grips or frameworks or talk tracks. What's your preference? Because a lot of the sales people that we train, and especially the managers, they're either very, very for scripts or talk tracks. Some of them will not look at those and they want frameworks instead. And I think all of that is relevant. But what I see so little of when it comes to training and coaching reps, especially when it comes to outbound and the whole sales development function is really frameworks, like true frameworks thinking. Principles that allow a rep to work in an autonomous way that allows them to really be creative, right, and work within bumper guards, so to speak, but be able to really use their own style, have their personality, all of that good stuff that I feel is so necessary to make outbound really work. And that's what we're going to talk about with today's guest who I will introduce here in a minute. We're going to talk all about frameworks. He's literally built hundreds of sales development teams. He's one of the few folks that I would personally look to in this space on how to build a sales team from scratch, a sales development team rather from scratch. And he's done it for some really awesome companies. So before we get to that, my name is Jason Bay. I'm CEO at Outbound Squad. You're listening to the Outbound Squad podcast. We are all about helping you turn complete strangers into paying customers. We work with a lot of great companies like Shopify Zoom, Rippling Gong, and the thing that we help with is Pipegen. So our average client within 90 days of working with us increases pipeline, qualified pipeline, by more than 20%. So that's getting their AEs to self source more pipeline through Outbound, developing their BDR and SDR teams to be more strategic, move up market, et cetera, working with their account managers to build more pipeline within customer accounts. So if that's something you're focused on, you're definitely in the right place. Our guest today is Tito Bort. He is CEO of Alti Sales, Cadi, and he also does a lot of investment, investing as well. So this dude is extremely framework driven. So one of the things we talk about is a four part framework that he uses to really build systems and diagnose problems, its behavior, systems, messaging and skills. In that specific order, we talk about cold calling. You know, one of the things I love, you know, we do some really great stuff here at Outbound Squad. But most of the work that we do is helping clients, we don't do the outbound for them. They do the outbound for all of their clients. So we talk about cold calling, pick up rates, iOS screeners, voicemails, he's got some hot takes on dialers. Will the SDR function be replaced? We talk about data and root cause analysis and how do you figure out what's really going wrong in the org? This is a really great one. So before we get to it, I got two things that I want to offer to you. One is our outbound masterclass. It's three hours of our very best content for free. You can grab it at outboundsquad.com/masterclass. It's got everything in there from messaging offers, cold calling, cold email, like everything that's working right now to book pipeline through outbound. Go make sure to check it out at outboundsquad.com/masterclass. The second thing I want to offer you is if you're listening to this episode or have been a listener for a while and you're like, you know, I really need my team to implement this stuff. We're going outbound for the first time or something's not working with our outbound motion. We need to reduce reliance on marketing, let's say, just send me an email. It's something that we help a lot of great companies with that I've mentioned already. We do work with a lot of startups, folks building out their first sales teams as well. And if you're looking to increase qualified pipeline, sales sourced pipeline, shoot me an email,
[email protected]. Let's get to the interview with Tito. So before we chop it up and get like into the weeds on outbound and AI, all the stuff that we were talking about before we hit record, I would love for you to give some quick context. I'm like, I feel like you have such a unique vantage point in that like if you take someone like us, for example, at outbound squad, you know, we're really doing consulting and coaching and training. And we're not doing outbound on behalf of the customer. Right. So we're a layer removed. We're as close as you can get without actually doing it for them. And the way that I mean, you have multiple businesses, but specifically at all these sales, I mean, like you're in this unique vantage point in that you were seeing the inside of these customers businesses, but you are also doing it right now too. And you're doing that across a wide variety of different customers and thousands, tens of thousands of data points happening likely on a weekly basis. So I've always really valued your input on this because it's like you're doing the thing. But you want to give it a little context just for those listening. What you guys do that sort of stuff before we dig in. Yeah. So thanks for having me, Jason. Pleasure to be here. I'm Tito Bort. The CEO at three companies, two of them people know about one people. Don't know about, but I run three companies. One is called Altie Sales. It's a sales development consulting and outsourcing company. One of them is called Caddy. It's a software solution to help SDR leaders and AE leaders manage their teams better. And I run a company called Altie Ventures, which is a venture capital fund that invest in early stage companies that need help running go to market. And we invest in them when they have hired Altie sales to help it build go to market. What is incredibly interesting about what do you say is I started for a period of time. This is 10 years ago, plus trying to do a little bit of consulting. And I would get hired to write a call calling script. And Jason, I don't know how you do it because I hated that world. I would write a call calling script. I would give it to my customer and be like, here you go. This is it. This is what you're going to try. And then they would come back and say, it's not working. And I'll go and I'll be like, what do you mean? Like dude, I'll give you a couple of extra hours. Let me go listen to some calls. I like the tone. Nality was wrong. The execution was wrong. People weren't actually following anything I was telling them. Like, yeah, I promise the script works. It's just like people are not executing correctly. But I felt like I was accidentally, you know, just completely over charging the customer. I could charge $20,000. Just like a call calling script. And I was also the impact. So my business is grown out of that initial frustration where I go tell the customer, here's what I'm going to do. I have a very trusted SDR that can go execute the call calling script. And by the way, I have a good theory of what should work. But I don't think I'm going to get the best version of the script just by spending a lot of hours, you know, sitting in my office, cranking at reading your content or writing something that works. Here's what I'm going to do. I'm going to build a call calling script. I'm going to grab my SDR. I'm going to give him 500 leads. He's going to be calling for a month. We're going to hear every objection. Everything is going wrong. But he's really going to like the tone and the pace and understands the industry. And then I'm going to, as I get objections, I want to iterate, iterate, iterate, iterate. I'm going to be changing the script. So the instructions to the rap was either you follow the script or the script follows you. But I need perfect match. Meaning you can experiment. You can test different things. But it would start working. We need to start editing. And eventually we got to the point in a very data driven way where like three, six months later, I had these script and it would convert from a connect to meeting at a high rate. And high rate varies by industry. Like I've seen places where it's like 30% connect to meeting. Another place is where it's like 7, 8, 9, 10%. It's considered excellent. But that's where I come from. And I've always used a lot of data to analyze what's going on. And how do we adjust like little elements to build like the perfect playbook? Yeah. You are in like the hardest type of business I feel like in this area. This is like, because we started doing, you know, we were in an appointment setting for prior to getting into, to training. And we would, this is like in 2016, 17, 18 words. You could just get away with building an email sequence and, you know, sending some linked messages. We put a shit ton of meetings for people and then it just stopped working like really quickly. And they were like, hey, let's, let's teach organizations a lot of this stuff, especially the cold calling, right? So let's talk about cold calling because you see the shit online that's cold calling is dead. But right now when you look at the data, you're like, oh, God, what is the future of this channel? Where is this going? It's like the pickup rate goes down and down and down every year, fewer people are picking up. I don't know about you. I, I never pick up calls from unknown numbers. I have the AI screener on on my iPhone. And God, I want to say 80% of the of America is on the do not call list, which I know doesn't like directly apply necessarily with like what we do and be to be, but a lot of companies are not calling people on the DNC list. And people are opting out of being in zoom info. I mean, like what are you seeing with cold calling right now? And what do you think the future of this of this channel is and like the viability of it and how it's going to change and shift and all of that kind of stuff? My connection in 2026 is the highest since 2019. Wow. Which might surprise a lot of people. Yeah. that I got there is by a
series of iterations of how we operate as well. I am constantly checking on a purpose on a basis, per time zone basis, what's the best time to call? That doesn't surprise a lot of people. The next thing I check is, I check every state. So if I'm calling into Kentucky, am I better off calling from other Kentucky numbers or from out of state? If it's out of state, what state should I call from? And then we rotate the numbers and we pass the area code that we want to call from. So if I'm calling into Chicago, but I'm calling to finance people, guess what? Locals dial doesn't work, but if you call from a New York number, they pick up at a higher rate. And I know what times of the day they pick up. Yeah. So there's a lot of tricks. There's also a caller ID. And there's a lot of ways that you can implement a caller ID. There's a free call registry and whatever, make sure your number's on a show I spam. But we use person plus company caller ID. So technology very hard to implement. And a lot of people have it. You've got to jump a lot of hoops to get it approved. But when I call anybody in the United States that has 18 Tee Verizon or Team Mobile or any subsidiary they're off, it's about 92% of phone numbers, or about 99% of phone numbers assigned to executives at Fortune 500 companies. Whenever I call them, it shows Tee Toe board on their phone. Yeah. It looks different. It feels different. And what that will do is get people to go look at my LinkedIn profile, find my name while they're email address. We're leaving voicemails at an interesting clip about 12% of the time. We know exactly how to leave voicemails. We also never parallel dial. Parallel dialing is killing you, especially if you're doing, if you're gonna talk to a lot of executives that are having the call screeners, you're not gonna be given the opportunity to talk to the call screener. You're just gonna skip it. And therefore, you connect it's really low. But we powered out, so one number at a time. And then we talked to all those call screeners. We're getting through like at a such a high clip, it's insane. Like we don't, the call screeners are not knowing who's stopping us. And it's because like, we've, the first 100 times we go into call screeners, we've probably got through like three times. But in the next 100, somebody started figuring a couple of things out and then we got out 11 times. And then we realized if you call the same call screener, a couple of days apart, on the first time you left a voicemail, there's other things you can say to then get through at a higher clip. We're getting through 80% of the call screeners. And the beautiful part now is like, everybody was a call screener. Anybody parallel dialing them has no chance of talking to them. But because we know how to get through, for those people their phone never rings. It only rings when we call, our connect rate is up to 6%. It's insane. We just need to have a passion for figuring things out, Jason. That's what makes the difference between a great, a great human and a great operator, right? Yeah. In any discipline. Yeah. Did he just give us a freaking master class and pick up rates? It's like the pick up rate piece is interesting because it's like, it's the very top of the funnel that you have to optimize for. It's like you cannot book a meeting with a prospect who doesn't pick up the phone. You know, that's not, that's just not going to happen. So you're seeing 6% plus pick up rates across the board. Average that I've seen in organizations, especially ones using a dial, I've seen as low as like 1.1% pick up rates. It is like, and you think about the difference between that. It's like one versus six, well, it's like six times the conversations. Yes. And I'm going to give you the framework because we've, I guess we built so many SDR teams that many of my customers have internal SDR teams. So like only 20% of my clients hire me to build a team from scratch. About 40% of my clients or 50% of my clients have somewhere between one and like six SDRs. So small teams that are still trying to figure it out and they're not cracking the nut. So they hire us. And then I have, you know, the rest of the other 30% have big SDR teams. But I built a framework for inspection of my SDR, like SDR team, what's holding us back? And it's as follows. It says behaviors, systems, messaging, skills. And it's a step by step process. I've seen so many people, Jason, that go train their SDRs on skills. And what they realize is hurting them is they're like, we need better objection handling. You know what's actually happening? The messaging is so bad that they get objections that they can't handle. And I'm like, you're doing it wrong. You don't need to objection handle. You need to pre-handle the objection. You need to reposition. You need to rethink your pitch. If you change your messaging, your objections will change. Therefore, don't spend so much time objection handling, change the messaging. And then everybody's like, oh my god. And I'm like, wait, wait. So you're gonna go do messaging right now, right? Right? Let's go run at it. They're like, yeah. I'm like, no, wrong. They're like, what? I'm like, your messaging is useless unless your system is right. Who cares to have great messaging if your connect rate is under 3%. Who cares to have great emails if your emails don't land in their emails? I like, oh, I'm like, before you go work on messaging, messaging is useless unless you go fix on your systems. Get your connect rate off, get your email delivery rate. And they're like, oh my god. I'm like, okay, wait a second. What are you gonna do? He's like, I'm gonna go work on my, no. You know why? You could have the best systems. And then you can go get the best messaging. And then you can go get the best objection handling. And you can still be absolutely dead in the water with zero results. I'm like, I don't understand what do you mean? I'm like, what proceed systems? Behaviors. I'm like, how many of your STRs have logged like a fake call? What's your average time to reply? Like you send a sequence email, a prospect replies back. How long is it taking you to reply back to that prospect? On a per rep basis, on a per sequence basis, on a per hour of the day basis, during business hours versus off business hours. Get cloths start pinging it. Ask it all these questions. And you know what we see? I have STRs from customers. They take more than 72 hours to reply back to a prospect who replied to a sequence. Like automated sequence goes out, prospect replies back, blah, blah, blah, blah. And the SDR replies back to the prospect, but it took him more than 72 hours. I'm like, dumbfounded. I'm like, what are these people doing all day? On what the manager says? We, they work remote. I don't know. They're not in the office. And they're fake down. They're just people logging costs that they're not making. These people were on parole dials. You got to make $150 a day. Guess how long it takes them? 27 minutes. They made $150. Zero voicemails. Zero like, zero anything. There's even people, hello says the prospect and they hang up. Oh my God, that's a two second call. I play the recording. The prospect had hello said hello and they, and the SDR hung up. It's happened to me. I picked on the phone and said hello and people hang up. And they're like, my colleague is low. And they blame the SDR manager. They blame the tools. They behaviors, systems, messaging, skills. You get there wrong, you're dead. Yeah. It's crazy. I love that. Let's love the framework. I want to talk to you about data here in a second. But to backtrack a bit on cold calling, what's the voicemail strategy? How much of this do I give out for free? No, voicemail strategy actually is interesting. So we have a couple of different types of voicemails that we leave for prospects. You also need to understand that the voicemail strategy actually varies by persona. Similarly to like objection handling varies by persona. And then again, I'm going to give this away for free, have fun, use it, think about it this way. Imagine you call a VPL sales. They pick up the phone. Who was Jack? What do you say? So like, here's what we like to say. Hey, Jack, my name is Tito Bort. I'm with Alti Sales. I was just hoping to speak with you briefly today. Do you have two minutes? And more than 80% of the time, they'll agree. They'll say yes. But 20% of the time or 25, 30% of the time, they'll be like, oh man, I'm so busy. I can't talk right now. When it's a VPL sales, here's my response. Oh, come on, Jack, you're a VPL sales. I'm an SDR. Give me a chance. 45 seconds right now or I call it me another day. What do you prefer? You know what happens? They smile just like you smile right now. Yeah, you can't do that to a VP of IT though. Right? You can't, that doesn't work. Yeah. I'm back on a psychology, right? I studied behavioral economics and decision neuroscience and Duke University under the guidance of Dan Arieli. I am one of the people that loves to reverse engineer the why behind the what in the brain. If they're rejecting, they need to understand why. If they're not picking up my phone, I need to understand why. Why would I do in their shoes? How do they think? What do they feel? And if you just put yourself in their shoes, it is like extreme empathy you would call it. And then you'll figure out what to say. You'll figure out what voicemail works, right? It's like should your voicemail be like, "Hey Jason, you probably have a lot of people calling you as parallel dialers and they're so annoying. I swear to God."
I'm calling you one and one because I was looking at how much squad I listened to your last episode Need to share something with you about the voicemail strategy you're gonna be running Give me a chance Call me back. You know me. It doesn't matter. But I'll call you again tomorrow I'll try it in the morning and then you have to call the next day in the morning If the prospect feels like they're in a sequence nobody's picking up and the prospect feels like this is an automated thing They're not gonna engage with you. The reason I give people my time is because I feel like they have put in the time and effort to earn it On my bar for how to earn it has changed in 2018 you personalized an email on my feeling was Oh, you spent a lot of time to personalize you earned my money Nowadays you can send me the most personalized email in the world. You haven't earned shit. That's probably AI Yeah, it doesn't work because it doesn't prove effort If you send me a box of chocolates Maybe you're proving that you care, but it would be better if you send me a Real Madrid t-shirt It would show me you care more because you know me and like How will you show me you get if you leave me a voicemail? It depends what you say and how you say it and how you think about it and like If I send send me an email how quickly you send me an email what acids you include also like Can you communicate on my level? That is what works in sales development today across channels But very specifically on a phone as well you think that the current model of Let me backtrack One of the benefits of working with like alti sales. Let's say is that you have these experienced SDRs Yep, you're not bringing someone in like these companies That's their first job and expecting them within two or three months to land a mess You know at 23 years old to land a message with some land a meeting rather with someone in the C suite correct How do you feel about the current like SDR model like what's broken? Is it broken? I think a lot of people are doing it wrong. I'm the reason they're doing it wrong Could be many one of them is hiring as like too many young hungry SDRs when the process have not been figured out I think of building an SDR team as I think about building a revenue machine When I think about building a revenue machine, let me bring you next up Okay, you see these? Yeah airpods recognize them. You're using them Look at the back of the box. It's designed by Apple in California, assembled in Vietnam I'm gonna explain the business model of this airpods How much do you think these cost to make in Vietnam right now? In bucks Yeah, I'm an agreement and must be around there. How much do they sell it for? At these ones, I think we're 250 bucks or something crazy like that. Yeah 50 to 350 the pro are 350 the regular 250. Yeah profitable Yeah Insinely profitable. Okay, wait a second. I was gonna ask a different question Somebody invented these like in California Some designer designed the perfect airpods they decided on every part on every curve on everything How much do you think it cost Apple to pay the salaries the tools taxes benefits insurance and everything to go from oh, we should release some sort of like You know airpods to the product being ready How many? What would assume that's an eight nine figure plus investment to build a product like that for the first that that works Okay, so that's the business model here's what we're gonna do. We're gonna invest a hundred million dollars To get the best people in the world To build a product and a system on a they need to create the manufacturing process How does this airpods case get created the charging port how quickly does it charge what type of battery does the case Have what type of battery do the airpods up we just put a hundred million dollars to build it and Once it's ready and we love it and we use our test in and blah blah blah we can produce him for 10 bucks and we can sell him for 350 You know what's the problem in the world of sales development today Nobody do the first part. Yeah, no the first part you know what they come and say they say Jason These cost ten dollars to produce on they sell for two fifty Here's $12 Bring me airpods that are better than these build them in house and you're like boss The I can't do that. What do you mean here's $12 bring me airpods that are better than these They're like yeah What if you had no airpods zero and the company doesn't exist you're a competitor of Apple and on my Jason Your role is to produce a competitive product to airpods. I Just need to test it bring me ten Ten products to test here's $3,000 It's more than the airpods cost themselves. They cost to 50. I'm gonna give you 300 times 10 and 3000 Create me 10 pairs of competitive airpods and and prove to me that they they're better quality than Apple Who in the right mind would think that that's even a possible idea You need to hire the California team to build the machine and the systems and iterate and control and measure and like Obsess with the quality and and get to the point where the user experience is amazing So alty sales is the California team we get hired by companies that say My air pod manufacturing process is broken my pipeline manufacturing process is broken I'm gonna hire a set of experts that have built Manufacturing plants for airpods Pipeline teams for tech teams and they are going to produce the target addressable market They're gonna iterate on the messaging they made or even on the call calls and the emails and the LinkedIn of blah blah blah blah blah blah blah And it's gonna cause me a fortune Thousands of dollars per meeting, but it doesn't matter. It's the upfront cost eventually They're gonna demonstrate that I can hire a kid out of college with a perfect script with a perfect sequence with the perfect Email with a perfect structure with a perfect messaging with a perfect management structure 101 documents training documents pip documents comp structures SCRA handles pipeline management CRM automations Everything I'm gonna hand it off to me and at that moment which will take 18 months to build at that moment I can produce meetings for a thousand bucks And on average they close 15% of them into revenue on my average deals as 100k So it cost me 15k to acquire 100k customer and at that point I go to the moon But to get there I first need to put hundreds of thousands of dollars To build the machine. I'm the machine builder. I then allow them to be the machine operators Yeah So we really love that analogy by the way, so it's it's really about This is not an argument over whether or not the S-GRA model works or or or not It's really how are you building the machine? How are you building the model and it's The old predictable revenue style of like I'm just gonna hire a shit ton of SDRs And we're just gonna like mass volume and not really think about like the pipeline that's created the closed one revenue When we're just gonna sequence the shit out of our market like That's been dying of really quick death and that's not that's not a new that's not a new thing, you know And I think that a lot of these organizations are getting really slapped in the face with that In the last like three or four years where it's like oh shit now that Our VC and PE firm is actually Looking at the profitability of our company and we're looking at everything that our sales development department sources And we're seeing that oh we actually operated a loss With the pipeline that they generate Like I think a lot of these companies are finally waking up Yeah, it's it's non-sustainable And like there's people like Mark Reversh talked about this in his saster talk in 2017. He said look under the hood Like the only way that most SDR teams can be profitable on a SDR headcount basis right now is to say oh my SDR got like seven meetings And those seven meetings turned to like 30k in revenue for the month and the SDR costs like with taxes benefits insurance management tools data like 12 15 18k whatever it might be and they're producing 30k they cost 12k and they cost the account executive Across all the deals that they're closing. So we're at 25k worth of Expenses on a 30k deal. So it works Kakpay back period under 12 months Renewal rate at 103% NRR like the math works the math works But then you look under the hood and what do you realize is out of the seven meetings they got four of them were demo requests And three of them were outbound and everything that closed was a demo request So then because that cf4 hasn't locked under the hood and they just locked that like these big pipeline numbers They're like let's triple the
the team. And you know what happens? They triple the team. The new reps are being also assigned inbound. So the previous rep goes from seven to six meetings because their inbounds are not distributed among more reps. The new reps don't ramp up as much because they don't have a proven process. The old reps that were the best are being promoted to AES or something else. So the machine completely breaks. The new reps need to rebuild the process and they're averaging two to three outbound meetings a month. There's not a good outbound SDR handoff to the AES. And then it ends up turning into nothing. I like, I know companies with 20, 30, 40, 50 SDRs, but like you look at the hood and you're like, this is a disastrofating. Like this is completely unprofitable. But like nobody's paying attention to the actual metrics that are proving that this is completely broken. And the executive team is just like, no, we need more pipeline, make more dials. Let's throw a spiff for dials. Autodilers, who's more likely to pick up score the leads? Like it's just all short term tactics. Nobody's spending the time like Apple to build the right process that is repeatable and sustainable. What's most important and the metric that we're the most proud of is our account meeting ratio at 17%. If you give me 100 accounts, I will get you 17 meetings. Give me another 100, another 17 meetings, another 100, another 17 meetings. And our SDRs work about 150 to 100 accounts a month. Right? Yeah. So it's really interesting. Our yield on a per month basis is going to have about eight to 12 meetings per month. But those same accounts, we're going to give them three months, six months, they say, call me later or we recycle them. So like, we have a really good yield. An SDR with 600 accounts in a year will produce a hundred meetings for 103 meetings. That is a valuable team. Because then I say, if I have 6,000 accounts, I can have 10 SDRs. And if I have 60,000 accounts, I can have 100 SDRs being profitable. Most people are not thinking that way. They're just like more meetings, more volume that burns the time and it burns the play. Yeah. This team play, you're running runs out of runway. Yeah. I mean, you need to build a new play that's not as effective and not as effective. So your efficiency keeps going down while my efficiency keeps going up and stays consistent. So how is speaking of efficiency AI? What's your take on AI and how that disrupting outbound in the SDR model and how are you leveraging AI? All of that stuff. Because we've moved very dramatically with all of the agents and things like that that are available now. We've moved from a prompting, hey, I'm an rev rep and it's, oh, cool. I can have it do some account research and I prompt back and forth and have it write an email. It's like, that was just like barely skim in the surface of what we could do with all of the agentic stuff that's out now. But how does this fit into your business model and where you see the industry going? Yes. My opinion at large has not changed from the episode I did with Serif and sales three and a half years ago about AI. I always said AI will not replace SDRs. The main reason for it is Jason, how many meetings have you personally taken? You're a business owner. People want to sell you stuff. There's definitely stuff to sell to outbound squad. How many meetings have you personally taken or been passed month to months, three months with an AI generated outbound rep? It's zero. Yeah. I've never, ever responded to any of that stuff. I'm kind of a hard person to get in meeting with anyways. I'm not really, because we've run a small business. I'm not getting the best of the best of reps reaching out to me. But I, I don't think I've ever taken a meeting from cold outrage. When I talk to other people, the answer's almost always the same is zero. How many of the emails that you get that you think are potentially AI generated? Do you read? How many do you open? I would say most of what hits my inbox gets opened. Because I'm curious what's in there. I'm maybe a bad person to ask that. But as soon as I tell it's AI, I, I'm not going to read the rest of the email. There's no point in reading the rest of the email. That is fascinating to me. I agree with that. I think that's a human psychology. As soon as I realize it's AI, stop reading. If we become, if I may ask further, why do you think your brain immediately shuts off the moment it feels like it's AI? Because you're talking if it feels like it's a human, you might read more. What? What makes your rating? The feeling is just like, I think it's two things. One, I'm sensitive to rejecting other people. Like you, I get asked by a lot of people, hey, can you give me feedback on this thing? Or, hey, I'm going through this thing in my career. Can we hop on a call? I love to get your insight on it. I don't feel good about saying no to people. There's a rejection piece where it's like, the AI, I'm not rejecting a human. I think the other thing, though, is a similar feeling to when you get sent to group text and someone's inviting a group of people to something. They haven't reached out to you one-on-one to see if you would be interested in that. They're inviting like the group. I never respond to shit like that. It's like you're messaging the group. There's nothing about that that feels like, oh, you want to invite me. There's nothing about that that's showing that you're thinking about me. Have you heard of the phrase like spend five minutes to earn five minutes? No, I haven't actually. Oh, so somebody said that. I don't remember who it is. It's some other leader. It's not my thing. But somebody said, you got to spend five minutes to earn five minutes. You're kind of describing that. If they actually took the time of their day to reach out to me and be like, Jason, we're doing a boat party in Miami this weekend. I know you're going to be in town. I love for you to come. You're much more likely to go than if you get a group test. Hey, old people, you're all in Miami. We're doing a boat party. We love for you all to come. Why? Because they actually spend the time to focus on you. Our human psychology, this is just our regular brain. Feels like if somebody has spent the time and effort, they should, they're proving that they care. The reason that you see an email and as soon as you open it, you detect that say, I you deleted is because you feel like they didn't care. And to be honest, if they're sending you AI rent emails, they didn't care about you. They care about their pipeline. That AI rent email is selfish, not selfless. If they cared, they would have done it differently. They need to care about you. So I don't believe that AI will replace STRs because whatever the AI can do for company A, it can also do for company B. And the moment that company A deployes in and nobody else has done this yet, it will work for a few weeks, for a few months until everybody has taken one or two meetings with that strategy. Then company B says company A is being very successful. Let's replicate company B launches that. I will really take it a meeting with that same email. And I get another email that now says, Tito, I hope the, you know, sunny Miami weather today on April 22nd is the perfect backdrop to celebrate your success of building 92 STR teams up to 2026. And your incredible investments. The first time I saw that I was like, this person has researched everything about me. Now I'm like, screw you. Right? Go away. Like block. Yeah. Selfish. I label the person email me. I label that company a selfish or selfless. And the selfless people, I will take the call, the selfish people, I want to take the call. AI by default is selfish. You're not doing the work. You're out of me. I don't believe AI will, will fully automate. I'll tell you what I believe is the right strategy to make your STR team the most effective STR team in the world. You got to turn AI into enablement. I have STRs that every call they have gets analyzed by AI. And it suggests next steps. It says this person rejected you on the phone within eight seconds because they felt it was a parallel dial immediately sent a connect request and say Jason, I'm the guy who called you. It seems like I caught you at a horrible time. Huge apologies. I'm sending you an detailed email. It'll have two blue dots in the subject line. Email with two blue dots pre drafted. You get researched. It says Jason specifically reaching out to you. Your episode with Tito Bort was amazing. It taught me really how to use AI and how to think about the human psychology. I want to be on your podcast. Or by Tito wants to be on your podcast. You know, you do him a favor. Look at his profile. Here the article is wrong. Like enable the human to look more human, but it's very custom. That's what you need to start doing with AI. You're going to have humans with great judgment that can produce insane results by being enabled by the AI. Their objection handling everything. I'm the same happy
the AES, I think the revolution of AI will affect AE work and AE employment a lot more than STR employment and STR work. Really? Oh, tremendous. You're cool. You're cool. It has to be up 5x. All your emails, all your pings have to be completely automated. Of course. All the CRM data entry is gone. You don't need to CRM data entry anything. All your calls, we have to take them, needs to be scored. It gets run through all the company med-pick, spies, whatever you want to do it. All our company materials, all our competitor scorecards, all our best practices, and I get a summary. Tito, great call with XYZ company. Here's the top 3 things you didn't really want. Top 3 things you got to improve. Here's your pre-doctor follow-up email. I've already moved this to stage 1. Here's the calendar link associated with your SC to get the second call. Here's the information of the other 3 stakeholders that are included in the pre-draft and your inbox. Just review and click send. Something that would take you an hour and a half is now 30 seconds. So my AE's calendar is on average. What I see is 2-3 hours of calls on 5 hours of admin. The 5 hours of admin better be taken down to like 15 minutes. So now you can take us twice as many calls and you can improve a lot faster because the AI is reviewing the calls. What people are going to buy is I think they need to buy the Outrun Squad package. They can connect their MCP to all the Outrun Squad methodology. As my calls are getting scored, I want it scored based on JSON-based belief and methodology. It says, here's the scorecard according to our internal company enablement team. Here's the scorecard account to med-pick. Here's the scorecard according to like spiced. Here's the scorecard according to spin-selling. Here's the scorecard according to gap-selling. Here's the score according to JSON-based. Commonality of things you need to improve blah, blah, blah. I've added this item to your 101 with your boss. Yeah. Do all that right now. You just need to spend a little bit of time to automate it and you need a lot of rebels people to start building this. It will never again be 5x salary, 5x OT, right? 5x coverage, so they say, right? 100k base to 100k OT means a million dollars in 100k. That's the common. It better be 100k to 100k OT, 2 million dollar quota. Yeah. You can manage choices as many customers. Why have 10As just have 5? Yeah. And you move the head count to the SDRs because what people are lacking is pipeline. The email reply rate is tanking and they connect with it on the phone is tanking and it requires more humans. You know how many times I'm dealing with an account executive. I just renewed Zoom info and lead IQ, all these tools. I'm like, I work crazy hours. Don't get me wrong. Two in the morning. I'm like, oh, I have a question about the API access in my subscription for lead IQ. I get a send an email. It's two in the morning. I don't get a response. Dude, here's what I need. I meet with an AE. After the meeting, they say, Tito, I'm going to send you a deal room or whatever you want to call it. It actually contains Jason base AI. Any question you have about anything we discussed in this call or anything about else lead IQ, you can ask it in the chat. My AI will respond to you. If it doesn't know the answer, it's going to be paired for me on 8th, 30 in the morning, every morning. I go and I correct the AI on the answers it should have given to you. So I do it in the morning. Oh, will my subscription include API access? No Tito, I won't. But I really needed. Can I have a trial of that? Trials are not available for API access. How much do I need to pay to operate? It's not all the $300 a month. Final do it. Quote is being auto created. Can I sign quarter to quarter? Yes, but pricing is different. It would instead be double blah. Okay, I'll buy for a quarter. Great. Here's the link to pay. Click pay, done. On board. Why do I need an AE dude? Yeah. Like, I'm not saying I don't need an AE completely. Like 80% of the work that an AE does, like if you look at their schedule and analyze the tasks that they're doing, analyze what an SDR is doing, I think AES are more automatable in more areas. And now instead of having 20 AES, I can have five. I'm going to I'm going to fire the bottom 50% of those roles on my sales. We're going to scare rock and because the leads go to better AES. Yep. The role is not going to replace. The role is not going to replace, but Brendan Short said this. This is not me. Everybody that says stuff that I've learned from, they deserve the credit. Brendan Short said, AI will not replace SDRs. SDRs using AI will replace SDRs not using AI. I think it's very correct in that. I think it is even more correct for like now companies need to, some people have those GTM engineers. I think that's the thing of the past in the mindset. You need people building on top of your MCP. Your Rev-Up steam has to be like, you need an AI enablement leader that shadows people in your company, sees what the hell they're doing. Oh, CSM. You're taking manual modes and meetings and sending follow-up emails. Are you insane? We're all going to do that anymore. Next week. Workflow replaced. Engineering, you're writing manual tickets to see what you're going to, no, that's not. We're going to grab the call recordings. We're going to parse it. We're going to bum-bum-bum. We're going to get context. Wait, how many of your tasks don't have a follow-up date? How many of your tasks don't have a next step? We're going to surface those every morning. Every 9 a.m. Monday, you're going to get all the tasks in your Asana that don't have a next step. Why are all these tasks not have a OKR or a company priority attached to it? The AI is going to suggest what should they be attached to. If they're not attached to anything, it's going to ask you. You're going to label yes, no, yes, no, yes, no. Everybody gets dictation allowed in their thing. You don't type anymore to your AI. You talk to your AI. Your AI does the work while you sip your margarita on the beach. That's where we're going, dude. On the futures here, this is happening in three months. Yeah. It's wild. It's like a truck and before we hit record, just all of the vibe coding and stuff that we've been doing. I've built three internal company applications for stuff. I could not figure out how to do with Asana or a Google sheet or whatever in like three weeks, dude. What? It's been great. I'm so excited. Yeah. I built one that's like a delivery hub. Our entire client calendar and how we manage the engagement post sale. We had to do through a combination of Asana and like we had a spreadsheet to help us kind of do this and to get it customized. I built that in about three or four hours. I built out an online scorecard that we're using. We're about to release an outbound masterclass course. I went in a studio and recorded three hours of like just our best shit. And I was like, I got to create a workbook for this. I was like, why would I create a word doc or a Google doc that people have to fill out? Why not make it an interactive workbook that's an app? So I built that out. You know, where you can just go through and you can follow along with the course and do the exercises inside of an app that like does stuff for you versus writing everything out on a talk. You know, it's just like the possibilities are endless, dude. Dude, we got to go. I could talk to you for another hour about this shit, man. Can you let people know what you're up to? Where to find you? If you're hiring, let us know. Where can people go to get more of a Tito and what you're up to? I'm only hiring AI agents. I always have, I've run a very profitable company. I am hiring people who are incredible. Doesn't matter the role if you're incredible. Talk to me. There's probably space for you in this company. Find your own LinkedIn, TitoBort. My name's super unique. You won't find too many other profiles with that name. Only potentially my dad. So that's easy. And then check out altysales.com on gtmcadi.io. Those are the places where you can find the stuff that I'm up to. I'm investing in early stage businesses, always, especially only B2B. You need to have some traction. I have a lot of little details. I'm very careful exactly on where I win. But if you need any help with sales development, training and journal teams or revamping your playbox or things like that, I'm so passionate about coming with my whole AI stack and my whole team. I'm not four figures and I'm not five figures. I'm definitely six figures. I'm a bigger investment. But I love developing leaders as well. So I get hired by like founding SDR leaders that deploy me to help and build a playbook. I'm there six to 18 months. And then I get the hell out of there. And you take all the credit for this success. So I'm a stop gap between we need to grow and like we have an incredible machine. I teach you to build the airports. And then I let you build them at scale and you get the profitable side of the house. I'm the sunk cost that you need to spend at the beginning to build the machinery and the process and the systems and the mindset and all that. So it's been a pleasure, man. Thanks for letting me kind of like tell people a bit about
me and who else if people are enjoying this a lot shared with every friend you have put it on your Slack community, send it to your boss and embrace all the things that I'm saying embrace the AI and embrace building the dashboards analyze the data understand the psychology of the people and tell Jason you want to see me again maybe we'll do round number two you
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