Goal One Is Just to Get Them to Answer (with Drew Johnson from Everflow) | Ep. 270

Episode notes

Outbound has changed. What worked two years ago does not work today, and what works today is not going to work two years from now. On this episode of Scrappy ABM , Mason Cosby sits down with Drew Johnson , Senior Director of Business Development at Everflow, to walk through how his team actually picks targets, runs LinkedIn-led outreach, and knows when to pivot off a vertical that has stopped paying out. ㅤ Drew runs outbound for a bootstrapped affiliate-tracking platform going up against bigger logos. He calls it David versus Goliath. To compete, his SDRs and AEs lean on LinkedIn over InMail, treat the connection request and the pitch as two separate problems, and build target lists off of verticals where one client win has already started to pop. The conversation gets tactical fast: when to abandon a list of 70 accounts, why the five-minute response window after a connection accept matters, and what to do when the decision-maker keeps ignoring you. ㅤ Guest Bio Drew Johnson is Senior Director of Business Development at Everflow, a bootstrapped affiliate and partner-marketing platform headquartered in Mountain View.