Outbound Kitchen - B2B Sales Podcast [GREATEST HITS] 42: The 3 Outbound Pillars: How Tito Bohrt Built 70+ SDR Teams and Sourced Over $100M in Revenue - Tito Bohrt, CEO of Altisales
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Mar 23, 2025 Tito Bohrt, CEO of Altisales, has built over 70 SDR teams, generating more than $100M in revenue. He shares his three pillars for successful sales development: targeting, outreach health, and messaging. Explore how personalized outreach and multi-channel strategies enhance connection rates. Tito dives into optimizing lead distribution and the importance of understanding buyer personas. He also reveals the pivotal lessons from three influential sales books that shaped his career, emphasizing continuous learning and adaptation in the evolving sales landscape.
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Use An Account Drip To Prevent Spam
- Avoid permanent territories and rapid monthly account rotations that encourage spray-and-pray.
- Maintain a controlled 'account drip' so each SDR keeps ~450 leads in outreach and earns rewards for high lead-to-meeting efficiency.
Limit Sequences And Prevent Repeats
- Prevent the same lead re-entering identical sequences and keep personalization variables beyond just name and company.
- Limit active sequences per rep (5–10) and per SDR org (7–15) to avoid data dirtiness and manage learning.
Test Templates And Drop Bottom 30%
- Measure each step of every sequence for delivered, opened, replied, and positive replies and A/B test templates.
- Remove the bottom ~30% of templates regularly and replace them to improve average performance.
