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We talk with Gabe Lullo, founder of Alleyoop, about why sales development is resurging and why SDR work is its own discipline that connects marketing demand to sales closing. We share practical frameworks for building pipeline in an AI-heavy world, from nailing your ICP to hiring for grit and running outreach that still sounds human. 

• Gabe’s path into sales and how Alleyoop evolved from sales training into sales development as a service 
• sales development as the mediator between sales and marketing, improving lead quality and AE focus 
• the rent to own approach to outsourcing SDRs, then building the function in house 
• Common early mistakes when scaling SDR teams, especially missing support, tools, and clean process 
• the three pillars that have to align, people, process, technology 
• why live conversations and the phone still reveal product market fit faster than automation 
• what AI changes in outbound, where it helps, and why replacement narratives fall apart 
• channel strategy today, phone first, LinkedIn next, email last 
• outreach reality check on higher touch counts and the need for creativity across channels 
• voice notes and video notes on LinkedIn, what tends to get replies and what can backfire 
• the 80/20 content approach and why personal posts can build trust even in B2B 
• what high performing SDRs look like, grit as the main predictor, and how to screen for it 
• interview and training approach, one way video cover letters, mock cold calls, objection handling 
• ramp expectations for SDRs versus AEs and how leaders often misjudge timelines 
• lessons from hiring mistakes, culture fit matters even for top producers 

Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter. 

We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks. 

They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster. 

We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers. 

If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos.

Check out our website: https://elitetalentrecruiting.io/

Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/ 

All other resources: https://linktr.ee/elitetalentrecruiting

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Your customer success team is only visible when something breaks. 

Most CS orgs are still stuck in the "I am your advocate" era. In practice, they're just escalation points. When customers are unhappy, CS swoops in to save the day. But between crises? Nobody knows what they do.

Andrea Mulligan, fractional Chief Customer Officer and outcome-driven CS strategist, is shifting how leaders think about customer success. Instead of last-minute saves at renewal time, she's builds departments where value is delivered daily, measurably, and obviously. So renewals and growth happen naturally.

In this episode … We're talking outcome-driven customer success, how CS structure changes by company stage (1-10 vs 50-150 vs 300+ employees), where AI fits in, and what separates a good CS hire from an A-player.

This is for founders and GTM leaders building their CS function from scratch or scaling it right.

Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter. 

We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks. 

They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster. 

We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers. 

If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos.

Check out our website: https://elitetalentrecruiting.io/

Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/ 

All other resources: https://linktr.ee/elitetalentrecruiting

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Most sales leaders are still guessing at top of funnel. More tools, more sequences, more noise, and demo numbers barely move.

Jack Porter has the opposite problem. He is 24, co-founded WhiteWhale two years ago, and his team has already run over 1,800 demos combined across 2025 and 2026. WhiteWhale sits inside 700+ sales teams, so Jack doesn’t JUST know what works for his own company, he knows what is actually working across the industry right now.

On this episode of Pre-Sales Unplugged we get into:

- How WhiteWhale went from an idea nobody would pay a dollar a month for to a real business, built off 200+ cold calls with zero product
- What is actually working in cold email, LinkedIn, and cold calling right now versus what everyone assumes still works
- His take on hiring and AI, straight from a recent post that got people talking
- What it is like building a company before you turn 25

If you lead a GTM team or you are the one carrying the number, this is a conversation worth your 45 minutes.

Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter. 

We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks. 

They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster. 

We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers. 

If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos.

Check out our website: https://elitetalentrecruiting.io/

Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/ 

All other resources: https://linktr.ee/elitetalentrecruiting

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Enterprise SaaS deals are getting more technical, and more complex, than ever. So who's actually driving them across the finish line?

I'm sitting down with Ori Weizman, a sales engineering leader who built out an EMEA region from scratch and has a lot to say about how the SE role is evolving in complex, high value deals. We're getting into the real difference between a champion and a technical buyer, why SEs are playing a bigger role earlier in the cycle, and what he thinks GTM teams of the future need to look like.

We'll also dig into AI, where it genuinely helps GTM teams and where the hype is outrunning the reality.

If you're a GTM leader building out your team or an SE wondering where your career is headed, this one's for you.

Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter. 

We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks. 

They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster. 

We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers. 

If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos.

Check out our website: https://elitetalentrecruiting.io/

Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/ 

All other resources: https://linktr.ee/elitetalentrecruiting

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Most founders know how to build a product.

Far fewer know how to build a company that can actually scale and eventually be acquired.

On the next episode of PreSales Unplugged: The Leadership Playbook, I'm joined by Stan Markuze, CEO of Balance.

Stan has built and successfully sold two technology companies, invested in real estate for over a decade, and is now leading a fast-growing SaaS company helping businesses better manage their cash.

In this episode, we'll discuss:

✅ Building companies with long-term value in mind

✅ Lessons learned from multiple exits

✅ Founder-led sales and knowing when it's time to build a sales team

✅ How customer feedback led to a major product pivot

✅ Practical ways founders can think differently about cash flow and operational efficiency

✅ Hiring lessons from scaling an early-stage startup

Whether you're building your first startup or scaling your next one, this conversation is full of practical lessons you can apply immediately.

Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter. 

We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks. 

They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster. 

We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers. 

If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos.

Check out our website: https://elitetalentrecruiting.io/

Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/ 

All other resources: https://linktr.ee/elitetalentrecruiting

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Most SaaS leaders are betting big on AI right now.

But here's the uncomfortable truth: most of those bets won't pay off.

Not because the technology isn't real. Because the fundamentals aren't there.

I'm sitting down with Mark Nix, an executive with experience leading crossfunctionally across Solution Engineering, Product Strategy, Product Marketing and more and now more recently a Limited Partner at Stage 2 Capital Venture. 

Mark has helped scale organizations from startups to global enterprises across multiple technology cycles, and he has a very clear-eyed view of what actually survives when the hype fades.

We're going deep on:

• How to evaluate real market potential vs. noise
• Why business process matters more than technology
• What most AI companies are getting wrong right now
• How presales and the FDE model are reshaping enterprise GTM
• And what Customer Value Realization actually means for the future of   
  pre and post-sales

If you're a CRO, VP of Solutions, SE leader, or a founder figuring out your GTM motion, this one is going to hit.

Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter. 

We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks. 

They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster. 

We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers. 

If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos.

Check out our website: https://elitetalentrecruiting.io/

Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/ 

All other resources: https://linktr.ee/elitetalentrecruiting

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Most revenue problems in SaaS are leadership problems and most leaders don't see it until it's too late.

If your team isn't closing, your pipeline is unpredictable, or you're still the one saving every deal, something in your leadership motion is broken.

I'm sitting down with Alice Heiman and one of the most respected voices in B2B sales strategy for senior leaders and executives. Alice has spent decades helping C-suite leaders and founders of high-growth companies build the strategies, teams, and culture needed to drive consistent revenue.. without being the bottleneck.

We're going deep on:

• Why senior leaders unknowingly stall their own revenue motion
• What modern GTM leadership actually looks like in 2026
• How to get your team generating pipeline without cold outreach that goes nowhere
• What it takes to build a sales org that performs with or without you in the room

If you're a CRO, VP of Sales, founder, or GTM leader trying to figure out why your revenue isn't scaling the way it should -- this one's for you.

Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter. 

We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks. 

They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster. 

We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers. 

If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos.

Check out our website: https://elitetalentrecruiting.io/

Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/ 

All other resources: https://linktr.ee/elitetalentrecruiting

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Most pre-sales pros are incredible at the demo. But the demo isn't why deals die.

This Tuesday I'm sitting down with Ron Whitson, an author, speaker, and one of the most experienced pre-sales leaders in the game. His book "A Friendly Human in Presales" breaks down the 7 timeless behaviors that separate good SEs from the ones who actually move the needle, and why most technical sellers are leaving influence on the table without realizing it.

We're going live on LinkedIn and covering:

• 
  Why the best SEs struggle to influence upward
• The Forward Deployed Engineer trend and is it helpful or hurtful
• How AI is reshaping the SE role (hint: you won't be replaced, but someone will)
• His 4-pillar leadership framework and how to actually build influence as a pre-sales leader
  
  

If you're an SE trying to grow, a leader building a team, or a founder figuring out your GTM motion, this one is for you.

Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter. 

We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks. 

They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster. 

We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers. 

If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos.

Check out our website: https://elitetalentrecruiting.io/

Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/ 

All other resources: https://linktr.ee/elitetalentrecruiting

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Most SE leaders are not ready for what fast growth actually demands.

You land the budget. You get the headcount approved, the team is crushing it and the company is growing. And then the real work starts.

Hiring decisions that have to stick. Onboarding that actually produces reps who can perform. A culture that does not fall apart the moment 20 new people walk in the door.

Diana Cappello is living this right now.

She joined Yoodli as a team of 2 and is scaling to 6 in H1 alone. She is not just building SE onboarding. She is building the AE and SC programs too, while still carrying a bag and leading the team.

On this episode of Pre-Sales Unplugged, we are getting into:

• How to scale fast without changing everything that made your team good
• What real onboarding looks like and where leaders consistently fail new hires
• How to get hiring committee consensus on what good actually looks like
• What is coachable vs. what is not, and how to tell the difference early
• How to stay an effective leader when you are also still an individual contributor

This one is for SE leaders, GTM managers, and ICs who want to understand what it takes to build and scale a high-performing pre-sales team the right way.

Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter. 

We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks. 

They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster. 

We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers. 

If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos.

Check out our website: https://elitetalentrecruiting.io/

Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/ 

All other resources: https://linktr.ee/elitetalentrecruiting

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Most leaders lose their best people and never get them back.

The ones who do? They built something different: a culture where people don't just work for you, they want to work with you again.

This week I'm sitting down with someone I've genuinely loved working with as a client, not just because he gets results, but because he's the kind of leader that makes people want to come back.

Meet Tamir Verthim, VP of Customer Experience at Apono, the cloud access management platform helping companies like Intel, HPE, and Monday.com move fast without compromising security.

Tamir's career has taken him from Sales Engineering at HP all the way to leading CX at a company that is disrupting the cloud access management space. And along the way, he's built something most leaders never learn how to crack: a reputation so strong that the people he's led keep finding their way back to work with him again.

We're going deep on: 

→ What it actually takes to build a team people want to return to 

→ Leadership that drives results without killing culture 

→ How great CX and great SE leadership overlap more than you think 

→ What Apono is solving in the cloud security space.. and why it matters for GTM teams

→ How to build a winning culture and team that drives results in this competitive market.

I know I’m going to be taking a ton of notes here personally.. BUT whether you're a leader trying to build something worth coming back to, or an IC trying to figure out what separates good managers from the ones who change careers..make sure you don’t miss this one! 

Elite Talent Recruiting helps B2B SaaS leaders hire high performing Pre Sales and Post Sales talent when speed and quality actually matter. 

We are on a mission to prove Pre Sales and Post Sales teams are just as crucial to revenue as offensive linemen are to quarterbacks. 

They accelerate sales, fuel growth, and help SaaS companies win bigger deals faster. 

We build SaaS GTM teams by headhunting top Pre Sales and Post Sales talent and delivering hires in 35 days or less, including Sales Engineers, Solutions Consultants, Solutions Architects, Customer Success, and Technical Account Managers. 

If your team is stretched thin, specialized roles are sitting open too long, or you are scaling fast and need reliable recruiting support that actually moves the needle, we help you hire the kind of talent that drives growth, innovation, and customer success without wasting months in interview chaos.

Check out our website: https://elitetalentrecruiting.io/

Connect with Arvi directly on LinkedIn: https://www.linkedin.com/in/arvi-carkanji/ 

All other resources: https://linktr.ee/elitetalentrecruiting