From SDR to Sales Leader
Bold Calling
Featuring Kevin Nguyen & Brayton Riley Host: Adam Sockel | Presented by Orum Episode Overview In this episode of Bold Calling, we’re joined by two standout Orumites who’ve made the leap from SDRs to sales leaders: Kevin Nguyen, now an AE, and Brayton Riley, now a Team Lead. Host Adam Sockel guides a candid and insightful conversation about their career progression, leadership philosophies, and the lessons they’ve learned along the way. If you’ve ever wondered what it takes to rise in sales, lead your peers, or just show up better every day—this one’s for you. 🔑 Key Topics...
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Enablement without the eyerolls with Colin Specter
Bold Calling
An award-winning podcast presented by Orum Episode Summary In this episode of Bold Calling, host Adam Sockel sits down with Colin Specter, SVP of Revenue at Orum, to talk about sales enablement that actually works—without the usual eye rolls from sales reps. They dive into how sales and marketing can align, how to create content that gets used, and the best ways to drive accountability in a fast-paced sales organization. Along the way, Adam and Colin swap stories, challenge assumptions, and share real-world strategies that any sales and marketing team can implement today. Key Takeaways &...
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The ultimate SDR success guide with Arely Brattin and John Karsant
Bold Calling
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
Bold Calling
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
Bold Calling
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
Bold Calling
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
Bold Calling
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
Bold Calling
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...
info_outlineIn 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 funnel math and setting realistic self-sourcing goals.
- The power of cold calling and how it complements email and LinkedIn outreach.
- How to use time blocking to supercharge your prospecting productivity.
- Practical advice on building referral pipelines that actually work.
- The value of preparing personalized small talk to build rapport with prospects.
- Tips for maintaining strong professional relationships over time.
Key Quotes:
- Nick Cegelski: “Your success in sales is determined by the number of uncomfortable conversations you're willing to have.”
- Allie Brotherton: “Get focused on finding the right types of accounts. Don't cast a wide net—target the ones with the highest likelihood to close.”
- Nick Cegelski: “Referrals are an amazing way to generate new business if you treat them like another outbound channel.”
- Allie Brotherton: “The best sellers have a plan for everything. They don’t wing it; they prepare and stay diligent.”
Actionable Takeaways:
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Cold Calling Best Practices:
- Treat it like a workout: Focus on one intense block rather than spreading calls throughout the day.
- Use prime morning hours for calls and reserve afternoons for prospect list building.
- Stay consistent, even on challenging days—discipline is key.
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Referral Strategies:
- Be intentional: Prepare a tailored reason and draft a ghostwritten message for your champions to send.
- Regularly revisit closed-won opportunities and your champions’ networks for warm leads.
- Treat referrals as a recurring prospecting channel with time blocked for this specific task.
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Time Management for AEs:
- Block time for both preparation and execution, keeping them separate.
- Swallow the frog: Start your day with the task you like least to free up mental space for other priorities.
- Be flexible: If the day gets disrupted, make up for lost prospecting time.
Resources Mentioned:
- Cold Calling Sucks and That’s Why It Works by Nick Cegelski and Armand Farrokh
- 30 Minutes to President’s Club Podcast
- Connect with Allie Brotherton on LinkedIn
- Connect with Nick Cegelski on LinkedIn
This episode is a treasure trove of advice for AEs navigating self-sourcing. Whether you're building lists, crafting cold calls, or asking for referrals, success comes down to preparation, consistency, and embracing discomfort. Tune in now to level up your sales game!