Rob Anderson on Fixing the Grenade Toss: Systems That Push SDRs Beyond Just Booking Meetings

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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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Business

Rob Anderson on Fixing the Grenade Toss: Systems That Push SDRs Beyond Just Booking Meetings

Cracking Outbound

41 minutes

5 months ago

Rob Anderson on Fixing the Grenade Toss: Systems That Push SDRs Beyond Just Booking Meetings

Building a successful sales team goes beyond just numbers.

Rob Anderson has built outbound programs at some of the most respected names in SaaS, from scaling Docebo’s SDR engine pre-IPO to shaping enterprise pipeline strategy at Gong. In this episode, he breaks down the systems-level thinking behind it all.

At the center of Rob’s approach is his Three E Model: Effort, Efficiency, and Effectiveness. It’s a framework every sales leader can use to pull the right levers, whether you're trying to get more from your reps, improve conversion across the funnel, or adopt tools that map to outcomes.

If your outbound motion needs structure, control, and clarity, start here.

In this episode, we cover how Rob:

Operationalized segmentation before AEs caught up
Turned SDRs into embedded deal contributors, not just meeting bookers
Built systems that scale without bloating headcount

Things to listen for:

(00:00) Introduction

(03:17) Scaling outbound at Docebo

(05:05) The importance of phone-first outreach

(09:01) Evolving SDR function from small to global

(11:14) The power of client stories in sales

(15:22) Unlocking insights with technographic data

(17:34) Optimizing BDR capacity with AI

(20:24) Reworking email strategy for awareness

(24:13) Aligning SDR and AE functions

(30:12) Shifting role of outbound sales development

(33:05) Centralized list-building for SDRs

(35:45) Tech tools for modern sales development