#160 Hubspot Sales VP On Cold Calling & The Future Of Outbound Sales

Chat with me about 1-1 coaching:

👉https://calendly.com/bussingventures/session

🎯 Free Cold Calling System →https://techsalesaccelerator.framer.website/

🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consult

In this episode, I sit down with Brian DeRosa, VP of Sales Acceleration at HubSpot, to break down how modern sales is changing.

We talk about the resurgence of cold calling, how HubSpot uses buying signals and intent to make outbound more effective, what actually matters when personalizing outreach, and how AI is changing the SDR role. Brian also shares how HubSpot structures its sales teams, how he thinks about leadership and decision-making, and what helps SDRs develop into great account executives.

If you work in tech sales, lead a sales team, or want to understand where outbound and AI are heading, there are a lot of practical takeaways in this conversation.

Connect With Brian →https://www.linkedin.com/in/brian-derosa

Timestamps

00:00 - Introduction & Brian’s Role at HubSpot

00:54 - Why HubSpot Is Moving Beyond Inbound Marketing

05:56 - Is Cold Calling Making a Comeback?

10:19 - Using Buying Signals & Intent for Outbound Sales

14:22 - Does Personalization Actually Matter?

20:17 - Using In-Person Events to Close More Deals

23:36 - Decision Making & Leading Large Sales Teams

26:29 - How HubSpot Structures Inbound & Outbound Sales

32:41 - How AI Is Changing Sales

36:13 - Will AI Replace SDRs?

37:33 - How to Stand Out & Grow Inside a Company

42:02 - Going From SDR to Account Executive

46:51 - Brian’s Advice to His Younger Self

49:17 - The Future of HubSpot, AI & Sales

ABOUT ME:

I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential.

»»» Subscribe for weekly tips to help you SELL more and LIVE more! «««

#b2bsales #techsales #salestraining #sdrtraining #techsalestraining #salesdevelopmentrepresentative #outboundsales #salestrainer #salesspeaker