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.