In this episode of The "I Used To Be Crap At Sales" Podcast, hosted by Mark Ackers, we dive deep into the art of sales development.
Our guest, Gabe Lullo, is co-founder and CEO of Alleyoop. the global leader in prospecting and outsourced sales development. Thousands of companies try to replicate what Alleyoop does, but Gabe reveals the secrets behind their unparalleled success. From delivering high-quality leads, accurate data, and scheduled meetings to helping SaaS and tech businesses scale their SDR teams effectively, Gabe shares actionable insights you can use today to supercharge your own sales team and processes.
Whether you’re looking to support your team in setting up more demos, booking high-value meetings, or refining outreach strategy, this episode is a must-listen. Learn how to target the right prospects with the right messaging and ensure every single call and email hits the mark.
Don’t miss this conversation packed with sales tips, prospecting strategies, and leadership advice from an expert whose company helps scale some of the world’s most successful sales development teams. If you’re in SaaS, tech, or sales leadership, this episode will transform how you approach your pipeline.
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- (00:00) - Why Sales Development is Critical for Revenue Growth
- (04:30) - The Key Traits of High-Performing SDRs
- (08:45) - How to Find and Target the Right Prospects
- (12:10) - Scaling Sales Teams Without Losing Quality
- (16:25) - Building SDR Teams That Deliver Consistent Results
- (20:50) - Training SDRs to Excel at Prospecting and Outreach
- (24:15) - Turning SDR Meetings Into Revenue Opportunities
- (28:40) - Lessons for Sales Leaders on Building Elite Teams
- (32:10) - How Data and Technology Improve SDR Performance
- (36:00) - The Future of Sales Development
- (40:15) - Balancing Personalisation and Efficiency in Outreach
- (44:30) - The Role of Leadership in Building High-Performance SDR Teams
- (48:20) - Overcoming Common Challenges in Sales Development
- (52:10) - Final Tips for Scaling SDR Teams and Driving Revenue
- (55:00) - Key Takeaways for Sales Leaders and SDR Managers
00:00 Why Sales Development is Critical for Revenue Growth
04:30 The Key Traits of High-Performing SDRs
08:45 How to Find and Target the Right Prospects
12:10 Scaling Sales Teams Without Losing Quality
16:25 Building SDR Teams That Deliver Consistent Results
20:50 Training SDRs to Excel at Prospecting and Outreach
24:15 Turning SDR Meetings Into Revenue Opportunities
28:40 Lessons for Sales Leaders on Building Elite Teams
32:10 How Data and Technology Improve SDR Performance
36:00 The Future of Sales Development
40:15 Balancing Personalisation and Efficiency in Outreach
44:30 The Role of Leadership in Building High-Performance SDR Teams
48:20 Overcoming Common Challenges in Sales Development
52:10 Final Tips for Scaling SDR Teams and Driving Revenue
55:00 Key Takeaways for Sales Leaders and SDR Managers
