{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Cracking Outbound","title":"The Outbound Experiment That Made LinkedIn Recorded Future’s  Top Channel","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/6cf2decf\"></iframe>","width":"100%","height":180,"duration":1985,"description":"Outdated prospecting playbooks are holding back pipeline growth.Bridget Conneely, Director of NA Business Development at Recorded Future, joins Todd Busler to walk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 strategyWhy LinkedIn now drives the majority of the outbound pipelineWhat behaviors predict success in junior reps early onThings 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","thumbnail_url":"https://img.transistorcdn.com/4I8AAQS2dnMhLjuAJBBqzgXPpvYi3q998ZynfYqgEwU/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS81OGZj/YmFkNDU3OGJkYzc3/M2RkMzkzZTVjZjk2/ODNlNi5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}