The ultimate SDR success guide with Arely Brattin and John Karsant
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In this episode of Bold Calling, host Adam Sockel is joined by Arely Brattin, SDR Manager at Orum, and John Karsant, Founder & CEO of Level Up Leads, to dive deep into the art and science of SDR management. They discuss the most effective strategies for onboarding, training, measuring success, and retaining top SDR talent—plus the evolving role of AI and the shift toward revenue-focused performance metrics. Whether you're an SDR leader, a sales rep, or a sales enablement professional, this conversation is packed with actionable insights to help you level up your sales development game....
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Calling with context with Ernest Owusu and Daisy Chung
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In this episode of Bold Calling, host Adam Sockel is joined by two industry heavyweights—Daisy Chung from Orum and Ernest Owusu from 6sense—to break down why context matters in cold calling. They share insights on using intent data, personalization, and AI-driven automation to drive better conversations and higher conversion rates. 🚀 Key takeaway: Buyers today expect more thoughtful, informed outreach, and sellers who call with context are the ones winning meetings. What You'll Learn in This Episode: ✅ Does context actually matter in cold calls? Ernest and Daisy debate the balance...
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Self-reliant sourcing with Nick Cegelski and Allie Brotherton
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In this episode of Bold Calling, Adam Sockel sits down with Allie Brotherton, Senior Sales Manager at Orum, and Nick Cegelski, co-host of 30 Minutes to President’s Club and co-author of Cold Calling Sucks and That’s Why It Works. Together, they dive into the increasingly critical topic of self-sourcing for account executives. From actionable tips to thoughtful strategies, this episode is a masterclass for any AE looking to take control of their pipeline. What You’ll Learn in This Episode: Why self-sourcing is no longer optional for AEs in today’s sales landscape. The importance of...
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Nurturing beyond the sequence
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Welcome to the latest episode of Bold Calling, Orum's award-winning podcast. Today, we're explore modern demand generation and the art of nurturing leads effectively with two demand generation leaders: Sarah Reece, Head of DemandGen at Orum, and Chris Miller, Head of DemandGen at Warmly. Key Topics Covered: 1. Redefining Nurturing Sarah’s hot take: “Nurturing used to mean dumping low-quality leads into email workflows. Today, it’s about resonating with your ICP and partnering with sales.” Chris’s perspective: “Nurturing is a continuation of the brand experience. It’s about...
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It's time to Hop(p) on the damn phone!
Bold Calling
On this week's episode of the award winning Bold Calling podcast, host Adam Sockel sits down with Kevin Hopp, founder of Hopp Consulting Group and CEO of Calling Culture, to discuss why cold calling remains a powerful tool in a world obsessed with automation and AI. Kevin shares his candid insights on the current state of sales development, debunking the myth that cold calling is a thing of the past. They delve into the nuances of outbound strategies, the role of AI in sales, and why businesses need to embrace a calling-first mindset for real human connection. Key Takeaways Cold Calling...
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Michael Maximoff on the evolution of the SDR
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In this episode of Bold Calling, Adam sits down with Michael Maximoff, founder of Belkins, to explore the evolving world of sales development and how SDR roles are shifting amidst advancements in AI, automation, and omnichannel strategies. They dive into findings, touching on the increased demand for SDRs, shifts in sales pipeline responsibilities, and the critical alignment of sales and marketing functions. Key Topics Discussed: The Changing SDR Role Michael shares insights on how SDRs are becoming growth specialists who strategically build omnichannel outreach strategies rather than...
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Troy Barter wants you to start opening doors to more closed-won
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In this episode of Bold Calling, Adam Sockel sits down with Troy Barter, Head of Revenue at Rocket Shipping, to dive into the nitty-gritty of sales development. Troy brings his extensive sales experience, from door-to-door hustle to tech sales strategy, to offer hard-hitting insights on the evolution of the SDR role, the power of resilience, and the real impact of sales development. Key Highlights: The Value of Perspective in Sales Development: Troy draws a powerful comparison between door-to-door sales and tech sales, emphasizing the “grit advantage” that field experience brings to...
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Building Relationships and Discipline with Joe Fontana
Bold Calling
In this episode of Bold Calling, presented by Orum, Adam Sockel sits down with Joe Fontana, the North American Sales Director for BuyerForesight, for a dynamic discussion on building high-performing sales teams, the importance of sales and marketing alignment, and how discipline plays a key role in sales success. With decades of experience in both leading and consulting for sales teams across a variety of industries, Joe brings a wealth of insights into the often-overlooked fundamentals of sales—human connection and discipline. Key Takeaways from the Episode: The Power of Simplicity in...
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Leslie Venetz needs y'all to stop making sales about you!
Bold Calling
In this episode of Bold Calling, Adam Sockel is joined by Leslie Venetz to dive deep into sales development strategies for 2025, backed by insights from Orum’s second annual State of Sales Development report. Leslie, with her years of expertise in sales, shares actionable advice on improving outbound strategies, reducing customer acquisition costs (CAC), and shortening sales cycles. Leslie stresses the importance of an omnichannel approach to outbound sales, explaining how a multi-touch, multi-channel, and multi-media strategy is essential to meeting prospects where they are. The episode...
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Charles Needham on the economics of selling
Bold Calling
In this episode of Bold Calling, presented by Orum, we sit down with Charles Needham, Manager of Revenue Operations and Business Development at Fetch. Charles shares his fascinating journey from Wall Street and private equity to leading sales development teams. He explains how his background in economics gives him a unique lens through which he approaches sales, helping his teams become more efficient and strategic in their outreach efforts. Charles breaks down the role of risk in sales development, challenging the traditional focus on relationship-building. He argues that reducing uncertainty...
info_outlineOn this week's episode of the award winning Bold Calling podcast, host Adam Sockel sits down with Kevin Hopp, founder of Hopp Consulting Group and CEO of Calling Culture, to discuss why cold calling remains a powerful tool in a world obsessed with automation and AI.
Kevin shares his candid insights on the current state of sales development, debunking the myth that cold calling is a thing of the past. They delve into the nuances of outbound strategies, the role of AI in sales, and why businesses need to embrace a calling-first mindset for real human connection.
Key Takeaways
- Cold Calling Renaissance: Despite AI and automation trends, Kevin argues that cold calling remains irreplaceable for genuine, high-value conversations.
- Smaller Budgets, Smarter Strategies: As outbound budgets shrink, teams are optimizing their approach by focusing on impactful cold calling over bulk outreach methods.
- Efficient Pre-call Research: Kevin believes most reps over-prepare, wasting hours on unnecessary details. The key? Know the core business problem and solution.
- Data-Driven Insights: Capturing and leveraging call outcomes—beyond just booked meetings—is essential for informing CRM strategies and account-based marketing.
- Future of Sales Development: While AI tools may evolve, they’re not replacing the human element anytime soon. Sales is still about people selling to people.
Memorable Quotes
- “Cold calling ain’t dead. The more confusing outbound gets, the more valuable a straightforward phone call becomes.” — Kevin Hopp
- “Reps need way less research than they think. Focus on the business problem and solution—it’s all that matters.”
- “The tools are getting smarter, but the human connection of a live conversation on the phone can’t be replaced.”
Why Listen?
If you're navigating the ever-changing landscape of sales development or wondering how AI will shape outbound, this episode is packed with actionable advice. Kevin Hopp’s expertise is a must-hear for SDRs, managers, and sales leaders who want to embrace smarter, human-centered strategies.
Resources Mentioned
- Hopp Consulting Group
- Kevin’s TikTok-style sales tips on LinkedIn
Connect with Us
- Host: Adam Sockel on LinkedIn
- Guest: Kevin Hopp on LinkedIn
- Presented by Orum, the #1 dialer for sales teams in 2025!
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