In this episode, Harry Kendlbacher speaks with Adam Roberts, SVP of Sales at Simpli.fi, about how a smaller BDR team can outperform a much larger one through better targeting, tools, processes, and AI.
The conversation explores what makes an outbound engine actually work, how to identify the right customers through a stronger ideal customer profile, and why BDRs should be developed as salespeople rather than appointment setters.
If your team is focused on generating more outbound activity, the bigger question may be whether you are reaching the right prospects in the first place.
⏱️ Timestamps:
00:00 Why more outbound activity is not the answer
03:46 The tools and systems behind a stronger outbound engine
05:53 Why a smaller BDR team outperformed 30 offshore reps
08:27 Building an ideal customer profile around “sticky deals”
10:04 How AI is changing outbound prospecting
14:36 The ICP question most sales leaders overcomplicate
17:53 Why BDRs should be trained like sales reps
23:03 The three skills every B2B salesperson needs today
You’ll hear Adam’s perspective on:
• Why sales productivity can improve without increasing headcount
• How AI can score prospects against your ideal customer profile and prioritize the highest potential accounts
• Why solving the right customer problem matters more than simply targeting a specific company size or vertical
• How sales enablement can turn BDRs into stronger contributors to the entire sales process
About Adam Roberts
Adam Roberts is SVP of Sales at Simpli.fi, where he works with partners and customers to build growth strategies that align media investment with real business goals.
He is focused on helping businesses grow through smarter, more accountable media strategies, building long term partnerships rooted in trust, service, and results, and helping organizations move beyond clicks and impressions toward measurable business impact.
Connect with Adam Roberts on LinkedIn: https://www.linkedin.com/in/adamjroberts/
📃 Resources
🔗 Explore more at: https://globalperformancegroup.com/
🔗 Download "Beyond Discovery" and discover how forward thinking sales leaders are closing the gap between what’s talked about and what’s actually happening inside high performing teams: https://globalperformancegroup.com/white-papers/beyond-discovery-great-needs-arent-stated-they-are-generated
🔗 Try the Revenue Accelerator: https://revenueaccelerator.globalperformancegroup.com
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