Why Great Reps Still Win with Outbound in the Age of AI

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The Unexpected Lever

Vivun

47 episodes

1 week ago

The secret sauce to your sales success? It’s what happens before the sale. It’s the planning, the strategy, the leadership. And it’s more than demo automation. It’s the thoughtful work that connects people, processes, and performance. If you want strong revenue, high retention, and shorter sales cycles, the pre-work—centered around the human—still makes the dream work. But you already know that. The Unexpected Lever is your partner in growing revenue by doing what great sales leaders do best. Combining vision with execution. Brought to you by Vivun, this show highlights the people and peers behind the brands who understand what it takes to build and lead high-performing sales teams. You’re not just preparing for the sale—you’re unlocking potential. Join us as we share stories of sales leaders who make a difference, their challenges, their wins, and the human connections that drive results, one solution at a time.

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Why Great Reps Still Win with Outbound in the Age of AI

The Unexpected Lever

8 minutes

1 month ago

Why Great Reps Still Win with Outbound in the Age of AI

Is outbound selling still worth the effort in the AI era?

In this episode, we explore how AI tools are changing outbound sales, and what separates average reps from great ones. Jarod Greene sits down with Austin Hitchcock, Senior Director of Account Development at Highspot, to discuss the future of pipeline generation, how AI is being misused by sales teams, and why human-first, creative outreach still wins. Learn how to build a high-output SDR team, avoid AI crutches, and drive pipeline in 2025.

In this episode, you’ll learn:

Why AI makes average reps worse – Some treat it like a crutch, when it should be seen as a copilot
How to build a high-output SDR team – Think ABM strategy, not task execution
What separates good outreach from great – Personal video, smart research, and real human effort

Things to listen for:

(00:00) Introduction

(00:43) Why pipeline is everyone’s responsibility now

(01:45) AI isn’t replacing reps, it’s widening the gap

(02:32) What great reps do with AI tools

(03:45) Breaking through with real human outreach

(05:04) SDRs as ABM quarterbacks, not task robots

(07:26) Why in-person events still outperform digital efforts