What’s Next for Outbound Sales? Aaron Ross (Predictable Revenue) & Adem Manderovic (Closed Circuit Selling)

Outbound sales is at a crossroads.

Automation is everywhere. AI is flooding inboxes. Meetings are harder to book than ever.

So we sat down with Aaron Ross, author of Predictable Revenue and From Impossible to Inevitable, to ask one question:

What’s next for outbound sales?

Alongside Aaron, Adem Manderovic (Closed Circuit Selling, CRO School) breaks down why GTM teams misread Predictable Revenue, how outbound drifted into “meetings at all costs,” and what a modern outbound system actually looks like.

We dig into market validation, cataloguing timing signals, emotional intelligence, relationship systems, and why AI is forcing teams back to fundamentals.

If you sell, market, or run a revenue team, this conversation will change how you think about outbound.

Tune in and learn:

+ Why Predictable Revenue was never meant to be a “meetings engine”

+ How outbound broke – and how to rebuild it around market validation

+ Why the future of outbound is more human, not more automated

If you're trying to fix noisy outbound, align sales and marketing, or build a modern revenue system, this episode is a must-watch.

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00:00 What’s Next for Outbound Sales?

01:00 How Predictable Revenue Was Misinterpreted

03:00 Why Meetings Became the Wrong Metric

05:00 Outbound as a Market Validation Engine

08:00 Inbound vs Outbound: Why the Debate Won’t Die

11:00 The Anxiety Economy: Overreacting vs Fixing GTM

14:00 When Leaders Do More of What Doesn’t Work

17:00 Relationship Systems: The Missing Link in Outbound

20:00 The Most Underrated Outbound Move: Talk to People

23:00 When Sales Stopped Validating Markets

26:00 Adem’s Closed Circuit Selling: Timing & Cataloguing

29:00 Aligning Sales, Marketing & CS Under a CRO

32:00 Why AI Makes EQ and Creativity More Valuable

36:00 Sales as a Communication Channel

40:00 Intent Data vs Real Customer Conversations

45:00 Aaron Ross’ New Books: Income Systems & AI Selling

50:00 Winners vs Losers in the AI Revenue Era

53:00 Final Takeaways for Modern Outbound

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S07 E208 - The B2B Playbook

#b2b #b2bmarketing #outboundsales #predictablerevenue #salesstrategy #closedcircuitselling #demandgeneration