Most outbound messaging gets ignored, Reps miss their quota, and the pipeline suffers. Why is this happening?
Meredith Chandler, Head of Sales at
Aligned,
joins Todd Busler to analyze and discuss what it takes to build outbound that actually performs. With experience at Samsara, Spiff, and pclub.io, she shares how her team uses PLG signals to drive pipeline, why reps should build their own 90-day plans, and how coaching shifts from scripts to scorecards.
Join us in this episode as she shares all her tips to help sales reps’ outbound messaging reach their goals.
In this episode, you’ll learn:
- How to coach reps to build and own their own 90-day plans
- What makes outbound messaging stand out in crowded inboxes
- How to use PLG signals and swarm tactics to generate a pipeline
Things to listen for:
(
01:49) Why selling sales tech is different
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03:20) Building outbound from scratch at multiple startups
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06:14) How she hit 76% open and 16% booking rates
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07:23) Using swarm tactics and memes to drive engagement
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09:02) Turning PLG signals into coordinated outbound
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10:57) Prioritizing leads with intent scoring
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12:07) Aligning BDRs, marketing, and RevOps for plays that convert
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15:36) How she creates a high-performance culture
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17:11) Coaching reps to think beyond the CRM
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18:41) Onboarding reps to 150% quota in their first quarter
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20:02) The biggest mistake in most onboarding plans
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24:58) Why reps must own their 90-day plan
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26:38) Peer coaching and personalized growth paths
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28:04) How business acumen drives performance
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29:30) Why she coaches outside her day job
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31:47) Misconceptions about digital sales rooms
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33:43) Selling in a new category without getting outsold
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.