Cracking Outbound

Harry Monkhouse runs global outbound at LastPass , where most people still know them as a password manager. But with 35M+ users and a brand-new B2B product, his team is building a pipeline from scratch, without a strong outbound history to lean on. In this episode, Harry breaks down how he’s using trigger-based plays, website signals, and old-school cold calls to drive meetings. We talk about why...

Few people have reshaped an outbound culture quite like Jade Campbell . Now leading mid-market sales at Envoy , she’s spent the last six years building the company’s SDR function, shifting the org from inbound-heavy to outbound-driven, and managing one of the highest-output AE teams in SaaS. In this conversation with Todd Busler , Jade breaks down the frameworks she uses to create real accountabil...

Few people have observed as many go-to-market strategies as Liam Mulcahy . The Operating Partner at Kleiner Perkins has led sales at MongoDB, helped founders at Unusual Ventures find product-market fit, and has a front-row seat to what separates breakout companies from the rest. In this conversation with Todd Busler, he shares how top sellers should evaluate startups before joining, what founders...

Outbound success doesn’t come from working harder; it comes from focusing smarter. In this conversation with Todd Busler, Scott Peyser discusses how they built systems that keep their operations running smoothly, from pipeline inspection frameworks to compensation levers to disciplined outbound cadences. After leading large teams at Dell, helping UiPath scale through its IPO, and shaping revenue o...

Many sales leaders come from quota-carrying roles. Terry Falk started as a corporate lawyer. Now VP of Software Sales at 8am , he oversees a team closing 400 new customers every month. He shares with Todd Busler how legal training shaped his approach to sales and why his time managing complex contracts helped him think clearly under pressure. He also breaks down the mistakes that slowed his early...

Most outbound messaging gets ignored, Reps miss their quota, and the pipeline suffers. Why is this happening? Meredith Chandler , Head of Sales at Aligned , joins Todd Busler to analyze and discuss what it takes to build outbound that actually performs. With experience at Samsara, Spiff, and pclub.io, she shares how her team uses PLG signals to drive pipeline, why reps should build their own 90-da...

Outdated prospecting playbooks are holding back pipeline growth. Bridget Conneely , Director of NA Business Development at Recorded Future , joins Todd Busler to walk through how her team transitioned from a broad commercial focus to a fully named account strategy. With experience hiring 400+ BDRs and building global programs at Riverbed and Mimecast, Bridget shares how she coaches young talent in...

ChurnZero turned an inbound-heavy team into an outbound machine. Sarah Kiley , Chief Sales Officer at ChurnZero , joins Todd Busler to share how she transformed a historically inbound-heavy sales team into a consistent outbound pipeline engine. With years of experience in government, nonprofit, and EdTech sales, Sarah brings a unique perspective on operational excellence, team culture, and process...

Discipline and ownership are the fuel that drives winning sales teams. Toby Carrington , Chief Business Officer at Seismic , joins Todd Busler to share how leading operations, marketing, and SDRs under one roof has shaped his view of modern pipeline generation. With experience scaling global teams and advising early-stage startups, Toby brings a system-level lens to go-to-market execution. He talk...

When you’ve been coached by the best, you carry that torch forward. David Boyle , founding partner at RevCentric Partners , shares how a passion for enablement and a history of working alongside sales legends led him to build a consulting firm focused on revenue performance. He reflects on the foundational lessons from PTC and BMC, and why those experiences shaped his approach to pipeline creation...

Brian Hamor , CEO of BuyerExperience , shares how a missing answer in a board meeting sparked the idea for his company. He recounts his transition from pro basketball to startup operator and how he uncovered a major gap in how teams handle closed-lost opportunities. In this episode, Brian outlines why win-loss insights alone aren't enough and how revenue teams can turn lost deals into a repeatable...

Rick Kickert , co-founder and CEO of revlogic , joins Todd Busler to share how his time managing million-dollar budgets shaped a radically different approach to sales. Now advising some of the fastest-growing SaaS companies, Rick brings a buyer-first lens to pipeline generation, sales enablement, and revenue process design. In the episode, Rick shares why chasing massive pipeline numbers often lea...

Kyle Asay , VP of Global Growth Sales at LaunchDarkly , shares how he revamped the company’s outbound motion during his first few quarters. He outlines the territory planning shifts, structural changes, and leadership plays that helped drive a 142% increase in pipeline and cut the time to first sale nearly in half. In this episode, Kyle describes how account segmentation set the foundation, what i...

More pipeline doesn’t always mean more revenue. Austin Hitchcock , Senior Director of Account Development at Highspot , joins Todd Busler to reveal how he transformed a global ADR organization from product-market fit to a revenue-driving outbound engine.  Austin shares the hard truth: more pipeline doesn’t always mean better pipeline. He discusses why conversion rates dropped as the team scaled, t...

Isaiah Crossman , former CRO at Tropic , shares his unique journey from account executive to sales leader, discussing how he led his team through explosive growth. He reflects on the importance of finding the right product-market fit and how his approach to outbound sales evolved from his time at Wunderkind to Tropic. In this episode, Isaiah explains the key role outbound played in his success, th...

Ryan Heinig , Chief Revenue Officer at 2X , shares his journey from leading top B2B SaaS companies like Qlik and AppDynamics to shaping outbound strategies at a growing tech-enabled services firm. He reveals how he successfully scaled outbound efforts by focusing on repeatable systems, strong leadership, and a balance of empathy and accountability. In this episode, Ryan discusses how shifting from...

Understanding your buyer changes everything. In this episode, Todd Busler sits down with Em Daigle , Founder & Chief Automation Officer at OTTO-MATES , to talk about what it really takes to sell to accounting and finance professionals. Em shares how her background in public accounting shaped her approach to go-to-market strategy, and why trusted relationships are the key to closing deals in th...

Outbound sales strategies are evolving faster than ever with AI. The best teams are starting to look inward at their existing data. In this episode, Todd Busler , Co-Founder and CEO of Champify , explores the shifts in outbound sales, particularly the move from traditional email tactics to more personalized approaches. He discusses how cold calling is making a comeback, but with smarter, data-driv...

Building a successful sales team goes beyond just numbers. Rob Anderson has built outbound programs at some of the most respected names in SaaS, from scaling Docebo’s SDR engine pre-IPO to shaping enterprise pipeline strategy at Gong. In this episode, he breaks down the systems-level thinking behind it all. At the center of Rob’s approach is his Three E Model: Effort, Efficiency, and Effectiveness...

How to lead enablement by fixing what’s actually slowing your team down. In this episode, Todd Busler talks with John Ley , Sr. Director of GTM Strategy & Operations at Brex , about what it really means to make enablement a strategic lever from day one. John shares how his time at Square and Brex shaped his thinking, why you need more than playbooks and role plays, and what happens when you bu...

Becca Lindquist , Vice President for the Americas at dbt Labs , tells Todd Busler how she helped grow the company from under $1M to over $100M in ARR, and what it takes to scale outbound without gimmicks. In the episode, Becca digs into what separates good sales leaders from great ones: evolving your seat as the company grows, investing early in enablement, and building outbound muscle across the...

How to rethink outbound by focusing on quality, efficiency, and what actually moves the needle. In this episode, Todd Busler sits down with Andrew Berger , VP of Revenue at Capchase , to talk through how outbound has changed since the early days of cold calling with a phone book. Andrew reflects on lessons from building Square’s outbound engine, how internal tools and third-party data powered real...

Creating a winning outbound sales culture starts with the right ingredients. In this episode, Todd Busler , Co-Founder and CEO of Champify , breaks down the six key ingredients for creating a successful outbound sales motion. He talks about the importance of commitment, setting clear expectations, and maintaining a rigorous process. Todd also highlights how focusing on talent, performance manageme...

What actually makes an outbound sales engine run at the enterprise level? In this episode, Todd Busler sits down with Zack Sikora , GVP of Sales at Benchling , to talk through what consistent pipeline generation actually looks like at the enterprise level. Zack shares how his time at AppDynamics shaped his thinking around qualification, why AEs must own outbound, and how activity signals can tell...

How to build a SaaS company from scratch with a sales-focused mentality from day 1. In this episode, Todd Bustler talks with Alex Olley , Co-Founder and CRO of Reachdesk , about what it really means to build a go-to-market motion from scratch. Alex gets into the bold outbound bets that paid off, why attribution debates are a distraction, and how one smart RevOps hire changed the game. He also brea...