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Troy Johnson is the SDR Enablement Program Manager at JumpCloud, where he runs the SDR New England program for the Americas. His team books 80-90% of meetings through cold calls. He has over eight years in sales development, including six years managing SDR teams. This is his second appearance on the show, Part 1 covered SDR enablement foundations, and Part 2 dives into how they use AI to make reps more confident on the phone.
Listen on YouTube, Spotify, Apple Podcasts, and Snipd.
This episode was first published on outbound.kitchen.
We discuss:
How JumpCloud uses AI role-play to certify SDRs on cold calls during onboarding, 100+ practice scenarios before going live
Running a March Madness-style qualification competition to drive AI adoption and peer coaching
The monthly rhythm for rolling out updated cold call talk tracks with live practice and manager demos
Using Gong’s theme spotter to identify the most common phone objections and build targeted AI drills
Building an SDR-to-AE progression program with AI call scenarios aligned to AE managers
Why managers should practice AI role-play themselves to lead by example
Tools used: Hyperbound, Orum, Gong, and ChatGPT Voice Mode as a free alternative
Referenced:
Hyperbound: hyperbound.ai
Orum: orum.com
Gong
ChatGPT
My biggest takeaways from this conversation:
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