The Vertical SaaS GTM Playbook is a podcast by Orbital that helps founders, GTM leaders, and investors learn exactly how the best vertical SaaS companies win their markets. Each episode unpacks proven playbooks - from how to acquire the first 100 customers to how to scale outbound, build distribution channels, and expand into new verticals. The goal is to give operators the insights and tactics they can immediately apply to accelerate revenue growth in their own vertical.
The Vertical SaaS GTM Playbook is a podcast by Orbital that helps founders, GTM leaders, and investors learn exactly how the best vertical SaaS companies win their markets. Each episode unpacks proven playbooks - from how to acquire the first 100 customers to how to scale outbound, build distribution channels, and expand into new verticals. The goal is to give operators the insights and tactics they can immediately apply to accelerate revenue growth in their own vertical.
In this episode of the Vertical SaaS GTM Playbook, Orbital’s Riley Soward sits down with Butch Hodson, VP of Sales at Sellfire and author of Sales Lab Scripting, to unpack the real playbook for hiring, onboarding, and coaching high-velocity sales teams.
Butch has personally hired and trained over 400 sales reps and more than 10,000 sellers throughout his career — scaling teams from scrappy startups to well-oiled outbound machines. He shares what most companies get wrong about hiring, why role-plays beat resumes, how to structure the first 30 days of onboarding, and why the best managers spend 90% of their time coaching.
This conversation is a masterclass in building a repeatable GTM engine that wins through people, process, and relentless coaching.