Collin Cadmus Podcast

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Jordan Kennedy. Jordan studied finance and investment banking at Wisconsin School of Business and then started his career as a financial consultant at a financial services company and then as an investment associate at a family office. He then jumped into the tech world getting into Business Development and Revenue Leadership for companies like Wunderkind, Sawyer, and Botify until starting his most recent and current venture where he serves today as the Co-founder and CEO of Jump. After experiencing first-hand what it’s like to scale teams through the Growth-at-all-Costs model, Jordan and his co-founders are taking a different approach to building Jump, so I’m particularly excited to get his thoughts and find out how they plan to break the status quo. Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions or feedback. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This stuff really helps to grow the audience. Without further adieu, let’s dive in and get his thoughts.--TOPICS: 00:00:00 Intro 00:02:11 Outbound Sales is Broken 00:09:29 Growth-at-all-Costs 00:20:02 AI in Sales 00:27:10 Sales Quota Attainment 00:33:25 Low average tenure 00:41:08 What is Jump 00:47:35 Jump’s Business Model--QUESTIONS:1. What’s broken with B2B outbound and how did we get here? 2. What are your thoughts on the Growth-at-all-Costs model? 3. What’s your take on AI in sales over the next 5-10 years? 4. What do you think is the reason for low sales quota attainment? 5. What do you think is the cause for 18 month average tenure for VP Sales? 6. What are you building at Jump? 7. How are you funding Jump and what’s the business model?--LINKS:Jump: https://jumprevenue.com Jordan on X: https://x.com/jordanuwkennedy Collin on X: https://x.com/collincadmus Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system Sales Coaching: https://www.collincadmus.com/sales-coaching Founder Coaching: https://www.collincadmus.com/founder-coaching Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast Revenue Growth Blog: https://www.collincadmus.com/blog--Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts.

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Adam Liebman, my first VP of Sales who hired me out of my retail job at CVS and trained me into becoming a top salesperson at SinglePlatform. Adam graduated from the University of Missouri-Columbia in 2008 and then started his career in sales at Yext, which was founded by Howard Lerman who I interviewed in episode 15. He was then recruited out of Yext to become the VP of Sales at SinglePlatform, which was founded by Wiley Cerilli who I interviewed in episode 2. Adam led sales at SinglePlatform from its infancy to being acquired for $100 million by Constant Contact and not only taught me how to prospect and sell, but then taught me how to take over the hiring and training of salespeople at SinglePlatform which launched my career into sales leadership. After SinglePlatform Adam founded a social app called Squad, which aimed to help groups of people make plans and meet up in major cities, similar to Tinder, but for friend groups. After Squad Adam went back to sales leadership at Flexport, Seated, and RenoFi, until landing his most recent and current position as VP of Inside Sales at Steno. Adam has also served as a consultant, advisor, and investor to dozens of top startups. Needless to say, he’s done a lot and it’s been a long time since we last spoke, so I’m excited to catch up on his journey and get his thoughts on all that’s changing in B2B sales. Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions or feedback. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This stuff really helps to grow the audience. Without further adieu, let’s dive in.--TOPICS:00:00:00 Intro 00:02:18 SinglePlatform 00:04:15 Squad 00:13:41 Back to Sales Leadership 00:21:18 Picking an Employer 00:23:57 What’s Changed in Sales 00:34:40 Growth-at-all-Costs 00:39:39 AI in Sales 00:44:34 What is Steno 00:47:01 Sales Model at Steno 00:55:48 Jobs at Steno--QUESTIONS:1. Can you give an overview of what you built at SinglePlatform and how it led to founding Squad? 2. What was it like founding a consumer app like Squad? What happened? What did you learn? 3. After tremendous success at SinglePlatform, what was it like going back to sales leadership? 4. Every company is different, how do you pick the right company to lead sales for? 5. What has changed the most in sales since the SinglePlatform days? Has your process evolved? 6. What are your thoughts on Growth-at-all-Costs vs aiming for efficiency and profitability? 7. What’s your take on AI in sales over the next 5-10 years? 8. What is Steno? 9. What’s the sales model and process look like at Steno? 10. What roles are you hiring for and who should apply?--LINKS:Steno: https://steno.com Adam on X: https://x.com/AdamLiebman Collin on X: https://x.com/collincadmus Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system Sales Coaching: https://www.collincadmus.com/sales-coaching Founder Coaching: https://www.collincadmus.com/founder-coaching Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast Revenue Growth Blog: https://www.collincadmus.com/blog--Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts.

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Lori Richardson. Lori finished high school at 16 and went to the University of Washington where she received her degree in education. She then became a teacher but was quickly discouraged by the limited earning potential and found her way into B2B sales where the sky's the limit. She started at the bottom in SDR and BDR roles, became a full-cycle rep, and then worked in sales leadership for over 18 years before launching her sales strategy firm, Score More Sales, where she helps mid-sized technology, distribution, and services companies grow front-line revenues. She’s a widely known and respected voice in the community, the host of the Women Sales Pros podcast, an advisor to many companies, and a Sales Coach at Harvard Business School, so I’m excited to get her thoughts on all that’s changing in B2B sales and find out what she thinks is working and what isn’t as we prepare for 2025 and beyond. Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions or feedback. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This stuff really helps to grow the audience. Without further adieu, let’s dive in and get her thoughts.--TOPICS:00:00:00 Intro 00:01:57 Outbound Sales is Broken 00:10:33 Growth-at-all-Cost 00:18:48 AI in Sales 00:23:14 Sales Quota Attainment 00:28:11 Data for Growth 00:36:01 Tactics That Work 00:40:04 Best Sales Tools 00:41:50 Score More Sales 00:50:20 Women in Sales Scholarship--QUESTIONS:1. What’s broken with B2B outbound and how did we get here? 2. What’s happening to the Growth-at-all-Cost model? 3. What’s your take on AI in sales over the next 5-10 years? 4. What do you think is the reason for low sales quota attainment? 5. How should sales orgs be using data to fuel growth? 6. What tactics actually work today for outbound? 7. What are the best sales tools for reps today? 8. What is Score More Sales and who should check it out? 9. What is the Women in Sales scholarship you’re working on?--LINKS:Women in Sales Scholarship: https://hhs.purdue.edu/wp-content/uploads/2024/01/2023-Barbara-Giamanco-Memorial-Scholarship-1.pdf Sales Education Foundation: https://salesfoundation.org Lori's Book: https://a.co/d/2F4prM8 Score More Sales: https://www.scoremoresales.com Lori on X: https://x.com/scoremoresales Collin on X: https://x.com/collincadmus Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system Sales Coaching: https://www.collincadmus.com/sales-coaching Founder Coaching: https://www.collincadmus.com/founder-coaching Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast Revenue Growth Blog: https://www.collincadmus.com/blog--Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts.

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Jen Allen-Knuth. Jen graduated from Penn State University in 2003 and then started her career as an Account Analyst for CEB, where she spent over 14 years crushing her way up the ladder through 8 different sales positions including large enterprise. After CEB Jen spent the next 4 years closing enterprise deals for Challenger, before founding her most recent and current venture DemandJen, where she delivers keynotes and workshops to help sales teams generate pipeline and defeat the buyer status quo. I’ve been following her content on LinkedIn for a long time, if you’re not already, you should too, and I’m excited to get her thoughts on all that’s changing in B2B sales and find out what she thinks is working and what isn’t for generating pipeline in 2024 and beyond. Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions or feedback. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This stuff really helps to grow the audience. Without further adieu, let’s dive in and get her thoughts.--TOPICS:00:00:00 Intro 00:02:46 Outbound Sales is Broken 00:05:51 Growth-at-all-Cost 00:13:51 AI in Sales 00:23:47 Sales Quota Attainment 00:34:13 Quality vs Quantity 00:43:00 Tactics That Work 00:50:28 Best Sales Tools 00:54:59 DemandJen--QUESTIONS:1. What’s broken with B2B outbound and how did we get here? 2. What’s happening to the Growth-at-all-Cost model? 3. What’s your take on AI in sales over the next 5-10 years? 4. What do you think is the reason for low sales quota attainment? 5. Should reps focus on quality or quantity for outbound? 6. What tactics actually work today for outbound? 7. What are the best sales tools in your stack? 8. What is DemandJen?--LINKS:DemandJen: https://demandjen.com Jen on X: https://x.com/demandjenallen Collin on X: https://x.com/collincadmus Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system Sales Coaching: https://www.collincadmus.com/sales-coaching Founder Coaching: https://www.collincadmus.com/founder-coaching Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast Revenue Growth Blog: https://www.collincadmus.com/blog--Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing. Available on: YouTube, Rumble, Spotify, and Apple Podcasts.