Shows
Cracking OutboundThe State of Outbound in 2025: Nurture is KingOutbound sales strategies are evolving faster than ever with AI. The best teams are starting to look inward at their existing data.In this episode, Todd Busler, Co-Founder and CEO of Champify, explores the shifts in outbound sales, particularly the move from traditional email tactics to more personalized approaches. He discusses how cold calling is making a comeback, but with smarter, data-driven strategies behind it. Todd also shares insights on the role of centralizing outbound efforts and why volume-driven plays just aren’t cutting it anymore.It’s a thought-provoking discussion on what’...2025-06-2418 minCracking OutboundRob Anderson on Fixing the Grenade Toss: Systems That Push SDRs Beyond Just Booking MeetingsBuilding a successful sales team goes beyond just numbers.Rob Anderson has built outbound programs at some of the most respected names in SaaS, from scaling Docebo’s SDR engine pre-IPO to shaping enterprise pipeline strategy at Gong. In this episode, he breaks down the systems-level thinking behind it all.At the center of Rob’s approach is his Three E Model: Effort, Efficiency, and Effectiveness. It’s a framework every sales leader can use to pull the right levers, whether you're trying to get more from your reps, improve conversion across the funnel, or adopt...2025-06-1741 minCracking OutboundHow John Ley Built Brex' Sales Enablement Playbook and Advice for Other Enablement LeadersHow to lead enablement by fixing what’s actually slowing your team down.In this episode, Todd Busler talks with John Ley, Sr. Director of GTM Strategy & Operations at Brex, about what it really means to make enablement a strategic lever from day one.John shares how his time at Square and Brex shaped his thinking, why you need more than playbooks and role plays, and what happens when you build tight feedback loops with sales reps. He gets into how real throughput wins often come from collaborating with teams like finance and ri...2025-06-0923 minCracking OutboundLow Ego and High Adaptability – The Secret to Staying in Seat from $0 to $100MBecca Lindquist, Vice President for the Americas at dbt Labs, tells Todd Busler how she helped grow the company from under $1M to over $100M in ARR, and what it takes to scale outbound without gimmicks.In the episode, Becca digs into what separates good sales leaders from great ones: evolving your seat as the company grows, investing early in enablement, and building outbound muscle across the org, not just in the SDR team.In this episode, you’ll learn:Why top reps generate their own pipelineWhat to look for in your first 50 sales hi...2025-05-2726 minCracking OutboundScale Outbound Sales with One Clear Metric, Andrew BergerHow to rethink outbound by focusing on quality, efficiency, and what actually moves the needle.In this episode, Todd Busler sits down with Andrew Berger, VP of Revenue at Capchase, to talk through how outbound has changed since the early days of cold calling with a phone book.Andrew reflects on lessons from building Square’s outbound engine, how internal tools and third-party data powered real personalization, and why setting ROI thresholds shaped every decision. He shares the difference between selling to buyers new to financing and those already in the market, and how that di...2025-05-1336 minCracking OutboundThe 6 Ingredients to Cracking OutboundCreating a winning outbound sales culture starts with the right ingredients.In this episode, Todd Busler, Co-Founder and CEO of Champify, breaks down the six key ingredients for creating a successful outbound sales motion. He talks about the importance of commitment, setting clear expectations, and maintaining a rigorous process.Todd also highlights how focusing on talent, performance management, and continuous testing can accelerate growth.It’s a practical look at the essential elements that drive a thriving outbound sales culture.In this episode, you’ll learn:The six ingredients for esta...2025-04-2919 minCracking OutboundWhy AEs Should Own Their Pipeline With Multiple Time with CRO Zack SikoraWhat actually makes an outbound sales engine run at the enterprise level?In this episode, Todd Busler sits down with Zack Sikora, GVP of Sales at Benchling, to talk through what consistent pipeline generation actually looks like at the enterprise level.Zack shares how his time at AppDynamics shaped his thinking around qualification, why AEs must own outbound, and how activity signals can tell you everything you need to know about performance. He also opens up about building a culture where creativity is celebrated, enablement is a priority, and leaders know when to step aside...2025-04-2236 minCracking OutboundHow to Build the Scaffolding for a Winning Sales Team with Mark NiemiecBuilding a sales system that drives repeatable growth takes structure.In this episode, Todd Busler talks with Mark Niemiec, CRO at Salesloft, about the power of sales scaffolding. Mark shares how zeroing in on Salesloft’s mission—helping sellers win—sharpened their focus and fueled real results. He dives into how blending big-company infrastructure with small-company hustle created a high-performance culture. You’ll also hear him unpack how a bold new narrative and better tools empowered reps to land bigger, more strategic deals.It’s a behind-the-scenes look at the strategies driving Salesloft’s sales team...2025-04-1538 minCracking OutboundThe Caveman Strategy for Modern SalesHow to build a SaaS company from scratch with a sales-focused mentality from day 1.In this episode, Todd Bustler talks with Alex Olley, Co-Founder and CRO of Reachdesk, about what it really means to build a go-to-market motion from scratch.Alex gets into the bold outbound bets that paid off, why attribution debates are a distraction, and how one smart RevOps hire changed the game. He also breaks down how tightening their ICP—and giving frontline teams a seat at the strategy table—helped Reachdesk hit its stride.It’s a behind...2025-04-1538 minCracking OutboundOutbound Isn’t Dead, So Let’s Crack It OpenHow do the best companies build outbound machines that actually work?If you think outbound is dead, you’re either lying or you’re bad at it.I’m Todd Busler, former VP of Sales turned co-founder of Champify, and I’ve spent my career building repeatable systems that drive real pipeline.On this show, I’m talking to sales leaders who have cracked the outbound code and created an outbound culture within their companies.If you’re tired of guessing and ready to build an outbound motion that actually delivers, hit subscrib...2025-03-1901 min
The Thoughts on Selling™ Podcast45. Mastering the art of sales leadership and outbound efficiency with Todd BuslerIn this episode ofThoughts on Selling, host Lee Levitt is joined by Todd Busler, founder of Champify. Todd shares his journey from sales engineering to leading revenue organizations and launching a company designed to revolutionize outbound sales efficiency.Lee and Todd dive into the evolving nature of sales, the importance of coaching over managing, and why the best salespeople are often ex-athletes, musicians, or gamers. They also explore how reps can leverage relationships and first-party data to improve efficiency in an increasingly difficult outbound sales environment.Key TakeawaysThe Art of Selling Hasn’t...2025-02-1136 min
The Exit Five CMO Podcast (Hosted by Dave Gerhardt)#190: Strategy | Doing Marketing in a Sales-Led Organization with Taylor Udell, Head of Growth at ChampifyIn this episode, Dave is joined by Taylor Udell, Head of Growth at Champify, a sales intelligence platform that helps B2B sales teams identify key contacts for more effective outreach. With experience at companies like Twilio and Heap, Taylor shares the marketing strategies she’s used to drive growth in sales-led organizations.Dave and Taylor cover:How Champify drives awareness through events, LinkedIn organic, and thought leader adsWhy they stopped doing direct response ads and are seeing better results with high-value content assetsWhy cold calling is an effective channel in Champify's sales-led approachWhy they chose to...2024-11-0440 min
Good Content Series#6 - Todd BuslerTodd is the Co-founder and CEO of Champify, which helps GTM teams leverage their existing relationships into new business. He's also built a sizable and precisely targeted LinkedIn following (25k) that is one of his primary tools for driving new business.
On this episode, he talks to us about how a small follower count can be more powerful than a large one, his "give give give" content strategy, how outbound is changed but not dead, and more.2024-09-1242 min
The Digital CX Podcast: Driving digital customer success and outcomes in the age of A.I.Scale & Digital at Early Stage Startups w/ Mary Caballero | Episode 068Mary Caballero, hire number 1 at Champify, shares her journey in scaling customer success at an early-stage startup. The conversation delves into the challenges and strategies of driving digital-first customer engagement, the importance of responding to customer feedback, and how to effectively manage key customer relationships in a rapidly growing company.Chapters:00:00:00 - Intro00:02:36 - Mary Caballero’s background and journey00:04:58 - Balancing technical and customer roles00:06:22 - Defining digital customer success00:08:08 - Tools for scaling customer communication00:10:41 - Key contacts and stakeholder departures00:13:47 - Challenges of traditional training methods00:15:02...2024-09-0341 min
The Rising LeaderThe Journey from a Sales Rep to CEO with Todd BuslerTodd Busler, co-founder and CEO of Champify, shares his journey from a sales rep to a startup leader, discussing the lessons learned and challenges faced along the way. Todd is giving you a look into the realities of building and leading successful sales teams, the importance of rigorous training and accountability, and why genuine curiosity and business acumen are key to sales success. Tune in to hear about the role of personal growth and the need to align one's career path with individual aspirations and values!Chapters:00:00:00 - The Non-Negotiables of Self-Care00:00:51 - Welcome to The...2024-07-2845 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: Is It Time to Get Rid of Quotas?In this episode, Andy showcases an incredible discussion with sales leaders Mark Hunter, sales speaker, trainer and consultant, Todd Busler, CEO at Champify, and Tom Williams, Head of Revenue Strategies at Clari. The panel discusses whether sales quotas are still relevant or useful, and explore other ways to measure and reward overall productivity. They explore the psychological impact of quotas, the importance of having measurable targets, and other productivity-based assessments. They get into some insights from Charles Goodhart’s law, how focusing solely on targets can limit true potential, and also touch on ways to accurately calculate sales productivity an...2024-07-1409 min
The Win Rate Podcast with Andy PaulWin Rate Weekends: There's a SaaSacre Going OnIn this episode, Andy showcases this important conversation with his all-star panel featuring Mark Hunter, sales speaker, trainer and consultant, Todd Busler, CEO at Champify, and Tom Williams, Head of Revenue Strategies at Clari. They discuss the current challenges in the B2B SaaS market, focusing on the impact of economic downturns, pipeline management, and conversion optimization. Th group emphasizes the importance of leadership in steering strategy, understanding target markets, and addressing product fit to improve sales outcomes.Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern...2024-07-1306 min
The Win Rate Podcast with Andy PaulTop of Funnel and Quota Problems - Where is Leadership?In this episode of the Win Rate Podcast, Andy is joined by a panel of seasoned sales experts, including Mark Hunter, sales speaker, trainer and consultant, Todd Busler, CEO at Champify, and Tom Williams, Head of Revenue Strategies at Clari. They discuss the most recent trends in sales productivity, realistic quota setting, and the evolving dynamics in SaaS sales. The panel delves into key topics such as the importance of measuring true productivity, top of funnel delusions, the dangers of unrealistic quotas, and the benefits of focusing on win rates for long-term sales success. They also get into on...2024-07-1053 min
The Founder-Led Marketing ShowHow to Get your CEO Posting on Linkedin with Champify's Head of GrowthTaylor Udell is the Head of Growth at Champify, former Twilio.
Champify finds your next champions by tracking your customers as they change jobs. Activate the right people to help you create and close new revenue.
In this episode we talk about:
- How to Get your CEO Posting on LinkedIn
- How to Stay Top of Mind with ICPs
- How to Run LinkedIn Thought Leader Ads
- and many more topics
Taylor's Linkedin: https://www.linkedin.com...2024-05-2447 min
Growth Science for B2B SaaS Companies from Mosaic Growth Solutions5/16/24: 𝗗𝗼𝘂𝗯𝗹𝗲 𝗬𝗼𝘂𝗿 𝗛𝗼𝗺𝗲𝗽𝗮𝗴𝗲 𝗖𝗼𝗻𝘃𝗲𝗿𝘀𝗶𝗼𝗻 𝗥𝗮𝘁𝗲𝘀, 𝗦𝗘𝗢 𝘁𝗼 𝗕𝘂𝗶𝗹𝗱 𝗕𝗿𝗮𝗻𝗱 𝗮𝗻𝗱 𝗧𝗿𝗮𝗳𝗳𝗶𝗰 𝗶𝗻 2024, AI Growth?Taylor Udell, Head of Growth at Champify shows how they doubled their homepage conversion rateshttps://lnkd.in/eMMy3TSvEmilia Korczynska, Head of Marketing at Userpilot, does a great job summarizing what she learned from Kevin Indig about SEO in 2024https://lnkd.in/eqvN93njDharmesh Shah from HubSpot looks into the future and sees AI enabling millions of small businesseshttps://lnkd.in/eMXV2sDj2024-05-1614 min
The Sour GTM SaaS Takes PodcastTodd BuslerFeaturing Todd Busler, CEO & Co-Founder of Champify.
Todd's Sour Takes:
1. People are overly obsessed with automation. (01:37)
2. Consolidation isn't a threat if you have true product-market fit. (05:41)
3. Sales leaders that scream "more activity" without strategy or data. (09:01)
4. Product and engineering-focused founders who don't appreciate/respect GTM teams. (17:47)
5. Competitors bashing each other. (27:26)
Hot takes are fun, but have you heard of sour takes? 🍬 50 GTM leaders take the sour plunge while delivering their ~controversial~ takes on the current state of SaaS. Can they deliver clear viewpoints while trying the sourest candies in the world?
Pla...2024-05-0934 minThe Founder-Led Marketing ShowTodd Busler: How Champify’s CEO Nails LinkedIn Founder ContentTodd Busler is the CEO at Champify.
In this episode, we talk about:
- How Todd is Crushing LinkedIn Founder Content
- The Future of SDRs
- and many more topics
Todd's Linkedin: https://www.linkedin.com/in/todd-busler/
Champify: https://www.champify.io/
Podcast: https://open.spotify.com/show/03CXzsZp7wdqIRVDcqPTFH
LinkedIn: https://www.linkedin.com/in/finnthormeier/
Website: https://www.project33.io/
...2024-04-2350 min
Sales Therapy by FlowlaChampioning Sales Enablement with Todd Busler from ChampifyJoin Alper Yurder and Todd Busler in this episode of Sales Therapy, as they share insights on understanding customer challenges, building effective teams, and the future of sales enablement, including digital sales rooms,
Key Takeaways
-Growing up in a small community can provide valuable experiences and skills that translate well into sales and leadership roles.
-Deep product knowledge is important, but understanding the persona, competitive landscape, and customer problems is even more crucial in sales. Focus on understanding the customer’s problem and challenges, rather than just promoting the product.
-Digital sales rooms benefit both sales reps an...2024-02-2934 min
Cieden PodcastThe unfaded product strategy for sales tools | Todd BuslerThe sales tech platform category is blowing up. Apollo raised $100 million and hit unicorn status in 2023. Lots of other sales intelligence tools release more and more go-to-market workflows.
How to compete with that? How to think ahead and build the right product strategy? How to nail a product launch, go-to-market plan, and messaging?
When it comes to mastering these challenges, there's no one better suited than Todd Busler.
Todd has truly lived through the problems of selling B2B software tools. He was the first sales hire at Heap when the company only s...2024-01-3047 min
The Early TeamEpisode 043 - Taylor Udell, Early Heap & ChampifyTaylor is Head of Growth at Champify, which monitors job changes to help go-to-market teams turn existing relationships into new business opportunities that actually close. She began her career as a classroom teacher through Teach for America, before transitioning into tech as an early employee at Heap.In this conversation, we talk about:The overlaps between teaching and working as an early stage startup employeeHow working at Twilio helped her sharpen her product marketing craft, within a large organization And why staying hyper-focus on a particular persona is even more critical during the current ma...2023-12-171h 06
The Hyperengage PodcastEp#98: Insider Tips for Building a Successful B2B SaaS Company from Todd Busler (Co-Founder & CEO, Champify.io)In this episode of the Hyperengage podcast, Adil Saleh interviews Todd Busler, the CEO and co-founder of Champify.io. Champify.io is a data analytics platform designed to assist B2B growth teams in improving their post-sale operations and go-to-market motions. Busler shares his journey into the B2B SaaS industry and his experiences at companies like Square and Heap. He explains how Champify addresses the challenges of outbound sales by leveraging a company's existing advocates to generate leads. Busler offers advice to early-stage companies on finding the right sales strategies and emphasizes the importance of customer success and...2023-12-0726 min
Grow & TellFrom AE to CEO: Todd Busler's sales journey from Heap to ChampifyTodd Busler shares how his path from first go-to-market hire to VP of Sales at Heap led him to found his own tech company, Champify.Being an early sales hire is a great test run for being a founder.As the first sales hire at Heap, Todd helped the company grow from $300k to $40 million ARR and 10x their average contract value.Six years later, he co-founded Champify, helping GTM teams sell more effectively with one innovative tool.In today’s episode, Alex and Todd di...2023-11-2749 min
The Sales Syndicate Podcast50: Making the transition into sales management, with Todd Busler @ ChampifyWelcome to our 50th episode of The Sales Syndicate Podcast.
Thinking about stepping into sales management? Join us as we chat with Todd Busler, Co-Founder and CEO at Champify, to guide you through the exciting yet challenging transition into sales management. In this episode, we'll cover:
Assessing the Fit: Is sales management right for you? Learn how to evaluate if this move aligns with your career goals.
Finding Your Rhythm: Discover the importance of an effective operating cadence and rhythm in your new role.
Effective Communication: Unlock the secrets of impactful...2023-10-0939 min
Sales PlayersRe-Thinking Pipeline Generation with Todd Busler of ChampifyTodd Busler is the Co-Founder & CEO of Champify. He shares his career journey to sales and sales leadership and how he came up with the idea for Champify.
SPONSORS:
• Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com/?kfl_ln=jesse-woodbury use this link with promo code JWSURFE5 for a 5% discount on your first year
• Close (The CRM Built for Growth) - https://refer.close.com/ssp enter the promo code SSP15 for 15% off your first 3 months
EPISODE LINKS:
• Connect with Todd on LinkedIn: https://www.li...2023-08-2424 min
Surf and SalesS4E30 - These Are Not the Sales KPIs You're Looking For with Todd BuslerTodd Busler of Champify joins us on the Surf and Sales podcast and discusses the following: The Challenge of Traditional Sales Models The Right KPIs for Sales in 2023 Getting and Monetizing Beta Customers Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! 2023-07-2448 min
Why Did It Fail?The Secrets behind Successful GTM Strategies with Todd Busler, Co-Founder at ChampifyWhat does it mean to go-to-market in this new era of outbound? Where should management be spending their time? How can efficiency and productivity be at the centre of everything sales teams do, when they do go to market? Frida Ottosson, VP of US Sales at Cognism, sat down with Todd Busler, Co-Founder at Champify, to discuss this, plus more. 2023-05-2429 min
The Elite Selling PodcastKey to winning in the enterprise is executing (Todd Busler - CoFounder @ Champify)-Creativity in your deals
-Building Champions
-The importance of capturing your buyer's attention span
-What Makes an Elite Seller
-How to think outside the box2023-05-1634 min
SaaS(ramp) Podcast59: Nail It Before You Scale It with Todd Busler of ChampifyKey topics in today’s conversation include:Building the initial team (2:10)Combating the challenge of adoption for scaling companies (7:04)The early-stage founder journey (9:44)Learning from multiple sources (15:25)Champify’s context for hypergrowth (16:10)Todd’s journey to the CEO position (22:37)Leadership and learning (23:18)Early-stage challenges (24:46)What does SaaS(ramp) mean to Todd? (26:43)The SaaS(ramp) Podcast explores how tech leaders scale from product adoption to enterprise success. Learn more at www.saasrampmedia.com.
2023-03-2829 min
The Founder's Formula PodcastThe Founder's Formula Podcast: Season 1 HighlightsIn this episode of The Founder's Formula Podcast, we recap the best moments from our 12 incredible guests during season 1.Be on the lookout as Season 2 will release on 1/3/2023HIGHLIGHTSDalton Van Hatcher, Co-Founder & CEO @ Hatchet VenturesFran Bryzski, Founder & CEO @ HarkKendrick Trotter, Founder & CEO @ Us In TechnologyMichelle Bacharach, Founder & CEO @ FindMineKris Rudeegraap, Co-Founder & CEO @ SendosoStephen Ruff & Todd Busler, Co-Founders @ ChampifyJonathan Conelias, Co-Founder & CEO @ EleventMia Davis, Founder & CEO @ NicheNate Nasralla, Founder...2022-12-1302 min
Creating Distance325: A High-Growth Sales Career w/ Todd Busler, Co-founder ChampifyIn this episode, I talk to Todd Busler about his high-growth sales career.
He started as a Sales Engineer at SAP, was one of the first reps at Square and then bet on himself as the first GTM hire at Heap. He stayed for 6 years, eventually becoming their VP Sales.
He recently cofounder Champify to help create a new pipeline channel for salespeople.
This episode of the Millennial Sales Podcasst is sponsored by Dooly.
As you probably know, my mission is to help sellers become the best versions of themselves at work and in their lives.
Well that’s exactly wha...2022-11-2845 min
Millennial Sales325: A High-Growth Sales Career w/ Todd Busler, Co-founder ChampifyIn this episode, I talk to Todd Busler about his high-growth sales career.
He started as a Sales Engineer at SAP, was one of the first reps at Square and then bet on himself as the first GTM hire at Heap. He stayed for 6 years, eventually becoming their VP Sales.
He recently cofounder Champify to help create a new pipeline channel for salespeople.
This episode of the Millennial Sales Podcasst is sponsored by Dooly.
As you probably know, my mission is to help sellers become the best versions of themselves at work and in their lives.
Well that’s exactly wha...2022-11-2845 min
The Founder's Formula PodcastEpisode 6: Disrupting How Companies Sell with Stephen Ruff & Todd Busler (Co-founders at Champify)Stephen Ruff was a top rep at Samsara and then Heap, where he leveraged data to work smarter and 4x his number. One of his top strategies then became productized as Champify. Todd Busler was an early sales rep at Square, built the sales team from scratch to 50 reps at Heap.io, and most recently advised early state B2B revenue teams in the Unusual Ventures portfolio. Interested in more insights, industry best practices, and actionable content → connect with The Founders Formula Podcast!Hatchet Ventures website: https://www.hatchetventures.com2022-10-1830 min
30 Minutes to President's Club | No-Nonsense Sales109 (Sell): Prospecting into your customer's new company (Todd Busler, Co-founder & CEO @ Champify)Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS
Stay top of mind with your closed/lost opps with introductions, referrals, and nuggets (don't be another email marketer).
Re-engage former customers at new companies by proposing how your product fits them in their new role/company.
Leverage team selling to stay multithreaded in an account instead of restarting a sales cycle when you lose a champion.
Get a new champion by finding the next biggest fan and ramping them with condensed steps that you've...2022-08-0330 min
Sales RX PodcastEpisode 25 - Leveraging Champions w/ Stephen RuffStephen spent the past 5 years in tech Sales. He started as a BDR at Samsara then BDR manager, spent 3 years as an AE at Heap, and recently launched a new startup called Champify. Stephen’s secret sauce to source 60+ deals in one year was using data to be smarter about getting into high-probability conversations. Champify productizes one of these channels (alumni customers) which enables revenue teams to leverage their thousands of former customers that now work at prospect accounts.
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Interested in more insights, industry best practices, and actionable content →
🩺 Connect with The Sales Doctor: https://lin...2022-08-0329 min