{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Cracking Outbound","title":"How To Create Accountability Without Burning Out Your Sales Team with Jade Campbell","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/9c6b4748\"></iframe>","width":"100%","height":180,"duration":2462,"description":"Few people have reshaped an outbound culture quite like Jade Campbell.\n\nNow leading mid-market sales at Envoy, she’s spent the last six years building the company’s SDR function, shifting the org from inbound-heavy to outbound-driven, and managing one of the highest-output AE teams in SaaS.\n\nIn this conversation with Todd Busler, Jade breaks down the frameworks she uses to create real accountability from pipeline-sourced goals to a live inbound router based on weekly performance. She explains how she motivates Gen Z reps without lowering the bar, how she changed behavior without overwhelming her team, and why most leaders underutilize deal reviews and dashboards.\n\nIf you manage a team or are trying to drive more outbound motion in a tough market, this one’s worth your time.\nIn this episode, you’ll learn:\nHow Jade reworked Envoy’s outbound motion without overwhelming her team\nWhy she built an accountability system tied to pipeline, not just activities\nWhat she does differently to earn rep trust and run a high-output team\n\nThings to listen for: \n(00:00) Introduction\n(01:49) Jade’s background and role at Envoy\n(02:56) Evolving from visitor management to a workplace platform\n(03:13) Product marketing roots and how it shaped her sales approach\n(05:27) Fixing early outbound: blast emails and fuzzy ROEs\n(07:14) Why she shifted the team to a hybrid inbound-outbound model\n(09:07) Building early systems: where she started and what paid off\n(11:06) The enablement strategy behind multi-product selling\n(13:34) What she got right and wrong with outbound messaging\n(16:52) Meltwater’s intense sales culture and how it shaped her standards\n(18:53) Managing Gen Z reps with high expectations and real trust\n(21:29) The mistake new CROs make when they try to “fix” sales orgs\n(25:48) How she approaches performance management and tough calls\n(28:31) The weekly pipeline rule that decides who gets inbound\n(33:13) Building a true outbound culture at a formerly inbound org\n(36:52) Making...","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}