Growing Outreach to $300 Million and AI Agents w/ Manny Medina, Founder of Outreach

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Manny Medina.

Manny received his bachelors degree in computer engineering before attending University of Pennsylvania and Harvard University for his MBAs. He then worked in Product Management at Amazon and Business Development at Microsoft before serving as CEO for GroupTalent, but you know him best as the Founder & CEO of Outreach where he served for the past 11 years.

With all that experience in the rear view, I’m excited to get his thoughts on all that’s changing in B2B sales and what’s led us to this new world of sales and AI agents.

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 is much appreciated.

Without further adieu, let’s dive in and get his thoughts.

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TOPICS:

00:00:00 Intro

00:02:43 Outbound Sales is Broken

00:15:24 Growth-at-all-Costs

00:26:42 Sales Quota Attainment

00:35:07 VP Sales Average Tenure

00:36:06 AI in Sales

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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 do you think is the reason for low sales quota attainment?

4. What do you think is the reason for low VP Sales average tenure?

5. What’s your take on AI in sales over the next 5-10 years?

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LINKS:

Outreach: https://www.outreach.io

Manny on X: https://x.com/medinism

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

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