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

SUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/

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

AI made outbound easy to automate - so the reps who win now are the ones buyers actually trust.

In this episode, we're joined by Morgan J Ingram, who went from one of the lowest-performing SDRs at Terminus to training more than 50,000 B2B sellers, and now runs AMP Social. George Coudounaris and Adem Manderovic dig into what outbound is really for when anyone can send a thousand messages, and what to do with the prospects who aren't buying today.

Morgan shares the 30-second cold call that turned his career around, why AI is a mirror that only amplifies what you already know, and why he thinks the best sellers are heading back to the field - events, in-person meetings and old-school "street reach".

Tune in and learn:

• The 3 traits every great rep needs: magnetic, intuitive and consistent
• Why meetings-booked targets stop reps asking the questions that matter
• 3 ways to turn sales conversations into marketing and product insight
• Why SDR-to-AE conversion is the metric sales leaders should be watching
• How to move buyers from digital, to in person, to text

If you lead a sales or SDR team and your outbound is getting louder but not landing, listen to this before your next pipeline review.

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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 Morgan J Ingram on LinkedIn: https://www.linkedin.com/in/morganjingramamp/

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WATCH on YouTube: https://www.youtube.com/watch?v=mnOjjyRqCiA

SUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter/

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

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Timestamps:

00:00 Welcome to The B2B Playbook

00:35 Would you take a demo from an AI seller?

01:25 Meet Morgan J Ingram: from struggling SDR to 50,000 sellers trained

04:12 Why Morgan never wanted to be in sales

07:23 The 30-second cold call that changed everything

10:13 How new SDRs learn the buyer's world fast

13:56 AI is a mirror: zero times a thousand is still zero

16:19 The 3 traits of great sellers: magnetic, intuitive, consistent

18:48 Why trust is the most valuable currency in sales

20:28 Sell like a doctor: what being intuitive really means

21:48 Do meetings-booked targets kill good discovery?

26:26 The SDR-to-AE metric most sales leaders ignore

28:50 3 ways to feed sales insights back to marketing

32:17 Getting buyer feedback to product and customer success

36:08 Gen Z, loneliness and the drop in critical thinking

39:48 Dead internet theory and what it means for sellers

43:22 Why elevating trust is the only daily goal that matters

45:50 Digital, then in person, then text: the new outbound path

46:53 Will buyers start choosing local vendors?

48:02 The rise of the field SDR

49:51 Street reach and deal boxes: old-school tactics coming back

53:27 Do we still need the SDR and AE split?

55:19 What cutting a whole SDR team really costs

57:31 Morgan's final advice: have fun selling

The New Way to Do Outbound in 2026 - The B2B Playbook

In this video, I chat with Kevin about LinkedIn ads frequency caps, and why the native member level caps won't stop a handful of big companies from eating your whole budget.

We cover:

How many impressions it actually takes to be remembered, the limits of LinkedIn's native frequency caps, and how to build company level caps with dynamic exclusion audiences.

If you are running LinkedIn ads and your budget keeps going to the same few accounts, this one's for you.

Tune in and learn:

Two quick diagnostics to spot a frequency problem, why 7 day audiences beat 30 day ones, a hack for the engagement objective, and how to make sure you're actually reaching the decision makers.

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🔗 Links + CTAs

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

🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school

💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-ads-agency

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SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybook

SUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter

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

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Timestamps:

0:00 Intro

1:23 The Five B's framework refresher

2:56 Why LinkedIn frequency caps matter right now

8:51 How many impressions does it take to be remembered?

10:23 The ideal frequency range

11:37 LinkedIn's native frequency caps and their limits

13:38 Diagnostic: do you have a frequency problem?

15:46 How to build a company level frequency cap

18:36 Why 7 day audiences beat 30 day audiences

21:10 Adapting your thresholds to your ICP

23:18 A frequency hack for the engagement objective

25:04 When to hand engaged accounts to sales

26:22 Diagnostic: check impressions by job title

27:37 Tools like Fibbler and Factors AI

29:30 Outro

How to Stop Big Companies Eating Your LinkedIn Ads Budget - The B2B Playbook