Bold Calling

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From SDR to Sales Leader Apr 18, 2025

Show notes

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 Covered

Kevin's path from Orum customer to SDR of the Year and now AE
Brayton's pivot from teaching to sales, and how she leaned on mentorship and mindset to scale
Why neither originally planned to become leaders—and how they grew into the role
The mental shift from focusing on individual goals to team-wide success
The challenges (and rewards) of leading former peers
How to maintain energy and fill your cup in a high-performance sales culture
The impact of community, like Alluvians, on personal growth
Tactical time management and daily routines that keep top performers sharp
Advice they'd give to new team leads and SDRs today

💡 Memorable Quotes

"I may be your lead now, but I'm your friend first. I'll take off the lead hat anytime you need." — Kevin Nguyen

"You were put in this position for a reason. Step into what you're great at and own it." — Brayton Riley

"There's no right way to lead. The best thing you can do is be the kind of leader you needed when you were starting out." — Kevin Nguyen

"Sometimes a single Slack message can change someone's whole day." — Brayton Riley

🧭 Episode Timestamps

00:00 – Intro
01:20 – Kevin's story: from SDR to AE
02:35 – Brayton's transition from teaching to sales
04:00 – Did they set out to become leaders?
08:45 – The emotional transition from rep to team lead
12:30 – How energy and attitude impact team culture
14:00 – Finding ways to refill your cup
16:20 – Leadership advice that sticks: fail forward, ask for feedback
18:50 – The power of abundance mindset
19:30 – Structuring your time as an AE or team lead
24:00 – Helping the whole team win
27:30 – Leading former peers with empathy
30:00 – What they wish they knew when they first became leaders
33:00 – Wrap-up and gratitude

🔔 Subscribe & Follow

Enjoyed the episode? Don't forget to subscribe, rate, and review Bold Calling on your favorite podcast platform. Share it with your team or anyone looking to level up in sales.

🎧 Available on Spotify, Apple Podcasts, and everywhere you listen.

Calling with context with Ernest Owusu and Daisy Chung Feb 11, 2025

Show notes

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 between preparation and execution.
✅ The difference between intent data and personalization—and how to use both effectively.
✅ How much pre-call research is too much? Finding the sweet spot between readiness and action.
✅ How AI and automation are reshaping sales prospecting—without removing the human touch.
✅ The importance of tonality and timing to build rapport fast.

🔥 Standout Quotes:

🗣 Ernest Owusu on context vs. no context in calls:
"Having context allows you to break down barriers, personalize your outreach, and engage prospects differently. But you can still be a phenomenal cold caller without it—it's all about how you use the time you have."

🗣 Daisy Chung on making context exciting:
"It's not just about knowing where someone went to school or where they work. It's about how you frame that context to make it engaging and relevant."

🗣 Daisy on AI and automation in sales:
"AI isn't replacing reps; it's removing manual work so sellers can focus on having more meaningful conversations."

🗣 Ernest on building the right call lists:
"You don't need to over-research—just know your persona, their challenges, and what's happening in their industry. That's enough context to open a valuable conversation."

Resources & Links:

🔗 Connect with our guests:

🔗 Mentioned in this episode:

🎧 Listen & Subscribe!

Don't miss an episode! Subscribe to Bold Calling on:
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Liked this episode? Leave us a review and share it with your sales team! 🚀

Self-reliant sourcing with Nick Cegelski and Allie Brotherton Jan 28, 2025

Show notes

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 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:

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.
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.
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!

Nurturing beyond the sequence Jan 14, 2025

Show notes

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 trust-building at every stage."

2. Why Nurturing Matters

Marketing's role doesn't end at MQL—it's about maintaining influence throughout the buyer's journey.
The importance of "above the funnel" nurturing: 93-95% of your audience isn't in-market at any given time.

3. Effective Nurturing Channels

Sarah: "Your brand channels—podcasts, blogs, webinars—are the most effective tools for creating trust."
Chris: "Nurturing is context-dependent. Tailor your approach to the prospect's journey."

4. Aligning Sales and Marketing

The importance of collaboration: "Focus on the needs of the prospect, not departmental goals," says Chris.
Sarah's approach: Let sales take the lead in nurture touchpoints to make engagement more personal.

5. Quick Wins for Better Nurturing

Simplify: "Do less," advises Chris. Overcomplicated workflows often lead to poor outcomes.
Personalize: Sarah suggests shifting from automated marketing emails to personalized sales outreach.
Use the phone: Real conversations build trust and gather valuable insights.

Top Quotes:

"Good nurturing is just good marketing. Marketing's job isn't done at MQL or awareness." – Chris Miller
"Once we know who a prospect is, we should treat them like we know them." – Sarah Reece
"93-95% of your audience isn't in-market. Surround them with messaging for when their moment of need arises." – Sarah Reece

Resources Mentioned:

Warmly – A platform for full-funnel orchestration.
Orum – The leading sales dialer for efficient and effective outbound calling.

Connect with the Guests:

Enjoyed this episode?

Share it with your network and subscribe to Bold Calling for more insights into sales, marketing, and demand generation.

It's time to Hop(p) on the damn phone! Dec 03, 2024

Show notes

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 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!

Love the episode? Share it with your team and leave us a review! Want to dive deeper into sales development insights? Subscribe to Bold Calling for more conversations that matter.

Leslie Venetz needs y'all to stop making sales about you! Oct 01, 2024

Show notes

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 also breaks down some of the key findings from the report, including the rising use of social channels and video in sales outreach.

Throughout the conversation, Leslie challenges outdated sales norms, such as spending excessive time researching individual prospects, and offers a fresh perspective on AI's role in the future of sales development. She advocates for AI as a tool to assist, not replace, salespeople, urging organizations to leverage AI for automating low-value tasks while keeping the human touch at the forefront.

This episode is a goldmine for sales leaders looking to optimize their teams for the challenges of 2025, from balancing the roles of sales, marketing, and customer success, to creating more personalized and effective outbound strategies.

Key Discussion Points:

[02:06] The shift toward an omnichannel outbound strategy: Leslie explains the need for a multi-touch, multi-channel approach.
[03:16] The myth of "quality vs. quantity" in outbound sales: Leslie challenges the notion that you must choose between personalization and scale.
[05:55] Understanding your ICP (Ideal Customer Profile): Why aligning your strategy to your buyer's behavior is crucial for outbound success.
[06:15] How voicemails still play a powerful role in outbound efforts: Leslie outlines how a voicemail strategy can improve overall engagement.
[10:03] Looking ahead to 2025: How organizations should rethink their approach to sales and customer retention to reduce churn and grow.
[13:20] Collaborating with customer success (CS) for long-term sales success: Leslie discusses how outbound teams can better partner with CS to drive referrals and upsell opportunities.
[17:07] Crafting effective sales messaging: Leslie shares why most outbound messages miss the mark and how to fix them.
[33:14] AI's role in sales development: Leslie emphasizes AI as an assistive tool that should help sales reps focus on higher-value tasks.
[37:57] Leslie's top 3 outbound channels: The non-negotiables for any sales development team going forward.

Quotes:

"To optimize outbound, you need to take a multi-touch, multi-channel, multi-media approach... The more diverse your outreach, the more likely you'll reach your prospects where they want to be communicated with." – Leslie Venetz
"Most of your messaging sucks because it's not customer-centric. Audit your copy to remove 'I' and 'we' language and replace it with customer benefits." – Leslie Venetz
"AI is assistive, not replaceive. Use it to automate low-risk, low-value tasks and free up time for building relationships." – Leslie Venetz

Resources Mentioned:

Orum's Second Annual State of Sales Development Report
Sales Led GTM Agency

Connect with Leslie Venetz:

LinkedIn: Leslie Venetz

Connect with Orum:

Website: Orum

Trust is iterative with Chris Cicconi Jul 30, 2024

Show notes

Chris Cicconi works with multiple organizations as a fractional sales leader, which has given him a nuanced understanding of revenue teams' minds. It takes a long time to earn trust, especially in a space where leaders and individual contributors are judged on their latest accomplishments and numbers.

Contrary to popular belief on platforms like LinkedIn, process change in sales takes time. It takes a concerted effort and willingness to be bold, especially when working with founders and early-stage start-ups.

Chris and Adam discuss how creating that genuine change from a tactical standpoint and a 20,000-foot mindset shift.

Dee Acosta on the Art and science of cold calling Jun 18, 2024

Show notes

Dee Acosta, Senior Director of Sales and Strategic Growth at Modigie, joins Adam Sockel on episode three of the Bold Calling podcast to discuss how cold calling technology has gone from "nice to have" to "need to have" in the last 18 months.

They also discuss the role of positivity and fun in sales and the importance of building strong relationships between sales and marketing teams. They talk about the importance of giving positive feedback to build a cross-team culture, the impact of cold calling, the value of practical advice in content marketing, the essentiality of quality customer success, and Dee's ideal workday.

The State of AI in Sales Development Jun 12, 2024

Show notes

This special episode of the Bold Calling podcast is an audio version of Orum's new State of AI in Sales Development report.

AI has become a table-stakes aspect of the sales process, as 95% of organizations use AI in sales in some capacity (Salesloft). Sellers agree that it can sharpen their focus as 78% of sales professionals agree that AI can help them spend more time on the most critical aspects of their jobs (Hubspot).

The rise of AI in sales directly correlates with lengthening procurement procedures, with customer acquisition costs rising in the last 12 months (Orum). AI is designed not to replace seller but to optimize how they spend their time. Currently, sellers only spend 28% of their time selling (Salesforce), often spending 25-30 hours weekly on administrative tasks.

AI's power is dependent on sellers' data enrichment capabilities. It works best to keep humans involved in the sales process rather than eliminate them. This is especially true in more complicated sales processes, where buyers prefer to speak with a human seller when nuance is involved in purchasing.

The future of the seller is directly related to the future of AI. They are intertwined, and while AI will likely replace some sales roles, it will ultimately create a better experience for buyers and sellers alike.

Visit orum.com to see the full report

Trailer: Introducing Bold Calling, the new podcast from Orum Apr 26, 2024

Show notes

Every two weeks, Bold Calling, the new podcast from Orum, will bring on leaders in the SaaS, tech, and AI industries to discuss their biggest challenges and how the innovative ways they're working to solve them.

Season one's theme is No Sleep 'Til Closed-Won and we'll center each discussion around a simple question with complicated answers.

"What keeps you up at night?"

The biggest influencers, revenue leaders, and founders work with Orum daily to build pipeline and elevate their productivity. Now, you have an exclusive seat at the table as they share their challenges and solutions to the problems we all face.

Opportunity is Calling, and fortune favors the bold.

Subscribe at Orum.com or wherever you get your podcasts.

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