Why Most SDR Teams Fail Before the First Call

Most B2B teams think outbound is just about activity. Book meetings, hit quota, move on.

But this week on The B2B Playbook, we sat down with Shawn Sease — aka The Professor of Prospecting — to expose why that model is broken.

Shawn’s seen it all. From old-school cold call sprints to modern GTM teams trying to do outbound in the age of AI. And he’s brutally honest about what actually works today.

Together, we unpack how to rebuild your sales development system around truth, timing, and trust—not just activity.

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Here’s what we cover in this episode:

• Why most sales development strategies fail before the first call

• The power of cataloguing accounts (and why it’s better than intent data)

• How to build outbound systems that don’t collapse when your SDR quits

• What real Sales and Marketing alignment looks like

• Why timing is a weak signal (and what to track instead)

• How cataloguing transforms your outreach strategy

• What great commercial architecture actually looks like

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🔥 This episode is a must-watch if you’re a B2B marketer or sales leader who’s tired of outbound that doesn’t scale—and wants a better way to reach your market.

🎧 Listen now: Why Most SDR Teams Fail Before the First Call

🎯 The B2B Playbook

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