08 - Entrepreneurial vs institutional sellers

12:27 - Moving from product-led to sales-led growth

18:51 - The PLG to SLG transition playbook

23:46 - Revenue intelligence and the future of CRM

26:01 - AI sales agents and real-world use cases

29:48 - Using AI for sales coaching

32:33 - The human sales skills AI can't replace

39:46 - The Chief Growth Officer playbook

43:23 - Customer lifetime value and profitable growth

45:30 - Martin's advice for building a successful career

ABOUT ME:

I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential.

»»» Subscribe for weekly tips to help you SELL more and LIVE more! «««

Matt Reuter breaks down how RealPage develops SDRs from new hires into promotion-ready sales professionals through its Launch, Accelerate and Elevate program.

We cover cold calling, AI roleplay, objection handling, voicemails, discovery, internal networking, and what SDRs should focus on if they want to move into an Account Executive role.

Chat with me about 1-1 coaching:

👉https://calendly.com/bussingventures/session

🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consult

🎯 Free Cold Calling System →https://docs.google.com/document/d/13ZAVPoM0_T96m3Nl6jtnPjmfR-hfxrct5-gyzHcMg80/edit?usp=drive_link

Connect With Matt →https://www.linkedin.com/in/matt-reuter

Timestamps

00:00 - The 3-Stage SDR Development Program

03:56 - How to Train New SDRs Effectively

08:44 - Why Cold Calling Is Still Winning

11:30 - The Best Cold Call Openers

16:44 - Roleplaying & Handling Objections

20:39 - Using AI to Train Sales Reps

22:15 - Why SDRs Should Leave Voicemails

24:51 - Accelerate: Developing Better SDRs

26:44 - Elevate: Preparing SDRs to Become AEs

31:09 - Hunter vs Farmer: Which Sales Role Fits You?

33:42 - What Makes a Great Sales Rep?

38:04 - Building Relationships to Get Promoted

40:11 - What Most SDR Organizations Get Wrong

42:16 - Why Tech Sales Can Change Your Life

43:43 - How to Find the Right Tech Sales Company

ABOUT ME:

I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential.

»»» Subscribe for weekly tips to help you SELL more and LIVE more! «««

In this episode, Evan Carmichael shares how to build real confidence, overcome imposter syndrome, and develop stronger belief in yourself.

We talk about why focusing on service can make you more confident, how your beliefs around money and success shape your actions, the power of borrowing belief from the right people, and how Evan went from struggling to grow his YouTube channel to building an audience of more than 4.6 million subscribers.

Chat with me about 1-1 coaching:

👉https://calendly.com/bussingventures/session

🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consult

🎯 Free Cold Calling System →https://docs.google.com/document/d/13ZAVPoM0_T96m3Nl6jtnPjmfR-hfxrct5-gyzHcMg80/edit?usp=drive_link

Evan's Links:

Skool →https://www.skool.com/believenation

Instagram →https://www.instagram.com/evancarmichael

TikTok →https://www.tiktok.com/@evancarmichael

X.com →https://x.com/evancarmichael

Linkedin →https://www.linkedin.com/in/evancarmichael

Facebook →https://www.facebook.com/EvanCarmichaelcom

Website →http://www.evancarmichael.com

Timestamps

00:00 - Building Confidence Through Service

05:55 - Money & Limiting Beliefs

09:13 - Borrowing Belief From Others

13:30 - What True Confidence Looks Like

15:13 - Breaking Through Imposter Syndrome

20:30 - Evan’s YouTube Growth Journey

ABOUT ME:

I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential.

»»» Subscribe for weekly tips to help you SELL more and LIVE more! «««

In this episode, I sit down with Morgan Ingram, CEO of AMP Social, to break down what actually works in cold calling today.

Morgan walks through his cold call process from start to finish, including the mindset behind great calls, his permission-based opener, the 30-second rule, how to build a strong value proposition, ask better questions, handle objections, and turn conversations into meetings. We also get into how AI is changing sales and why being magnetic, intuitive, and consistent will become even more important for SDRs and AEs.

Chat with me about 1-1 coaching:

👉https://calendly.com/bussingventures/session

🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consult

🎯 Free Cold Calling System →https://docs.google.com/document/d/13ZAVPoM0_T96m3Nl6jtnPjmfR-hfxrct5-gyzHcMg80/edit?usp=drive_link

AMP Social →https://theampsocial.com/

Morgan's LinkedIn →https://www.linkedin.com/in/morganjingramamp/

Morgan's Instagram →https://www.instagram.com/morganjingram/

Morgan's YouTube Channel →https://www.youtube.com/ ⁨@morganjingram⁩

Timestamps

00:00 - Intro

00:20 - Is Cold Calling Dead?

03:13 - The Right Cold Calling Mindset

10:21 - The Best Cold Call Opener

16:14 - The 30-Second Rule

20:52 - Building the Perfect Cold Call

33:55 - Handling Objections

41:01 - How AI Will Change Sales

45:32 - Magnetic, Intuitive & Consistent

48:00 - Closing Thoughts

ABOUT ME:

I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential.

»»» Subscribe for weekly tips to help you SELL more and LIVE more! «««

In this episode, I sit down with Jay Johnston, founder & CEO of Elite Tech Sales, to break down what’s actually working in tech sales in 2026.

We cover how top sellers are building trust and winning deals, what companies are looking for in sales interviews, the biggest hiring mistakes founders make, and how AI is changing the role of the modern salesperson.

Chat with me about 1-1 coaching:

👉https://calendly.com/bussingventures/session

🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consult

🎯 Free Cold Calling System →https://docs.google.com/document/d/13ZAVPoM0_T96m3Nl6jtnPjmfR-hfxrct5-gyzHcMg80/edit?usp=drive_link

💯 Ace Your Interviews With This Master Checklist →https://docs.google.com/document/d/12Iu3diKHBETqZ5LB0H63Gxx0-td8qcdXK1g5EOapNZw/edit?tab=t.0

Connect With Jay →https://www.linkedin.com/in/johnston-jay

Elite Tech Sales →https://www.elitetechsales.com

Timestamps

00:00 - Winning Deals by Building Trust

13:56 - How to Stand Out in Sales Interviews

19:23 - The Biggest Sales Hiring Mistakes

28:49 - How Tech Sales Is Changing

30:31 - Will AI Replace Salespeople?

39:19 - The Future of Elite Tech Sales

ABOUT ME:

I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential.

»»» Subscribe for weekly tips to help you SELL more and LIVE more! «««