Making Your Sales Process the Product with Meredith Chandler

Most outbound messaging gets ignored, Reps miss their quota, and the pipeline suffers. Why is this happening?

Meredith Chandler, Head of Sales at Aligned, joins Todd Busler to analyze and discuss what it takes to build outbound that actually performs. With experience at Samsara, Spiff, and pclub.io, she shares how her team uses PLG signals to drive pipeline, why reps should build their own 90-day plans, and how coaching shifts from scripts to scorecards.

Join us in this episode as she shares all her tips to help sales reps’ outbound messaging reach their goals.

In this episode, you’ll learn:
How to coach reps to build and own their own 90-day plans
What makes outbound messaging stand out in crowded inboxes
How to use PLG signals and swarm tactics to generate a pipeline

Things to listen for:
(00:00) Introduction
(01:49) Why selling sales tech is different
(03:20) Building outbound from scratch at multiple startups
(06:14) How she hit 76% open and 16% booking rates
(07:23) Using swarm tactics and memes to drive engagement
(09:02) Turning PLG signals into coordinated outbound
(10:57) Prioritizing leads with intent scoring
(12:07) Aligning BDRs, marketing, and RevOps for plays that convert
(15:36) How she creates a high-performance culture
(17:11) Coaching reps to think beyond the CRM
(18:41) Onboarding reps to 150% quota in their first quarter
(20:02) The biggest mistake in most onboarding plans
(24:58) Why reps must own their 90-day plan
(26:38) Peer coaching and personalized growth paths
(28:04) How business acumen drives performance
(29:30) Why she coaches outside her day job
(31:47) Misconceptions about digital sales rooms
(33:43) Selling in a new category without getting outsold