Your reps are booking meetings with people who were never going to buy this quarter.

In this episode, we're joined by Jake Rivera, founder of the Cacheflow Collective and one of the pioneers of the fractional SDR space. Jake went from SDR to enterprise AE inside some of the biggest software companies in the world, building around $100M in pipeline and closing over $19M along the way. George Coudounaris and Adem Manderovic dig into how he prospects to find each account's buying window, instead of pushing for a meeting on every call.

Jake explains why most of the deals he closed were already in market before he picked up the phone, how a three-step opener (research, insight, then a question that challenges the status quo) keeps cold conversations relevant, and why profiling a whole territory upfront lets one rep carry two or three quotas at once.

Tune in and learn:

• Why most buyers you close were already in their buying window before you called
• How to open a cold call with research, insight and a status quo question
• Why cataloging your territory early helps you forecast and manage up
• How fractional SDRs stack contracts and hit multiple quotas
• Why the reason to follow up is your last conversation, never your product

If you lead an SDR team, or you're an SDR tired of the high-volume grind, listen to this before you set next quarter's activity targets.

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🔗 Links + CTAs

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🧠 Revenue leader, CRO or founder? CRO School installs Revenue Alignment Architecture across Sales, Marketing and Customer Success: https://theb2bplaybook.com/cro-school

🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course

👤 Follow Jake Rivera on LinkedIn: https://www.linkedin.com/in/jake-r-4b1b63373/

🤝 Check out Jake's community, the Cacheflow Collective: https://elevatetechsales.com

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WATCH on YouTube: https://www.youtube.com/watch?v=P8-Yps0wjvc

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GET the latest CONTENT: https://theb2bplaybook.com/

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Timestamps:

00:00 Welcome to The B2B Playbook

00:35 How fractional SDRs carry multiple quotas without burning out

01:22 Meet Jake Rivera: from SDR to $19M closed

02:59 The SDR churn problem that led to contract stacking

06:11 High probability prospecting: most buyers were already in market

08:47 Cascading questions and the catalog

12:24 Why relevant context beats brand and product

13:08 The three-step cold call opener: research, insight, question

14:31 Why timing intel dies on the front line

16:26 Why so few sellers reach the same conclusion

19:03 Cataloging vs the meetings-booked metric

21:12 Why rejection becomes market data

22:30 Short-term vs long-term prospecting

23:29 Catalog your territory so you can forecast

25:18 Reverse engineer your quota

26:48 How cataloging powers contract stacking

28:25 The real reason to follow up

29:20 Signals vs a live conversation

33:13 Which industries this works in

35:57 Using AI research tools to profile accounts

37:15 Where the catalog data should live

38:53 Getting front-line insight to product and marketing

39:54 The AE to customer success handover gap

41:58 Inside the Cacheflow Collective

44:19 Final thoughts

Why Sellers Who Stop Chasing Meetings Hit More Quota - The B2B Playbook