Will Martin interviews Gabe Lullo, who is the CEO of Alleyoop. We get to hear about his journey all the way from recruitment to leading a successful sales development agency. He focuses on the importance of the right people in professional services, the role of intent data in sales, and the value of having a great product.
Gabe talks about his own strategies for growth along with the significance of calls and content, and how to engage your employees. He also points out that video communication is key and the unique value proposition Alleyoop offers to their potential employees.
TAKEAWAYS:
- People are the core of professional services.
- Investing in employees is crucial for retention.
- Intent data can enhance sales strategies but isn’t a silver bullet.
- Building strong relationships with clients leads to mutual growth.
- Calls and content are essential for successful outreach.
- A great product is vital for sales success.
- Transparency and trust are key in client relationships.
- Video communication fosters connection and engagement.
- Hiring experienced SDRs leads to better outcomes.
- Creating a strong value proposition attracts top talent.
TIMESTAMPS:
00:00 Introduction and Gabe’s background
10:27 Timing in business: how Alleyoop met ZoomInfo early
17:28 Lessons from working with big accounts
23:24 Calls and content to make outbound work
25:50 How Alleyoop doubled in size
29:00 How to get your team to post on LinkedIn
35:21 Why outbound isn’t (and won’t ever be) dead
39:11 Cold call scripts: the 4 Ps framework
46:40 Alleyoop’s tech stack for remote work
55:25 How to sell your company to candidates
01:02:10 Conclusion and final thoughts
