Cracking Outbound

If you think outbound is dead, you’re either lying or you’re bad at it.Quotas keep rising, your people are grinding, and the pipeline isn’t growing. It’s an equation that drives you mad. While everyone wants more opportunities, only a few know how to build an outbound culture that delivers.I’m Todd Busler, former VP of Sales, now co-founder of Champify, and I’ve spent my career sharpening how to build a company pipeline that’s self-sufficient. On this show, I’m talking to sales leaders who have cracked the outbound code. They’ve built an outbound culture beyond their SDRs and scaled repeatable systems that drive real pipeline without relying on hacks. We’ll break down the winning plays, processes, and frameworks behind growing that outbound muscle to help you get results faster. No fluff. No hacks. Real strategies from real people who have done it so you can stop guessing and start opening.

Cracking Outbound is a business podcast hosted by Champify, with 27 episodes on record and a Required Pod Score of 80. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.

Champify hosts Cracking Outbound, a business show with 27 episodes published.

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  Episode #26

  Why Curiosity, Not Cold Calls, Drives Pipeline Today with Harry Monkhouse

  Nov 25, 202532 minS0

  <p>Harry Monkhouse runs global outbound at LastPass, where most people still know them as a password manager. But with 35M+ users and a brand-new B2B product, his team is building a pipeline from scratch, without a strong outbound history to lean on.</p><p><br>In this episode, Harry breaks down how he’s using trigger-based plays, website signals, and old-school cold calls to drive meetings. We talk about why he left AE life to return to SDR leadership, what he learned from 6sense and Terminus, and why AI agents will change the game way sooner than most pe...

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  Episode #25

  How To Create Accountability Without Burning Out Your Sales Team with Jade Campbell

  Nov 11, 202541 minS0

  <p>Few people have reshaped an outbound culture quite like Jade Campbell.</p><p><br>Now leading mid-market sales at Envoy, she’s spent the last six years building the company’s SDR function, shifting the org from inbound-heavy to outbound-driven, and managing one of the highest-output AE teams in SaaS.</p><p><br>In this conversation with Todd Busler, Jade breaks down the frameworks she uses to create real accountability from pipeline-sourced goals to a live inbound router based on weekly performance. She explains how she motivates Gen Z reps without lowering the bar, how she changed behavior without over...

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  Episode #24

  What Great Founders Get Wrong About Sales with Liam Mulcahy

  Oct 28, 202545 minS0

  <p>Few people have observed as many go-to-market strategies as Liam Mulcahy.</p><p>The Operating Partner at Kleiner Perkins has led sales at MongoDB, helped founders at Unusual Ventures find product-market fit, and has a front-row seat to what separates breakout companies from the rest.</p><p><br>In this conversation with Todd Busler, he shares how top sellers should evaluate startups before joining, what founders often overlook when building their first sales team, and why making fast decisions beats perfect ones in early-stage growth. He also explains why technical fluency is quickly becoming the edge for modern sellers...

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  Episode #23

  Finding Green Space in Complex Sales Orgs with Scott Peyser, VP-Ops at CBTS

  Oct 14, 202531 minS0

  <p>Outbound success doesn’t come from working harder; it comes from focusing smarter.</p><p>In this conversation with Todd Busler, Scott Peyser discusses how they built systems that keep their operations running smoothly, from pipeline inspection frameworks to compensation levers to disciplined outbound cadences. After leading large teams at Dell, helping UiPath scale through its IPO, and shaping revenue operations at Clari, he’s now VP of Operations at CBTS. </p><p><br>Scott shares what he’s learned building and refining outbound motions at every scale, from hypergrowth SaaS to billion-dollar service firms. He explains how clarity, consist...

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  Episode #22

  What It Took to Get 400 New Customers a Month with Terry Falk

  Sep 23, 202547 minS0

  <p>Many sales leaders come from quota-carrying roles. Terry Falk started as a corporate lawyer.</p><p><br>Now VP of Software Sales at 8am, he oversees a team closing 400 new customers every month. He shares with Todd Busler how legal training shaped his approach to sales and why his time managing complex contracts helped him think clearly under pressure. He also breaks down the mistakes that slowed his early sales leadership, how he learned to build a pipeline without relying on inbound, and what running a high-velocity SMB motion looks like today.</p><p><br>Listen in for a...

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