Explore every episode of the podcast Collin Cadmus Podcast
| Title | Pub. Date | Duration | |
|---|---|---|---|
| Selling Spiff to Salesforce for $419 Million w/ Jeron Paul | 26 Sep 2024 | 00:43:58 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Jeron Paul. Jeron studied economics and philosophy at Brigham Young University and then received his MBA at Harvard. After school he spent 3 years as a consultant before starting his first company Boardlink, which was acquired by Thomas Reuters. Jeron then spent 5 years in venture capital before starting his next two companies Scalar and Capshare, both with successful exits. With all of that experience behind him, in 2018 Jeron founded Spiff which was acquired by Salesforce in February of this year for $419 million. In episode 9 I spoke to Spiff’s Chief Marketing Officer, Anna Fisher and I sat on their GTM advisory board for 3 years until the acquisition. Jeron believes every person has an infinite potential to do good and his goal in life is to unlock as much of that potential in himself and others as possible. He believes in fighting group think, the Socratic method, and the power of humility. One of the things he’s most proud of is sharing larger than normal equity stakes with those who are bold enough to build businesses with him, and I can say after having been an advisor on the receiving end of the Salesforce acquisition equity, he practices what he preaches in that regard and that’ll be one of the topics we’ll dive into today. It’s been 7 months since Spiff was acquired. Since then, Jeron has served as the SVP of Product at Salesforce, presumably continuing to oversee Spiff, but without further adieu, let’s dive in and learn more about what it took to build Spiff and sell it to Salesforce in just 5 and a half years. 00:01:49 What is Spiff 00:07:39 GTM Advisory Board 00:16:01 Equity Philosophy 00:27:16 M&A 00:30:04 Growth Channels 00:37:40 Doing it again today 00:42:06 Who should use Spiff 2. You decided early on to build a GTM advisory board; what were your main motivations and goals behind doing this and was it worth it in hindsight? 3. We often hear stories of founders finding creative ways to screw people out of their equity at the time of acquisitions and IPOs, but you did the opposite. Talk me through your philosophy on equity and the decisions you had to make during the acquisition as it pertains to employees and advisors liquidating their shares. 4. Was M&A always the plan? Or did the pandemic and financial crisis play a role in the decision to sell? 5. What were your main growth channels and can you share roughly the split of revenue that came from each, like inbound, outbound, channel partners, etc.? 6. If you were to start Spiff today would you do anything different? 7. Is Spiff still a product for non-Salesforce users or is it now specifically for Salesforce users? Jeron on X: https://twitter.com/jerondanielpaul 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Scaling Gong to $7 Billion Valuation w/ Chris Orlob | 19 Sep 2024 | 00:47:07 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Chris Orlob. Chris studied marketing at Utah Valley University and then went on to start his career at InsideSales.com, after which he started his own company Conversature, which eventually merged with Gong, at which point Chris became the Director of Product Marketing and eventually the Head of Sales where he helped grow the company from $200k ARR to over a $7B valuation in 5 years. In 2022 Chris left Gong to start his current venture, where he serves as the Founder and CEO of Pclub.io, a sales training platform that aggregates courses from top practitioners into one platform. The last time I spoke with Chris was back in 2019 and it feels like just about everything has changed since then with the advent of remote work, sales AI, and the divergence from the Growth-at-all-Cost model, so I’m excited to dive in and get his thoughts on all that’s changing. 00:02:12 Outbound Prospecting 00:11:37 Remote vs Office 00:16:42 Quota Attainment 00:23:48 Average Tenure 00:30:24 Growth-at-all-Costs 00:36:43 AI in Sales 00:41:20 Pclub 2. What’s the best way to build a sales team in 2024; remote, hybrid, or in the office, and why? 3. Average quota attainment is under 40%. Why do you think it’s so low and what needs to change? 4. Average VP Sales tenure is below 18 months. Why do you think it’s so low and what needs to change? 5. What’s happening to the Growth-at-all-Costs model? 6. What role do you see AI playing in sales over the next 5-10 years? 7. What is Pclub? Chris on X: https://x.com/Chris_Orlob 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Episode 9: Anna Fisher | 01 Mar 2021 | 01:24:51 | |
Anna is one of the most successful east coast SaaS marketers of the last decade. She’s from MA, went to UMass Amherst, started her career as an Account Manager and Client Service Supervisor, but then she went to work for a company that would change the trajectory of her career forever, ZoomInfo. Anna started at ZoomInfo in 2012 as a Marketing Communications Manager and climbed the ladder for 8 years all the way up to VP of Marketing. She led ZoomInfo’s marketing through an enormous growth phase and successful IPO in June 2020. And then in November, Anna found her new home as Chief Marketing Officer at Spiff. She’s one of the few people I know who has worked for 13+ years across only 2 companies. She makes it look easy, but we know it isn’t. This is her story. Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Episode 8: Keenan | 01 Mar 2021 | 00:54:07 | |
He’s been selling something to someone his entire life. He’s been teaching and coaching salespeople for almost 20 years. He’s the Founder and President of A Sales Guy Inc. and the Author of GAP Selling, but you know him best as Keenan. The man who needs only one name. This is his story. Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Episode 7: Jason Lemkin | 01 Mar 2021 | 01:33:38 | |
Jason graduated from Harvard University and Berkeley Law, he started his career as a Corporate Counsel, and then transitioned into various technology leadership roles, eventually leading him to co-founding EchoSign which was later acquired by Adobe. Jason then founded SaaStr, a social community of over 500,000 SaaS founders & executives and over 3M content views each month. If you haven’t discovered it already, checkout SaaStr.com, it’s loaded with valuable content and resources for everyone in SaaS. Jason also co-authored the book From Impossible to Inevitable with Aaron Ross. This is his story. Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Episode 6: Brendon Cassidy | 01 Mar 2021 | 01:42:18 | |
Brendon graduated from Saint Mary’s College of California, started his career in Recruiting, and then transitioned into sales where he eventually landed himself at LinkedIn in 2005 as employee #15, and LinkedIn’s first ever Head of Sales. Brendon’s next move was one that would change his life forever. He went to work for Jason Lemkin as the VP Sales at Echosign, which was eventually acquired by Adobe for an estimated $400 million. After Echosign Brendon went on to be the VP Sales at Talkdesk, now valued at over $3 billion. Then started his own consulting firm, Cassidy Ventures, where he helped found Gong, and most recently co-founded HiFive (formerly CoSell) where he works as the Co-CEO (hf.app). He’s a frequent speaker at SaaStr and other large sales events. This is his story. Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Episode 5: Trish Bertuzzi | 01 Mar 2021 | 00:45:14 | |
Trish is the Founder and CEO of the Bridge Group which she founded in 1998, and prior to that she spent her entire career in sales. Starting out in telemarketing, which is essentially an SDR today. Trish grew into becoming the Founder and CEO of one of the most well respected consultancies in the business and she's also the author of the Amazon best seller, The Sales Development Playbook. This is her story. Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Episode 4: Aaron Ross | 01 Mar 2021 | 00:47:11 | |
Aaron Ross went to Palo Alto high school and Stanford University. He started his career in mergers and acquisitions, had a 2 year stint in product marketing, then became cofounder of eLease which shut down and liquidated after 2 years. He then joined Salesforce.com (now commonly known as Salesforce) where he spent what I would call “the 4 years that changed his life”. Aaron became a tremendous success at Salesforce, developing their outbound sales approach which he calls “cold calling 2.0”. This sourced over $100M in recurring revenue for Salesforce, where Aaron went on to lead corporate development and acquisitions. Aaron spent a total of 4 years at Salesforce and drove the company through the exponential growth that has turned them into the SaaS behemoth that they are today, with shares trading at over $250 on the New York Stock Exchange. Aaron went on to write his book Predictable Revenue which has sold 200,000 copies and founded his company Predictable Revenue which has grown to 60 employees and $4m in revenue. So he’s not just a teacher he’s also an operator. The sequel to Predictable Revenue was From Impossible To Inevitable, called the ‘growth bible of silicon valley’. He also has 9 kids. This is his story. Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Episode 3: Carolyn Betts | 01 Mar 2021 | 01:19:55 | |
She started her career as a sales intern, went on to become an account executive, spent some years recruiting, and eventually went out on her own and built Betts Recruiting, which is now is the leading recruitment firm for revenue generating, marketing and people operations roles. She has over 80 employees and revenue in the millions. This is her story. Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Episode 2: Wiley Cerilli | 01 Mar 2021 | 01:29:17 | |
One day he was modeling CK underwear to pay the bills, the next he dropped out of college to build the sales team at SeamlessWeb in NYC (Now Seamless Grubhub), then founded SinglePlatform (acquired for $100M), then founded GoodUncle (acquired again). He was the first startup CEO I had the privilege of working for at SinglePlatform, and I would not have had the sales career I've had if it weren't for that experience. His story is one of the best and most inspiring I've ever heard. So inspiring that we had him tell it to every new hire class at SinglePlatform. This is his story. Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Episode 1: Ross Pomerantz | 01 Mar 2021 | 01:08:42 | |
From Account Executive at Oracle to creating satire sales comedy on social media. Somehow finding time to create a TV show and grab his masters from Stanford. His name is Ross Pomerantz, but you know him better as Corporate Bro. This is his story. Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Building a Webflow Agency w/ Stefan Katanic, CEO at Veza Digital | 07 Sep 2024 | 00:54:17 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Stefan Katanic. Stefan is a lifelong entrepreneur. He co-founded Traden Group in 2013, Coinbio in 2017, and White Label Agency in 2019, but his most recent venture is where he truly found his stride. Today Stefan serves as the CEO of Veza Digital, a services business that helps B2B SaaS companies build and operate profitable marketing websites that build awareness, trust, and credibility at scale. They’ve quickly become the go-to website agency for B2B SaaS, having built websites for companies like ChiliPiper, Adonis, Trumpet, and Shipwell to name a few. I talk a lot about SaaS on this podcast but have yet to talk about the services aspect of B2B, which is not only a massive percentage of the total sales world, but in this case is one of the services SaaS companies rely on heavily for growth. With SaaS pivoting to remote operations, companies are now relying more on outside agencies to manage aspects of their business, like Sales Operations, Finance, HR, and website development, maintenance, and SEO. Stefan has been running founder-led sales for Veza Digital for the past 8 years and is now ready to shift his focus toward mergers and acquisitions and needs to prepare the company for bringing in an external sales leader, which I’ll be helping him with as a Consultant over the coming months. In the meantime, my audience is mostly made up of salespeople, many of which hope to start their own companies someday. Since most salespeople don’t know how to write code, starting a services business is often the more realistic option, so, I’m excited to dive in and find out how you found your niche and what it takes to build a multi-million dollar B2B services agency. 00:03:19 Starting Veza Digital 00:05:16 Your elevator pitch 00:09:05 Targeting B2B SaaS 00:16:04 Your sales experience 00:20:58 Your sales process 00:24:41 Founder-led sales transition 00:28:58 Hiring a sales team 00:35:09 Starting a services business 00:41:42 Mergers and acquisitions 00:42:37 Number one sales objection 00:47:56 Why choose Veza Digital 00:51:59 Advice for young entrepreneurs 2. What’s your elevator pitch for Veza Digital? 3. How did you decide to focus on the B2B SaaS niche? 4. How much sales experience did you have prior to starting Veza Digital? 5. What has been the key to perfecting your sales process? 6. After 8 years of founder-led sales, why is now the time to add a sales team? 7. You’ve tried a few times to hire and train salespeople, why hasn’t it worked? 8. What’s the blueprint for starting a services business? 9. Why are mergers and acquisitions part of your growth strategy? 10. What’s the number one objection you face in your sales process? 11. What’s the main reason customers choose Veza Digital over competitors? 12. What’s one piece of advice you have for young salespeople who want to start their own company? Veza Digital on X: https://x.com/VezaDigital Stefan on X: https://x.com/stefan_katanic 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Building AiSDR w/ Yuriy Zaremba, CEO at AiSDR | 25 Aug 2024 | 00:51:06 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Yuriy Zaremba. Yuriy is a corporate lawyer turned CEO and a 2x Y Combinator Alumni. He co-founded his first company AxDraft in 2017 which was acquired by Onit in 2020. He then co-founded AiSDR where he serves today as the CEO. AiSDR creates and sends personalized sales emails at scale and automatically engages with prospects who respond. Tools like AiSDR spark a lot of conversation today because on one hand they have the potential to make outbound prospecting significantly more cost efficient, but on the other hand there’s concern about what that means for the future of sales jobs and the human seller. In previous episodes we’ve discussed the future of AI in sales and have speculated our thoughts on what’s to come, but today we get to hear first-hand from the man who’s actually building and selling this solution, and I’m excited to get his perspective. 00:01:24 AI taking human jobs 00:08:21 AI capabilities 00:19:47 Open and reply rates 00:28:11 Revenue and customers 00:31:19 Your sales process 00:37:39 Greatest obstacle today 00:39:00 AiSDR competitors 00:41:21 Y Combinator 00:45:00 Who should use AiSDR 00:46:53 The future of AiSDR 2. What is AI actually capable of today and 5-10 years out? 3. What are the average open and reply rates for AiSDR today? 4. Can you tell us how much revenue you’re at today or how many paying customers you have? 5. How do you sell it? Do people try it for free and it sells itself? Or do they have to pay to try? 6. What is the main focus at AiSDR today? Is there one thing that’s holding you back? 7. Who are the real competitors and how is AiSDR different? 8. How helpful is Y Combinator? 9. Who should use AiSDR today and who shouldn’t? 10. What does the future look like for AiSDR? 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Building Roam w/ Howard Lerman (Former Yext CEO) | 18 Aug 2024 | 00:59:27 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Howard Lerman. Howard went to Duke University where he founded his first company with two of his classmates, JustATip.com, which they sold for $150,000 in 2001 while still in college. After school Howard founded Yext in 2006. By 2016 the company had $89 million in revenue and in 2017 it was listed on the New York Stock Exchange. In 2022 Howard stepped away as CEO of Yext in order to focus on his newest project, Roam, where he serves today as the Founder and CEO. This is the first time I’m speaking with Howard, but I’ve known of him since my very first sales job in 2012 at SinglePlatform since we sold competitively against Yext. Our companies even competed in Dodgeball and Basketball tournaments in NYC, so the competition was fierce but all in good fun. I’m excited to finally get acquainted. In this episode, we react to a series of Howard's LinkedIn posts. 00:01:20 Best cultures are cults 00:10:30 Top salespeople 00:12:22 What you want VS Reality 00:16:19 Politics at work 00:22:38 Success and risk 00:30:07 Threat of OpenAI 00:31:20 Sales AI 00:38:12 Remote Work 00:41:15 Customer led growth 00:51:29 What is Roam? 2. I’d take a top seller at a medium company over a medium seller at a top company any day. 3. There will always be an annoying gap between what you want the world to be and how it actually is. Knowing when to stand your ground or when to be flexible is one of the most important growth skills you can learn. 4. The most successful people I know didn’t work the hardest. They took the most risk. 5. Founders, I would be very, very, careful about launching an AI startup right now. Unless you have something extremely special and you know exactly what you’re doing. The overwhelming odds are you will be buzz-sawed by OpenAI. 6. Too many companies make the mistake of forcing unnaturally fast growth right now at the expense of compound growth later on. 7. What is Roam? Howard on X: https://x.com/howard 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Growth-at-all-Costs is Dead w/ Jacco van der Kooij | 12 Aug 2024 | 00:58:26 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Jacco van der Kooij. Jacco is originally from the Netherlands. He started his career in 1994 at Philips Electronics as a Project Manager and then transitioned into sales. Since then he’s led sales for over 10 different companies, prior to starting his current company, Winning By Design, where they help B2B SaaS Companies design, build, and scale their sales efforts. Jacco’s voice in sales is respected globally as an author, keynote speaker, and all across social media. I’ve been following his content for as long as I’ve been in sales (if you’re not, you should be too). I could easily talk to him for weeks without running out of topics or questions, but today we’re going to focus on one specific topic that Jacco believes to be the number one issue facing SaaS companies today; and that’s the declining efficiency of go-to-market performance. In the last 3 episodes we talked a lot about this subject, so it’s close to my heart. To keep things simple I’ve divided the episode into 4 questions, and I’m excited to dive in. 00:01:56 What’s Growth-at-all-Costs / GaaC? 00:05:06 What’s broken with GaaC? 00:21:57 What needs to change? 00:41:32 Will GaaC return? 2. What (if anything) is broken with the GaaC model and why is now the time for change? 3. What needs to change? 4. Will there be a return of GaaC when money is cheap again? Revenue Architecture Hardcover: https://a.co/d/2gUFzXx 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| The Sales Leadership Accelerator w/ Kevin Dorsey | 26 Jul 2024 | 01:12:09 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Kevin Dorsey. Kevin went to the University of Wisconsin-Madison and started his sales career where he quickly rose from entry-level selling to high-ranking leadership roles at SnackNation, ServiceTitan, PatientPop, and Bench Accounting. He’s built sales teams from 0 to 150 reps and scaled revenue north of $100M ARR. Kevin believes in focusing on the person in salesperson and he shares his sales wisdom across social media, speaking engagements, podcasts, and most recently through the creation of his new online course the Sales Leadership Accelerator. Kevin serves as an advisor to top startups around the world, he’s the host of the Live Better Sell Better Podcast, and he’s become a prominent voice in the B2B sales community. It’s been a while since we last collaborated, so I’m excited to catch up and dive into 5 very important topics. 00:02:31 Average quota attainment 00:17:58 Average tenure of VP Sales 00:31:30 Growth at all costs / VC model 00:45:32 The impact of AI in sales 01:04:28 Sales Leadership Accelerator 2. The average tenure for a VP Sales in B2B SaaS is under 18 months. Why do you think it’s so low and what needs to change? 3. What are your thoughts on the "growth at all costs" mindset / VC model? 4. What are your thoughts on AI and how it’s impacting sales today and going forward? 5. What is the Sales Leadership Accelerator? Live Better Sell Better Podcast: https://podcasts.apple.com/us/podcast/a-candid-conversation-with-collin-cadmus/id1518419694?i=1000528139008 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Episode 12: Broken Quota System | 12 Jun 2023 | 00:18:34 | |
It's safe to say the average salesperson in 2023 is significantly better than the average salesperson of 10 years ago, yet the average quota attainment continues to decline. This is the result of an inflationary economic system that drove competitive recruitment efforts toward the promise of higher OTEs, which inevitably led to higher quotas, which eventually far outpaced any salesperson's ability to keep up. This means the "valuation narrative game" ultimately resulted in over-stressing talented salespeople to the point of exhaustion and an illusion of failure which was often actually stellar performance. In this episode I dive into how the quota system became what it is today (broken) and what needs to be done to fix it. There's work to do on both sides; salespeople knowing how to vet employers and employers knowing how to incentivize salespeople for optimized results. Strategy is best left for folks managing the front-lines, not the folks balancing the spreadsheets. Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Episode 11: Silicon Valley Collapse | 06 Jun 2023 | 00:23:16 | |
Welcome back to the pod! In this first episode I take a short break from my usual personality of bubbly positivity to begin this new season on a serious note and set the pace for what's to come. The world has changed, the economy has changed, Silicon Valley has changed, and B2B SaaS has changed forever. Decades of mistakes have led to where we're at but valuable lessons are here to be learned. I'm voicing these sentiments because they need to be said, need not to be forgotten, and need to be the foundation upon which we learn and rebuild the B2B SaaS industry into something bigger, better, and more honorable than ever before. Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Episode 10: Antoinette Tuff | 01 Mar 2021 | 00:57:26 | |
Antoinette is a survivor, author, and speaker. On August 19, 2013, Antoinette was working as a bookkeeper at an elementary school in Atlanta, severely depressed because her husband of 33 years had recently left. She, now, as a single mom, was faced with the daunting challenges of raising a son with multiple disabilities and a daughter in law school. Never did she think that she would become a hero saving roughly 1,000 lives, a best-selling author, an international celebrity, an expert on community safety, the Founder and CEO of a non-profit, Kids on the Move for Success, or a guest of Michelle Obama at the State of the Union Address. The next day her life changed forever. Antoinette, an accidental hostage negotiator, used her experiences with challenging life issues to successfully convince an armed gunman to give her his AK-47. This is the only school shooter situation in the US that ended without death or injury to students, faculty, parents or the shooter himself. Experienced hostage negotiators, law enforcement, and community leaders have praised her intuitive, yet textbook, hostage negotiation skills that she used on August 20, 2013 to save roughly 1,000 lives. When I came across Antoinette’s story and saw that she speaks about it, I knew this would be the perfect way to conclude the first season of this podcast. Negotiation spans much farther into our lives than just sales, and there’s no better example of that than what Antoinette experienced that day. Antoinette’s story is so incredible, in 2018 it got the recognition it deserved when Seven-time Grammy Award winner, Toni Braxton, starred as Antoinette, in the movie “Faith Under Fire” for Lifetime TV. This is her story. Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Fixing the Broken SDR Model w/ Mark Kosoglow, CEO at Operator.ai | 10 Oct 2024 | 00:51:35 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Mark Kosoglow. Mark graduated from Penn State University in 1998 and then became the General Manager of Nittany Notes where he was responsible for everything from hiring, training, development, inventory management, and of course, sales. After discovering his knack for sales Mark went on to hold two more long-term sales positions before finally landing himself the gig of a lifetime as the VP Sales for Outreach in 2014. Mark is among the rare breed of VP Sales who held his position for over 8 years, including a promotion to SVP of Sales, prior to leaving Outreach. At which point he became the CRO of Catalyst Software in 2022, where he remained until February of this year when he started working on his most recent project Operator, where he now serves as Co-Founder & CEO. Mark believes that as an industry we got greedy and wrecked the outbound model. The playbook was simple and worked, so we automated it and ignored how resistant buyers were becoming. After having lived through the brightest and darkest times of outbound sales in B2B SaaS, I can say I wholeheartedly agree and I’m darn curious to learn how Operator plans to address this problem. 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. 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 stuff really helps to grow the audience. Without further adieu, let’s dive in and find out more specifically what Mark thinks is broken with outbound and how he plans to fix it. 00:03:35 Outbound Sales is Broken 00:09:20 Growth-at-all-Costs 00:18:18 AI in Sales 00:25:30 Sales Quota Attainment 00:30:36 VP Sales Average Tenure 00:38:33 Raising a Salesperson 00:44:28 Operator 2. What’s happening to the Growth-at-all-Costs model? 3. What’s your take on AI in sales over the next 5-10 years? 4. What do you think is the reason for low sales quota attainment? 5. What do you think is the reason for low VP Sales average tenure? 6. What’s it like raising a second generation B2B SaaS salesperson? 7. How is Operator going to change the game? 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| The Future of B2B Sales w/ Scott Leese, Founder at Surf & Sales | 30 Oct 2024 | 00:48:47 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Scott Leese. Scott graduated from Dominican University of California in 1999 and then went on to earn his Master’s from Arizona State University in 2002. From there Scott launched his career in sales, quickly growing into VP of Sales roles at LeapFish, Democrasoft, and Main Street Hub. Scott then became the SVP of Sales at Outbound Engine and Qualia, prior to going out on his own and founding Scott Leese Consulting, where he’s helped founders and sales leaders scale their sales efforts for the past 8 years. Scott is also the author of 3 books; Addicted to the Process, From Rep to Manager, and More Than a Number (all Available on Amazon), and he’s the Founder of Thursday Night Sales and the widely acclaimed Surf & Sales Summit. He’s done it all, he’s a long-time friend, and we’ve hosted a handful of events together, but this is the first time having him on my podcast so I’m excited to dive in and get his thoughts on all that’s changing in B2B Sales, and of course, it’s Halloween so we’re doing it in style. 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. 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 stuff really helps to grow the audience. Without further adieu, Harry, I mean Scott, thanks for joining me and welcome to the show. 00:02:43 Outbound Sales is Broken 00:06:14 Growth-at-all-Costs 00:10:43 AI in Sales 00:17:23 Sales Quota Attainment 00:30:15 VP Sales Average Tenure 00:38:19 Go-to-Network 00:46:11 Surf & Sales 2. What’s happening to the Growth-at-all-Costs model? 3. What’s your take on AI in sales over the next 5-10 years? 4. What do you think is the reason for low sales quota attainment? 5. What do you think is the reason for low VP Sales average tenure? 6. What is Go-to-Network? 7. What is Surf & Sales? Scott Leese Consulting: https://scottleeseconsulting.com Scott on X: https://x.com/thescottleese 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Scaling Hypergrowth Startups w/ Colin Specter, SVP Revenue at Orum | 16 Oct 2024 | 00:51:36 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Colin Specter. Colin graduated from UC Santa Barbara and then started his career in event management, where he got a taste of sales, customer service, and leading over 100 employees for nearly 7 years. In 2012 Colin pivoted into medical sales and then landed his first B2B SaaS role in 2014 as an SDR at Namely. Quickly becoming the top SDR in company history, Colin received promotions to Account Executive, Regional Sales Manager, and Director of Sales, where he helped grow the company from $100k to $70M ARR. After Namely, Colin became the VP of Sales at Orum in 2019, and recently received a promotion to Senior Vice President of Revenue just 3 months ago. Like myself, Colin’s career didn’t start in B2B SaaS, but we seemed to follow similar paths by stumbling our way into the industry and applying what we learned beforehand to move up quickly and start building and leading teams. In a world where average tenures are quite low for sales leaders, Colin has made beating the average look easy, so I’m excited to dive in and get his thoughts. 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. 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 stuff really helps to grow the audience. Without further adieu, let’s dive in and learn first-hand what Colin thinks has contributed to his success and get his thoughts on all that’s changing in the world of B2B sales. 00:02:41 Average Quota Attainment 00:08:31 VP Sales Average Tenure 00:20:15 Growth-at-all-Costs 00:27:47 AI in Sales 00:35:10 B2B Outbound Sales 00:41:36 Modern Sales Efficiency 00:42:51 Choosing an Employer 00:45:24 Advice for Salespeople 2. What do you think is the reason for low VP Sales average tenure? 3. What’s happening to the Growth-at-all-Costs model? 4. What’s your take on AI in sales over the next 5-10 years? 5. What do you think works for B2B outbound today? 6. What (if anything) are you changing strategically at Orum to become more efficient? 7. How do you choose winning startups to work for? 8. What advice do you have for young salespeople just getting started today? Colin on X: https://x.com/c_specter 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Winning President's Club 6x w/ Brian LaManna, Account Executive at Gong | 09 Jul 2025 | 00:53:08 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Brian LaManna. Brian is an Enterprise Account Executive at Gong, where he’s worked for the past 4 years crushing quota and winning his way into President’s Club. Prior to Gong he also served as a top AE at BrightEdge for 3 years. Brian is also the Founder of Closed Won where he shares a newsletter, podcast, and sales playbooks, along with sharing his wisdom across LinkedIn and X. Needless to say, Brian has been winning the sales game for a long time and I’m excited to get his thoughts on what he thinks is working and what isn’t for B2B sales in 2025 and beyond. 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. 00:02:16 Broken Outbound Model 00:15:48 Modern Outbound 00:21:53 AI in Sales 00:31:40 Modern Discovery 00:41:00 Differentiated Selling 00:50:01 ClosedWon.xyz 2. What’s actually working for outbound sales today? 3. What’s your take on AI in sales over the next 5-10 years? 4. What’s the key to successful discovery in modern sales? 5. How can sellers differentiate their offer in a crowded market? 6. What is Closed Won? Brian on X: https://x.com/BrianLaManna_ 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| How to Crush Sales Development in 2025 w/ Sam Nelson, Founder at SDRLeader.com | 25 Jun 2025 | 00:50:30 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Sam Nelson. Sam is the Founder of SDRLeader.com. Prior to starting his own company he spent almost 6 years at Outreach where he climbed from their top performing SDR into management and leadership positions. Needless to say, Sam has been at the forefront of all things Sales Development over the past decade, so I’m excited to dive in and get his thoughts on what he thinks is working and what isn’t for B2B outbound in 2025 and beyond. 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. 00:01:16 Broken Outbound Model 00:11:55 What’s Working Today 00:17:34 AI in Sales 00:26:11 Choosing the Right Employer 00:33:14 Biggest Mistakes in Sales Dev 00:44:59 SDRLeader.com 2. What’s actually working for outbound sales today? 3. What’s your take on AI in sales over the next 5-10 years? 4. How can salespeople identify and choose the right employer? 5. What are the biggest mistakes SDRs and leaders are making today? 6. What is SDRLeader.com? Sam on X: https://x.com/realSamNelson 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Choosing The Right Sales Employer w/ Ryan Walsh, CEO at RepVue | 27 Feb 2025 | 00:57:41 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Ryan Walsh. Ryan graduated from the University of North Carolina at Chapel Hill in 1999 and then started his career as a Category Manager before getting into Enterprise Sales at ChannelAdvisor, where he worked his way up the ladder to Director, VP, and CRO over a nearly 16 year period, leading the company to $112M in revenue and a successful IPO in 2013. After ChannelAdvisor, Ryan got into consulting before starting his most recent and current venture, where he serves today as the Founder and CEO of RepVue; a platform that provides salespeople with detailed compensation and quota attainment data, to help them choose the right employer. Needless to say, there’s a direct overlap between the questions I’ve been asking on this podcast and the work Ryan is doing at RepVue, so I’m particularly excited to get his thoughts and find out first-hand how he thinks you should pick your next sales employer. 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. 00:02:24 Outbound Sales 00:14:22 Growth-at-all-Costs 00:22:44 Sales Quota Attainment 00:37:52 Average Sales Tenure 00:44:59 AI in Sales 00:51:14 RepVue Top Advice 2. What’s going on with Growth-at-all-Costs vs efficiency and profitability? 3. What do you think is the reason for low sales quota attainment? 4. What do you think is the reason for low average sales tenure? 5. What’s your take on AI in sales over the next 5-10 years? 6. After 7 years building RepVue, what’s your top advice for job seekers? RepVue: https://www.repvue.com Ryan on X: https://x.com/ryan_c_walsh 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Becoming CEO of a Startup He Didn't Start w/ Lucas Wilson, CEO at Signpost | 20 Feb 2025 | 01:10:35 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Lucas Wilson. Lucas graduated from Indiana State University in 1997 and then spent the first 13 years of his career in the auto business leading operations and sales for several Ford dealerships, until eventually pivoting into the tech space in 2009 when he started in sales at AngiesList. Since then he climbed the executive ladder across a long list of companies including Monster, Main Street Hub, Homebase, ProSites, and many more, until landing his most recent and current position as CEO at Signpost. I’ve interviewed many founders who started out as salespeople, but this is the first time speaking to someone who has been hired into a CEO position that comes from a sales background. I’ve known of Signpost for as long as I’ve been in sales, because we used to hire from the same pool of talent in NYC, and when I worked at Doctor.com we actually subleased one of our offices from Signpost. So I can say firsthand that they’ve always had a reputation of having a strong sales culture and it doesn’t surprise me they eventually hired a CRO to be their CEO. Needless to say, I’m excited to get his thoughts on all that’s changing in B2B sales and more specifically to dive into what it’s like to go from leading a sales organization to leading an entire company. 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. 00:04:35 Outbound Sales 00:19:57 Growth-at-all-Costs 00:26:55 Sales Quota Attainment 00:47:26 AI in Sales 00:58:04 From Sales to CEO 01:05:21 Jobs at Signpost 2. How are you thinking about Growth-at-all-Costs vs efficiency and profitability? 3. What do you think is the reason for low sales quota attainment and how do you manage it at Signpost? 4. What’s your take on AI in sales over the next 5-10 years and how are you using it at Signpost? 5. What’s it like going from leading sales to being CEO? 6. What’s exciting at Signpost in 2025 and are you hiring? Lucas on X: https://x.com/Luke_Wilson75 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Growing Outreach to $300 Million and AI Agents w/ Manny Medina, Founder of Outreach | 13 Feb 2025 | 00:40:36 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Manny Medina. Manny received his bachelors degree in computer engineering before attending University of Pennsylvania and Harvard University for his MBAs. He then worked in Product Management at Amazon and Business Development at Microsoft before serving as CEO for GroupTalent, but you know him best as the Founder & CEO of Outreach where he served for the past 11 years. With all that experience in the rear view, I’m excited to get his thoughts on all that’s changing in B2B sales and what’s led us to this new world of sales and AI agents. 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. 00:02:43 Outbound Sales is Broken 00:15:24 Growth-at-all-Costs 00:26:42 Sales Quota Attainment 00:35:07 VP Sales Average Tenure 00:36:06 AI in Sales 2. What are your thoughts on the Growth-at-all-Costs model? 3. What do you think is the reason for low sales quota attainment? 4. What do you think is the reason for low VP Sales average tenure? 5. What’s your take on AI in sales over the next 5-10 years? Manny on X: https://x.com/medinism 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| From Salesperson to Bootstrapped Founder w/ Joe Brown, CEO at DearDoc | 06 Feb 2025 | 00:57:11 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Joe Brown. Joe graduated from The University of Arizona in 2014 and then joined the sales team at SinglePlatform where we worked together with Lee Rozins, Adam Liebman, and Wiley Cerilli, who I interviewed in previous episodes. Joe rose through the ranks at SinglePlatform from full-cycle salesperson to sales manager and trainer, before moving into a Director of Sales role at health-tech company Simplifeye in 2017, until starting his most recent and current venture as Founder and CEO of DearDoc, where they’re reinventing the way new patients meet their doctor. Starting a tech company as a salesperson is no easy feat, because we generally don’t know how to build the thing we want to sell. Joe is one of the few salespeople who successfully figured out how to make this happen, so today we’re going to focus specifically on what he’s built at DearDoc, how he did it, and what sales lessons he’s learned along the way. If you’re in tech sales and dream of someday starting your own company, you’ll want to listen through to the end of this one. 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. 00:04:43 Idea and Funding 00:16:49 Product and Engineering 00:18:32 PMF and ICP 00:28:08 Revenue Growth 00:33:05 GTM Motion 00:38:37 Headcount and Capacity 00:49:52 Future Plans 2. Do you have a technical co-founder or do you use outside agencies for development? 3. How did you refine your Product Market Fit and Ideal Customer Profile? 4. It’s been 6 years since you started, what has your revenue growth looked like? 5. What’s your main GTM motion and sales process and how did you arrive at that? 6. How big is your team and how do you manage headcount and capacity planning? 7. What does the future look like for DearDoc? What are the growth plans? Joe on X: https://x.com/thisisjoebrown 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Venture Capital vs Bootstrapping w/ Adam Robinson, CEO at RB2B & Retention.com | 30 Jan 2025 | 00:52:25 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Adam Robinson. Adam graduated from Rice University in 2003 and then spent the first 8 years of his career as a Credit Trader for Lehman Brothers and Barclays Capital before bootstrapping his first company Robly to an 8 figure exit in 2021. However, Adam had no down-time because in 2020 he already started building his next company Retention.com which he grew to $20 Million ARR in 3.5 years without raising any capital. Adam still serves as the CEO of Retention.com to this day, but he didn’t stop there, in 2023 he started another company RB2B which has also taken the market by storm. I’ve been following Adam on LinkedIn for a long time but just recently noticed that he not only bootstrapped his companies, but he’s darn proud of it. So I’m particularly excited to get his thoughts on all that’s changing in B2B sales and learn his secrets to bootstrapping world-class SaaS companies to hyper-growth. 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. 00:01:56 Sales Teams vs Self-Serve 00:08:58 Outbound Sales is Broken 00:13:49 Growth-at-all-Costs 00:34:48 Low Average Quota Attainment 00:41:35 Venture Capital vs Bootstrapping 2. What’s broken with B2B outbound and how did we get here? 3. What are your thoughts on the Growth-at-all-Costs model? 4. What do you think is the reason for low sales quota attainment? 5. What are the pros and cons of venture capital VS bootstrapping? RB2B: https://www.rb2b.com Adam on X: https://x.com/RetentionAdam 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| The Power of Negotiation w/ Lee Rozins, CRO at Aligned | 23 Jan 2025 | 01:23:02 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Lee Rozins. Lee graduated from Ramapo College of New Jersey and then started his career in Account Management and Business Development for a year and 6 months before starting his journey at SinglePlatform, where we met and worked together, and where Lee climbed the ranks from full cycle AE to Senior Sales Manager over a 4 year and 10 month tenure. After SinglePlatform Lee moved into his first VP of Sales role at Cheetah for 3 years, followed by Head of Growth at Onaroll for another 3 years, until landing his most recent and current position as Co-founder and CRO at Aligned, where their vision is to change the way the world negotiates. Lee was one of the most positive and energetic people on the sales floor at SinglePlatform and we sat directly next to each other for a long stretch of our careers on the phones. We shared many laughs, moments of frustration, and helped each other continuously push to the next level. Needless to say, we have a long history together so I’m excited to catch up and get his thoughts on all that’s changing in B2B sales and find out how he’s helping sellers negotiate at Aligned. 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. 00:02:00 Outbound Sales is Broken 00:14:10 Growth-at-all-Costs 00:24:09 Low Average Quota Attainment 00:41:03 Low Average Tenure 00:54:25 What is Aligned 01:12:33 Negotiating in 2025 2. What are your thoughts on the Growth-at-all-Costs model? 3. What do you think is the reason for low sales quota attainment? 4. What do you think is the cause for 18 month average tenure for VP Sales? 5. What is Aligned? 6. How should reps negotiate in 2025? Lee on X: https://x.com/LeeRozins 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| What is Sales Development in 2025 w/ Justin Otley, VP Sales Development at Talkdesk | 16 Jan 2025 | 01:19:54 | |
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. Without further adieu, let’s dive in and get his thoughts. -- 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? 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? 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Building SaaS Without Venture Capital w/ Jordan Kennedy, CEO at Jump | 06 Jan 2025 | 01:03:34 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Jordan Kennedy. Jordan studied finance and investment banking at Wisconsin School of Business and then started his career as a financial consultant at a financial services company and then as an investment associate at a family office. He then jumped into the tech world getting into Business Development and Revenue Leadership for companies like Wunderkind, Sawyer, and Botify until starting his most recent and current venture where he serves today as the Co-founder and CEO of Jump. After experiencing first-hand what it’s like to scale teams through the Growth-at-all-Costs model, Jordan and his co-founders are taking a different approach to building Jump, so I’m particularly excited to get his thoughts and find out how they plan to break the status quo. 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 stuff really helps to grow the audience. Without further adieu, let’s dive in and get his thoughts. 00:00:00 Intro 00:02:11 Outbound Sales is Broken 00:09:29 Growth-at-all-Costs 00:20:02 AI in Sales 00:27:10 Sales Quota Attainment 00:33:25 Low average tenure 00:41:08 What is Jump 00:47:35 Jump’s Business Model 2. What are your thoughts on the Growth-at-all-Costs model? 3. What’s your take on AI in sales over the next 5-10 years? 4. What do you think is the reason for low sales quota attainment? 5. What do you think is the cause for 18 month average tenure for VP Sales? 6. What are you building at Jump? 7. How are you funding Jump and what’s the business model? Jordan on X: https://x.com/jordanuwkennedy 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Interviewing My First VP of Sales w/ Adam Liebman, VP Sales at Steno | 18 Dec 2024 | 01:04:45 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Adam Liebman, my first VP of Sales who hired me out of my retail job at CVS and trained me into becoming a top salesperson at SinglePlatform. Adam graduated from the University of Missouri-Columbia in 2008 and then started his career in sales at Yext, which was founded by Howard Lerman who I interviewed in episode 15. He was then recruited out of Yext to become the VP of Sales at SinglePlatform, which was founded by Wiley Cerilli who I interviewed in episode 2. Adam led sales at SinglePlatform from its infancy to being acquired for $100 million by Constant Contact and not only taught me how to prospect and sell, but then taught me how to take over the hiring and training of salespeople at SinglePlatform which launched my career into sales leadership. After SinglePlatform Adam founded a social app called Squad, which aimed to help groups of people make plans and meet up in major cities, similar to Tinder, but for friend groups. After Squad Adam went back to sales leadership at Flexport, Seated, and RenoFi, until landing his most recent and current position as VP of Inside Sales at Steno. Adam has also served as a consultant, advisor, and investor to dozens of top startups. Needless to say, he’s done a lot and it’s been a long time since we last spoke, so I’m excited to catch up on his journey and get his thoughts on all that’s changing in B2B sales. 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 stuff really helps to grow the audience. Without further adieu, let’s dive in. 00:02:18 SinglePlatform 00:04:15 Squad 00:13:41 Back to Sales Leadership 00:21:18 Picking an Employer 00:23:57 What’s Changed in Sales 00:34:40 Growth-at-all-Costs 00:39:39 AI in Sales 00:44:34 What is Steno 00:47:01 Sales Model at Steno 00:55:48 Jobs at Steno 2. What was it like founding a consumer app like Squad? What happened? What did you learn? 3. After tremendous success at SinglePlatform, what was it like going back to sales leadership? 4. Every company is different, how do you pick the right company to lead sales for? 5. What has changed the most in sales since the SinglePlatform days? Has your process evolved? 6. What are your thoughts on Growth-at-all-Costs vs aiming for efficiency and profitability? 7. What’s your take on AI in sales over the next 5-10 years? 8. What is Steno? 9. What’s the sales model and process look like at Steno? 10. What roles are you hiring for and who should apply? Adam on X: https://x.com/AdamLiebman 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Coaching Salespeople at Harvard w/ Lori Richardson | 11 Dec 2024 | 00:55:42 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Lori Richardson. Lori finished high school at 16 and went to the University of Washington where she received her degree in education. She then became a teacher but was quickly discouraged by the limited earning potential and found her way into B2B sales where the sky's the limit. She started at the bottom in SDR and BDR roles, became a full-cycle rep, and then worked in sales leadership for over 18 years before launching her sales strategy firm, Score More Sales, where she helps mid-sized technology, distribution, and services companies grow front-line revenues. She’s a widely known and respected voice in the community, the host of the Women Sales Pros podcast, an advisor to many companies, and a Sales Coach at Harvard Business School, so I’m excited to get her thoughts on all that’s changing in B2B sales and find out what she thinks is working and what isn’t as we prepare for 2025 and beyond. 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 stuff really helps to grow the audience. Without further adieu, let’s dive in and get her thoughts. 00:01:57 Outbound Sales is Broken 00:10:33 Growth-at-all-Cost 00:18:48 AI in Sales 00:23:14 Sales Quota Attainment 00:28:11 Data for Growth 00:36:01 Tactics That Work 00:40:04 Best Sales Tools 00:41:50 Score More Sales 00:50:20 Women in Sales Scholarship 2. What’s happening to the Growth-at-all-Cost model? 3. What’s your take on AI in sales over the next 5-10 years? 4. What do you think is the reason for low sales quota attainment? 5. How should sales orgs be using data to fuel growth? 6. What tactics actually work today for outbound? 7. What are the best sales tools for reps today? 8. What is Score More Sales and who should check it out? 9. What is the Women in Sales scholarship you’re working on? Sales Education Foundation: https://salesfoundation.org Lori's Book: https://a.co/d/2F4prM8 Score More Sales: https://www.scoremoresales.com Lori on X: https://x.com/scoremoresales 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Growing Owner.com to $1 Billion Valuation w/ Kyle Norton, CRO at Owner.com | 11 Jun 2025 | 00:57:38 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Kyle Norton. Kyle graduated from Queen’s University in 2008 and then started his career in sales where he quickly rose into President’s Club and earned his way through multiple sales leadership positions, including Shopify, before landing his most recent and current position where he serves today as the CRO at Owner.com. Kyle was also a co-owner of a mixed martial arts academy called OpenMat, and he’s the host of The Revenue Leadership Podcast, which I’ve linked below in the show notes. Owner.com has experienced exponential growth the past 3 years under Kyle’s leadership and they sell to restaurants which is how I started my sales career, so I’m particularly excited to get his thoughts on all that’s changing in B2B sales and find out what’s working and what isn’t working for his team in 2025. 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, as it really helps to grow the audience. Without further adieu, let’s dive in and get his thoughts. -- 00:03:42 Broken Outbound Model 00:07:25 What’s Working Today 00:27:02 Growth-at-all-Costs 00:41:55 VP Sales Average Tenure 00:55:44 AI in Sales 00:56:37 Owner.com 2. What’s actually working for outbound sales today? 3. What are your thoughts on the Growth-at-all-Costs model? 4. What do you think is the reason for low VP Sales average tenure? 5. What’s your take on AI in sales over the next 5-10 years? 6. What roles are you hiring for at Owner.com? Kyle’s Podcast: https://www.therevenueleadershippodcast.com Kyle on X: https://x.com/kylecnorton 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| How to Win Outbound Sales w/ Jen Allen-Knuth, Founder at DemandJen | 04 Dec 2024 | 00:57:24 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Jen Allen-Knuth. Jen graduated from Penn State University in 2003 and then started her career as an Account Analyst for CEB, where she spent over 14 years crushing her way up the ladder through 8 different sales positions including large enterprise. After CEB Jen spent the next 4 years closing enterprise deals for Challenger, before founding her most recent and current venture DemandJen, where she delivers keynotes and workshops to help sales teams generate pipeline and defeat the buyer status quo. I’ve been following her content on LinkedIn for a long time, if you’re not already, you should too, and I’m excited to get her thoughts on all that’s changing in B2B sales and find out what she thinks is working and what isn’t for generating pipeline in 2024 and beyond. 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 stuff really helps to grow the audience. Without further adieu, let’s dive in and get her thoughts. 00:02:46 Outbound Sales is Broken 00:05:51 Growth-at-all-Cost 00:13:51 AI in Sales 00:23:47 Sales Quota Attainment 00:34:13 Quality vs Quantity 00:43:00 Tactics That Work 00:50:28 Best Sales Tools 00:54:59 DemandJen 2. What’s happening to the Growth-at-all-Cost model? 3. What’s your take on AI in sales over the next 5-10 years? 4. What do you think is the reason for low sales quota attainment? 5. Should reps focus on quality or quantity for outbound? 6. What tactics actually work today for outbound? 7. What are the best sales tools in your stack? 8. What is DemandJen? Jen on X: https://x.com/demandjenallen 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| From Football to VP Sales at Pipedrive w/ Sean Evers | 26 Nov 2024 | 01:10:18 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Sean Evers. Sean is from the United Kingdom where he played professional football for 9 years prior to shifting his career into sales, where he started in operations and worked his way up to holding 4 VP of Sales positions, including his most recent and current position as VP of Sales at Pipedrive. One of the most challenging aspects of selling B2B SaaS today is the abundance of competition. It seems like whatever we sell, every 6-9 months we have 2-3 new competitors and it gets difficult to find ways to stand out and differentiate. Sean is a GTM expert who’s spent the last 2 years cracking the code on positioning and selling Pipedrive against competitors like Salesforce and Hubspot, which is no easy feat. In this episode we’ll find out exactly how he approached it, what worked, what didn’t, and get his thoughts on the quickly changing landscape of B2B sales. 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. 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 stuff really helps to grow the audience. Without further adieu, let’s dive in and get his thoughts. 00:06:40 Pipedrive’s Sales Team 00:17:56 Pipedrive vs Salesforce and Hubspot 00:24:48 Outbound at Pipedrive 00:36:05 Growth-at-all-Costs at Pipedrive 00:42:57 AI at Pipedrive 00:49:38 Quotas at Pipedrive 01:04:59 Selling into a Crowded Market 2. How do you position a company like Pipedrive against competitors like Salesforce and Hubspot? 3. What percentage of your pipeline comes from outbound and what’s your winning strategy? 4. Is Pipedrive a Growth-at-all-Costs company? What’s your strategy and model for growth? 5. How (if at all) are you implementing AI into your sales process? 6. How do you set quotas at Pipedrive and what’s your average quota attainment? 7. What’s your best advice for salespeople selling into a crowded market? Sean on X: https://x.com/seanevers77 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Building and Selling Great Products w/ Andy Mewborn, CEO at Distribute | 20 Nov 2024 | 00:58:32 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Andy Mewborn. Andy studied electrical and computer engineering at Seattle University and then launched his career as an Electrical Engineer. He then founded two companies, Gridlee and Limelite, prior to joining Outreach where he started as an early Product employee, transitioning over 7 years through leading Customer Success, Sales Engineering, and finally as 4x President’s Club winner crushing Enterprise Sales. After Outreach, Andy co-founded Taplio and sold it to Lemlist before starting his most recent and current venture, Distribute, where he serves today as the Founder and CEO. Andy is amongst the rare few in SaaS who have both product and sales experience, so I’m particularly curious to get his thoughts on all that’s changing in B2B sales and to learn more about what he’s building at Distribute. 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. 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 stuff really helps to grow the audience. Without further adieu, let’s dive in and get his thoughts. 00:03:49 Outbound Sales is Broken 00:16:20 Growth-at-all-Costs 00:27:29 Sales Quota Attainment 00:34:23 VP Sales Average Tenure 00:36:55 Product vs Sales 00:38:02 Distribute.so 00:48:16 Selling Great Products 2. What’s happening to the Growth-at-all-Cost model? 3. What do you think is the reason for low sales quota attainment? 4. What do you think is the reason for low VP Sales average tenure? 5. Why did you gravitate away from product and into sales? 6. What is Distribute? 7. How important is selling a great product? Distribute on X: https://x.com/DistributeSo Andy on X: https://x.com/andymewborn 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Sales Development vs Marketing w/ Kyle Coleman, CMO at Copy.ai | 13 Nov 2024 | 00:46:32 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Kyle Coleman. Kyle graduated from William & Mary – Raymond A. Mason School of Business in 2010 and then started his career as an Account Executive at Gyro for 10 months before landing his first leadership position as Sales Development Manager at Looker, where he grew into the Director and Sr. Director of Sales Development over a 6 year tenure. After Looker, Kyle moved on to become the Director of Sales Development & Enablement at Clari, where he grew into his first VP role, followed by SVP of Marketing and Chief Marketing Officer over a 5 year journey, until landing his most recent and current position as Chief Marketing Officer at Copy.ai. With all that’s changing in B2B outbound, and so much discussion around whether Sales Development is a function of Sales or Marketing, I can’t think of anyone better to ask than someone who has spent their entire career leading Sales Development only to transition into leading Marketing. 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. 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 stuff really helps to grow the audience. Without further adieu, let’s dive in and get his thoughts on all that’s changing in B2B sales and learn what’s working and what isn’t working for outbound at Copy.ai. 00:01:44 Outbound Sales is Broken 00:08:26 Growth-at-all-Costs 00:13:51 Sales Quota Attainment 00:24:22 VP Sales Average Tenure 00:29:06 AI in Sales 00:37:34 Intent and Signal Data 00:41:32 Sales Tech Stack 00:43:30 Sales Development & Marketing 00:44:29 Copy.ai 2. What’s happening to the Growth-at-all-Cost model? 3. What do you think is the reason for low sales quota attainment? 4. What do you think is the reason for low VP Sales average tenure? 5. What’s your take on AI in sales over the next 5-10 years? 6. What do salespeople need to know about intent and signal data? 7. What should outbound salespeople have in their tech stack? 8. Is sales development a function of Sales or Marketing? 9. What is Copy.ai? Kyle on X: https://x.com/kyletcoleman 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Closing Deals vs Leading Teams w/ Anthony Natoli, Account Executive at LinkedIn | 06 Nov 2024 | 00:59:43 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Anthony Natoli. Anthony graduated from the University of Arizona in 2015 and then jumped straight into sales as a BDR for Ethos Lending, followed by a promotion to his first AE role where he earned his way into President’s Club not once, but twice in a row. After Ethos Lending, Anthony moved onto crushing quota at Demandbase, Outreach, and Lattice, followed by a 7 month stint as Head of Sales Development for QA Wolf, until starting his most recent and current role as Senior Account Executive at LinkedIn. After 10 years of selling for top B2B SaaS companies, including a taste of SDR leadership, I’m excited to dive in and find out first-hand from a top front-line salesperson, what’s actually working today and what isn’t. 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. 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 stuff really helps to grow the audience. Without further adieu, let’s dive in and find out what Anthony has learned over the past decade and more specifically what’s working today at LinkedIn, and what isn’t. 00:02:57 Leadership vs Individual Contributor 00:11:29 The State of Outbound Sales 00:19:40 Growth-at-all-Costs 00:24:52 Picking an employer 00:29:46 Sales Quota Attainment 00:35:45 Quality of Training 00:42:22 AI in Sales 00:48:44 LinkedIn Sales Tips 00:55:47 Favorite Sales Tools 2. What do you think (if anything) is broken with the outbound model? 3. What are your thoughts on Growth-at-all-Costs VS efficient and profitable GTM practices? 4. What do you find most important in selecting a great employer? 5. What do you think is the reason for low sales quota attainment? 6. Have you received enough sales training from your employers or do you seek it on your own? 7. What role do you think AI will play long term in sales? 8. What strategies or tactics do you suggest for salespeople using LinkedIn for outbound? 9. Besides LinkedIn, what are your favorite must-have sales tools? 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Building a Sales Community to 10,000+ Members w/ Sam Jacobs, CEO at Pavilion | 29 May 2025 | 00:49:06 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Sam Jacobs. Sam graduated from the University of Virginia in 1999 and spent the first couple years of his career as a consulting analyst and finance associate before starting his own music label. He then served as the Managing Director for Gerson Lehrman Group prior to getting into tech sales leadership at Axial, Livestream, The Muse, and Behavox, until starting his most recent and current venture where he serves today as the Founder and CEO of Pavilion, the world’s number one private community for GTM leaders. I’ve known Sam since the early days of Pavilion, when it was formerly known as The Revenue Collective, and he’s helped to guide and mentor me through critical phases of my career, but the last time we spoke was 4 years ago when we hosted Stock Options Straight Talk, a video you can find on my YouTube channel where we covered everything your employer doesn’t want you to know about your stock options. Needless to say, I have a tremendous amount of respect for Sam and I’m excited to catch up and get his thoughts on all that’s changing in B2B sales and find out what he thinks is working and what isn’t in 2025 and beyond. 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, as it really helps to grow the audience. Without further adieu, let’s dive in and get his thoughts. 00:00:00 Intro 00:02:27 Broken Outbound Model 00:09:46 What’s Working Today 00:14:03 Growth-at-all-Costs 00:22:10 VP Sales Average Tenure 00:32:54 Sales Quota Attainment 00:37:28 AI in Sales 00:43:07 Pavilion 2. What’s actually working for outbound sales today? 3. What are your thoughts on the Growth-at-all-Costs model? 4. What do you think is the reason for low VP Sales average tenure? 5. What do you think is the reason for low sales quota attainment? 6. What’s your take on AI in sales over the next 5-10 years? 7. What is Pavilion and who should join? Sam’s Book: https://a.co/d/cy0ARJM Sam on X: https://x.com/samfjacobs 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Mastering LinkedIn and Social Selling w/ Darren McKee | 22 May 2025 | 00:51:56 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Darren McKee. Darren started his career in the service industry in 2010 before working his way into corporate recruiting. He then spent time as an Operations Manager before transitioning into sales in 2017 where he worked his way through multiple enterprise AE roles and eventually became the Vice President of Sales and Strategic Partnerships for Skye, until starting his most recent and current venture as the founder of his own training and coaching business, where he teaches the art of LinkedIn and social selling. It’s safe to say, Darren is absolutely crushing it and if you’re not already following his content or signing up for his coaching sessions, you should. In March of 2020 he had almost no presence on LinkedIn but today he’s got over 136,000 followers and he cranks out top tier content every day. Needless today, I’m excited to get his thoughts on all that’s changing in B2B sales and find out what he thinks is working on LinkedIn and with social selling in 2025. 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, as it really helps to grow the audience. Without further adieu, let’s dive in and get his thoughts. 00:03:54 Broken Outbound Model 00:10:12 What’s Working Today 00:18:05 Growth-at-all-Costs 00:25:35 AI in Sales 00:33:56 LinkedIn Content 00:47:29 Social Selling & Brand 00:50:14 Darren’s Coaching 2. What’s actually working for outbound sales today? 3. What are your thoughts on the Growth-at-all-Costs model? 4. What’s your take on AI in sales over the next 5-10 years? 5. What’s working (and not working) for LinkedIn content creation in 2025? 6. What do salespeople need to know about social selling and brand? 7. What are you working on and who should get involved? 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Mental Wellness and Sales Leadership w/ Alex Smith, Director of Sales at TestGorilla | 10 May 2025 | 01:06:46 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Alex Smith. Alex received her bachelors degree from The University of Alabama in 2012 and then started her sales career at SinglePlatform where we met and worked together in NYC as she quickly rose from a top performing salesperson to sales management positions. After SinglePlatform Alex became the Director of Sales Development at Ritual Hot Yoga, Flexport, and Headspace, until landing her most recent and current position as Director of Sales at TestGorilla. She also serves as a consultant and advisor to top startups around the world. Alex is one of the most energetic and positive people I’ve ever had the pleasure of working with, and I’ve been watching her career from afar for many years. But it’s been a long time since we last caught up, so I’m excited to get her thoughts on all that’s changing in B2B sales and find out what’s working and what isn’t for her team at TestGorilla. 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, as it really helps to grow the audience. Without further adieu, let’s dive in and get her thoughts. 00:03:52 Broken Outbound Model 00:12:07 Sales Prospecting Tools 00:20:02 What’s Working Today 00:27:18 Growth-at-all-Costs 00:42:00 AI in Sales 00:53:45 Learning Curve as Director of Sales 01:02:54 Growth Plans for 2025 2. What are the most important tools for outbound sales prospecting? 3. What’s actually working for outbound sales today? 4. What are your thoughts on the Growth-at-all-Costs model? 5. What’s your take on AI in sales over the next 5-10 years? 6. What’s been the biggest learning curve in your first 8 months as Director of Sales? 7. What are your growth plans for 2025 and are you hiring? ZenSeller: https://www.thezenseller.com Quantum Consulting: https://www.quantumsalesconsulting.com Alex on YouTube: https://www.youtube.com/@fditakeover 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Is Predictable Revenue Dead w/ Collin Stewart, CEO at Predictable Revenue | 23 Apr 2025 | 01:38:01 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Collin Stewart. Collin started his career in 2008 in equipment sales and marketing for 4 years before co-founding his first company VoltageCRM, followed by co-founding his second company Carburetor, where they helped companies build their outbound sales teams based on the Cold Calling 2.0 framework from Aaron Ross’ Predictable Revenue book. In 2014 Carburator merged with Predictable Revenue, leading Collin to his most recent and current venture where he serves today and for the last decade as CEO of Predictable Revenue. Five years ago I had a viral conversation with Aaron Ross about whether or not the SDR Model or Predictable Revenue is broken. The full discussion is available on YouTube if you want to check it out, but a lot has happened since then and I’m curious to learn first-hand from Collin what’s actually going on at Predictable Revenue and how they’ve pivoted or evolved their services to adapt with the quickly changing B2B sales landscape. 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. 00:01:28 Is Predictable Revenue Dead 00:12:35 Growth-at-all-Costs 00:49:32 AI in Sales 01:00:27 Future of SDR 01:13:20 GTM Engineer 01:21:13 Predictable Revenue Today 01:33:56 Collin’s New Book 2. What’s happening to the Growth-at-all-Cost model? 3. What’s your take on AI in sales over the next 5-10 years? 4. What does the future of the SDR role look like? 5. How important is the GTM Engineer role? 6. What has Predictable Revenue evolved to today? 7. What’s your new book about? Collin Stewart’s Newsletter: https://foundersedition.co Collin Stewart’s Book: https://a.co/d/9PjI7oV Collin Stewart on X: https://x.com/CollinYVR Collin Cadmus 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| What is GTM Engineering in B2B Sales w/ Michel Lieben, CEO at ColdIQ | 03 Apr 2025 | 00:53:34 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Michel Lieben. Michel received his bachelor’s degree in economics in 2016 and then started his career as a Marketing Specialist and Growth Marketer for 4 years before starting his most recent and current venture, where he serves today as the Founder & CEO of ColdIQ, an agency that helps B2B companies scale their outbound prospecting activities. Michel is a certified expert with modern growth tools like Clay, Instantly, and Smartlead, and has built outbound systems for over 100 B2B sales organizations. So I’m particularly excited to get his thoughts on all that’s changing in B2B sales and to find out specifically what he thinks is working and what isn’t in the world of outbound prospecting. 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. 00:02:29 Broken Outbound Model 00:10:18 What’s Working Today 00:18:03 Sales Prospecting Tools 00:27:11 AI in Sales 00:38:01 What is ColdIQ 00:42:23 In-house vs Outsourcing 00:49:15 Top Outbound Advice 2. What’s actually working today for outbound sales? 3. What are the most important tools for outbound sales prospecting? 4. What’s your take on AI in sales over the next 5-10 years? 5. What is ColdIQ and what kind of companies do you work best with? 6. How should founders choose between in-house or outsourcing? 7. What’s your top advice for building an outbound motion today? Michel on X: https://x.com/MichLieben 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| How to Use ChatGPT in B2B Sales w/ Jake Dunlap, CEO at Skaled | 27 Mar 2025 | 01:09:19 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Jake Dunlap. Jake graduated Mirousi State University in 2003 and then went to ASU for his masters, before starting his career as an Account Manager for the Tampa Bay Devil Rays and Arizona Coyotes. After sports, Jake moved into tech at CareerBuilder.com where he worked his way into sales leadership before becoming the VP of Sales at Glassdoor, Chartbeat, and Nowait, until starting his most recent and current venture as the Founder and CEO of Skaled Consulting, where they help companies operationalize key aspects of their sales and marketing organization. Jake also co-founded a second venture in November 2024, called RevOptics; a GTM agency using data to solve top-of-funnel challenges. We’ve known each other for a long time but it’s been a while since we last spoke, so I’m excited to catch up and get his thoughts on all that’s changed in B2B sales, and to specifically drill in on AI and ChatGPT, which has been a core focus for Jake and his team over recent years. 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. 00:00:00 Intro 00:04:10 Broken Outbound Model 00:15:36 Growth-at-all-Costs 00:24:35 VP Sales Average Tenure 00:28:23 Sales Quota Attainment 00:35:48 AI in Sales 00:47:19 ChatGPT for Sales 01:03:35 Skaled & RevOptics 2. What’s happening to the Growth-at-all-Costs model? 3. What do you think is the reason for low VP Sales average tenure? 4. What do you think is the reason for low sales quota attainment? 5. What’s your take on AI in sales over the next 5-10 years? 6. How should salespeople be using ChatGPT? 7. What’s new at Skaled and RevOptics? RevOptics: https://www.revoptics.co JourneyAI: https://meetjourney.ai Jake on X: https://x.com/JakeTDunlap 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| How to Become a VP of Sales w/ Matt Grossbard, VP Sales at Tynrose | 13 Mar 2025 | 01:13:59 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Matt Grossbard. Matt graduated from Roger Williams University in 2013 and then joined SinglePlatform as an entry-level salesperson in July as part of the first new hire class that I taught while serving as their Head of Sales Training. After a year of full-cycle sales, Matt was promoted to Sales Manager and Sr. Sales Manager, where he oversaw a team of 10 direct reports before moving into sales leadership roles at Livestream and Electric, where he climbed to Sr. Director of Sales before starting his most recent and current venture as VP of Sales at Tynrose. Needless to say, we have a long history together so I’m excited to catch up and get his thoughts on all that’s changing in B2B sales, find out what tactics and strategies are working best for him and his team today, and discuss what he’s learned in his first year as VP Sales. 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. -- 00:01:51 Career to VP Sales 00:31:45 Broken Outbound Model 00:36:26 What’s Working Today 00:43:58 Sales Prospecting Tools 00:46:20 Growth-at-all-Costs 00:53:01 AI in Sales 01:01:39 First Year as VP Sales 01:09:20 Growth Plans for 2025 2. What’s actually working for outbound sales today? 3. What are the most important tools for outbound sales prospecting? 4. What are your thoughts on the Growth-at-all-Costs model? 5. What’s your take on AI in sales over the next 5-10 years? 6. What has been the biggest learning curve in year 1 as VP Sales? 7. What are your growth plans for 2025 and are you hiring? Tynrose: https://www.tynrose.com Contango: https://contangoit.com Matt on X: https://x.com/MattGrossbard 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Growing His Sales Coaching Business to $10 Million w/ Ian Koniak, CEO at UYSP | 06 Aug 2025 | 00:51:11 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Ian Koniak. Ian is the Founder and CEO of Untap Your Sales Potential, a sales training company for B2B Account Executives. Prior to starting his own company, Ian worked in B2B technology sales for 19 years at fortune 500 companies holding both individual contributor and leadership roles and was the number one Enterprise AE globally at Salesforce, closing over $100M in sales throughout his career. Ian’s mission is to share his learnings from over 20 years in tech sales to help AE’s perform their best, so I’m excited to dive in and get his thoughts on what’s working and what isn't working in B2B sales in 2025 and beyond. 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. 00:01:15 Broken Outbound Model 00:04:50 What’s Working Today 00:23:04 AI in Sales 00:40:52 Average Sales Tenure 00:44:37 Choosing the Right Employer 00:49:10 Untap Your Sales Potential 2. What’s actually working for outbound sales today? 3. What’s your take on AI in sales over the next 5-10 years? 4. What’s the key to achieving a long sales tenure at the same company? 5. How should salespeople choose the right company to sell for? 6. What is Untap Your Sales Potential and who should get involved? Ian’s Webinar: https://www.untapyoursalespotential.com/top-4-chatgpt-use-cases-for-tech-sellers Ian’s LinkedIn: https://www.linkedin.com/in/iankoniak Ian’s YouTube: https://www.youtube.com/iankoniak 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| How to Go From AE to Head of Sales w/ Valerie Avila, Head of Sales at Justworks | 23 Jul 2025 | 01:04:48 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Valerie Avila. Valerie is the Head of International Sales at Justworks. She started there 11 years ago as an Account Executive and climbed her way to the top. Prior to Justworks, Valerie was selling for SinglePlatform where we first met and worked together. With 11 years at one company climbing from AE to Head of Sales, Valerie defies the odds and proves what’s possible when you deliver consistently and work for a great employer selling a great product. Needless to say, I’m excited to find out what she thinks is working and what isn’t in 2025 and beyond, and learn her secrets to growing a long-term sales career at one company. 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 her thoughts. 00:10:23 Broken Outbound Model 00:13:36 What’s Working Today 00:26:30 AI in Sales 00:37:02 Average Sales Tenure 00:42:23 How to Get Promoted 00:49:58 Jobs at Justworks 2. What’s actually working for outbound sales today? 3. What’s your take on AI in sales over the next 5-10 years? 4. What’s the key to achieving a long sales tenure at the same company? 5. What’s the secret to getting promoted and climbing the ladder? 6. Is Justworks hiring? Who should apply? Valerie on X: https://x.com/avilava 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||
| Building Seamless.AI and Growing to $100 Million Net Worth w/ Brandon Bornancin, CEO at Seamless.AI | 01 Dec 2025 | 00:59:23 | |
Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Brandon Bornancin. Brandon is the Founder & CEO of Seamless.AI, one of the industry’s top providers of B2B contact data. He’s hired and trained hundreds of salespeople over the past decade, so I’m excited to catch up and get his thoughts on all that’s changed this year in B2B sales and what lies ahead in 2026. 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. 00:01:59 Hiring Salespeople 00:27:22 Broken Outbound Model 00:34:07 What’s Changed 00:40:27 Using Sales AI 00:50:09 Differentiation at Seamless 2. Is traditional outbound sales broken, or still working well at Seamless? 3. What has changed most in sales at Seamless in the last 5 years? 4. How is your sales team using AI? 5. How do you teach AEs at Seamless to differentiate in a crowded market? Brandon’s Books: https://www.amazon.com/stores/author/B07QQCZSS1?ccs_id=840 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 Available on: YouTube, Rumble, Spotify, and Apple Podcasts. | |||