Cracking Outbound

Why AEs Should Own Their Pipeline With Multiple Time with CRO Zack Sikora

22 Apr 2025

Audio

Description

What actually makes an outbound sales engine run at the enterprise level?In this episode, Todd Busler sits down with Zack Sikora, GVP of Sales at Benchling, to talk through what consistent pipeline generation actually looks like at the enterprise level.Zack shares how his time at AppDynamics shaped his thinking around qualification, why AEs must own outbound, and how activity signals can tell you everything you need to know about performance. He also opens up about building a culture where creativity is celebrated, enablement is a priority, and leaders know when to step aside and let reps lead.It’s a front-row look at how structure, storytelling, and small wins can power serious sales results.In this episode, you’ll learn:How to create a PG culture centered on AE prospecting that lastsWhat to track across the sales cycleWhy enablement is your secret advantageThings to listen for: (00:00) Introduction(01:39) Zack’s path through elite sales orgs(02:50) From hardware sales to value selling(05:37) Using activity signals to guide coaching(08:02) Pairing EQ with a process-driven mindset(11:18) Sharing small wins to fuel PG culture(15:03) Leading with outcomes over features(20:19) Why AEs must own their outbound motion(29:37) Enabling sellers with tailored bootcamps(34:33) What outbound could look like with AI

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3ª PARTE | 17 DIC 2025 | EL PARTIDAZO DE COPE

01 Jan 1970

El Partidazo de COPE

13:00H | 21 DIC 2025 | Fin de Semana

01 Jan 1970

Fin de Semana

12:00H | 21 DIC 2025 | Fin de Semana

01 Jan 1970

Fin de Semana

10:00H | 21 DIC 2025 | Fin de Semana

01 Jan 1970

Fin de Semana

13:00H | 20 DIC 2025 | Fin de Semana

01 Jan 1970

Fin de Semana

12:00H | 20 DIC 2025 | Fin de Semana

01 Jan 1970

Fin de Semana

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Cracking Outbound

Why AEs Should Own Their Pipeline With Multiple Time with CRO Zack Sikora

This episode hasn't been transcribed yet

Other recent transcribed episodes

3ª PARTE | 17 DIC 2025 | EL PARTIDAZO DE COPE

13:00H | 21 DIC 2025 | Fin de Semana

12:00H | 21 DIC 2025 | Fin de Semana

10:00H | 21 DIC 2025 | Fin de Semana

13:00H | 20 DIC 2025 | Fin de Semana

12:00H | 20 DIC 2025 | Fin de Semana

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