Claim OwnershipTop Shelf: The Outbound Leadership Podcast
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© Joey Williams and Matt Roberts
Description
Real advice from real outbound leaders without the fluff, recycled templates, or LinkedIn buzzwords. Joey and Matt built and scaled SDR orgs the hard way — testing, failing, tweaking, and eventually leading 150+ reps and promoting over 75 into closing, marketing, and leadership roles. After years of wishing there was a podcast actually built for XDR leaders, they made one. Every episode, they sit down with a verified badass in outbound leadership — someone who’s the absolute best at an extremely specific part of the job, and dig into every detail.
11 Episodes
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Joey and Matt catch up with an old friend, Elric Legloire (aka The Outbound Chef), to discuss their top takeaways from the first 10 episodes of Top Shelf! Elric reveals the REAL meaning behind Outbound Chef and Outbound Kitchen.
Joey and Matt sit with Melanie Smith, Head of Sales Development at Nooks, to talk about how she's built motivating and successful SDR promotion paths while maintaining consistent performance from her team. Also, they debate the best way to salt the rim of a margarita glass, and Matt decides he has more to say when the episode is over.
Joey and Matt sit down with Nalani Rodriguez, an Executive Coach, to discuss the most common challenges her clients in SDR leadership have faced and the most effective solutions. They also explore whether or not they'll be able to get sponsored by Big Kombucha, and which cities would be the prettiest to run a half marathon in.
Joey and Matt sit down with Gil Abramov to discuss how he's built winning team cultures at Tastewise, CHEQ, Trustmi, and more. While sipping on Sprite with mint leaves, Gil explains why he doesn't introduce SDRs to the team until they book their firm meeting, how he holds his team to high standards in both performance and attitude, and how he's building his path to CRO.
Joey and Matt sit down with Florin Tatulea, Head of Sales Development @ Common Room, to discuss implementing a full outbound playbook that drives results, iterating on it over time, and getting new hires up to speed as quickly as possible. All the while enjoying an Old Fashioned feat. Canadian whiskey.
Amanda Wilde, Director of Sales Development at Kindsight, joins Joey and Matt to discuss her superpower, executing a LinkedIn playbook for her team that turns into a primary source of meetings, and at times getting a reply rate of 30%.
Joey and Matt sit down with Nirvanna Lildharrie, SDR leader at Sumo Logic, to discuss her leadership principles, how she incorporates her spirituality and yoga practice into caring for her team, and how fun it is to road trip across the US. Just. Do. It.
Joey and Matt sit down with Maria Gomes, Head of Sales Development at Chili Piper, to discuss her superpower - Sales Development Systems & Processes, and enjoy a Coca Cola from a glass bottle. Maria has been in sales, marketing, and CS leadership for nearly a decade, and built and maintained processes throughout that time to keep her teams ahead of the curve.
Joey and Matt dive into Joey's superpower - inspiring SDRs during onboarding. They also sing, discuss whether olive juice and gin are a perfect combination, and talk about specific coaching frameworks helpful for leveling up SDRs over time.
In the first official episode, Joey interviews Matt on one of his greatest strengths - hiring. They dive into the best interview questions, traits to look for in a first hire and subsequent hires, and pitfalls to avoid - all while enjoying a pour of Michters 10 Year Rye Whiskey.
Welcome to Top Shelf: The Outbound Leadership Podcast! In our intro episode, we dive into why we are starting this podcast, and why anyone leading an outbound sales team should listen.
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