{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Sales Leader’s Playbook: In Their Words","title":"E16 How Modern Sales Teams Generate Leads in 2026 | Paul Griffin","html":"","width":"100%","height":180,"duration":2965,"description":"Is cold calling still effective in the age of AI?In this episode of the Sales Leaders Playbook Podcast, host Justine Tindall sits down with Paul Griffin, a sales leader building the next evolution of go-to-market strategy.Paul is the CEO and co-founder of The Sales Factory, a leading B2B revenue agency that has been recognized three times by The Globe and Mail as one of Canada’s fastest-growing companies and recently named a Winter 2026 leader in lead generation by G2.In this conversation, Paul shares how modern sales teams are combining human sales execution with AI-driven systems to build scalable revenue infrastructure.You’ll learn why many companies are making the mistake of replacing salespeople with AI, why cold calling is still one of the most effective outbound channels, and how high-performing organizations are evolving their go-to-market strategy.If you're a sales leader, founder, SDR, or B2B marketer, this episode will give you practical insights you can apply immediately.In This Episode You'll Learn• Why cold calling is outperforming email and LinkedIn outreach• The real impact of AI on sales teams• How top companies combine human sales reps + AI systems• The biggest mistake businesses make when scaling sales• How to ramp new sales reps faster• Why most companies hit revenue growth ceilings• The leadership changes required to scale from startup to 100+ employees• How modern teams build revenue infrastructure instead of just lead generationAbout the GuestPaul Griffin is the CEO and co-founder of The Sales Factory, a leading B2B revenue agency helping companies generate pipeline and scale outbound sales teams.He is known for his expertise in outbound sales strategy, pipeline conversion, and the future of revenue teams, and frequently speaks at events such as Futurepreneur and TechTO.Paul is currently focused on building revenue infrastructure, combining people, systems, and AI technology to help companies grow faster and close more business.To connect...","thumbnail_url":"https://img.transistorcdn.com/NdfZGxVsWzYdpz90rBknYGaUpdUP2Lrn-aU7XvswGss/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS8xOTBl/NDFhYzM3YWU1NzJi/ZGRlYTJmNTYzYmM2/ODQ4ZS5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}