{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Cracking Outbound","title":"Low Ego and High Adaptability – The Secret to Staying in Seat from $0 to $100M","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/79f3135c\"></iframe>","width":"100%","height":180,"duration":1605,"description":"Becca Lindquist, Vice President for the Americas at dbt Labs, tells Todd Busler how she helped grow the company from under $1M to over $100M in ARR, and what it takes to scale outbound without gimmicks.\nIn the episode, Becca digs into what separates good sales leaders from great ones: evolving your seat as the company grows, investing early in enablement, and building outbound muscle across the org, not just in the SDR team.\nIn this episode, you’ll learn:\nWhy top reps generate their own pipeline\nWhat to look for in your first 50 sales hires\nWhat makes pipeline council meetings worth doing\nThings to listen for: \n(00:00) Introduction\n(01:13) How Becca stayed in seat to $100M+ ARR\n(03:01) Adapting your role as the company scales\n(06:15) Building outbound systems from day one\n(07:42) Keeping the PG culture as you grow\n(09:40) Outbound challenges with open source leads\n(11:34) Teaching reps to spot real business pain\n(13:24) Scaling enablement without losing impact\n(19:29) How dbt runs effective pipeline councils\n(21:52) Making partner selling actually pay off","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}