Revenue leaders, more often than not, misunderstand the nuances of building an effective SDR team. There's a tendency to underestimate and undervalue SDRs, burdening them with excessive tasks—from 400 daily calls to mastering multifaceted marketing tools—while expecting monumental growth. This flawed approach overlooks the essence of what truly makes an SDR excel.

On your podcast, Gabe will debunk these misconceptions, drawing from his experience training over 8,000 salespeople and managing 1,500 SDRs for industry giants like ZoomInfo and Adobe. He'll emphasize that it isn’t merely about hiring top-tier talent, but also about equipping them with the right product, timely support, and effective messaging. With the right tools and approach, even an average SDR can thrive and propel company growth.

The rise of AI has sparked widespread discussion about its potential to replace various job roles, including sales. Many claim that the advancements in AI communication capabilities will render human salespeople obsolete. Just as GoToMeeting was once predicted to eclipse in-person sales meetings, there are those who suggest that Marketo might eliminate the SDR role altogether. Such predictions have not materialized.

On your podcast, Gabe will debunk similar myths surrounding AI in sales. Drawing from his experience and noting companies like ZoomInfo which employ a vast force of 600 SDRs, he'll argue that AI, while transformative, remains a tool to enhance—not replace—the sales process. AI can certainly empower entry-level SDRs, refining playbooks and amplifying strategies. However, the personal touch and human insight remain integral to successful sales interactions.

The mantra "cold calling is dead" has been in sales circles for years. Yet, many experienced sales reps argue otherwise. The true issue doesn't lie with the efficacy of cold strategies but with deficiencies in SDR training. Many sales leaders make the mistake of investing minimally in training, thinking of it as a low-priority expense. This mindset leads them to hire inexperienced individuals, paying them low wages, and expecting top-tier performance.

On your podcast, Gabe will delve into the misconceptions surrounding SDR training. Drawing from his extensive experience, including training over 8000 salespeople, he'll share how the current system is fundamentally broken. The topic will revolve around the core idea that when properly trained and equipped, SDRs can leverage cold calling and appointment setting to drive impressive results.

For years, the digital marketing landscape reverberated with chants of 'inbound, inbound, inbound!'. The mantra was simple: if you build quality content, they will come. However, while inbound methodologies have their merits, they're not the sole strategy for success. As the winds of the marketing world shift, a reemphasis on outbound strategies has emerged, proving to be a potent weapon in the arsenal of many modern businesses.

On your podcast, Gabe will delve into the undeniable power of outbound campaigns, referencing transformative collaborations he's led, such as with Redline. Through his guidance, Redline's physical show-up rates surged from 13% to a staggering 86%, with two-thirds of visitors signing up. Your listeners will learn how he did this through a well-executed outbound strategy, even in a world saturated with inbound buzzwords.

Picking the right tech stack for an SDR team can feel overwhelming these days. With a myriad of tools available, from automation and parallel dialing to advanced data scoring systems, many sales leaders find themselves lost in a sea of options. The challenge lies in identifying which tools will truly enhance performance and drive growth, rather than complicate processes and inflate costs.

On your podcast, Gabe will demystify the complexities of building an effective tech stack for SDR teams, breaking down the essential tools that have proven successful in his extensive work with companies like ZoomInfo and Adobe. Gabe will also share insights on avoiding common pitfalls and selecting technologies that align with a team’s unique needs, providing your listeners with a clear roadmap to optimize their SDR functions with the right tech tools.

The Marketing Funnel has a leak. For years, sales teams bore the brunt of bad leads passed from marketing. Now, Alleyoop’s pivot brings the same SDR-level qualification rigor to the top of the funnel—ensuring MQLs are genuinely sales-ready. This episode explores why so many marketers still suffer from “unqualified pipeline syndrome” and how new tools and processes rooted in outbound logic are fixing it.

Gabe Lullo spent decades building SDR teams for giants like ZoomInfo and Adobe. Now, he’s channeling that expertise into marketing infrastructure. On your show, he’ll explain how Alleyoop’s new app uses LinkedIn’s rich data layer to qualify leads before they become sales problems. Listeners will walk away with actionable steps to plug the funnel and tighten marketing-sales alignment from day one.

Brand isn’t enough when the pipeline is on the line. In a down market, CMOs are being asked to justify every campaign; not with impressions, but revenue. What’s missing is a mindset shift: treating marketing like an outbound SDR team, with qualification, targeting, and follow-up that rivals sales precision.

Gabe Lullo makes this transformation real. Having trained over 8,000 reps and now leading a platform that automates top-funnel qualification, Gabe shows how marketers can apply sales frameworks to dramatically increase conversion. On your podcast, he’ll break down how to unify messaging, build data-first audience models using LinkedIn, and reshape your funnel to reflect the buying journey, not your org chart.

Traffic is cheap. Conversion is not. Too many CMOs are watching brilliant creative go to waste at the top of the funnel because what’s passing through as “qualified” just isn’t. This conversation explores where the real bottleneck lies (hint: it’s not sales), and why rethinking how MQLs are defined and scored is the most strategic fix a CMO can make.

Gabe Lullo will bring a blunt but energizing POV to your listeners. He’ll share how Alleyoop uses LinkedIn’s firmographic and behavioral data to score leads automatically—resulting in cleaner handoffs and better attribution. Expect sharp commentary on why intent data is often misused, how to create real-time qualification feedback loops, and what CMOs can do today to stop wasting marketing dollars on leads that never had a shot.

LinkedIn isn’t just for thought leadership, it’s your most underutilized marketing database. The best marketers aren’t just posting content, they’re mining LinkedIn to identify and score leads before they even hit a form. This episode goes beyond social strategy and into the hard data marketers can unlock from LinkedIn.

With Alleyoop’s LinkedIn-native app, Gabe Lullo is on the frontier of turning social data into revenue. On your show, he’ll share how to structure campaigns around job titles, firmographics, and role behaviors, allowing CMOs to create auto-qualified pipelines and move beyond the vanity metrics of likes and views. This is the kind of real talk that elite marketing leaders crave: strategy + systems = scale.