Is outbound dead? Not exactly. But it is changing fast.
For years, outbound was simple. More calls, more emails, more touches. But today, that brute force approach is breaking down. Connect rates are falling, spam filters are better than ever, and buyers are getting harder to reach. In this episode, we break down why outbound is failing in so many SaaS orgs, where it still works, and how smart teams are adapting.
We dig into:
Why brute force outbound is hitting its limits across SaaS.
Where outbound still works (and why market, region, and industry matter).
How AI is automating research, enrichment, and personalization.
Why the best SDRs are starting to operate more like creative campaign managers.
How to use SPIFs to drive skill-building and behavior change (not just spike activity).
The difference between activity-based and quality-based SDR models.
Main takeaways:
Outbound isn’t dead, but the old model of “just do more” is running out of road.
AI gives SDRs leverage, but also requires a new skillset: research, judgment, creativity, and micro-campaign execution.
Quality is the new KPI. SDR teams that focus on better targeting, better personalization, and better experiments will win.
SPIFs aren’t just short-term contests, they can be powerful tools to help SDRs learn, adapt, and evolve into higher-value sellers.
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