Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Rex Galbraith. Rex is the Chief Revenue Officer at Consensus, the world’s number one demo automation platform founded in 2013. Rex joined in 2016 as VP of Sales and climbed to SVP of Sales in 2022 prior to becoming the CRO later that year. Before Consensus, Rex led sales at Hirevue, Global Access, and Yoli. Needless to say he has a wealth of experience and I’m excited to dive in and get his thoughts on all that’s changed in B2B sales and find out what’s working and what isn’t working for his team at Consensus. 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.--TOPICS:00:00:00 Intro 00:06:50 Hiring Salespeople 00:27:26 Broken Outbound Model 00:34:01 What’s Changed 00:39:27 Using Sales AI 00:41:36 Major Enterprise Deals--QUESTIONS:1. What’s the secret to hiring great salespeople? 2. Is traditional outbound sales broken, or still working well at Consensus? 3. What has changed most in sales at Consensus in the last 5 years? 4. How is your sales team using AI? 5. What’s the key to closing major enterprise deals like Salesforce, SAP, and Atlassian?--LINKS:Consensus: https://goconsensus.com  Rex on X: https://x.com/RexGalbraith  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--Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts.

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.--TOPICS:00:00:00 Intro 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--QUESTIONS:1. What’s the secret to hiring great salespeople? 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?--LINKS:Seamless: https://seamless.ai  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--Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts.

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by JC Pollard. JC is a Sales Manager at Gong where he’s currently responsible for building out their mid-market AE team in Austin, TX. Prior to joining Gong’s sales leadership team he crushed it as a top performing SDR and AE.  Needless to say, he’s a rockstar and I’m excited to get his thoughts on all that’s changing in B2B sales and find out specifically what he thinks is working and what isn’t as he builds his team at Gong in Austin. 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.--TOPICS:00:00:00 Intro 00:05:33 Hiring in Austin 00:27:26 Broken Outbound Model 00:40:46 What’s Changed 00:47:28 Using AI at Gong   00:51:09 Differentiation at Gong--QUESTIONS:1. How long have you been in Austin and what roles are you hiring for? 2. Is traditional outbound sales broken, or still working well at Gong? 3. What has changed most for AEs at Gong in the last 5 years? 4. Where has Gong implemented AI and what’s coming down the pipeline? 5. How do you teach AEs at Gong to differentiate in a crowded market?--LINKS:Gong: https://www.gong.io  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--Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts.

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Gal Aga. Gal is the Co-founder and CEO of Aligned, a Digital Sales Room that helps teams win deals and onboard clients faster. Prior to Aligned, Gal served as CRO, VP Sales, Head of Sales, Director, Manager, and Account Executive throughout his sales career.  Needless to say, he’s literally seen and done it all, so I’m excited to get his thoughts on all that’s changing in B2B sales and find out what he thinks is working and what isn’t working for growing pipeline and revenue 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.--TOPICS:00:00:00 Intro 00:02:22 Broken Outbound Model 00:11:46 What’s Working Today 00:36:31 Digital Sales Room 00:40:54 Aligned 00:52:33 Growth Plans--QUESTIONS:1. Is traditional outbound sales broken, dead, or dying? If yes, how so? 2. What’s actually working for outbound sales today? 3. What’s a Digital Sales Room? 4. What sets Aligned apart from competition? 5. What are your plans for growth in H2 2025?--LINKS:Aligned: https://alignedup.com  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--Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts.

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Christian Krause. Christian is a former Salesforce Account Executive. He started with Salesforce in 2018 as an Inbound BDR and then moved into Outbound before becoming Salesforce’s Social Selling Champion. After which he became a top AE before deciding to leave Salesforce and start his own social selling consultancy called The Quota League. Today we’re going to dive in and find out   what Christian thinks is working and what isn’t working for B2B salespeople on LinkedIn and get his best actionable tips that you can implement immediately to help develop yourself as an industry thought leader and start generating pipeline and qualified opportunities from LinkedIn. 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.--TOPICS:00:00:00 Intro 00:06:29 Broken Outbound Model 00:10:53 What’s Working Today 00:16:55 AI in Sales 00:31:43 LinkedIn Content Creation 00:57:18 LinkedIn Sales Navigator 01:04:46 The Quota League--QUESTIONS:1. Is traditional outbound sales broken, dead, or dying? If yes, how so? 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 are your top tips for creating content on LinkedIn? 5. What are your top tips for using LinkedIn Sales Navigator? 6. What is The Quota League and who should join?--LINKS:Quota League: https://quotaleague.com  Christian on X: https://x.com/chrisbits92  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--Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts.

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.--TOPICS:00:00:00 Intro 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--QUESTIONS:1. Is traditional outbound sales broken, dead, or dying? If yes, how so? 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?--LINKS:Ian’s Website: https://www.untapyoursalespotential.com  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--Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts. 

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.--TOPICS:00:00:00 Intro 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--QUESTIONS:1. Is traditional outbound sales broken, dead, or dying? If yes, how so? 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?--LINKS:Justworks: https://www.justworks.com  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--Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts.

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.--TOPICS:00:00:00 Intro 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--QUESTIONS:1. Is traditional outbound sales broken, dead, or dying? If yes, how so? 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?--LINKS:Closed Won: https://closedwon.xyz  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--Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts.

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.--TOPICS:00:00:00 Intro 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--QUESTIONS:1. Is traditional outbound sales broken, dead, or dying? If yes, how so? 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?--LINKS:SDRLeader: https://www.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--Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts.

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.  --TOPICS:00:00:00 Intro 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--QUESTIONS:1. Is traditional outbound sales broken, dead, or dying? If yes, how so? 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?--LINKS:Owner: https://www.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--Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts.