The Outbound Overhaul That Cut Ramp Time in Half and grew pipeline 142% in 3 months with Kyle Asay

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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 Overhaul That Cut Ramp Time in Half and grew pipeline 142% in 3 months with Kyle Asay

Cracking Outbound

44 minutes

3 months ago

The Outbound Overhaul That Cut Ramp Time in Half and grew pipeline 142% in 3 months with Kyle Asay

Kyle Asay, VP of Global Growth Sales at LaunchDarkly, shares how he revamped the company’s outbound motion during his first few quarters. He outlines the territory planning shifts, structural changes, and leadership plays that helped drive a 142% increase in pipeline and cut the time to first sale nearly in half.

In this episode, Kyle describes how account segmentation set the foundation, what it took to get long-time reps to buy in, and why simple frameworks have helped his team outperform expectations. He also reflects on managing pressure, avoiding whiplash changes, and what it takes to build trust as a new leader.

In this episode, you’ll learn:

How to transition from inbound to outbound at scale
The core three metrics Kyle uses to manage performance
Why territory planning is the key to faster ramp times

Things to listen for:

(00:00) Introduction

(03:20) Increasing pipeline 142% with outbound segmentation

(05:00) Territory planning mistakes and how to fix them

(07:50) Getting rep buy-in without causing cultural whiplash

(13:12) Leadership lessons from tough feedback and early missteps

(16:44) The three outcome metrics Kyle never stops measuring

(20:21) Reducing time to first sale through better account focus

(23:23) Tracking rep activity without micromanaging

(26:52) Turning a feature-led product into a platform story

(34:58) Advice on choosing the right sales org and opportunity

(36:33) Mastering internal locus of control in your sales career

(42:06) Staying grounded as a sales leader in high-pressure roles