SaaSy Talk S01.11: Creating Demand: The Art of Outbound Sales with Tito Bohrt

About The Guest(s): Tito Bohrt is the founder and CEO of AltiSales, a company dedicated to building world class SDR teams. Tito blogs for Sales Hacker, is a mentor for the Alchemist Accelerator, a frequent public speaker for Sales events such as Outreach’s Unleash, and the Sales Development Conference. Tito grew up in South America, attended Duke University, and speaks 3 languages. Summary: Tito Bohrt, founder of AltaSales, shares his passion for outbound sales and how it all started with a unique opportunity during his college years. He discusses the importance of understanding the buyer's journey and creating demand rather than just capturing it. Tito emphasizes the need for sales professionals who can differentiate themselves from AI and provide value to prospects. He also challenges the notion that outbound is more expensive than inbound, highlighting the scalability and potential of outbound sales. Tito's insights shed light on the future of sales development and the role of SDRs in creating demand. Key Takeaways: - Understanding the buyer's journey and creating demand is crucial in outbound sales. - Sales professionals who can differentiate themselves from AI and provide value will thrive. - Outbound sales can be more scalable and cost-effective than inbound in the long run. Quotes: - "Selling is not an action. Buying is an action. Selling is just designing the buyer's pathway to completing their transaction." - Tito - "As long as you can differentiate yourself from a bot and provide value, you'll win as an SDR." - Tito ​ Chapters: (01:00) Story of starting a successful outbound team in college (07:00) Playbooks as guidelines for executing go-to-market strategies (09:00) Different approaches for demand capture and outbound sales (15:00) Tito emphasizes the need for hiring sales professionals, not just salespeople. (17:00) Tito discusses the importance of evaluating sales professionals' performance. (19:00) Tito explains his interview process for identifying real sales professionals. (22:00) Tito gives tips on creating an ideal customer profile (ICP). (26:00) Tito shares his thoughts on the two-step process vs full cycle AEs. (28:00) Tito predicts the return of SDRs in the future. (33:00) The difficulty of closing enterprise deals with inbound (36:00) AI is just another technology, not the death of SDRs (44:00) Quick Fire-Round Subscribe on Spotify: https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq Subscribe on Apple: https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube: https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website: https://saasytalkunfiltered.transistor.fm/ Follow Ricky Sevta on Linkedin: https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin: https://www.linkedin.com/in/seandiljore/