Cracking Outbound

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.

In 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.

In this episode, you’ll learn:
  • Why top reps generate their own pipeline
  • What to look for in your first 50 sales hires
  • What makes pipeline council meetings worth doing
Things to listen for: 
(00:00) Introduction
(01:13) How Becca stayed in seat to $100M+ ARR
(03:01) Adapting your role as the company scales
(06:15) Building outbound systems from day one
(07:42) Keeping the PG culture as you grow
(09:40) Outbound challenges with open source leads
(11:34) Teaching reps to spot real business pain
(13:24) Scaling enablement without losing impact
(19:29) How dbt runs effective pipeline councils
(21:52) Making partner selling actually pay off


What is Cracking Outbound?

If you think outbound is dead, you’re either lying or you’re bad at it.

Quotas keep rising, your people are grinding, and the pipeline isn’t growing. It’s an equation that drives you mad. While everyone wants more opportunities, only a few know how to build an outbound culture that delivers.

I’m Todd Busler, former VP of Sales, now co-founder of Champify, and I’ve spent my career sharpening how to build a company pipeline that’s self-sufficient.

On this show, I’m talking to sales leaders who have cracked the outbound code. They’ve built an outbound culture beyond their SDRs and scaled repeatable systems that drive real pipeline without relying on hacks.

We’ll break down the winning plays, processes, and frameworks behind growing that outbound muscle to help you get results faster.

No fluff. No hacks. Real strategies from real people who have done it so you can stop guessing and start opening.