In this episode of Prospecting Pros, John sits down with Josh Roth who talks us through his early experience in inside sales with the New York Mets where he was grinding out 120 manual dials a day and learning to love the reps. He shares how aiming 20 extra calls daily sped up his learning and why he targeted businesses early.
After two early-stage startups folded, he helped Mnet Health scale from roughly 5 to 12 million and then found his break as a top BDR manager at WalkMe before leading sales at Lob and Pipefy. Josh values learning over titles and surrounding himself with smarter people.
For SDR teams today, he stresses real unit economics, the right tech stack, and measuring conversion rates over vanity activity. When hiring, he looks for hustle, determination, creativity, and coachability. He also shares his thoughts on AI SDR tools and where they stand today.
