The live sessions are back, first one in 12 months.
The podcast format has changed. No more talking-head conversations. We build live, show screens, walk through real examples.
First session: 5 AI Role-Play Use Cases for Outbound Teams and Cold Calling. Part 2 with Troy Johnson.
Built for GTM leaders developing cold calling skills at scale.
New podcast episode is up!
Listen on YouTube, Spotify, Apple Podcasts, and Snipd.
Jay Glenn is the founder of Jay Glenn Agency, where he helps B2B companies build financially sustainable SDR programs. After witnessing mass SDR layoffs in 2022, Jay developed a suite of P&L calculators that have become essential tools for SDR leaders proving ROI to their executives.
Listen on YouTube, Spotify, Apple Podcasts, and Snipd.
We discuss:
Why 2022 was the wake-up call for SDR financial accountability
The SDR P&L Calculator — walkthrough of inputs, outputs, and the 7.91x return benchmark
The $50K ACV threshold for sustainable SDR models (and why lower ACVs fail)
Customer lifecycle as the most underrated profit lever for SDR teams
When to hire SDRs vs. when to invest in product and full-cycle AEs
The Headcount Gap Calculator for modeling scale decisions
Why inbound and outbound need separate conversion rate assumptions
How to present SDR financials to your board (with or without good news)
Referenced:
Jay Glenn on LinkedIn: https://www.linkedin.com/in/jayglenn/
Jay Glenn Agency: https://www.jayglenn.co/
RepVue (SDR compensation data): repvue.com
Clay: clay.com
TitanX (phone deliverability): titanx.com
My biggest takeaways from this conversation:
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