How Highspot Scaled and Restructured Outbound - A Decade Long Journey for SDR Leader, Austin Hitchcock

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Cracking Outbound

Champify

26 episodes

4 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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How Highspot Scaled and Restructured Outbound - A Decade Long Journey for SDR Leader, Austin Hitchcock

Cracking Outbound

42 minutes

3 months ago

How Highspot Scaled and Restructured Outbound - A Decade Long Journey for SDR Leader, Austin Hitchcock

More pipeline doesn’t always mean more revenue.

Austin Hitchcock, Senior Director of Account Development at Highspot, joins Todd Busler to reveal how he transformed a global ADR organization from product-market fit to a revenue-driving outbound engine.

Austin shares the hard truth: more pipeline doesn’t always mean better pipeline. He discusses why conversion rates dropped as the team scaled, the impact of adjusting comp plans to reward qualified opportunities over meetings, and how aligning AE-SDR teams boosted performance on both sides.

In this episode, you’ll learn:

Why SDR comp plans might be hurting your win rates
How to fix AE relationships without adding more headcount
What a modern outbound motion actually looks like in 2025

Things to listen for:

(00:00) Introduction

(01:48) Staying motivated through every company stage

(03:51) Scaling SDRs fast and what broke

(06:27) Why fewer reps improved outbound results

(11:23) Pipeline quality doubled after redefining success metrics

(14:48) What top ADRs do after booking meetings

(17:10) Why pipeline obsession leads to bad decisions

(22:14) How to spot and fix funnel conversion gaps

(31:56) How internships fuel long-term sales talent

(39:31) Career advice for SDR leaders feeling stuck