How do you scale an outbound team from two founders dialing cell phones to 20 BDRs, without losing the hustle that got you there? In this episode, Britt sits down with Jimmy Christiansen, Head of Sales at Adversus, to unpack what actually breaks when outbound teams grow: why BDRs are “playmakers,” not grunt work, where AI SDRs genuinely fit (and where they don’t), and why a rep’s activity metrics are really their GPS. Packed with honest, hard-won advice for anyone building a BDR or SDR team.

Best moments:

• Why the BDR is the hardest role to replace, not the easiest, and why Adversus calls them “playmakers”
• The honest case on AI SDRs: where they genuinely fit, and why Jimmy thinks they’re generations away from replacing outbound reps
• Why 3 out of 10 leads being relevant is a good day, and why that’s healthy
• The “Formula One car vs. a bicycle” test for your calling setup
• Why activity KPIs are a rep’s GPS,  and how one bad month kills motivation if you only measure in 30-day windows
• Why being a great BDR doesn’t make someone a great AE
• The “mandatory dialing day” story,  a Head of Sales who hadn’t cold-called in three years, back on the phones
• Why gamification, streaks, and recognition aren’t “just games,” they’re psychology