The Outbound Experiment That Made LinkedIn Recorded Future’s Top Channel

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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

The Outbound Experiment That Made LinkedIn Recorded Future’s Top Channel

Cracking Outbound

33 minutes

2 months ago

The Outbound Experiment That Made LinkedIn Recorded Future’s Top Channel

Outdated prospecting playbooks are holding back pipeline growth.

Bridget Conneely, Director of NA Business Development at Recorded Future, joins Todd Busler to walk through how her team transitioned from a broad commercial focus to a fully named account strategy. With experience hiring 400+ BDRs and building global programs at Riverbed and Mimecast, Bridget shares how she coaches young talent into high performers. She discusses redefining success metrics, leveraging LinkedIn as a primary channel, and partnering with marketing for an ABM-first model.

You’ll also learn about the shift from static product training to story-driven role plays, using small pilots for experimentation, and the importance of personal motivation, AE alignment, and clear scorecards to keep her team focused through change.

In this episode, you’ll learn:

How Recorded Future moved to a 100 percent named account strategy
Why LinkedIn now drives the majority of the outbound pipeline
What behaviors predict success in junior reps early on

Things to listen for:

(00:00) Introduction

(01:55) Selling a mission that matters

(03:29) Shifting from broad outbound to ABM

(05:07) Mapping ICPs using sales and voice data

(06:55) Leading BDR change without losing momentum

(08:59) How LinkedIn became 80% of the pipeline

(12:23) Coaching young reps into confident sellers

(16:56) Using story-driven enablement to win deals

(20:30) Tying promotion paths to skill-building

(22:26) Experimenting with channel-led SWAT teams

(25:34) Building high-trust BDR and marketing partnerships

(28:54) Traits Bridget looks for in every BDR hire