I build outbound systems that generate pipeline for B2B sales teams. Trained sellers at Google, Snowflake, and HubSpot. $90M+ in client pipeline. Pickleball fan
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Joined December 2013
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We are going back to the 1990's with B2B sales right now. I can't be the only one seeing the shift where people are starting to get annoyed with the AI slop messages and buyers are carving real connection with sellers that they can trust. Which is leading back to the 90's when it was all about trust building and shaking hands in the person.
How it used to be:
- Spray and pray
- Make 200 calls a day
- Pitch and connect
- Automate emails
- Spam InMails
Where it is going:
- Face to face meetings
- Going to more events
- Creative outbound strategies
- Handwritten notes
- Direct mail
The faster as a leader you can adopt the direction we are going within the marketplace the faster you will be able to execute
The companies building the AI that was supposed to kill the SDR job grew their own SDR headcount 106 percent in a year.
Read that twice before you touch your team.
An SDR team I worked with doubled their phone conversions in three weeks.
Nothing changed about the talent. They got two cold calling blocks on the calendar and three customer stories memorized.
My first international trip was to India in late 2018 to train SDR teams at Freshworks.
I got the first half completely wrong and the reps in the room fixed it for me at lunch.
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We built a WhatsApp play in the room because that is where their prospects actually were.
Then I trained the India team using what the EMEA group told me and it was one of the best sessions I have run.
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Everyone complaining about AI slop is sending AI slop.
The difference between you and the inbox you are annoyed at is a prompt. Nobody wants to hear that but it is the whole thing.
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In 2024, 1 in 4 companies cut their BDR team. In 2026 it is fewer than 1 in 12.
The cuts stopped and the fear stayed.
Mediocrity used to have a ceiling.
One person could only send so many bad emails in a day. You removed the ceiling and called it efficiency.
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I messaged 100 prospects who viewed my LinkedIn profile and asked what caught their eye.
35 percent replied. Half of those turned into meetings.
(Bookmark this one and send it to your team)
Your reps are not lazy.
You measured them on output for six years, then bought them a machine that makes output. They did exactly what you asked.
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I was the worst SDR on my team and became the manager in under a year.
I did it by showing up to my own company's events just to hear what our customers said about us.
To be fair, nobody told me to do that. I just had nothing else working.
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