Who this is for
Commercial leaders under pressure to grow pipeline without bloating headcount or increasing CAC.
Introduction
At some point, hiring stops being leverage.
Early growth is people powered.
Scaled growth is system powered.
Most teams respond to pipeline pressure by hiring more SDRs or pushing volume.
That works briefly. Then it breaks.
Why headcount stops working
More SDRs don’t fix:
• Poor targeting
• Weak timing
• Low intent
• Generic messaging
They amplify those problems.
What actually scales pipeline
The teams we see scaling outbound sustainably focus on three things.
1. Signal over activity
They prioritise prospects who have a reason to care now.
Hiring, role changes, expansion, regulatory pressure, internal change.
That’s where replies come from.
2. Segmentation over personas
They don’t sell to titles.
They sell to situations.
A new VP behaves very differently to one who’s been in role three years.
3. Outbound works when it’s predictable.
That only happens when data, messaging and infrastructure are designed to work together.
The CCO mindset shift
The question isn’t how many people you need.
It’s how much relevance you can create per email.
