#201: Outbound Is Breaking - Here’s the Network-Led Playbook for 2026 (Scott Leese)
The B2B Playbook · 2025-10-19 · 1h 2m
Episode notes
Outbound is breaking - and most teams don’t even realise it yet. In this episode, Scott Leese joins George Coudounaris and Adem Manderovic to unpack why the Predictable Revenue model is collapsing - and how to rebuild outbound around networks, trust, and real timing. We break down how the SDR→AE split eroded skills and alignment, how “meetings booked” became the wrong KPI, and what today’s best sellers are doing differently: validating markets, leveraging relationships, and comping on actual revenue. Scott shares what he’s seeing across 160 + companies and 12 unicorns, from collapsing cold-call pickup rates to the rebirth of in-person plays. We tie it back to CRO School’s Closed Circuit Selling™ - a system that gets sales, marketing, and product working in sync again. Tune in and learn: + Why outbound is breaking - and what replaces it + How to comp on held meetings or revenue, not vanity KPIs + How to validate and catalogue your market for smarter timing + The new edge: AI + network + unscalable plays If you’re a small-team B2B marketer or sales leader sick of empty pipelines and spam tactics, this episode gives you the modern framework to fix it.
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