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SaaS Backwards Episode 70: Bringing the buzz back to the sales floor (even virtually) with Colin Specter of Orum

Welcome to episode seventy of the SaaS Backwards podcast, where we interview CEOs and CMOs of fast-growing SaaS firms to reveal what they are doing that's working, and lessons learned from things that didn't work as planned. 

You can listen to the full episode directly below via Spotify, or visit SaaS Backwards on Buzzsprout or wherever you listen to podcasts.



People just don’t pick up the phone like they used to, and as a result, outbound call response rates are few and far between.

A rep that makes 100 calls a day may only get a handful of connects. It’s such a grueling and inefficient process that many companies have abandoned the phone altogether.

The problem is that sales ultimately is based on having valuable conversations. And if you’re not having them, your pipeline will suffer.

So, what if you could improve the connection rate and have more conversations?

That’s what Orum’s VP of Sales Colin Specter talked to us about live at the Ascent Conference in San Francisco.

Their product claims to be the most efficient way to generate human-to-human conversations on the phone by using AI to drive more live conversations and bring back the buzz of a sales floor—even when reps are virtual.

Key takeaways from this episode:

  • The importance of product-market fit to scale.
  • The addition of long-term demand generation after succeeding with short-term sales KPIs.
  • The importance of finding the champion that will do the hard selling internally for you.

Other resources to check out:

Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publish a yearly report about how B2B buyer behavior is changing.

The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.

And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting.

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