In this episode of The RevOps Corner, host Eddie Reynolds interviews Collin Cadmus, revenue growth coach and podcaster, to explore the evolution of modern outbound sales strategies. Collin recounts his career journey and the vital lessons he learned moving through ranks and across companies, the significance of market dynamics, and the shift in B2B buyer behaviors among younger generations. They examine the impact of technology on outbound processes and the need to adapt sales playbooks to new environments.
Additionally, the discussion highlights strategies for defining Lifetime Value (LTV) and optimizing Sales Development Representatives (SDRs) and Account Executives (AEs) roles in early-stage companies. Practical insights include aligning with marketing, detailed account-based marketing strategies, and running targeted campaigns.
00:00 Introduction
00:20 Meet Collin Cadmus: From Retail to Revenue Growth Coach
02:13 The Startup Journey: From Single Platform to Doctor.com
05:47 Lessons Learned and Humbling Experiences
09:00 Building Outbound at Aircall: Challenges and Strategies
13:38 When Prospects are Locked in With a Competitor
22:45 Navigating Leadership and Team Dynamics
37:41 Balancing Outbound and Inbound Sales Strategies
39:01 Challenges of Cold Calling for AEs
40:48 Inbound Marketing and Demand Generation
43:35 Account-Based Marketing (ABM) Strategies
45:30 Aligning Sales and Marketing Teams
56:02 Evaluating Sales Metrics and Strategies
01:01:19 Complexities of Outbound Sales
01:10:45 Final Thoughts and Reflections
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