The Chris Bussing Podcast [ Sell More | Live More ]12 Aug

#162 The New SDR Outbound Playbook: How to Smash Your Number in 2026

Chat with me about 1-1 coaching:

👉https://calendly.com/bussingventures/session

🎯 Free Cold Calling System →https://techsalesaccelerator.framer.website/

🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consult

In this episode, Jake Dunlap breaks down the new SDR outbound playbook and what sellers need to change to succeed in 2026. We cover how to use AI effectively, build stronger business acumen, stand out with video and LinkedIn, improve your sales skills faster, and create more pipeline by focusing on quality over volume.

Connect With Jake →https://www.linkedin.com/in/jakedunlap/

Check Out Skaled →https://skaled.com/

AI Powered Seller →https://open.spotify.com/show/2YSdOae5YyHNfy6UQd7iIM?si=e3254bd604f240ea

Timestamps

00:00 - Cold Calling & the Dennis Story

03:34 - Jake’s Background

05:33 - The Future of Outbound Sales

10:26 - Why Caring & Curiosity Matter in Sales

14:13 - Following Sales Scripts & Frameworks

17:18 - Advice for New SDRs

20:26 - Reviewing Your Own Sales Calls

23:36 - Treating Wins & Failures as Data

30:48 - The Two Skills Sellers Need to Master

35:26 - The Outbound “Triangle” Framework

38:34 - LinkedIn Video & Building Pipeline

45:20 - Why In Person Events Still Matter

ABOUT ME:

I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential.

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