Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Justin Otley.

Justin went to Radford University and then started his career as an SDR for Software AG where he stayed for over 10 years working his way up to Sr. Director of Sales Development, until landing his most recent and current position as VP of Global Sales Development at Talkdesk.

Sales Development is the most challenging and important aspect of any sales organization, so today’s episode is going to focus specifically on what it takes to be a great SDR and to scale a world-class sales development team.

After 13 years of leading sales development teams to great success, I’m excited to get his thoughts and learn his secret sauce.

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 is much appreciated.

Without further adieu, let’s dive in and get his thoughts.

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TOPICS:

00:00:00 Intro

00:04:45 Outbound Sales is Broken

00:21:24 Growth-at-all-Costs

00:29:57 AI in Sales Development

00:37:14 Great SDRs in 2025

00:51:30 Issue Diagnosis Framework 

00:59:12 Sales Development at Talkdesk

01:07:15 Growth plan for 2025

01:16:52 Are you hiring?

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QUESTIONS:

1. What’s broken with B2B outbound and how did we get here?

2. What are your thoughts on the Growth-at-all-Costs model?

3. What’s your take on AI in sales development over the next 5-10 years?

4. What does a great SDR look like in 2025?

5. What is your issue diagnosis framework for coaching?

6. What is your winning outbound motion at Talkdesk?

7. What is the plan for growing and improving in 2025?

8. Are you hiring?

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LINKS:

Talkdesk: https://www.talkdesk.com

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.