Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Darren McKee.

Darren started his career in the service industry in 2010 before working his way into corporate recruiting. He then spent time as an Operations Manager before transitioning into sales in 2017 where he worked his way through multiple enterprise AE roles and eventually became the Vice President of Sales and Strategic Partnerships for Skye, until starting his most recent and current venture as the founder of his own training and coaching business, where he teaches the art of LinkedIn and social selling.

It’s safe to say, Darren is absolutely crushing it and if you’re not already following his content or signing up for his coaching sessions, you should. In March of 2020 he had almost no presence on LinkedIn but today he’s got over 136,000 followers and he cranks out top tier content every day.

Needless today, I’m excited to get his thoughts on all that’s changing in B2B sales and find out what he thinks is working on LinkedIn and with social selling in 2025.

Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions or feedback. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This is much appreciated, as it really helps to grow the audience.

Without further adieu, let’s dive in and get his thoughts.

--

TOPICS:

00:00:00 Intro

00:03:54 Broken Outbound Model

00:10:12 What’s Working Today

00:18:05 Growth-at-all-Costs

00:25:35 AI in Sales

00:33:56 LinkedIn Content

00:47:29 Social Selling & Brand

00:50:14 Darren’s Coaching

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QUESTIONS:

1. Is traditional outbound sales broken, dead, or dying? If yes, how so?

2. What’s actually working for outbound sales today?

3. What are your thoughts on the Growth-at-all-Costs model?

4. What’s your take on AI in sales over the next 5-10 years?

5. What’s working (and not working) for LinkedIn content creation in 2025?

6. What do salespeople need to know about social selling and brand?

7. What are you working on and who should get involved?

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LINKS:

Darren’s Training: https://darrenmckee.co

Collin on X: https://x.com/collincadmus

Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system

Sales Coaching: https://www.collincadmus.com/sales-coaching

Founder Coaching: https://www.collincadmus.com/founder-coaching

Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast

Revenue Growth Blog: https://www.collincadmus.com/blog

--

Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing.

Available on: YouTube, Rumble, Spotify, and Apple Podcasts.

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Alex Smith.

Alex received her bachelors degree from The University of Alabama in 2012 and then started her sales career at SinglePlatform where we met and worked together in NYC as she quickly rose from a top performing salesperson to sales management positions.

After SinglePlatform Alex became the Director of Sales Development at Ritual Hot Yoga, Flexport, and Headspace, until landing her most recent and current position as Director of Sales at TestGorilla. She also serves as a consultant and advisor to top startups around the world.

Alex is one of the most energetic and positive people I’ve ever had the pleasure of working with, and I’ve been watching her career from afar for many years. But it’s been a long time since we last caught up, so I’m excited to get her thoughts on all that’s changing in B2B sales and find out what’s working and what isn’t for her team at TestGorilla.

Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions or feedback. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This is much appreciated, as it really helps to grow the audience.

Without further adieu, let’s dive in and get her thoughts.

--

TOPICS:

00:00:00 Intro

00:03:52 Broken Outbound Model

00:12:07 Sales Prospecting Tools

00:20:02 What’s Working Today

00:27:18 Growth-at-all-Costs

00:42:00 AI in Sales

00:53:45 Learning Curve as Director of Sales

01:02:54 Growth Plans for 2025

--

QUESTIONS:

1. Is traditional outbound sales broken, dead, or dying? If yes, how so?

2. What are the most important tools for outbound sales prospecting?

3. What’s actually working for outbound sales today?

4. What are your thoughts on the Growth-at-all-Costs model?

5. What’s your take on AI in sales over the next 5-10 years?

6. What’s been the biggest learning curve in your first 8 months as Director of Sales?

7. What are your growth plans for 2025 and are you hiring?

--

LINKS:

TestGorilla: https://www.testgorilla.com

ZenSeller: https://www.thezenseller.com

Quantum Consulting: https://www.quantumsalesconsulting.com

Alex on YouTube: https://www.youtube.com/@fditakeover

Collin on X: https://x.com/collincadmus

Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system

Sales Coaching: https://www.collincadmus.com/sales-coaching

Founder Coaching: https://www.collincadmus.com/founder-coaching

Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast

Revenue Growth Blog: https://www.collincadmus.com/blog

--

Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing.

Available on: YouTube, Rumble, Spotify, and Apple Podcasts.

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Collin Stewart.

Collin started his career in 2008 in equipment sales and marketing for 4 years before co-founding his first company VoltageCRM, followed by co-founding his second company Carburetor, where they helped companies build their outbound sales teams based on the Cold Calling 2.0 framework from Aaron Ross’ Predictable Revenue book. In 2014 Carburator merged with Predictable Revenue, leading Collin to his most recent and current venture where he serves today and for the last decade as CEO of Predictable Revenue.

Five years ago I had a viral conversation with Aaron Ross about whether or not the SDR Model or Predictable Revenue is broken. The full discussion is available on YouTube if you want to check it out, but a lot has happened since then and I’m curious to learn first-hand from Collin what’s actually going on at Predictable Revenue and how they’ve pivoted or evolved their services to adapt with the quickly changing B2B sales landscape.

Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions or feedback. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This is much appreciated.

Without further adieu, let’s dive in and get his thoughts.

--

TOPICS:

00:00:00 Intro

00:01:28 Is Predictable Revenue Dead

00:12:35 Growth-at-all-Costs

00:49:32 AI in Sales

01:00:27 Future of SDR

01:13:20 GTM Engineer

01:21:13 Predictable Revenue Today

01:33:56 Collin’s New Book

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QUESTIONS:

1. Is Predictable Revenue (aka Cold Calling 2.0) broken, dead, or dying? If yes, how so?

2. What’s happening to the Growth-at-all-Cost model?

3. What’s your take on AI in sales over the next 5-10 years?

4. What does the future of the SDR role look like?

5. How important is the GTM Engineer role?

6. What has Predictable Revenue evolved to today?

7. What’s your new book about?

--

LINKS:

Predictable Revenue: https://predictablerevenue.com

Collin Stewart’s Newsletter: https://foundersedition.co

Collin Stewart’s Book: https://a.co/d/9PjI7oV

Collin Stewart on X: https://x.com/CollinYVR

Collin Cadmus on X: https://x.com/collincadmus

Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system

Sales Coaching: https://www.collincadmus.com/sales-coaching

Founder Coaching: https://www.collincadmus.com/founder-coaching

Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast

Revenue Growth Blog: https://www.collincadmus.com/blog

--

Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing.

Available on: YouTube, Rumble, Spotify, and Apple Podcasts.

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Michel Lieben.

Michel received his bachelor’s degree in economics in 2016 and then started his career as a Marketing Specialist and Growth Marketer for 4 years before starting his most recent and current venture, where he serves today as the Founder & CEO of ColdIQ, an agency that helps B2B companies scale their outbound prospecting activities.

Michel is a certified expert with modern growth tools like Clay, Instantly, and Smartlead, and has built outbound systems for over 100 B2B sales organizations. So I’m particularly excited to get his thoughts on all that’s changing in B2B sales and to find out specifically what he thinks is working and what isn’t in the world of outbound prospecting.

Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions or feedback. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This is much appreciated.

Without further adieu, let’s dive in and get his thoughts.

--

TOPICS:

00:00:00 Intro

00:02:29 Broken Outbound Model

00:10:18 What’s Working Today

00:18:03 Sales Prospecting Tools

00:27:11 AI in Sales

00:38:01 What is ColdIQ

00:42:23 In-house vs Outsourcing

00:49:15 Top Outbound Advice

--

QUESTIONS:

1. Is traditional outbound sales broken, dead, or dying? If yes, how so?

2. What’s actually working today for outbound sales?

3. What are the most important tools for outbound sales prospecting?

4. What’s your take on AI in sales over the next 5-10 years?

5. What is ColdIQ and what kind of companies do you work best with?

6. How should founders choose between in-house or outsourcing?

7. What’s your top advice for building an outbound motion today?

--

LINKS:

ColdIQ: https://coldiq.com

Michel on X: https://x.com/MichLieben

Collin on X: https://x.com/collincadmus

Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system

Sales Coaching: https://www.collincadmus.com/sales-coaching

Founder Coaching: https://www.collincadmus.com/founder-coaching

Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast

Revenue Growth Blog: https://www.collincadmus.com/blog

--

Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing.

Available on: YouTube, Rumble, Spotify, and Apple Podcasts.

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Jake Dunlap.

Jake graduated Mirousi State University in 2003 and then went to ASU for his masters, before starting his career as an Account Manager for the Tampa Bay Devil Rays and Arizona Coyotes. After sports, Jake moved into tech at CareerBuilder.com where he worked his way into sales leadership before becoming the VP of Sales at Glassdoor, Chartbeat, and Nowait, until starting his most recent and current venture as the Founder and CEO of Skaled Consulting, where they help companies operationalize key aspects of their sales and marketing organization. Jake also co-founded a second venture in November 2024, called RevOptics; a GTM agency using data to solve top-of-funnel challenges.

We’ve known each other for a long time but it’s been a while since we last spoke, so I’m excited to catch up and get his thoughts on all that’s changed in B2B sales, and to specifically drill in on AI and ChatGPT, which has been a core focus for Jake and his team over recent years.

Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions or feedback. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This is much appreciated.

Without further adieu, let’s dive in and get his thoughts.

--

TOPICS:

00:00:00 Intro

00:04:10 Broken Outbound Model

00:15:36 Growth-at-all-Costs

00:24:35 VP Sales Average Tenure

00:28:23 Sales Quota Attainment

00:35:48 AI in Sales

00:47:19 ChatGPT for Sales

01:03:35 Skaled & RevOptics

--

QUESTIONS:

1. Is traditional outbound sales broken, dead, or dying? If yes, how so?

2. What’s happening to the Growth-at-all-Costs model?

3. What do you think is the reason for low VP Sales average tenure?

4. What do you think is the reason for low sales quota attainment?

5. What’s your take on AI in sales over the next 5-10 years?

6. How should salespeople be using ChatGPT?

7. What’s new at Skaled and RevOptics?

--

LINKS:

Skaled: https://skaled.com

RevOptics: https://www.revoptics.co

JourneyAI: https://meetjourney.ai

Jake on X: https://x.com/JakeTDunlap

Collin on X: https://x.com/collincadmus

Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system

Sales Coaching: https://www.collincadmus.com/sales-coaching

Founder Coaching: https://www.collincadmus.com/founder-coaching

Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast

Revenue Growth Blog: https://www.collincadmus.com/blog

--

Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing.

Available on: YouTube, Rumble, Spotify, and Apple Podcasts.

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Matt Grossbard.

Matt graduated from Roger Williams University in 2013 and then joined SinglePlatform as an entry-level salesperson in July as part of the first new hire class that I taught while serving as their Head of Sales Training.

After a year of full-cycle sales, Matt was promoted to Sales Manager and Sr. Sales Manager, where he oversaw a team of 10 direct reports before moving into sales leadership roles at Livestream and Electric, where he climbed to Sr. Director of Sales before starting his most recent and current venture as VP of Sales at Tynrose.

Needless to say, we have a long history together so I’m excited to catch up and get his thoughts on all that’s changing in B2B sales, find out what tactics and strategies are working best for him and his team today, and discuss what he’s learned in his first year as VP Sales.

Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions or feedback. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This is much appreciated.

Without further adieu, let’s dive in and get his thoughts.

--

TOPICS:

00:00:00 Intro

00:01:51 Career to VP Sales

00:31:45 Broken Outbound Model

00:36:26 What’s Working Today

00:43:58 Sales Prospecting Tools

00:46:20 Growth-at-all-Costs

00:53:01 AI in Sales

01:01:39 First Year as VP Sales

01:09:20 Growth Plans for 2025

--

QUESTIONS:

1. Is traditional outbound sales broken, dead, or dying? If yes, how so?

2. What’s actually working for outbound sales today?

3. What are the most important tools for outbound sales prospecting?

4. What are your thoughts on the Growth-at-all-Costs model?

5. What’s your take on AI in sales over the next 5-10 years?

6. What has been the biggest learning curve in year 1 as VP Sales?

7. What are your growth plans for 2025 and are you hiring?

--

LINKS:

Tynrose: https://www.tynrose.com

Contango: https://contangoit.com

Matt on X: https://x.com/MattGrossbard

Collin on X: https://x.com/collincadmus

Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system

Sales Coaching: https://www.collincadmus.com/sales-coaching

Founder Coaching: https://www.collincadmus.com/founder-coaching

Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast

Revenue Growth Blog: https://www.collincadmus.com/blog

--

Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing.

Available on: YouTube, Rumble, Spotify, and Apple Podcasts.

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Ryan Walsh.

Ryan graduated from the University of North Carolina at Chapel Hill in 1999 and then started his career as a Category Manager before getting into Enterprise Sales at ChannelAdvisor, where he worked his way up the ladder to Director, VP, and CRO over a nearly 16 year period, leading the company to $112M in revenue and a successful IPO in 2013.

After ChannelAdvisor, Ryan got into consulting before starting his most recent and current venture, where he serves today as the Founder and CEO of RepVue; a platform that provides salespeople with detailed compensation and quota attainment data, to help them choose the right employer.

Needless to say, there’s a direct overlap between the questions I’ve been asking on this podcast and the work Ryan is doing at RepVue, so I’m particularly excited to get his thoughts and find out first-hand how he thinks you should pick your next sales employer.

Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions or feedback. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This is much appreciated.

Without further adieu, let’s dive in and get his thoughts.

--

TOPICS:

00:00:00 Intro

00:02:24 Outbound Sales

00:14:22 Growth-at-all-Costs

00:22:44 Sales Quota Attainment

00:37:52 Average Sales Tenure

00:44:59 AI in Sales

00:51:14 RepVue Top Advice

--

QUESTIONS:

1. Is outbound sales broken? What’s changed and what’s working?

2. What’s going on with Growth-at-all-Costs vs efficiency and profitability?

3. What do you think is the reason for low sales quota attainment?

4. What do you think is the reason for low average sales tenure?

5. What’s your take on AI in sales over the next 5-10 years?

6. After 7 years building RepVue, what’s your top advice for job seekers?

--

LINKS:

RepVue: https://www.repvue.com

Ryan on X: https://x.com/ryan_c_walsh

Collin on X: https://x.com/collincadmus

Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system

Sales Coaching: https://www.collincadmus.com/sales-coaching

Founder Coaching: https://www.collincadmus.com/founder-coaching

Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast

Revenue Growth Blog: https://www.collincadmus.com/blog

--

Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing.

Available on: YouTube, Rumble, Spotify, and Apple Podcasts.

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Lucas Wilson.

Lucas graduated from Indiana State University in 1997 and then spent the first 13 years of his career in the auto business leading operations and sales for several Ford dealerships, until eventually pivoting into the tech space in 2009 when he started in sales at AngiesList. Since then he climbed the executive ladder across a long list of companies including Monster, Main Street Hub, Homebase, ProSites, and many more, until landing his most recent and current position as CEO at Signpost.

I’ve interviewed many founders who started out as salespeople, but this is the first time speaking to someone who has been hired into a CEO position that comes from a sales background. I’ve known of Signpost for as long as I’ve been in sales, because we used to hire from the same pool of talent in NYC, and when I worked at Doctor.com we actually subleased one of our offices from Signpost. So I can say firsthand that they’ve always had a reputation of having a strong sales culture and it doesn’t surprise me they eventually hired a CRO to be their CEO.

Needless to say, I’m excited to get his thoughts on all that’s changing in B2B sales and more specifically to dive into what it’s like to go from leading a sales organization to leading an entire company.

Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions or feedback. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This is much appreciated.

Without further adieu, let’s dive in and get his thoughts.

--

TOPICS:

00:00:00 Intro

00:04:35 Outbound Sales

00:19:57 Growth-at-all-Costs

00:26:55 Sales Quota Attainment

00:47:26 AI in Sales

00:58:04 From Sales to CEO

01:05:21 Jobs at Signpost

--

QUESTIONS:

1. Is outbound sales broken? What’s changed and what’s working?

2. How are you thinking about Growth-at-all-Costs vs efficiency and profitability?

3. What do you think is the reason for low sales quota attainment and how do you manage it at Signpost?

4. What’s your take on AI in sales over the next 5-10 years and how are you using it at Signpost?

5. What’s it like going from leading sales to being CEO?

6. What’s exciting at Signpost in 2025 and are you hiring?

--

LINKS:

Signpost: https://www.signpost.com

Lucas on X: https://x.com/Luke_Wilson75

Collin on X: https://x.com/collincadmus

Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system

Sales Coaching: https://www.collincadmus.com/sales-coaching

Founder Coaching: https://www.collincadmus.com/founder-coaching

Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast

Revenue Growth Blog: https://www.collincadmus.com/blog

--

Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing.

Available on: YouTube, Rumble, Spotify, and Apple Podcasts.