{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":4.62,"endTime":6.75,"body":"And welcome to"},{"speaker":"Matt Wolach","startTime":4.62,"endTime":6.75,"body":"Scale Your SaaS. Thank you very"},{"speaker":"Matt Wolach","startTime":6.75,"endTime":9.45,"body":"much for being here. I am"},{"speaker":"Matt Wolach","startTime":6.75,"endTime":9.45,"body":"delighted to have you here"},{"speaker":"Matt Wolach","startTime":9.45,"endTime":12.81,"body":"because we are going to help you"},{"speaker":"Matt Wolach","startTime":9.45,"endTime":12.81,"body":"scale your SaaS. That's exactly"},{"speaker":"Matt Wolach","startTime":12.81,"endTime":15.12,"body":"what we're here for on this"},{"speaker":"Matt Wolach","startTime":12.81,"endTime":15.12,"body":"show. If this is your first"},{"speaker":"Matt Wolach","startTime":15.12,"endTime":17.67,"body":"time, we want to make sure you"},{"speaker":"Matt Wolach","startTime":15.12,"endTime":17.67,"body":"generate a whole ton of leads,"},{"speaker":"Matt Wolach","startTime":17.67,"endTime":19.62,"body":"we want to make sure you know"},{"speaker":"Matt Wolach","startTime":17.67,"endTime":19.62,"body":"how to close those leads, and"},{"speaker":"Matt Wolach","startTime":19.62,"endTime":22.98,"body":"you understand how to scale a"},{"speaker":"Matt Wolach","startTime":19.62,"endTime":22.98,"body":"team who can do this for you. If"},{"speaker":"Matt Wolach","startTime":22.98,"endTime":26.07,"body":"you don't not want that leave"},{"speaker":"Matt Wolach","startTime":22.98,"endTime":26.07,"body":"right now. But if you do want"},{"speaker":"Matt Wolach","startTime":26.07,"endTime":29.1,"body":"that, hit the subscribe button."},{"speaker":"Matt Wolach","startTime":26.07,"endTime":29.1,"body":"That way, you'll get all of our"},{"speaker":"Matt Wolach","startTime":29.1,"endTime":32.31,"body":"episodes so you understand the"},{"speaker":"Matt Wolach","startTime":29.1,"endTime":32.31,"body":"best ways to scale your SaaS and"},{"speaker":"Matt Wolach","startTime":32.52,"endTime":34.32,"body":"you're going to learn from the"},{"speaker":"Matt Wolach","startTime":32.52,"endTime":34.32,"body":"best in the industry. We bring"},{"speaker":"Matt Wolach","startTime":34.35,"endTime":37.29,"body":"experts on every week who can"},{"speaker":"Matt Wolach","startTime":34.35,"endTime":37.29,"body":"share their expertise with you"},{"speaker":"Matt Wolach","startTime":37.29,"endTime":39.96,"body":"and give you their knowledge."},{"speaker":"Matt Wolach","startTime":37.29,"endTime":39.96,"body":"And one of those experts. This"},{"speaker":"Matt Wolach","startTime":39.96,"endTime":42.81,"body":"guy's amazing. I've got Gabe"},{"speaker":"Matt Wolach","startTime":39.96,"endTime":42.81,"body":"Lullo with me, Gabe, how you"},{"speaker":"Matt Wolach","startTime":42.81,"endTime":43.17,"body":"doing?"},{"speaker":"Gabe Lullo","startTime":43.92,"endTime":46.05,"body":"Doing awesome, Matt."},{"speaker":"Gabe Lullo","startTime":43.92,"endTime":46.05,"body":"I'm a First off, I'm a huge fan"},{"speaker":"Gabe Lullo","startTime":46.05,"endTime":48.9,"body":"of yours. I'm a huge fan of the"},{"speaker":"Gabe Lullo","startTime":46.05,"endTime":48.9,"body":"podcast, and I love what you do."},{"speaker":"Gabe Lullo","startTime":48.93,"endTime":51.09,"body":"And I'm really excited to be"},{"speaker":"Gabe Lullo","startTime":48.93,"endTime":51.09,"body":"here. So thanks for having me."},{"speaker":"Matt Wolach","startTime":51.66,"endTime":53.7,"body":"Oh, that's awesome."},{"speaker":"Matt Wolach","startTime":51.66,"endTime":53.7,"body":"Making my day gave already. I"},{"speaker":"Matt Wolach","startTime":53.7,"endTime":56.55,"body":"appreciate that. I'm super glad"},{"speaker":"Matt Wolach","startTime":53.7,"endTime":56.55,"body":"to have you here. What you've"},{"speaker":"Matt Wolach","startTime":56.55,"endTime":58.44,"body":"been doing has been really"},{"speaker":"Matt Wolach","startTime":56.55,"endTime":58.44,"body":"phenomenal. And I've been"},{"speaker":"Matt Wolach","startTime":58.44,"endTime":61.02,"body":"watching from afar. So I'm glad"},{"speaker":"Matt Wolach","startTime":58.44,"endTime":61.02,"body":"to meet you and glad to jump"},{"speaker":"Matt Wolach","startTime":61.02,"endTime":64.17,"body":"into this. And I want to just"},{"speaker":"Matt Wolach","startTime":61.02,"endTime":64.17,"body":"make sure everybody knows who"},{"speaker":"Matt Wolach","startTime":64.17,"endTime":66.81,"body":"you are and what you're doing."},{"speaker":"Matt Wolach","startTime":64.17,"endTime":66.81,"body":"So Gabe, he's the CEO at"},{"speaker":"Matt Wolach","startTime":66.84,"endTime":71.04,"body":"Alleyoop.io. And basically, this"},{"speaker":"Matt Wolach","startTime":66.84,"endTime":71.04,"body":"guy is the man he has trained"},{"speaker":"Matt Wolach","startTime":71.04,"endTime":75.0,"body":"over 8000 salespeople across"},{"speaker":"Matt Wolach","startTime":71.04,"endTime":75.0,"body":"diverse businesses. And during"},{"speaker":"Matt Wolach","startTime":75.0,"endTime":78.15,"body":"his tenure at Allianz, he's"},{"speaker":"Matt Wolach","startTime":75.0,"endTime":78.15,"body":"personally hired and manage more"},{"speaker":"Matt Wolach","startTime":78.15,"endTime":81.42,"body":"than 1500 SDRS (Sales"},{"speaker":"Matt Wolach","startTime":78.15,"endTime":81.42,"body":"Development Rep). That's a lot"},{"speaker":"Matt Wolach","startTime":81.42,"endTime":84.36,"body":"folks. And with over two decades"},{"speaker":"Matt Wolach","startTime":81.42,"endTime":84.36,"body":"of experience in sales,"},{"speaker":"Matt Wolach","startTime":84.36,"endTime":87.12,"body":"marketing and executive"},{"speaker":"Matt Wolach","startTime":84.36,"endTime":87.12,"body":"recruitment, his strategies have"},{"speaker":"Matt Wolach","startTime":87.12,"endTime":90.48,"body":"significantly driven alliums"},{"speaker":"Matt Wolach","startTime":87.12,"endTime":90.48,"body":"growth and shaped its corporate"},{"speaker":"Matt Wolach","startTime":90.48,"endTime":94.56,"body":"culture. Alleyoop.io helps"},{"speaker":"Matt Wolach","startTime":90.48,"endTime":94.56,"body":"companies maximize ROI through"},{"speaker":"Matt Wolach","startTime":94.56,"endTime":98.28,"body":"lead generation, relationship"},{"speaker":"Matt Wolach","startTime":94.56,"endTime":98.28,"body":"management, event support and"},{"speaker":"Matt Wolach","startTime":98.28,"endTime":100.98,"body":"marketing. So Gabe absolutely"},{"speaker":"Matt Wolach","startTime":98.28,"endTime":100.98,"body":"knows his stuff. And we're"},{"speaker":"Matt Wolach","startTime":100.98,"endTime":102.57,"body":"delighted to have him. Thanks"},{"speaker":"Matt Wolach","startTime":100.98,"endTime":102.57,"body":"for being here. Gabe."},{"speaker":"Gabe Lullo","startTime":103.38,"endTime":105.09,"body":"Thank you so much,"},{"speaker":"Gabe Lullo","startTime":103.38,"endTime":105.09,"body":"Matt. Yeah, it's gonna be a"},{"speaker":"Gabe Lullo","startTime":105.09,"endTime":107.76,"body":"great show. We're really proud"},{"speaker":"Gabe Lullo","startTime":105.09,"endTime":107.76,"body":"of what we've done over the last"},{"speaker":"Gabe Lullo","startTime":107.79,"endTime":111.18,"body":"15 years. And we're really"},{"speaker":"Gabe Lullo","startTime":107.79,"endTime":111.18,"body":"excited, you know, Ally has been"},{"speaker":"Gabe Lullo","startTime":111.21,"endTime":115.44,"body":"a phenomenal leader in the"},{"speaker":"Gabe Lullo","startTime":111.21,"endTime":115.44,"body":"marketplace. And we're growing"},{"speaker":"Gabe Lullo","startTime":115.92,"endTime":118.56,"body":"aggressively right now. And so"},{"speaker":"Gabe Lullo","startTime":115.92,"endTime":118.56,"body":"we're having a lot of fun doing"},{"speaker":"Gabe Lullo","startTime":118.56,"endTime":118.77,"body":"it"},{"speaker":"Matt Wolach","startTime":119.46,"endTime":121.62,"body":"is always super"},{"speaker":"Matt Wolach","startTime":119.46,"endTime":121.62,"body":"fun. I want to go back, though,"},{"speaker":"Matt Wolach","startTime":121.62,"endTime":123.69,"body":"how did it all get started?"},{"speaker":"Matt Wolach","startTime":121.62,"endTime":123.69,"body":"Where did you come from?"},{"speaker":"Gabe Lullo","startTime":124.35,"endTime":127.77,"body":"Yeah, for sure. So I"},{"speaker":"Gabe Lullo","startTime":124.35,"endTime":127.77,"body":"actually own my own executive"},{"speaker":"Gabe Lullo","startTime":127.77,"endTime":130.38,"body":"staffing firm right out of"},{"speaker":"Gabe Lullo","startTime":127.77,"endTime":130.38,"body":"school, and did that for 10"},{"speaker":"Gabe Lullo","startTime":130.38,"endTime":134.67,"body":"years and was on the road all"},{"speaker":"Gabe Lullo","startTime":130.38,"endTime":134.67,"body":"the time. And so my personal"},{"speaker":"Gabe Lullo","startTime":134.67,"endTime":137.28,"body":"story is funny, I actually was"},{"speaker":"Gabe Lullo","startTime":134.67,"endTime":137.28,"body":"looking for a company I was"},{"speaker":"Gabe Lullo","startTime":137.28,"endTime":140.13,"body":"about to be a dad and I had need"},{"speaker":"Gabe Lullo","startTime":137.28,"endTime":140.13,"body":"to be not on the road all the"},{"speaker":"Gabe Lullo","startTime":140.13,"endTime":144.45,"body":"time. And so I found a company"},{"speaker":"Gabe Lullo","startTime":140.13,"endTime":144.45,"body":"called inside sales team. And if"},{"speaker":"Gabe Lullo","startTime":144.45,"endTime":147.18,"body":"you judge a book by its cover,"},{"speaker":"Gabe Lullo","startTime":144.45,"endTime":147.18,"body":"that's exactly what it is."},{"speaker":"Gabe Lullo","startTime":147.18,"endTime":149.37,"body":"Right? That literally was the"},{"speaker":"Gabe Lullo","startTime":147.18,"endTime":149.37,"body":"name of the company, two"},{"speaker":"Gabe Lullo","startTime":149.37,"endTime":153.06,"body":"brothers started it. And they"},{"speaker":"Gabe Lullo","startTime":149.37,"endTime":153.06,"body":"were doing full cycle sales,"},{"speaker":"Gabe Lullo","startTime":153.09,"endTime":159.39,"body":"outsource full cycle sales"},{"speaker":"Gabe Lullo","startTime":153.09,"endTime":159.39,"body":"teams. And they saw the industry"},{"speaker":"Gabe Lullo","startTime":159.39,"endTime":162.81,"body":"developing this role called SDR."},{"speaker":"Gabe Lullo","startTime":159.39,"endTime":162.81,"body":"And that's really obviously it"},{"speaker":"Gabe Lullo","startTime":162.81,"endTime":166.14,"body":"was born in the SaaS and tech"},{"speaker":"Gabe Lullo","startTime":162.81,"endTime":166.14,"body":"world, small company called"},{"speaker":"Gabe Lullo","startTime":166.14,"endTime":170.88,"body":"discover org contacted them and"},{"speaker":"Gabe Lullo","startTime":166.14,"endTime":170.88,"body":"now zoominfo and said they need"},{"speaker":"Gabe Lullo","startTime":171.06,"endTime":175.29,"body":"their first two ever SDRS to"},{"speaker":"Gabe Lullo","startTime":171.06,"endTime":175.29,"body":"join that team. And I was one of"},{"speaker":"Gabe Lullo","startTime":175.29,"endTime":177.69,"body":"those people. So I came on board"},{"speaker":"Gabe Lullo","startTime":175.29,"endTime":177.69,"body":"and said, Hey, I'm going to do"},{"speaker":"Gabe Lullo","startTime":177.69,"endTime":182.82,"body":"inside sales, we created a new"},{"speaker":"Gabe Lullo","startTime":177.69,"endTime":182.82,"body":"program rebranded to Alleyoop."},{"speaker":"Gabe Lullo","startTime":182.88,"endTime":187.5,"body":"And we've doubled down on the"},{"speaker":"Gabe Lullo","startTime":182.88,"endTime":187.5,"body":"SDR function for the last decade"},{"speaker":"Gabe Lullo","startTime":187.53,"endTime":194.4,"body":"and moved up to CEO got to the"},{"speaker":"Gabe Lullo","startTime":187.53,"endTime":194.4,"body":"CEO role last year. And we are"},{"speaker":"Gabe Lullo","startTime":194.43,"endTime":195.54,"body":"doing some great things."},{"speaker":"Gabe Lullo","startTime":196.2,"endTime":199.08,"body":"Can we just talk real quick"},{"speaker":"Gabe Lullo","startTime":196.2,"endTime":199.08,"body":"about I mean, I hope everybody"},{"speaker":"Gabe Lullo","startTime":199.08,"endTime":202.23,"body":"just heard he kind of skim"},{"speaker":"Gabe Lullo","startTime":199.08,"endTime":202.23,"body":"through that because he's very"},{"speaker":"Gabe Lullo","startTime":202.23,"endTime":207.42,"body":"modest. And he's such a badass,"},{"speaker":"Gabe Lullo","startTime":202.23,"endTime":207.42,"body":"but you went from SDR to CEO, I"},{"speaker":"Gabe Lullo","startTime":207.42,"endTime":209.82,"body":"want to hear about that journey."},{"speaker":"Gabe Lullo","startTime":207.42,"endTime":209.82,"body":"That's incredible."},{"speaker":"Gabe Lullo","startTime":210.51,"endTime":215.4,"body":"Yeah, for sure. Um, you know, I"},{"speaker":"Gabe Lullo","startTime":210.51,"endTime":215.4,"body":"took a step back, you know, from"},{"speaker":"Gabe Lullo","startTime":215.4,"endTime":217.95,"body":"running a staffing firm to come"},{"speaker":"Gabe Lullo","startTime":215.4,"endTime":217.95,"body":"into this company, you know, I"},{"speaker":"Gabe Lullo","startTime":217.95,"endTime":221.1,"body":"humbled myself, and I said, Hey,"},{"speaker":"Gabe Lullo","startTime":217.95,"endTime":221.1,"body":"listen, in order for me to be"},{"speaker":"Gabe Lullo","startTime":221.1,"endTime":224.52,"body":"home and be close, I need to"},{"speaker":"Gabe Lullo","startTime":221.1,"endTime":224.52,"body":"start over in order for me to"},{"speaker":"Gabe Lullo","startTime":225.45,"endTime":228.36,"body":"help co lead this company, I"},{"speaker":"Gabe Lullo","startTime":225.45,"endTime":228.36,"body":"needed to really do the role."},{"speaker":"Gabe Lullo","startTime":228.6,"endTime":231.93,"body":"And I never recruited for SDRS,"},{"speaker":"Gabe Lullo","startTime":228.6,"endTime":231.93,"body":"before I was recruiting for"},{"speaker":"Gabe Lullo","startTime":231.93,"endTime":235.59,"body":"executives. And so you may say,"},{"speaker":"Gabe Lullo","startTime":231.93,"endTime":235.59,"body":"Oh, it's a lot easier to recruit"},{"speaker":"Gabe Lullo","startTime":235.59,"endTime":239.58,"body":"for maybe a lower pain or more"},{"speaker":"Gabe Lullo","startTime":235.59,"endTime":239.58,"body":"entry level role. But it's a"},{"speaker":"Gabe Lullo","startTime":239.58,"endTime":243.63,"body":"very different world, right. And"},{"speaker":"Gabe Lullo","startTime":239.58,"endTime":243.63,"body":"so I said to the founder, I"},{"speaker":"Gabe Lullo","startTime":243.63,"endTime":246.45,"body":"said, Hey, if I can come in and"},{"speaker":"Gabe Lullo","startTime":243.63,"endTime":246.45,"body":"prove myself and show you what I"},{"speaker":"Gabe Lullo","startTime":246.45,"endTime":249.45,"body":"got, I'd love to build you a"},{"speaker":"Gabe Lullo","startTime":246.45,"endTime":249.45,"body":"team. And that was his goal is"},{"speaker":"Gabe Lullo","startTime":249.45,"endTime":253.71,"body":"they really wanted to build a"},{"speaker":"Gabe Lullo","startTime":249.45,"endTime":253.71,"body":"huge SDR function. And so within"},{"speaker":"Gabe Lullo","startTime":253.71,"endTime":258.93,"body":"90 days, I was at the director"},{"speaker":"Gabe Lullo","startTime":253.71,"endTime":258.93,"body":"of people role moved up to VP"},{"speaker":"Gabe Lullo","startTime":258.96,"endTime":261.93,"body":"and then I did leave the company"},{"speaker":"Gabe Lullo","startTime":258.96,"endTime":261.93,"body":"to do what you've done. I"},{"speaker":"Gabe Lullo","startTime":261.93,"endTime":265.41,"body":"actually ran a software company"},{"speaker":"Gabe Lullo","startTime":261.93,"endTime":265.41,"body":"for two and a half years. And"},{"speaker":"Gabe Lullo","startTime":265.74,"endTime":268.38,"body":"the founder called me up and"},{"speaker":"Gabe Lullo","startTime":265.74,"endTime":268.38,"body":"said, Hey, I'm looking to take a"},{"speaker":"Gabe Lullo","startTime":268.38,"endTime":271.65,"body":"step back and get another"},{"speaker":"Gabe Lullo","startTime":268.38,"endTime":271.65,"body":"businesses and kind of semi"},{"speaker":"Gabe Lullo","startTime":271.65,"endTime":274.95,"body":"retire here. He's got five kids."},{"speaker":"Gabe Lullo","startTime":271.65,"endTime":274.95,"body":"And so I said, Okay, what's"},{"speaker":"Gabe Lullo","startTime":274.95,"endTime":278.19,"body":"what's, what's the call about?"},{"speaker":"Gabe Lullo","startTime":274.95,"endTime":278.19,"body":"And he said, Will you come run"},{"speaker":"Gabe Lullo","startTime":278.19,"endTime":281.67,"body":"the company for me? And so it"},{"speaker":"Gabe Lullo","startTime":278.19,"endTime":281.67,"body":"came back and that was two and a"},{"speaker":"Gabe Lullo","startTime":281.67,"endTime":282.33,"body":"half years ago."},{"speaker":"Matt Wolach","startTime":283.47,"endTime":285.6,"body":"Such a cool"},{"speaker":"Matt Wolach","startTime":283.47,"endTime":285.6,"body":"journey. I love that and I'm"},{"speaker":"Matt Wolach","startTime":285.6,"endTime":288.12,"body":"sure along the way, you've just"},{"speaker":"Matt Wolach","startTime":285.6,"endTime":288.12,"body":"gained an immense amount of"},{"speaker":"Matt Wolach","startTime":288.12,"endTime":289.2,"body":"experience and knowledge."},{"speaker":"Gabe Lullo","startTime":290.01,"endTime":292.32,"body":"Yeah, I mean, it's"},{"speaker":"Gabe Lullo","startTime":290.01,"endTime":292.32,"body":"the clients we get to work with."},{"speaker":"Gabe Lullo","startTime":292.32,"endTime":295.14,"body":"What's interesting about our"},{"speaker":"Gabe Lullo","startTime":292.32,"endTime":295.14,"body":"space is we you know, have"},{"speaker":"Gabe Lullo","startTime":295.14,"endTime":298.2,"body":"really been the founding SDR"},{"speaker":"Gabe Lullo","startTime":295.14,"endTime":298.2,"body":"team for some of the most iconic"},{"speaker":"Gabe Lullo","startTime":298.2,"endTime":302.88,"body":"brands that everyone's heard of"},{"speaker":"Gabe Lullo","startTime":298.2,"endTime":302.88,"body":"And we, as Alleyoop, the whole"},{"speaker":"Gabe Lullo","startTime":302.88,"endTime":305.91,"body":"point of the name, right? We're"},{"speaker":"Gabe Lullo","startTime":302.88,"endTime":305.91,"body":"basketball fans for sure. But"},{"speaker":"Gabe Lullo","startTime":306.24,"endTime":310.92,"body":"it's the it's the concept of, we"},{"speaker":"Gabe Lullo","startTime":306.24,"endTime":310.92,"body":"do the perfect set, we set it up"},{"speaker":"Gabe Lullo","startTime":310.92,"endTime":314.7,"body":"perfectly for the client to come"},{"speaker":"Gabe Lullo","startTime":310.92,"endTime":314.7,"body":"in and slam dunk and get the"},{"speaker":"Gabe Lullo","startTime":314.7,"endTime":318.09,"body":"crowd and get the win and, and"},{"speaker":"Gabe Lullo","startTime":314.7,"endTime":318.09,"body":"be the deal. And that is our"},{"speaker":"Gabe Lullo","startTime":318.09,"endTime":321.06,"body":"approach to the market and ad"},{"speaker":"Gabe Lullo","startTime":318.09,"endTime":321.06,"body":"industry truly the definition of"},{"speaker":"Gabe Lullo","startTime":321.06,"endTime":325.32,"body":"an SDR role, right. And so, you"},{"speaker":"Gabe Lullo","startTime":321.06,"endTime":325.32,"body":"know, companies like zoominfo,"},{"speaker":"Gabe Lullo","startTime":325.59,"endTime":330.66,"body":"outreach.io, SalesLoft,"},{"speaker":"Gabe Lullo","startTime":325.59,"endTime":330.66,"body":"RingCentral, Adobe sign, front"},{"speaker":"Gabe Lullo","startTime":330.66,"endTime":334.77,"body":"spin, Orem, all of those"},{"speaker":"Gabe Lullo","startTime":330.66,"endTime":334.77,"body":"companies, and many, many more,"},{"speaker":"Gabe Lullo","startTime":334.83,"endTime":338.94,"body":"we are their founding SDR team,"},{"speaker":"Gabe Lullo","startTime":334.83,"endTime":338.94,"body":"no one knows it. But you know,"},{"speaker":"Gabe Lullo","startTime":338.94,"endTime":341.82,"body":"we were the ones that started"},{"speaker":"Gabe Lullo","startTime":338.94,"endTime":341.82,"body":"those SDR teams. And now they've"},{"speaker":"Gabe Lullo","startTime":342.15,"endTime":345.3,"body":"brought that in house. And we"},{"speaker":"Gabe Lullo","startTime":342.15,"endTime":345.3,"body":"help facilitate that process as"},{"speaker":"Gabe Lullo","startTime":345.3,"endTime":348.3,"body":"well. So, yeah, a little bit of"},{"speaker":"Gabe Lullo","startTime":345.3,"endTime":348.3,"body":"our brag book, but definitely"},{"speaker":"Gabe Lullo","startTime":348.3,"endTime":351.72,"body":"something that we've been"},{"speaker":"Gabe Lullo","startTime":348.3,"endTime":351.72,"body":"excited to do over the last"},{"speaker":"Gabe Lullo","startTime":351.75,"endTime":352.32,"body":"decade."},{"speaker":"Matt Wolach","startTime":352.86,"endTime":354.63,"body":"Yeah, that's"},{"speaker":"Matt Wolach","startTime":352.86,"endTime":354.63,"body":"phenomenal. I mean, those are"},{"speaker":"Matt Wolach","startTime":354.63,"endTime":357.81,"body":"some awesome logos to be able to"},{"speaker":"Matt Wolach","startTime":354.63,"endTime":357.81,"body":"tie your hat to. And I think if"},{"speaker":"Matt Wolach","startTime":357.81,"endTime":359.79,"body":"you think about if everybody"},{"speaker":"Matt Wolach","startTime":357.81,"endTime":359.79,"body":"looks at that, like those are"},{"speaker":"Matt Wolach","startTime":359.79,"endTime":363.78,"body":"some great companies now. But if"},{"speaker":"Matt Wolach","startTime":359.79,"endTime":363.78,"body":"they didn't have those initial"},{"speaker":"Matt Wolach","startTime":363.78,"endTime":367.02,"body":"wins back when they were trying"},{"speaker":"Matt Wolach","startTime":363.78,"endTime":367.02,"body":"to build and they may not have"},{"speaker":"Matt Wolach","startTime":367.02,"endTime":369.69,"body":"ever gotten there, and how many"},{"speaker":"Matt Wolach","startTime":367.02,"endTime":369.69,"body":"companies could have been"},{"speaker":"Matt Wolach","startTime":369.69,"endTime":372.21,"body":"amazing if they just could have"},{"speaker":"Matt Wolach","startTime":369.69,"endTime":372.21,"body":"gotten over that initial hump."},{"speaker":"Matt Wolach","startTime":372.21,"endTime":376.38,"body":"So what I want to ask you, Gabe"},{"speaker":"Matt Wolach","startTime":372.21,"endTime":376.38,"body":"is, why do so many leaders,"},{"speaker":"Matt Wolach","startTime":376.41,"endTime":379.92,"body":"especially in the software world"},{"speaker":"Matt Wolach","startTime":376.41,"endTime":379.92,"body":"struggle when trying to build an"},{"speaker":"Matt Wolach","startTime":379.92,"endTime":382.11,"body":"SDR team from the ground up? Why"},{"speaker":"Matt Wolach","startTime":379.92,"endTime":382.11,"body":"are they hurting?"},{"speaker":"Gabe Lullo","startTime":383.04,"endTime":385.23,"body":"Yeah. And Vic, the"},{"speaker":"Gabe Lullo","startTime":383.04,"endTime":385.23,"body":"founder lead said, I was asked"},{"speaker":"Gabe Lullo","startTime":385.23,"endTime":388.89,"body":"this question last week. And it"},{"speaker":"Gabe Lullo","startTime":385.23,"endTime":388.89,"body":"was interesting. People are"},{"speaker":"Gabe Lullo","startTime":388.89,"endTime":391.98,"body":"always thinking, Oh, as a"},{"speaker":"Gabe Lullo","startTime":388.89,"endTime":391.98,"body":"founder, I need to hire a VP of"},{"speaker":"Gabe Lullo","startTime":391.98,"endTime":395.19,"body":"sales. And that VP of sales will"},{"speaker":"Gabe Lullo","startTime":391.98,"endTime":395.19,"body":"do everything, build everything"},{"speaker":"Gabe Lullo","startTime":395.19,"endTime":399.51,"body":"and run it and self just as good"},{"speaker":"Gabe Lullo","startTime":395.19,"endTime":399.51,"body":"as me. The reality is, is that's"},{"speaker":"Gabe Lullo","startTime":399.51,"endTime":405.51,"body":"not my approach. I recommend"},{"speaker":"Gabe Lullo","startTime":399.51,"endTime":405.51,"body":"building an SDR function by for"},{"speaker":"Gabe Lullo","startTime":405.51,"endTime":410.22,"body":"us, of course, for you as the"},{"speaker":"Gabe Lullo","startTime":405.51,"endTime":410.22,"body":"founder and getting you the"},{"speaker":"Gabe Lullo","startTime":410.22,"endTime":412.32,"body":"ability, because you're going to"},{"speaker":"Gabe Lullo","startTime":410.22,"endTime":412.32,"body":"be the best salesperson. Now if"},{"speaker":"Gabe Lullo","startTime":412.32,"endTime":414.3,"body":"you're a founder that you're a"},{"speaker":"Gabe Lullo","startTime":412.32,"endTime":414.3,"body":"product guy, and you're a"},{"speaker":"Gabe Lullo","startTime":414.3,"endTime":417.45,"body":"developer like and your sales is"},{"speaker":"Gabe Lullo","startTime":414.3,"endTime":417.45,"body":"not your strong suit. No"},{"speaker":"Gabe Lullo","startTime":417.45,"endTime":423.33,"body":"offense, let's just get out of"},{"speaker":"Gabe Lullo","startTime":417.45,"endTime":423.33,"body":"the way. But if you can go ahead"},{"speaker":"Gabe Lullo","startTime":423.33,"endTime":425.55,"body":"and truly articulate the"},{"speaker":"Gabe Lullo","startTime":423.33,"endTime":425.55,"body":"message, you're going to be able"},{"speaker":"Gabe Lullo","startTime":425.55,"endTime":429.0,"body":"to sell better than anyone else."},{"speaker":"Gabe Lullo","startTime":425.55,"endTime":429.0,"body":"So let's funnel those meetings"},{"speaker":"Gabe Lullo","startTime":429.0,"endTime":433.35,"body":"and not have you prospect into"},{"speaker":"Gabe Lullo","startTime":429.0,"endTime":433.35,"body":"your calendar to get to a point"},{"speaker":"Gabe Lullo","startTime":433.35,"endTime":436.2,"body":"where we know product market"},{"speaker":"Gabe Lullo","startTime":433.35,"endTime":436.2,"body":"fit. We know the metrics, we"},{"speaker":"Gabe Lullo","startTime":436.2,"endTime":440.73,"body":"know the KPIs, we know all the"},{"speaker":"Gabe Lullo","startTime":436.2,"endTime":440.73,"body":"predictable revenue numbers. But"},{"speaker":"Gabe Lullo","startTime":440.73,"endTime":444.66,"body":"most importantly, we then have"},{"speaker":"Gabe Lullo","startTime":440.73,"endTime":444.66,"body":"the revenue to then facilitate"},{"speaker":"Gabe Lullo","startTime":444.69,"endTime":447.57,"body":"that VP of sales, because here's"},{"speaker":"Gabe Lullo","startTime":444.69,"endTime":447.57,"body":"what's going to happen. The"},{"speaker":"Gabe Lullo","startTime":447.57,"endTime":450.24,"body":"first thing that VP of sales is"},{"speaker":"Gabe Lullo","startTime":447.57,"endTime":450.24,"body":"going to say after you hire them"},{"speaker":"Gabe Lullo","startTime":450.24,"endTime":453.42,"body":"is I need a team of SDRS. And so"},{"speaker":"Gabe Lullo","startTime":450.24,"endTime":453.42,"body":"you're going to do it anyway."},{"speaker":"Gabe Lullo","startTime":453.45,"endTime":455.88,"body":"But it's just going to cost you"},{"speaker":"Gabe Lullo","startTime":453.45,"endTime":455.88,"body":"a lot more money to do it. So I"},{"speaker":"Gabe Lullo","startTime":455.88,"endTime":459.06,"body":"would say if that's what you're"},{"speaker":"Gabe Lullo","startTime":455.88,"endTime":459.06,"body":"questioning when you're starting"},{"speaker":"Gabe Lullo","startTime":459.06,"endTime":462.24,"body":"up, that's how I would recommend"},{"speaker":"Gabe Lullo","startTime":459.06,"endTime":462.24,"body":"doing it. And by the way, you"},{"speaker":"Gabe Lullo","startTime":462.24,"endTime":465.0,"body":"know, Henry shuck was in the"},{"speaker":"Gabe Lullo","startTime":462.24,"endTime":465.0,"body":"rotation when we were booking"},{"speaker":"Gabe Lullo","startTime":465.0,"endTime":468.33,"body":"meetings. So I can and he was"},{"speaker":"Gabe Lullo","startTime":465.0,"endTime":468.33,"body":"just talking about that on a"},{"speaker":"Gabe Lullo","startTime":468.33,"endTime":472.11,"body":"podcast, we could go on SaaStr."},{"speaker":"Gabe Lullo","startTime":468.33,"endTime":472.11,"body":"So I can tell you for sure, that"},{"speaker":"Gabe Lullo","startTime":472.11,"endTime":475.8,"body":"that those founders of those"},{"speaker":"Gabe Lullo","startTime":472.11,"endTime":475.8,"body":"companies were selling just like"},{"speaker":"Gabe Lullo","startTime":475.8,"endTime":476.61,"body":"their AES (Account Executives)"},{"speaker":"Gabe Lullo","startTime":475.8,"endTime":476.61,"body":"were."},{"speaker":"Matt Wolach","startTime":477.33,"endTime":480.45,"body":"Yeah, Henry is the"},{"speaker":"Matt Wolach","startTime":477.33,"endTime":480.45,"body":"CEO and founder of zoominfo,"},{"speaker":"Matt Wolach","startTime":480.45,"endTime":485.31,"body":"just everybody is on the same"},{"speaker":"Matt Wolach","startTime":480.45,"endTime":485.31,"body":"page there. So I  want to touch"},{"speaker":"Matt Wolach","startTime":485.31,"endTime":489.42,"body":"on that because you're preaching"},{"speaker":"Matt Wolach","startTime":485.31,"endTime":489.42,"body":"to the choir here, Gabe. If"},{"speaker":"Matt Wolach","startTime":489.45,"endTime":491.91,"body":"longtime listeners of the show,"},{"speaker":"Matt Wolach","startTime":489.45,"endTime":491.91,"body":"they're like, oh, Matt's told us"},{"speaker":"Matt Wolach","startTime":491.91,"endTime":494.91,"body":"that a long time founder led"},{"speaker":"Matt Wolach","startTime":491.91,"endTime":494.91,"body":"sales is the way to start for"},{"speaker":"Matt Wolach","startTime":494.91,"endTime":499.44,"body":"sure. Because, like Gabe said,"},{"speaker":"Matt Wolach","startTime":494.91,"endTime":499.44,"body":"you sell it better. But then"},{"speaker":"Matt Wolach","startTime":499.44,"endTime":502.98,"body":"also, when you sell first, if"},{"speaker":"Matt Wolach","startTime":499.44,"endTime":502.98,"body":"you're the founder, if you sell"},{"speaker":"Matt Wolach","startTime":502.98,"endTime":506.46,"body":"first, you get so many"},{"speaker":"Matt Wolach","startTime":502.98,"endTime":506.46,"body":"advantages. First of all, you're"},{"speaker":"Matt Wolach","startTime":506.46,"endTime":509.61,"body":"talking directly to your market,"},{"speaker":"Matt Wolach","startTime":506.46,"endTime":509.61,"body":"you can hear what they're"},{"speaker":"Matt Wolach","startTime":509.61,"endTime":512.64,"body":"telling you, which means you can"},{"speaker":"Matt Wolach","startTime":509.61,"endTime":512.64,"body":"develop your product towards"},{"speaker":"Matt Wolach","startTime":512.64,"endTime":515.13,"body":"that market and their needs. You"},{"speaker":"Matt Wolach","startTime":512.64,"endTime":515.13,"body":"can make your marketing"},{"speaker":"Matt Wolach","startTime":515.13,"endTime":518.46,"body":"messaging match what fits for"},{"speaker":"Matt Wolach","startTime":515.13,"endTime":518.46,"body":"them, you can make your sales"},{"speaker":"Matt Wolach","startTime":518.46,"endTime":521.31,"body":"process align with what's going"},{"speaker":"Matt Wolach","startTime":518.46,"endTime":521.31,"body":"to work with your market. So you"},{"speaker":"Matt Wolach","startTime":521.31,"endTime":524.46,"body":"gain so many advantages. That's"},{"speaker":"Matt Wolach","startTime":521.31,"endTime":524.46,"body":"one big thing. But then the"},{"speaker":"Matt Wolach","startTime":524.46,"endTime":529.26,"body":"second one is when you do get"},{"speaker":"Matt Wolach","startTime":524.46,"endTime":529.26,"body":"some capability and you get some"},{"speaker":"Matt Wolach","startTime":529.26,"endTime":532.08,"body":"revenue in place. And you know,"},{"speaker":"Matt Wolach","startTime":529.26,"endTime":532.08,"body":"you can hire somebody to come in"},{"speaker":"Matt Wolach","startTime":532.08,"endTime":535.53,"body":"and run it for you. Well, you"},{"speaker":"Matt Wolach","startTime":532.08,"endTime":535.53,"body":"know if they're doing it right"},{"speaker":"Matt Wolach","startTime":535.53,"endTime":537.99,"body":"or wrong, I talked to so many"},{"speaker":"Matt Wolach","startTime":535.53,"endTime":537.99,"body":"founders, and I'm sure you've"},{"speaker":"Matt Wolach","startTime":537.99,"endTime":540.69,"body":"seen this as well Gabe where"},{"speaker":"Matt Wolach","startTime":537.99,"endTime":540.69,"body":"they're like, Yeah, I just hired"},{"speaker":"Matt Wolach","startTime":540.69,"endTime":543.51,"body":"the VP of sales, like you said,"},{"speaker":"Matt Wolach","startTime":540.69,"endTime":543.51,"body":"but the problem is they don't"},{"speaker":"Matt Wolach","startTime":543.51,"endTime":545.46,"body":"know the market. They don't know"},{"speaker":"Matt Wolach","startTime":543.51,"endTime":545.46,"body":"this or they don't know that or"},{"speaker":"Matt Wolach","startTime":545.46,"endTime":547.89,"body":"they don't know your product or"},{"speaker":"Matt Wolach","startTime":545.46,"endTime":547.89,"body":"your history, your company. And"},{"speaker":"Matt Wolach","startTime":547.89,"endTime":551.88,"body":"they fail and they didn't have a"},{"speaker":"Matt Wolach","startTime":547.89,"endTime":551.88,"body":"good leg to stand on. And so if"},{"speaker":"Matt Wolach","startTime":551.88,"endTime":554.7,"body":"you can hand it off to somebody"},{"speaker":"Matt Wolach","startTime":551.88,"endTime":554.7,"body":"already knowing the process"},{"speaker":"Matt Wolach","startTime":554.73,"endTime":558.39,"body":"already ready to go, it makes it"},{"speaker":"Matt Wolach","startTime":554.73,"endTime":558.39,"body":"so much easier. And you know if"},{"speaker":"Matt Wolach","startTime":558.39,"endTime":560.97,"body":"they're doing it right, because"},{"speaker":"Matt Wolach","startTime":558.39,"endTime":560.97,"body":"you've done it, it's just"},{"speaker":"Matt Wolach","startTime":560.97,"endTime":561.63,"body":"amazing, right?"},{"speaker":"Gabe Lullo","startTime":562.17,"endTime":564.6,"body":"It is I mean we have"},{"speaker":"Gabe Lullo","startTime":562.17,"endTime":564.6,"body":"three pillars here in order"},{"speaker":"Gabe Lullo","startTime":564.63,"endTime":569.58,"body":"people, process, technology. We"},{"speaker":"Gabe Lullo","startTime":564.63,"endTime":569.58,"body":"supply the best SDRs in the"},{"speaker":"Gabe Lullo","startTime":569.58,"endTime":572.07,"body":"world. Why do I say that?"},{"speaker":"Gabe Lullo","startTime":569.58,"endTime":572.07,"body":"Because they have to go through"},{"speaker":"Gabe Lullo","startTime":572.07,"endTime":575.79,"body":"me before they're hired. I mean,"},{"speaker":"Gabe Lullo","startTime":572.07,"endTime":575.79,"body":"many organizations in our space"},{"speaker":"Gabe Lullo","startTime":575.79,"endTime":578.76,"body":"don't have the CEO doing the"},{"speaker":"Gabe Lullo","startTime":575.79,"endTime":578.76,"body":"final interviews for all the"},{"speaker":"Gabe Lullo","startTime":578.76,"endTime":582.39,"body":"SDRS we reason why we do that is"},{"speaker":"Gabe Lullo","startTime":578.76,"endTime":582.39,"body":"because that literally is our"},{"speaker":"Gabe Lullo","startTime":582.39,"endTime":584.79,"body":"product. We don't have widgets,"},{"speaker":"Gabe Lullo","startTime":582.39,"endTime":584.79,"body":"we don't have warehouses, we"},{"speaker":"Gabe Lullo","startTime":584.79,"endTime":587.88,"body":"don't have inventory. We're not"},{"speaker":"Gabe Lullo","startTime":584.79,"endTime":587.88,"body":"a SaaS company. We are a service"},{"speaker":"Gabe Lullo","startTime":587.88,"endTime":591.24,"body":"company. So our SDRS literally"},{"speaker":"Gabe Lullo","startTime":587.88,"endTime":591.24,"body":"are our product, so they have to"},{"speaker":"Gabe Lullo","startTime":591.24,"endTime":593.79,"body":"be best in class. So that's"},{"speaker":"Gabe Lullo","startTime":591.24,"endTime":593.79,"body":"people, but to your point"},{"speaker":"Gabe Lullo","startTime":593.79,"endTime":597.6,"body":"processes is the second thing,"},{"speaker":"Gabe Lullo","startTime":593.79,"endTime":597.6,"body":"and let's figure that process"},{"speaker":"Gabe Lullo","startTime":597.6,"endTime":600.84,"body":"out as a founder led sales"},{"speaker":"Gabe Lullo","startTime":597.6,"endTime":600.84,"body":"organization So we can again,"},{"speaker":"Gabe Lullo","startTime":600.84,"endTime":603.54,"body":"pass that over to a VP of sales,"},{"speaker":"Gabe Lullo","startTime":600.84,"endTime":603.54,"body":"and then they can go execute."},{"speaker":"Gabe Lullo","startTime":603.69,"endTime":606.39,"body":"And then you can go take what"},{"speaker":"Gabe Lullo","startTime":603.69,"endTime":606.39,"body":"you've learned and develop that"},{"speaker":"Gabe Lullo","startTime":606.39,"endTime":609.87,"body":"product or create partnerships"},{"speaker":"Gabe Lullo","startTime":606.39,"endTime":609.87,"body":"or get funding. Another thing to"},{"speaker":"Gabe Lullo","startTime":609.87,"endTime":613.62,"body":"double down is, many clients"},{"speaker":"Gabe Lullo","startTime":609.87,"endTime":613.62,"body":"come to us with zero intention"},{"speaker":"Gabe Lullo","startTime":613.65,"endTime":616.23,"body":"of having revenue and close"},{"speaker":"Gabe Lullo","startTime":613.65,"endTime":616.23,"body":"deals as the number one"},{"speaker":"Gabe Lullo","startTime":616.23,"endTime":619.65,"body":"priority, where it is, what are"},{"speaker":"Gabe Lullo","startTime":616.23,"endTime":619.65,"body":"those metrics? What's the"},{"speaker":"Gabe Lullo","startTime":619.65,"endTime":623.37,"body":"product market fit? What is the"},{"speaker":"Gabe Lullo","startTime":619.65,"endTime":623.37,"body":"market telling your SDRS? Right"},{"speaker":"Gabe Lullo","startTime":623.37,"endTime":626.28,"body":"that I need to know to develop"},{"speaker":"Gabe Lullo","startTime":623.37,"endTime":626.28,"body":"my product, more features do"},{"speaker":"Gabe Lullo","startTime":626.28,"endTime":630.54,"body":"this or that, and then also"},{"speaker":"Gabe Lullo","startTime":626.28,"endTime":630.54,"body":"using those all those metrics"},{"speaker":"Gabe Lullo","startTime":630.54,"endTime":634.95,"body":"and KPIs, to bring it to"},{"speaker":"Gabe Lullo","startTime":630.54,"endTime":634.95,"body":"investors, VCs, and they can go"},{"speaker":"Gabe Lullo","startTime":634.95,"endTime":638.49,"body":"ahead and then fund those"},{"speaker":"Gabe Lullo","startTime":634.95,"endTime":638.49,"body":"companies based on those data"},{"speaker":"Gabe Lullo","startTime":638.52,"endTime":643.86,"body":"points. And that is a super huge"},{"speaker":"Gabe Lullo","startTime":638.52,"endTime":643.86,"body":"overlooked thing, mostly when"},{"speaker":"Gabe Lullo","startTime":643.86,"endTime":647.97,"body":"working with a firm like ours is"},{"speaker":"Gabe Lullo","startTime":643.86,"endTime":647.97,"body":"because all of that information"},{"speaker":"Gabe Lullo","startTime":647.97,"endTime":650.91,"body":"you can use to go get more"},{"speaker":"Gabe Lullo","startTime":647.97,"endTime":650.91,"body":"funding, which is usually what"},{"speaker":"Gabe Lullo","startTime":651.45,"endTime":653.07,"body":"the founders are looking to do"},{"speaker":"Gabe Lullo","startTime":651.45,"endTime":653.07,"body":"anyway, right?"},{"speaker":"Matt Wolach","startTime":653.61,"endTime":655.98,"body":"Yeah for sure. I"},{"speaker":"Matt Wolach","startTime":653.61,"endTime":655.98,"body":"love it. And I know that we"},{"speaker":"Matt Wolach","startTime":655.98,"endTime":658.02,"body":"talked about it earlier in the"},{"speaker":"Matt Wolach","startTime":655.98,"endTime":658.02,"body":"intro, but you've played a"},{"speaker":"Matt Wolach","startTime":658.02,"endTime":662.64,"body":"significant role in training"},{"speaker":"Matt Wolach","startTime":658.02,"endTime":662.64,"body":"8000 Salespeople. What"},{"speaker":"Matt Wolach","startTime":662.64,"endTime":665.28,"body":"principles would you emphasize"},{"speaker":"Matt Wolach","startTime":662.64,"endTime":665.28,"body":"in your training programs, and"},{"speaker":"Matt Wolach","startTime":665.37,"endTime":668.1,"body":"just to make sure that you can"},{"speaker":"Matt Wolach","startTime":665.37,"endTime":668.1,"body":"ensure that success?"},{"speaker":"Gabe Lullo","startTime":669.24,"endTime":670.65,"body":"Well, I'll leave the"},{"speaker":"Gabe Lullo","startTime":669.24,"endTime":670.65,"body":"AE (Account Executive) training"},{"speaker":"Gabe Lullo","startTime":670.65,"endTime":674.52,"body":"to you and I was just doing a"},{"speaker":"Gabe Lullo","startTime":670.65,"endTime":674.52,"body":"post on this and LinkedIn, it'll"},{"speaker":"Gabe Lullo","startTime":674.52,"endTime":677.73,"body":"be coming out next week, as you"},{"speaker":"Gabe Lullo","startTime":674.52,"endTime":677.73,"body":"know, sales development"},{"speaker":"Gabe Lullo","startTime":677.73,"endTime":682.98,"body":"training, and full cycle sales"},{"speaker":"Gabe Lullo","startTime":677.73,"endTime":682.98,"body":"training is very different. And"},{"speaker":"Gabe Lullo","startTime":682.98,"endTime":686.34,"body":"I think a lot of times companies"},{"speaker":"Gabe Lullo","startTime":682.98,"endTime":686.34,"body":"who just you know, bring in an"},{"speaker":"Gabe Lullo","startTime":686.34,"endTime":690.06,"body":"AE, or bring in a VP of sales,"},{"speaker":"Gabe Lullo","startTime":686.34,"endTime":690.06,"body":"full cycle people, and they're"},{"speaker":"Gabe Lullo","startTime":690.06,"endTime":693.45,"body":"the ones responsible to train"},{"speaker":"Gabe Lullo","startTime":690.06,"endTime":693.45,"body":"the SDRS, like leave the full"},{"speaker":"Gabe Lullo","startTime":693.45,"endTime":697.11,"body":"cycle sales and closing to you,"},{"speaker":"Gabe Lullo","startTime":693.45,"endTime":697.11,"body":"the sales rep, and leave the SDR"},{"speaker":"Gabe Lullo","startTime":697.11,"endTime":700.35,"body":"type training to experts that"},{"speaker":"Gabe Lullo","startTime":697.11,"endTime":700.35,"body":"are knowing the str function,"},{"speaker":"Gabe Lullo","startTime":700.35,"endTime":703.56,"body":"because getting someone to say"},{"speaker":"Gabe Lullo","startTime":700.35,"endTime":703.56,"body":"yes to a 30 minute appointment"},{"speaker":"Gabe Lullo","startTime":703.59,"endTime":706.62,"body":"is a lot different than being a"},{"speaker":"Gabe Lullo","startTime":703.59,"endTime":706.62,"body":"subject matter expert and sales"},{"speaker":"Gabe Lullo","startTime":706.62,"endTime":710.61,"body":"engineer and closing deals and"},{"speaker":"Gabe Lullo","startTime":706.62,"endTime":710.61,"body":"negotiating contracts, right. So"},{"speaker":"Gabe Lullo","startTime":710.64,"endTime":714.54,"body":"what we do is we focus on a"},{"speaker":"Gabe Lullo","startTime":710.64,"endTime":714.54,"body":"training and fundamentals of how"},{"speaker":"Gabe Lullo","startTime":714.54,"endTime":719.22,"body":"to get people to say yes to a"},{"speaker":"Gabe Lullo","startTime":714.54,"endTime":719.22,"body":"meeting. And just here's a"},{"speaker":"Gabe Lullo","startTime":719.22,"endTime":722.49,"body":"little bit of the secret sauce,"},{"speaker":"Gabe Lullo","startTime":719.22,"endTime":722.49,"body":"we've broken down every SDR"},{"speaker":"Gabe Lullo","startTime":722.49,"endTime":726.93,"body":"objection into 10 categories. So"},{"speaker":"Gabe Lullo","startTime":722.49,"endTime":726.93,"body":"you're going to hear a million"},{"speaker":"Gabe Lullo","startTime":726.93,"endTime":728.67,"body":"things when you're trying to get"},{"speaker":"Gabe Lullo","startTime":726.93,"endTime":728.67,"body":"someone to say yes to an"},{"speaker":"Gabe Lullo","startTime":728.67,"endTime":732.24,"body":"appointment. But we have figured"},{"speaker":"Gabe Lullo","startTime":728.67,"endTime":732.24,"body":"out that we can Rolodex, every"},{"speaker":"Gabe Lullo","startTime":732.24,"endTime":736.14,"body":"single thing you ever hear into"},{"speaker":"Gabe Lullo","startTime":732.24,"endTime":736.14,"body":"10 buckets. So if you can master"},{"speaker":"Gabe Lullo","startTime":736.14,"endTime":739.26,"body":"how to respond to 10"},{"speaker":"Gabe Lullo","startTime":736.14,"endTime":739.26,"body":"conversations, essentially,"},{"speaker":"Gabe Lullo","startTime":739.62,"endTime":742.11,"body":"you're going to increase your"},{"speaker":"Gabe Lullo","startTime":739.62,"endTime":742.11,"body":"batting average of getting"},{"speaker":"Gabe Lullo","startTime":742.11,"endTime":745.29,"body":"meetings on the calendar. So we"},{"speaker":"Gabe Lullo","startTime":742.11,"endTime":745.29,"body":"just have to really respect your"},{"speaker":"Gabe Lullo","startTime":745.29,"endTime":749.16,"body":"role, before you understand how"},{"speaker":"Gabe Lullo","startTime":745.29,"endTime":749.16,"body":"to train for it. Our role, the"},{"speaker":"Gabe Lullo","startTime":749.16,"endTime":752.82,"body":"role of a sales development rep"},{"speaker":"Gabe Lullo","startTime":749.16,"endTime":752.82,"body":"is different than marketing, and"},{"speaker":"Gabe Lullo","startTime":752.82,"endTime":756.78,"body":"more definitely different than"},{"speaker":"Gabe Lullo","startTime":752.82,"endTime":756.78,"body":"sales engineers, AES or even CS"},{"speaker":"Gabe Lullo","startTime":756.78,"endTime":758.7,"body":"(Customer Success). So you just"},{"speaker":"Gabe Lullo","startTime":756.78,"endTime":758.7,"body":"have to treat it differently."},{"speaker":"Gabe Lullo","startTime":758.7,"endTime":759.69,"body":"And that's what we train."},{"speaker":"Matt Wolach","startTime":760.38,"endTime":763.5,"body":"Yeah, I love that."},{"speaker":"Matt Wolach","startTime":760.38,"endTime":763.5,"body":"And it's so cool hearing from an"},{"speaker":"Matt Wolach","startTime":763.5,"endTime":766.53,"body":"expert like yourself about all"},{"speaker":"Matt Wolach","startTime":763.5,"endTime":766.53,"body":"these different things, the 10"},{"speaker":"Matt Wolach","startTime":766.53,"endTime":769.53,"body":"different this and that. And"},{"speaker":"Matt Wolach","startTime":766.53,"endTime":769.53,"body":"that shows that there's so much"},{"speaker":"Matt Wolach","startTime":769.53,"endTime":772.71,"body":"experience and systems behind"},{"speaker":"Matt Wolach","startTime":769.53,"endTime":772.71,"body":"it. That just makes it so"},{"speaker":"Matt Wolach","startTime":772.71,"endTime":775.29,"body":"powerful. I mean, so many times"},{"speaker":"Matt Wolach","startTime":772.71,"endTime":775.29,"body":"I hear people like, I don't"},{"speaker":"Matt Wolach","startTime":775.29,"endTime":777.63,"body":"know, we just hired a guy and"},{"speaker":"Matt Wolach","startTime":775.29,"endTime":777.63,"body":"said, \"Go call some people\". And"},{"speaker":"Matt Wolach","startTime":777.63,"endTime":783.69,"body":"it's just the lack of process,"},{"speaker":"Matt Wolach","startTime":777.63,"endTime":783.69,"body":"compared to what you guys are"},{"speaker":"Matt Wolach","startTime":783.69,"endTime":786.21,"body":"doing is amazing. One thing I"},{"speaker":"Matt Wolach","startTime":783.69,"endTime":786.21,"body":"want to ask you and get your"},{"speaker":"Matt Wolach","startTime":786.21,"endTime":789.81,"body":"take on because I feel really"},{"speaker":"Matt Wolach","startTime":786.21,"endTime":789.81,"body":"strongly about it is I believe"},{"speaker":"Matt Wolach","startTime":789.84,"endTime":794.34,"body":"in within the sales process"},{"speaker":"Matt Wolach","startTime":789.84,"endTime":794.34,"body":"within the sales team specialty"},{"speaker":"Matt Wolach","startTime":794.37,"endTime":797.55,"body":"is critical. Because I have"},{"speaker":"Matt Wolach","startTime":794.37,"endTime":797.55,"body":"these people and they're like,"},{"speaker":"Matt Wolach","startTime":797.85,"endTime":804.6,"body":"So we have a couple of sales"},{"speaker":"Matt Wolach","startTime":797.85,"endTime":804.6,"body":"guys. And either they don't"},{"speaker":"Matt Wolach","startTime":804.6,"endTime":807.06,"body":"generate the leads, or they"},{"speaker":"Matt Wolach","startTime":804.6,"endTime":807.06,"body":"don't work hard to close the"},{"speaker":"Matt Wolach","startTime":807.06,"endTime":809.67,"body":"leads. And I'm like, What are"},{"speaker":"Matt Wolach","startTime":807.06,"endTime":809.67,"body":"they doing everything you want"},{"speaker":"Matt Wolach","startTime":809.67,"endTime":812.64,"body":"them to like generate leads and"},{"speaker":"Matt Wolach","startTime":809.67,"endTime":812.64,"body":"close? And like, yeah, well"},{"speaker":"Matt Wolach","startTime":812.64,"endTime":817.02,"body":"guess what, that's so hard for a"},{"speaker":"Matt Wolach","startTime":812.64,"endTime":817.02,"body":"human brain to do. Like, oh, I'm"},{"speaker":"Matt Wolach","startTime":817.02,"endTime":818.79,"body":"working on this thing. I'm"},{"speaker":"Matt Wolach","startTime":817.02,"endTime":818.79,"body":"trying to solve this, oh, wait,"},{"speaker":"Matt Wolach","startTime":818.79,"endTime":821.67,"body":"now I need to stop and go do"},{"speaker":"Matt Wolach","startTime":818.79,"endTime":821.67,"body":"this other thing. And generate"},{"speaker":"Matt Wolach","startTime":821.67,"endTime":823.56,"body":"leads. And what ends up"},{"speaker":"Matt Wolach","startTime":821.67,"endTime":823.56,"body":"happening is, let's say once"},{"speaker":"Matt Wolach","startTime":823.56,"endTime":825.87,"body":"they get busy, let's say to do a"},{"speaker":"Matt Wolach","startTime":823.56,"endTime":825.87,"body":"great job at generating the"},{"speaker":"Matt Wolach","startTime":825.87,"endTime":828.78,"body":"leads. And then they start"},{"speaker":"Matt Wolach","startTime":825.87,"endTime":828.78,"body":"working on the closing well,"},{"speaker":"Matt Wolach","startTime":828.78,"endTime":830.52,"body":"they're gonna spend more time on"},{"speaker":"Matt Wolach","startTime":828.78,"endTime":830.52,"body":"that. And then they don't"},{"speaker":"Matt Wolach","startTime":830.52,"endTime":833.25,"body":"generate leads, they don't know"},{"speaker":"Matt Wolach","startTime":830.52,"endTime":833.25,"body":"the future. And so having"},{"speaker":"Matt Wolach","startTime":833.25,"endTime":836.46,"body":"someone do all of it from lead"},{"speaker":"Matt Wolach","startTime":833.25,"endTime":836.46,"body":"generation all the way through"},{"speaker":"Matt Wolach","startTime":836.46,"endTime":840.45,"body":"close becomes very, very"},{"speaker":"Matt Wolach","startTime":836.46,"endTime":840.45,"body":"difficult, especially if it"},{"speaker":"Matt Wolach","startTime":840.45,"endTime":844.62,"body":"starts working, which is crazy."},{"speaker":"Matt Wolach","startTime":840.45,"endTime":844.62,"body":"I'm a big believer in specialty"},{"speaker":"Matt Wolach","startTime":844.62,"endTime":846.9,"body":"get somebody purely focused on"},{"speaker":"Matt Wolach","startTime":844.62,"endTime":846.9,"body":"generating leads. So they"},{"speaker":"Matt Wolach","startTime":846.9,"endTime":849.66,"body":"continue to drive the funnel,"},{"speaker":"Matt Wolach","startTime":846.9,"endTime":849.66,"body":"and get somebody purely focused"},{"speaker":"Matt Wolach","startTime":849.66,"endTime":851.1,"body":"on closing those leads. What do"},{"speaker":"Matt Wolach","startTime":849.66,"endTime":851.1,"body":"you think?"},{"speaker":"Gabe Lullo","startTime":852.21,"endTime":854.85,"body":"Yeah, I'm a car guy,"},{"speaker":"Gabe Lullo","startTime":852.21,"endTime":854.85,"body":"right? I like motorcycles. I"},{"speaker":"Gabe Lullo","startTime":854.85,"endTime":857.58,"body":"like cars, like going fast. And"},{"speaker":"Gabe Lullo","startTime":854.85,"endTime":857.58,"body":"I can tell you that when Henry"},{"speaker":"Gabe Lullo","startTime":857.58,"endTime":861.0,"body":"Ford figured out the assembly"},{"speaker":"Gabe Lullo","startTime":857.58,"endTime":861.0,"body":"line, it changed the game. And"},{"speaker":"Gabe Lullo","startTime":861.0,"endTime":863.85,"body":"it's the same process in the"},{"speaker":"Gabe Lullo","startTime":861.0,"endTime":863.85,"body":"sales, right? You know, if"},{"speaker":"Gabe Lullo","startTime":863.85,"endTime":866.58,"body":"you're trying to have a guy"},{"speaker":"Gabe Lullo","startTime":863.85,"endTime":866.58,"body":"build the entire engine, put"},{"speaker":"Gabe Lullo","startTime":866.58,"endTime":870.57,"body":"everything together and do it"},{"speaker":"Gabe Lullo","startTime":866.58,"endTime":870.57,"body":"like they used to. It's just not"},{"speaker":"Gabe Lullo","startTime":870.57,"endTime":874.47,"body":"going to be as effective. And in"},{"speaker":"Gabe Lullo","startTime":870.57,"endTime":874.47,"body":"the same we look at the sales"},{"speaker":"Gabe Lullo","startTime":874.47,"endTime":877.35,"body":"cycle, right or the funnel,"},{"speaker":"Gabe Lullo","startTime":874.47,"endTime":877.35,"body":"however you want to call it. But"},{"speaker":"Gabe Lullo","startTime":877.71,"endTime":880.62,"body":"that's the same process here."},{"speaker":"Gabe Lullo","startTime":877.71,"endTime":880.62,"body":"Let the SDRS focus on"},{"speaker":"Gabe Lullo","startTime":880.62,"endTime":884.16,"body":"prospecting. Let the you know"},{"speaker":"Gabe Lullo","startTime":880.62,"endTime":884.16,"body":"full cycle sales focus on"},{"speaker":"Gabe Lullo","startTime":884.16,"endTime":887.07,"body":"selling and negotiating closing"},{"speaker":"Gabe Lullo","startTime":884.16,"endTime":887.07,"body":"deals. The reality is, is when"},{"speaker":"Gabe Lullo","startTime":887.07,"endTime":890.34,"body":"we meet with teams, and we asked"},{"speaker":"Gabe Lullo","startTime":887.07,"endTime":890.34,"body":"them Do they have an SDR team?"},{"speaker":"Gabe Lullo","startTime":890.34,"endTime":893.13,"body":"They say no. And it's okay"},{"speaker":"Gabe Lullo","startTime":890.34,"endTime":893.13,"body":"great. How many sellers you"},{"speaker":"Gabe Lullo","startTime":893.13,"endTime":895.98,"body":"have, they say 5 And then we"},{"speaker":"Gabe Lullo","startTime":893.13,"endTime":895.98,"body":"interview the sellers. And we"},{"speaker":"Gabe Lullo","startTime":895.98,"endTime":899.13,"body":"ask them what's your percentage"},{"speaker":"Gabe Lullo","startTime":895.98,"endTime":899.13,"body":"of prospecting throughout the"},{"speaker":"Gabe Lullo","startTime":899.13,"endTime":903.48,"body":"day? They're saying 70% Most of"},{"speaker":"Gabe Lullo","startTime":899.13,"endTime":903.48,"body":"the time, they're spending 60 to"},{"speaker":"Gabe Lullo","startTime":903.51,"endTime":906.99,"body":"70% of their day prospecting. So"},{"speaker":"Gabe Lullo","startTime":903.51,"endTime":906.99,"body":"I say, Okay owner of the"},{"speaker":"Gabe Lullo","startTime":906.99,"endTime":911.46,"body":"company, you're having your five"},{"speaker":"Gabe Lullo","startTime":906.99,"endTime":911.46,"body":"sellers spend 70% of their time"},{"speaker":"Gabe Lullo","startTime":911.46,"endTime":915.21,"body":"prospecting. And you're paying"},{"speaker":"Gabe Lullo","startTime":911.46,"endTime":915.21,"body":"them to be closers. You're"},{"speaker":"Gabe Lullo","startTime":915.21,"endTime":917.64,"body":"paying them to be subject matter"},{"speaker":"Gabe Lullo","startTime":915.21,"endTime":917.64,"body":"experts, you're paying them for"},{"speaker":"Gabe Lullo","startTime":917.64,"endTime":921.96,"body":"revenue. They're very, very well"},{"speaker":"Gabe Lullo","startTime":917.64,"endTime":921.96,"body":"paid. And yet they're spending"},{"speaker":"Gabe Lullo","startTime":921.96,"endTime":924.12,"body":"all their time trying to get"},{"speaker":"Gabe Lullo","startTime":921.96,"endTime":924.12,"body":"people to say yes to a demo."},{"speaker":"Gabe Lullo","startTime":924.66,"endTime":929.07,"body":"What are you doing? I mean,"},{"speaker":"Gabe Lullo","startTime":924.66,"endTime":929.07,"body":"there's 790,000 profiles on"},{"speaker":"Gabe Lullo","startTime":929.07,"endTime":933.57,"body":"LinkedIn right now for the for"},{"speaker":"Gabe Lullo","startTime":929.07,"endTime":933.57,"body":"the title of SDR. So still,"},{"speaker":"Gabe Lullo","startTime":933.57,"endTime":936.63,"body":"again, companies even in SaaS,"},{"speaker":"Gabe Lullo","startTime":933.57,"endTime":936.63,"body":"even though this was a position"},{"speaker":"Gabe Lullo","startTime":936.63,"endTime":940.32,"body":"that was born in SaaS, still"},{"speaker":"Gabe Lullo","startTime":936.63,"endTime":940.32,"body":"don't do it, or are doing it"},{"speaker":"Gabe Lullo","startTime":940.32,"endTime":944.94,"body":"wrong, or more importantly, are"},{"speaker":"Gabe Lullo","startTime":940.32,"endTime":944.94,"body":"now wiping out SDR teams and"},{"speaker":"Gabe Lullo","startTime":944.94,"endTime":947.91,"body":"putting that pressure back on"},{"speaker":"Gabe Lullo","startTime":944.94,"endTime":947.91,"body":"the AE teams for economic"},{"speaker":"Gabe Lullo","startTime":947.91,"endTime":952.11,"body":"reasons due to the downturn. And"},{"speaker":"Gabe Lullo","startTime":947.91,"endTime":952.11,"body":"so yeah, there's a better way"},{"speaker":"Gabe Lullo","startTime":952.11,"endTime":955.32,"body":"and it is to your point,"},{"speaker":"Gabe Lullo","startTime":952.11,"endTime":955.32,"body":"specialty, make sure that you"},{"speaker":"Gabe Lullo","startTime":955.32,"endTime":959.52,"body":"know your role, know what you're"},{"speaker":"Gabe Lullo","startTime":955.32,"endTime":959.52,"body":"good at, pass the baton, and do"},{"speaker":"Gabe Lullo","startTime":959.52,"endTime":962.16,"body":"it the right way and put that"},{"speaker":"Gabe Lullo","startTime":959.52,"endTime":962.16,"body":"process to your to your point in"},{"speaker":"Gabe Lullo","startTime":962.16,"endTime":962.61,"body":"place."},{"speaker":"Matt Wolach","startTime":963.48,"endTime":965.85,"body":"I love it. And I"},{"speaker":"Matt Wolach","startTime":963.48,"endTime":965.85,"body":"was actually just working with"},{"speaker":"Matt Wolach","startTime":965.85,"endTime":968.28,"body":"my clients yesterday, and"},{"speaker":"Matt Wolach","startTime":965.85,"endTime":968.28,"body":"something you said very"},{"speaker":"Matt Wolach","startTime":968.28,"endTime":972.99,"body":"important a few minutes ago, a"},{"speaker":"Matt Wolach","startTime":968.28,"endTime":972.99,"body":"lot of times people struggle,"},{"speaker":"Matt Wolach","startTime":973.05,"endTime":977.52,"body":"because they're trying to sell"},{"speaker":"Matt Wolach","startTime":973.05,"endTime":977.52,"body":"the product when doing cold"},{"speaker":"Matt Wolach","startTime":977.52,"endTime":980.04,"body":"outreach, right. So they're"},{"speaker":"Matt Wolach","startTime":977.52,"endTime":980.04,"body":"trying to, hey, we have an"},{"speaker":"Matt Wolach","startTime":980.04,"endTime":982.56,"body":"amazing thing. It's so cool. You"},{"speaker":"Matt Wolach","startTime":980.04,"endTime":982.56,"body":"need to you need to, you know,"},{"speaker":"Matt Wolach","startTime":982.56,"endTime":986.88,"body":"get in and let's talk. And my"},{"speaker":"Matt Wolach","startTime":982.56,"endTime":986.88,"body":"big thing is, don't sell the"},{"speaker":"Matt Wolach","startTime":986.88,"endTime":990.45,"body":"product, just sell the next"},{"speaker":"Matt Wolach","startTime":986.88,"endTime":990.45,"body":"step. And you said it perfectly,"},{"speaker":"Matt Wolach","startTime":990.66,"endTime":993.78,"body":"you said that they're purely"},{"speaker":"Matt Wolach","startTime":990.66,"endTime":993.78,"body":"focused on getting people on to"},{"speaker":"Matt Wolach","startTime":993.78,"endTime":996.15,"body":"a demo. And that's exactly how"},{"speaker":"Matt Wolach","startTime":993.78,"endTime":996.15,"body":"it should be if we think about"},{"speaker":"Matt Wolach","startTime":996.15,"endTime":999.39,"body":"the entire funnel, if you drive"},{"speaker":"Matt Wolach","startTime":996.15,"endTime":999.39,"body":"someone to the website. First of"},{"speaker":"Matt Wolach","startTime":999.39,"endTime":1002.93,"body":"all, if you make an ad like on"},{"speaker":"Matt Wolach","startTime":999.39,"endTime":1002.93,"body":"Google ads, your whole goal is"},{"speaker":"Matt Wolach","startTime":1002.93,"endTime":1005.33,"body":"just to click the link and go to"},{"speaker":"Matt Wolach","startTime":1002.93,"endTime":1005.33,"body":"the website. And then once"},{"speaker":"Matt Wolach","startTime":1005.33,"endTime":1007.79,"body":"they're on the landing page, the"},{"speaker":"Matt Wolach","startTime":1005.33,"endTime":1007.79,"body":"whole goal is to click the CTA."},{"speaker":"Matt Wolach","startTime":1007.79,"endTime":1009.44,"body":"And then once they're at that"},{"speaker":"Matt Wolach","startTime":1007.79,"endTime":1009.44,"body":"next page, the whole goal is to"},{"speaker":"Matt Wolach","startTime":1009.44,"endTime":1011.69,"body":"fill out the information. Now"},{"speaker":"Matt Wolach","startTime":1009.44,"endTime":1011.69,"body":"you don't have to sell the"},{"speaker":"Matt Wolach","startTime":1011.69,"endTime":1014.75,"body":"product, which feels like a big"},{"speaker":"Matt Wolach","startTime":1011.69,"endTime":1014.75,"body":"effort to somebody who's cold,"},{"speaker":"Matt Wolach","startTime":1014.93,"endTime":1018.08,"body":"just sell that next step and"},{"speaker":"Matt Wolach","startTime":1014.93,"endTime":1018.08,"body":"Gabe you you illustrated that"},{"speaker":"Matt Wolach","startTime":1018.08,"endTime":1021.62,"body":"perfectly. Your team is finely"},{"speaker":"Matt Wolach","startTime":1018.08,"endTime":1021.62,"body":"tuned and focused on how do we"},{"speaker":"Matt Wolach","startTime":1021.62,"endTime":1024.53,"body":"just get someone on to the call."},{"speaker":"Matt Wolach","startTime":1021.62,"endTime":1024.53,"body":"Now, when we're on the call,"},{"speaker":"Matt Wolach","startTime":1024.59,"endTime":1026.63,"body":"we're trying to sell the next"},{"speaker":"Matt Wolach","startTime":1024.59,"endTime":1026.63,"body":"step, whether that's looking a"},{"speaker":"Matt Wolach","startTime":1026.66,"endTime":1030.02,"body":"time with the CEO or something"},{"speaker":"Matt Wolach","startTime":1026.66,"endTime":1030.02,"body":"or getting a close whatever it"},{"speaker":"Matt Wolach","startTime":1030.02,"endTime":1033.17,"body":"is. But let's just get that next"},{"speaker":"Matt Wolach","startTime":1030.02,"endTime":1033.17,"body":"step. And it sounds like you"},{"speaker":"Matt Wolach","startTime":1033.17,"endTime":1034.07,"body":"guys are doing that great."},{"speaker":"Gabe Lullo","startTime":1034.79,"endTime":1036.56,"body":"Yeah, there's"},{"speaker":"Gabe Lullo","startTime":1034.79,"endTime":1036.56,"body":"another analogy to double down"},{"speaker":"Gabe Lullo","startTime":1036.56,"endTime":1041.75,"body":"on it. We did a post on it"},{"speaker":"Gabe Lullo","startTime":1036.56,"endTime":1041.75,"body":"recently, too. And this was one"},{"speaker":"Gabe Lullo","startTime":1041.75,"endTime":1043.67,"body":"of the most engaged posts I've"},{"speaker":"Gabe Lullo","startTime":1041.75,"endTime":1043.67,"body":"ever done, because it just"},{"speaker":"Gabe Lullo","startTime":1043.67,"endTime":1047.6,"body":"resonates and it just makes"},{"speaker":"Gabe Lullo","startTime":1043.67,"endTime":1047.6,"body":"sense. The SDR role is the"},{"speaker":"Gabe Lullo","startTime":1047.6,"endTime":1051.17,"body":"trailer to the movie, right? So"},{"speaker":"Gabe Lullo","startTime":1047.6,"endTime":1051.17,"body":"when you watch a trailer to the"},{"speaker":"Gabe Lullo","startTime":1051.17,"endTime":1053.69,"body":"movie, it's punchy, it's fast,"},{"speaker":"Gabe Lullo","startTime":1051.17,"endTime":1053.69,"body":"it's quick, it's high level,"},{"speaker":"Gabe Lullo","startTime":1053.69,"endTime":1058.64,"body":"it's 30 seconds, by the way, and"},{"speaker":"Gabe Lullo","startTime":1053.69,"endTime":1058.64,"body":"it's entire function is to get"},{"speaker":"Gabe Lullo","startTime":1058.64,"endTime":1061.79,"body":"someone to sit down for the"},{"speaker":"Gabe Lullo","startTime":1058.64,"endTime":1061.79,"body":"movie. Now, of course, the demo"},{"speaker":"Gabe Lullo","startTime":1061.79,"endTime":1065.03,"body":"was the movie, right? But the"},{"speaker":"Gabe Lullo","startTime":1061.79,"endTime":1065.03,"body":"reality is, is you don't talk"},{"speaker":"Gabe Lullo","startTime":1065.03,"endTime":1068.06,"body":"about the ending to the movie in"},{"speaker":"Gabe Lullo","startTime":1065.03,"endTime":1068.06,"body":"the trailer, you don't talk"},{"speaker":"Gabe Lullo","startTime":1068.06,"endTime":1070.46,"body":"about everyone dies at the end"},{"speaker":"Gabe Lullo","startTime":1068.06,"endTime":1070.46,"body":"of the movie in the trailer,"},{"speaker":"Gabe Lullo","startTime":1070.55,"endTime":1074.6,"body":"you're ruining the movie. And so"},{"speaker":"Gabe Lullo","startTime":1070.55,"endTime":1074.6,"body":"you don't do that. And that's"},{"speaker":"Gabe Lullo","startTime":1074.6,"endTime":1077.6,"body":"what that process is, is the"},{"speaker":"Gabe Lullo","startTime":1074.6,"endTime":1077.6,"body":"whole point of that role that"},{"speaker":"Gabe Lullo","startTime":1077.6,"endTime":1081.5,"body":"next step is to get them into"},{"speaker":"Gabe Lullo","startTime":1077.6,"endTime":1081.5,"body":"the demo. And the biggest thing"},{"speaker":"Gabe Lullo","startTime":1081.53,"endTime":1084.77,"body":"clients ask us all the time is"},{"speaker":"Gabe Lullo","startTime":1081.53,"endTime":1084.77,"body":"like, Well, how would I know"},{"speaker":"Gabe Lullo","startTime":1084.8,"endTime":1089.03,"body":"that your SDRS will be"},{"speaker":"Gabe Lullo","startTime":1084.8,"endTime":1089.03,"body":"knowledgeable enough about my"},{"speaker":"Gabe Lullo","startTime":1089.03,"endTime":1092.27,"body":"product, to go ahead and bring"},{"speaker":"Gabe Lullo","startTime":1089.03,"endTime":1092.27,"body":"it to market and I will tell"},{"speaker":"Gabe Lullo","startTime":1092.27,"endTime":1095.3,"body":"them two things. One, they will"},{"speaker":"Gabe Lullo","startTime":1092.27,"endTime":1095.3,"body":"be they'll probably be more"},{"speaker":"Gabe Lullo","startTime":1095.3,"endTime":1098.27,"body":"knowledgeable than yours,"},{"speaker":"Gabe Lullo","startTime":1095.3,"endTime":1098.27,"body":"frankly, with with an onboarding"},{"speaker":"Gabe Lullo","startTime":1098.27,"endTime":1102.02,"body":"that we do, but not to be rude,"},{"speaker":"Gabe Lullo","startTime":1098.27,"endTime":1102.02,"body":"I say it, we don't want them to"},{"speaker":"Gabe Lullo","startTime":1102.02,"endTime":1106.07,"body":"be. You don't want an SDR not"},{"speaker":"Gabe Lullo","startTime":1102.02,"endTime":1106.07,"body":"because we don't want to be"},{"speaker":"Gabe Lullo","startTime":1106.07,"endTime":1108.92,"body":"knowledgeable. We don't want"},{"speaker":"Gabe Lullo","startTime":1106.07,"endTime":1108.92,"body":"that call to be filled with"},{"speaker":"Gabe Lullo","startTime":1109.1,"endTime":1111.83,"body":"product, product, product and"},{"speaker":"Gabe Lullo","startTime":1109.1,"endTime":1111.83,"body":"features, features features."},{"speaker":"Gabe Lullo","startTime":1112.07,"endTime":1115.43,"body":"What's the point of booking a"},{"speaker":"Gabe Lullo","startTime":1112.07,"endTime":1115.43,"body":"demo if you're doing the demo in"},{"speaker":"Gabe Lullo","startTime":1115.43,"endTime":1118.73,"body":"the invitation. And by the way,"},{"speaker":"Gabe Lullo","startTime":1115.43,"endTime":1118.73,"body":"they're gonna backfire and never"},{"speaker":"Gabe Lullo","startTime":1118.73,"endTime":1122.0,"body":"sit down and make a judgment"},{"speaker":"Gabe Lullo","startTime":1118.73,"endTime":1122.0,"body":"call and then a decision before"},{"speaker":"Gabe Lullo","startTime":1122.0,"endTime":1124.73,"body":"they even see it. That's like"},{"speaker":"Gabe Lullo","startTime":1122.0,"endTime":1124.73,"body":"saying, I'm not gonna go check"},{"speaker":"Gabe Lullo","startTime":1124.73,"endTime":1127.28,"body":"out a movie and you don't know"},{"speaker":"Gabe Lullo","startTime":1124.73,"endTime":1127.28,"body":"anything about it. And so,"},{"speaker":"Gabe Lullo","startTime":1127.37,"endTime":1130.49,"body":"again, you gauge the interest in"},{"speaker":"Gabe Lullo","startTime":1127.37,"endTime":1130.49,"body":"the demo, not on the on the"},{"speaker":"Gabe Lullo","startTime":1130.49,"endTime":1131.3,"body":"invitation call."},{"speaker":"Matt Wolach","startTime":1132.05,"endTime":1135.2,"body":"Yeah, I love that."},{"speaker":"Matt Wolach","startTime":1132.05,"endTime":1135.2,"body":"This is This is amazing stuff."},{"speaker":"Matt Wolach","startTime":1135.2,"endTime":1138.2,"body":"And unfortunately, we are"},{"speaker":"Matt Wolach","startTime":1135.2,"endTime":1138.2,"body":"getting close. But can you share"},{"speaker":"Matt Wolach","startTime":1138.2,"endTime":1140.75,"body":"some advice? If someone's like,"},{"speaker":"Matt Wolach","startTime":1138.2,"endTime":1140.75,"body":"Okay, this sounds great, I"},{"speaker":"Matt Wolach","startTime":1140.75,"endTime":1143.81,"body":"really need to start thinking"},{"speaker":"Matt Wolach","startTime":1140.75,"endTime":1143.81,"body":"about how I'm going to structure"},{"speaker":"Matt Wolach","startTime":1143.81,"endTime":1146.93,"body":"my sales team on the whole or"},{"speaker":"Matt Wolach","startTime":1143.81,"endTime":1146.93,"body":"build my SDR team and start"},{"speaker":"Matt Wolach","startTime":1146.93,"endTime":1149.33,"body":"doing some good outreach. Can"},{"speaker":"Matt Wolach","startTime":1146.93,"endTime":1149.33,"body":"you share some advice for"},{"speaker":"Matt Wolach","startTime":1149.33,"endTime":1151.76,"body":"somebody who's in that stage"},{"speaker":"Matt Wolach","startTime":1149.33,"endTime":1151.76,"body":"trying to figure this out?"},{"speaker":"Gabe Lullo","startTime":1153.08,"endTime":1156.02,"body":"Well call Matt. So"},{"speaker":"Gabe Lullo","startTime":1153.08,"endTime":1156.02,"body":"you can learn exactly how to how"},{"speaker":"Gabe Lullo","startTime":1156.02,"endTime":1159.47,"body":"to close deals if you're not a"},{"speaker":"Gabe Lullo","startTime":1156.02,"endTime":1159.47,"body":"leader or founder who's been"},{"speaker":"Gabe Lullo","startTime":1159.47,"endTime":1163.16,"body":"closing deals yet. That's that's"},{"speaker":"Gabe Lullo","startTime":1159.47,"endTime":1163.16,"body":"first thing. But second thing is"},{"speaker":"Gabe Lullo","startTime":1163.19,"endTime":1167.66,"body":"really find a team that you want"},{"speaker":"Gabe Lullo","startTime":1163.19,"endTime":1167.66,"body":"to do it in house or find"},{"speaker":"Gabe Lullo","startTime":1167.66,"endTime":1170.87,"body":"something that is going to allow"},{"speaker":"Gabe Lullo","startTime":1167.66,"endTime":1170.87,"body":"you to build a structure around"},{"speaker":"Gabe Lullo","startTime":1171.41,"endTime":1174.38,"body":"the entire process that we've"},{"speaker":"Gabe Lullo","startTime":1171.41,"endTime":1174.38,"body":"been talking about on this call."},{"speaker":"Gabe Lullo","startTime":1174.68,"endTime":1178.37,"body":"You know, putting that process"},{"speaker":"Gabe Lullo","startTime":1174.68,"endTime":1178.37,"body":"in place is so so important. And"},{"speaker":"Gabe Lullo","startTime":1178.4,"endTime":1181.7,"body":"and then also making sure that"},{"speaker":"Gabe Lullo","startTime":1178.4,"endTime":1181.7,"body":"you're using and leveraging best"},{"speaker":"Gabe Lullo","startTime":1181.7,"endTime":1184.79,"body":"in class technology. I think"},{"speaker":"Gabe Lullo","startTime":1181.7,"endTime":1184.79,"body":"that's the third piece to this"},{"speaker":"Gabe Lullo","startTime":1184.79,"endTime":1188.12,"body":"whole puzzle. There's so many"},{"speaker":"Gabe Lullo","startTime":1184.79,"endTime":1188.12,"body":"tools and technology out there"},{"speaker":"Gabe Lullo","startTime":1188.12,"endTime":1190.49,"body":"that it's daunting and"},{"speaker":"Gabe Lullo","startTime":1188.12,"endTime":1190.49,"body":"overwhelming. I mean, most of us"},{"speaker":"Gabe Lullo","startTime":1190.49,"endTime":1193.31,"body":"are all in the technology"},{"speaker":"Gabe Lullo","startTime":1190.49,"endTime":1193.31,"body":"business as software companies,"},{"speaker":"Gabe Lullo","startTime":1193.31,"endTime":1196.16,"body":"right. But at the end of the"},{"speaker":"Gabe Lullo","startTime":1193.31,"endTime":1196.16,"body":"day, you know, you want to make"},{"speaker":"Gabe Lullo","startTime":1196.16,"endTime":1198.62,"body":"sure you're stacking and"},{"speaker":"Gabe Lullo","startTime":1196.16,"endTime":1198.62,"body":"supporting those people"},{"speaker":"Gabe Lullo","startTime":1199.07,"endTime":1201.98,"body":"throughout that process. Test"},{"speaker":"Gabe Lullo","startTime":1199.07,"endTime":1201.98,"body":"too many times we see people,"},{"speaker":"Gabe Lullo","startTime":1202.25,"endTime":1204.17,"body":"you know, come in, like you"},{"speaker":"Gabe Lullo","startTime":1202.25,"endTime":1204.17,"body":"said, hey, they're just making"},{"speaker":"Gabe Lullo","startTime":1204.17,"endTime":1206.99,"body":"calls or, you know, they're"},{"speaker":"Gabe Lullo","startTime":1204.17,"endTime":1206.99,"body":"booking meetings. And, you know,"},{"speaker":"Gabe Lullo","startTime":1206.99,"endTime":1212.0,"body":"here's a list and there's no"},{"speaker":"Gabe Lullo","startTime":1206.99,"endTime":1212.0,"body":"organization. So start small,"},{"speaker":"Gabe Lullo","startTime":1212.33,"endTime":1214.7,"body":"don't fill it with a lot of"},{"speaker":"Gabe Lullo","startTime":1212.33,"endTime":1214.7,"body":"people, because that's when it's"},{"speaker":"Gabe Lullo","startTime":1214.7,"endTime":1218.0,"body":"going to break, and bring in a"},{"speaker":"Gabe Lullo","startTime":1214.7,"endTime":1218.0,"body":"handful of people, but work on"},{"speaker":"Gabe Lullo","startTime":1218.0,"endTime":1220.88,"body":"the process. And then once"},{"speaker":"Gabe Lullo","startTime":1218.0,"endTime":1220.88,"body":"that's done, you can just"},{"speaker":"Gabe Lullo","startTime":1220.88,"endTime":1224.66,"body":"multiply and scale from there,"},{"speaker":"Gabe Lullo","startTime":1220.88,"endTime":1224.66,"body":"that would be my recommendation."},{"speaker":"Matt Wolach","startTime":1225.44,"endTime":1227.3,"body":"I love that it's a"},{"speaker":"Matt Wolach","startTime":1225.44,"endTime":1227.3,"body":"great piece. I'm glad you added"},{"speaker":"Matt Wolach","startTime":1227.3,"endTime":1230.39,"body":"that. I think it's so funny,"},{"speaker":"Matt Wolach","startTime":1227.3,"endTime":1230.39,"body":"because those of us in software"},{"speaker":"Matt Wolach","startTime":1230.39,"endTime":1233.9,"body":"sales know that if you've done"},{"speaker":"Matt Wolach","startTime":1230.39,"endTime":1233.9,"body":"it long enough, you've talked to"},{"speaker":"Matt Wolach","startTime":1233.9,"endTime":1236.3,"body":"teams who are super frustrated,"},{"speaker":"Matt Wolach","startTime":1233.9,"endTime":1236.3,"body":"because they have bad"},{"speaker":"Matt Wolach","startTime":1236.3,"endTime":1238.22,"body":"technology. That's why we come"},{"speaker":"Matt Wolach","startTime":1236.3,"endTime":1238.22,"body":"in to try and help them with"},{"speaker":"Matt Wolach","startTime":1238.22,"endTime":1242.21,"body":"whatever we're trying to sell."},{"speaker":"Matt Wolach","startTime":1238.22,"endTime":1242.21,"body":"And so we sometimes forget about"},{"speaker":"Matt Wolach","startTime":1242.24,"endTime":1245.78,"body":"our own team might have that"},{"speaker":"Matt Wolach","startTime":1242.24,"endTime":1245.78,"body":"same experience with what we're"},{"speaker":"Matt Wolach","startTime":1245.78,"endTime":1248.48,"body":"giving them. And it's so"},{"speaker":"Matt Wolach","startTime":1245.78,"endTime":1248.48,"body":"frustrating for somebody on a"},{"speaker":"Matt Wolach","startTime":1248.48,"endTime":1251.36,"body":"team to be using bad technology."},{"speaker":"Matt Wolach","startTime":1248.48,"endTime":1251.36,"body":"And so you're absolutely right,"},{"speaker":"Matt Wolach","startTime":1251.36,"endTime":1254.51,"body":"if you can get them leveled up"},{"speaker":"Matt Wolach","startTime":1251.36,"endTime":1254.51,"body":"on the technology side, all the"},{"speaker":"Matt Wolach","startTime":1254.51,"endTime":1254.9,"body":"better."},{"speaker":"Gabe Lullo","startTime":1256.07,"endTime":1260.45,"body":"Yep, absolutely. And"},{"speaker":"Gabe Lullo","startTime":1256.07,"endTime":1260.45,"body":"inspect what you expect, you"},{"speaker":"Gabe Lullo","startTime":1260.45,"endTime":1263.27,"body":"know, make sure that part of"},{"speaker":"Gabe Lullo","startTime":1260.45,"endTime":1263.27,"body":"that technology piece is giving"},{"speaker":"Gabe Lullo","startTime":1263.27,"endTime":1266.15,"body":"you those reports and those data"},{"speaker":"Gabe Lullo","startTime":1263.27,"endTime":1266.15,"body":"points to make data driven"},{"speaker":"Gabe Lullo","startTime":1266.15,"endTime":1270.14,"body":"decisions. Don't trust your gut"},{"speaker":"Gabe Lullo","startTime":1266.15,"endTime":1270.14,"body":"on this one. You know, this is"},{"speaker":"Gabe Lullo","startTime":1270.14,"endTime":1273.32,"body":"about data driven decisions."},{"speaker":"Gabe Lullo","startTime":1270.14,"endTime":1273.32,"body":"It's about a repeatable process."},{"speaker":"Gabe Lullo","startTime":1273.5,"endTime":1277.13,"body":"And it's about you know, being"},{"speaker":"Gabe Lullo","startTime":1273.5,"endTime":1277.13,"body":"fanatical about the metrics. And"},{"speaker":"Gabe Lullo","startTime":1277.46,"endTime":1280.07,"body":"once you're there, you could do"},{"speaker":"Gabe Lullo","startTime":1277.46,"endTime":1280.07,"body":"with two people, right? You"},{"speaker":"Gabe Lullo","startTime":1280.07,"endTime":1282.98,"body":"could do with literally two"},{"speaker":"Gabe Lullo","startTime":1280.07,"endTime":1282.98,"body":"people seller and an AE, once"},{"speaker":"Gabe Lullo","startTime":1282.98,"endTime":1286.1,"body":"you're there, or sorry, an SDR"},{"speaker":"Gabe Lullo","startTime":1282.98,"endTime":1286.1,"body":"and an AE. And then you go from"},{"speaker":"Gabe Lullo","startTime":1286.4,"endTime":1291.02,"body":"wherever you want to go. I think"},{"speaker":"Gabe Lullo","startTime":1286.4,"endTime":1291.02,"body":"zoominfo has over 600 SDRS right"},{"speaker":"Gabe Lullo","startTime":1291.02,"endTime":1294.71,"body":"now, just SDR. So you can see"},{"speaker":"Gabe Lullo","startTime":1291.02,"endTime":1294.71,"body":"how how that goes."},{"speaker":"Matt Wolach","startTime":1296.87,"endTime":1298.88,"body":"Yeah for sure."},{"speaker":"Matt Wolach","startTime":1296.87,"endTime":1298.88,"body":"Okay, well, this has been"},{"speaker":"Matt Wolach","startTime":1298.91,"endTime":1301.43,"body":"amazing, Gabe, and I've really"},{"speaker":"Matt Wolach","startTime":1298.91,"endTime":1301.43,"body":"loved it. And by the way, if"},{"speaker":"Matt Wolach","startTime":1301.43,"endTime":1303.71,"body":"you're out there like hey, what"},{"speaker":"Matt Wolach","startTime":1301.43,"endTime":1303.71,"body":"do I do? I'm not sure how to"},{"speaker":"Matt Wolach","startTime":1303.71,"endTime":1306.68,"body":"handle this hole SDR thing, call"},{"speaker":"Matt Wolach","startTime":1303.71,"endTime":1306.68,"body":"gate like you need to get in"},{"speaker":"Matt Wolach","startTime":1306.68,"endTime":1309.47,"body":"touch with Gabe and Alleyoop"},{"speaker":"Matt Wolach","startTime":1306.68,"endTime":1309.47,"body":"because they are the experts at"},{"speaker":"Matt Wolach","startTime":1309.47,"endTime":1311.84,"body":"it, they can make this happen."},{"speaker":"Matt Wolach","startTime":1309.47,"endTime":1311.84,"body":"So Gabe, what's the best way for"},{"speaker":"Matt Wolach","startTime":1311.84,"endTime":1313.85,"body":"our audience to learn more about"},{"speaker":"Matt Wolach","startTime":1311.84,"endTime":1313.85,"body":"you and tell you?"},{"speaker":"Gabe Lullo","startTime":1315.11,"endTime":1318.26,"body":"I'm hyper responsive"},{"speaker":"Gabe Lullo","startTime":1315.11,"endTime":1318.26,"body":"on LinkedIn. So reach out to me,"},{"speaker":"Gabe Lullo","startTime":1318.29,"endTime":1322.49,"body":"Gabriel Lullo on LinkedIn, I"},{"speaker":"Gabe Lullo","startTime":1318.29,"endTime":1322.49,"body":"respond to every direct message."},{"speaker":"Gabe Lullo","startTime":1323.12,"endTime":1325.97,"body":"Good, bad or ugly. So if you're"},{"speaker":"Gabe Lullo","startTime":1323.12,"endTime":1325.97,"body":"pitching me, you got to give it"},{"speaker":"Gabe Lullo","startTime":1325.97,"endTime":1329.33,"body":"a good one. But, and then of"},{"speaker":"Gabe Lullo","startTime":1325.97,"endTime":1329.33,"body":"course, our website Alleyoop.io"},{"speaker":"Matt Wolach","startTime":1331.07,"endTime":1332.63,"body":"Okay, perfect."},{"speaker":"Matt Wolach","startTime":1331.07,"endTime":1332.63,"body":"We'll put all that in the show"},{"speaker":"Matt Wolach","startTime":1332.63,"endTime":1334.76,"body":"notes. So if you're watching or"},{"speaker":"Matt Wolach","startTime":1332.63,"endTime":1334.76,"body":"listening, definitely check that"},{"speaker":"Matt Wolach","startTime":1334.76,"endTime":1337.19,"body":"out. So you can see all that"},{"speaker":"Matt Wolach","startTime":1334.76,"endTime":1337.19,"body":"good stuff. But Gabe, this has"},{"speaker":"Matt Wolach","startTime":1337.19,"endTime":1339.29,"body":"been fantastic. Thanks so much"},{"speaker":"Matt Wolach","startTime":1337.19,"endTime":1339.29,"body":"for coming on and sharing all"},{"speaker":"Matt Wolach","startTime":1339.29,"endTime":1339.83,"body":"your knowledge."},{"speaker":"Gabe Lullo","startTime":1340.73,"endTime":1342.41,"body":"Thank you so much,"},{"speaker":"Gabe Lullo","startTime":1340.73,"endTime":1342.41,"body":"Matt. It's been a pleasure."},{"speaker":"Matt Wolach","startTime":1343.25,"endTime":1345.05,"body":"Likewise. and"},{"speaker":"Matt Wolach","startTime":1343.25,"endTime":1345.05,"body":"everybody out there thank you"},{"speaker":"Matt Wolach","startTime":1345.05,"endTime":1348.05,"body":"for being here. Make sure that"},{"speaker":"Matt Wolach","startTime":1345.05,"endTime":1348.05,"body":"if you like this, if you thought"},{"speaker":"Matt Wolach","startTime":1348.05,"endTime":1350.09,"body":"this was awesome, not only"},{"speaker":"Matt Wolach","startTime":1348.05,"endTime":1350.09,"body":"subscribe, but we're looking for"},{"speaker":"Matt Wolach","startTime":1350.09,"endTime":1352.91,"body":"reviews as well go ahead and put"},{"speaker":"Matt Wolach","startTime":1350.09,"endTime":1352.91,"body":"a review in there. I will be"},{"speaker":"Matt Wolach","startTime":1352.91,"endTime":1355.7,"body":"very grateful to but also other"},{"speaker":"Matt Wolach","startTime":1352.91,"endTime":1355.7,"body":"people who are looking for"},{"speaker":"Matt Wolach","startTime":1355.7,"endTime":1359.03,"body":"helpful content they will be"},{"speaker":"Matt Wolach","startTime":1355.7,"endTime":1359.03,"body":"grateful to as well. So thank"},{"speaker":"Matt Wolach","startTime":1359.03,"endTime":1361.37,"body":"you for being here. We'll see"},{"speaker":"Matt Wolach","startTime":1359.03,"endTime":1361.37,"body":"you next time. Take care"}]}