Sales Spin Podcast- By School of SDR · 2025-01-31 · 16 min
In this episode, we sit down with Jacob Leisher, a sales development leader with a deep understanding of SDR strategies, account prioritization, and the evolving role of outbound sales. Jacob shares his journey from selling life insurance and litigation funding to becoming an expert in tech sales, leading high-performing SDR teams, and refining the art of account targeting. His unique approach blends sales, marketing, and data-driven insights to create a high-impact strategy for pipeline generation. Join us as Jacob breaks down: The Secret Sauce: How Jacob achieved a 200% increase in outbound opportunity creation. Account Prioritization: Why traditional ICP scoring isn’t enough and how to predict revenue potential. The SDR Evolution: Is it still an entry-level role, or are we seeing a shift in required skills? AI & Sales Tech: Jacob’s take on new tools like Actively AI and how AI can enhance outbound efforts. Intent Data Debate: Why most intent tools fail and how companies should build their own first-party scoring system. The Sales-Marketing-SDR Trifecta: Jacob’s "Cerberus" model for aligning teams and maximizing efficiency.
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