Last week was all about what it looks like when SDRs look forward to outbound again. Crazy, really. The job is almost universally dreaded.

But what happens when you’re dialing great data?

You get overwhelmed by the pace of conversations.

That’s what happened to Jason Bay, a consummate expert on outbound who has been coaching enterprise outbound orgs for years.

30 calls, 9 conversations, 1 meeting booked.

“Candidly, I wanted more of a break between calls 😂”

Obviously, there is no such thing as a too high connect rate. Good problems to have.

"I've never talked to this many people in like a 45-minute period."

You can watch the full 30 minute video, complete with plenty of ad hoc insights by Jason as he dialed through the list:

Best comment so far: “Jason looks like a little kid who just got in trouble on the playground for pushing another kid 😂”

It’s a small sample, a small taste of what it looks like when a trained rep has access to the best quality phone data on the market.

The day is transformed from mostly wasted to unarguably valuable. No more CFOs leaning over and criticizing outbound quota, targets, costs. You’re swimming in conversations, learning whether it’s your script, your team, your tone, your offer, or your audience.

You can learn so much about your product-market fit, your list quality, and your reps in just a single day with High Intent phone data.

If you get a morning like our SDR Reese had just this morning - 25 conversations in under 3 hours - you know whether your list is quality.

What does a day in the life of one of your callers look like?

How many conversations?

And how do you optimize to hit revenue goals when you’re not having nearly enough conversations to determine what needs improved?

The Broken Feedback Loop: Board-level strategy evaporates before it hits the ground running

Here’s what I’ve seen personally at 3 unicorns and dozens of startups:

1. Founder/board/CEO lays out the revenue goals, and sometimes the GTM motions expected (the TAM, PMF, audience, messaging, are all presuppositions that get little attention past a certain scale, once leadership assumes they are sufficient) = 2-3 months to formalize
2. CRO/CMO lay out a list of activities = 1-3 months to formalize
3. Teams, tech, budget reach eventual alignment through a combination of docs and meetings between RevOps, Sales Ops, Sales Enablement, SDR Leadership, Demand Gen = 1-2 months to formalize
4. Campaigns launch across SDR and marketing = 1-3 months to deploy
5. Campaigns variably succeed and struggle (recall those presuppositions from #1 - those are never to blame, those are holy and blessed, in fact it must be GTM’s fault now) = 3-6 months for everyone to accept the full scope of failure
6. “Is our GTM good enough? Do we need to find new people and lay off these ones? Do we need to find new tech and churn these tools?” These questions take shape in the minds of leadership, while little is done to gather real feedback from GTM.

Instead, imagine (you’re running SDR in this scenario):

1. You’re gathering 10+ conversations daily from each SDR (Reese had 25 this morning, which is possible with a finely tuned listbuilding and Phone Intent process).
2. You’re analyzing those call transcripts, their dispositions, SDR notes, and determining if the metrics you’re seeing signal a low friction entry point/audience, or a high friction one, or a non-fit scenario.
3. You’re taking those insights even after 2 weeks (3 callers, 10 conversations a day, you’ve got 300 conversations to reference) up the food chain, and informing leadership what you’re already seeing.

High volumes of conversations mean you get to shape GTM.

You’ve earned a seat at the table.

Unlike leadership, you are not bound by the Law of Small Numbers (“I chatted with this one person and they said we should do this with our GTM, so let’s do that” - real CROs I’ve worked with).

Instead, you’re the one with all the cards. (Conversations = cards, in GTM)

In 2026, you’ll need an ace up your sleeve.

And it’s not AI.

It’s that you know how to get more conversations than your predecessors, than your competitors, than any of your colleagues.

It’s not magic.

It’s TitanX.

Thanks for reading,

Evan Dunn (LinkedIn)

P.S. If you have questions, hit reply. I read every response.