How They Sell

In just 3 years, Lily Hart generated $5.7 million in pipeline as a sales development rep, and most of it came from a place other reps completely ignore: the CRM. In this episode, David Klasser sits down with Lily to break down the exact prospecting playbook she used to book meetings, generate replies at a 30% rate, and turn old "not now" conversations into real revenue.

Most salespeople treat LinkedIn like a digital resume. Lucas Wollschlager treats it like a funnel, and it replaced his entire W2 income in under 90 days. In this episode, David Klasser sits down with Lucas, founder of Veritas Copy and a multi-time marketing director, to break down the exact daily LinkedIn system that booked him 60 calls and closed 6 clients in his first 45 days as a business owner.

How is an 18-year-old SDR hitting 130% of quota nine months in a row? In this episode, David Klasser sits down with Kade Hinkle, the teenage Sales Development Representative at Common Room who is outperforming reps twice his age. Kade walks through his exact outbound playbook, from account targeting to signal-based prospecting to the LinkedIn strategy that books him meetings with VPs of Sales every single week.

David Klasser sits down with William Rohleder to break down how his 14-person SDR team helped generate more than $91 million in pipeline with a 45% close rate. Will explains why most cold call scripts fail, why research-based outreach wins, and how his team uses signals, timing, personalization, and strategic follow-up to book more meetings and close more deals. They also dive into SDR coaching, pipeline generation, cold calling, multi-threading accounts, objection handling, and why sounding human matters more than sounding “salesy.” If you want to learn modern outbound sales without the fake scripts and spam tactics, this episode is packed with practical examples and real strategies you can use immediately.

In this episode, David Klasser interviews Adia Toll, the head of sales development at Ask Elephant. They delve into the intricacies of signal-based prospecting versus traditional methods. Adia shares insights from analyzing over 50,000 LinkedIn conversations, revealing that signal-based approaches significantly boost reply and booking rates. She explains the "cold read" framework, emphasizing observation, assumption, and inference to craft personalized outreach. Adia also discusses the importance of content in driving engagement and the surprising success of internal referrals. The conversation highlights the evolving nature of sales tactics and the role of AI in prospecting.