Every Team Needs Rigor Around Their Rebound Funnel

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Cracking Outbound

Champify

26 episodes

5 days ago

If you think outbound is dead, you’re either lying or you’re bad at it. Quotas keep rising, your people are grinding, and the pipeline isn’t growing. It’s an equation that drives you mad. While everyone wants more opportunities, only a few know how to build an outbound culture that delivers. I’m Todd Busler, former VP of Sales, now co-founder of Champify, and I’ve spent my career sharpening how to build a company pipeline that’s self-sufficient. On this show, I’m talking to sales leaders who have cracked the outbound code. They’ve built an outbound culture beyond their SDRs and scaled repeatable systems that drive real pipeline without relying on hacks. We’ll break down the winning plays, processes, and frameworks behind growing that outbound muscle to help you get results faster. No fluff. No hacks. Real strategies from real people who have done it so you can stop guessing and start opening.

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Business

Every Team Needs Rigor Around Their Rebound Funnel

Cracking Outbound

33 minutes

3 months ago

Every Team Needs Rigor Around Their Rebound Funnel

Brian Hamor, CEO of BuyerExperience, shares how a missing answer in a board meeting sparked the idea for his company. He recounts his transition from pro basketball to startup operator and how he uncovered a major gap in how teams handle closed-lost opportunities.

In this episode, Brian outlines why win-loss insights alone aren't enough and how revenue teams can turn lost deals into a repeatable growth motion. He explains the rebound funnel, what most teams get wrong after deals fall through, and how AI can be used to re-engage buyers with precision.

In this episode, you’ll learn:

How to operationalize a closed-lost motion
What great rebound messaging actually looks like
Why sales reps must become product experts

Things to listen for:

(00:00) Introduction

(01:44) From pro basketball to building GTM systems

(03:04) The startup moment that sparked BuyerExperience

(06:13) Who should lead win-loss: product marketing or sales?

(08:33) Why insights aren’t enough without revenue impact

(10:15) How top teams build systems to win back deals

(12:06) Surprising feedback trends from closed-lost interviews

(14:58) Modeling revenue upside from re-engagement programs

(19:09) Turning buyer feedback into high-converting follow-up

(26:14) Building value cases from AE input before outreach

(28:06) When deeper outbound research is worth the effort

(30:45) What’s next for BuyerExperience’s product roadmap