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  • LevelUp Podcast

Why Follow-Ups Lead To Sales – Ep. 29

In this episode of Prospecting Pros, John Karsant talks to Dillon Tucker about his transition from finance and insurance sales to SaaS, SDR leadership, and fractional growth consulting. Dillon shares his early mentorship experiences at Outreach that sparked his love for coaching and developing sales talent. They talk about the common mistakes SDRs make and Dillon says that bad follow up is often the biggest reason opportunities are lost. He explains how prioritizing prospects, eliminating friction and making scheduling easy dramatically improves conversion rates. Dillon also talks about the importance of multi-channel prospecting via phone, email, and LinkedIn, while adjusting to evolving buyer behaviors. The episode wraps up with practical advice on asking better discovery questions, building SDR programs from scratch, and how sales professionals can stand out by focusing on genuine curiosity, empathy, and solving real customer problems.
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Real conversations. Proven strategies. Sales that scale.

Unlock your potential with LevelUp podcast:

The LevelUp Podcast brings you insights from the front lines of B2B sales, outbound strategy, and pipeline growth. Whether you’re a founder, sales leader, or startup builder — we break down what actually works in modern prospecting. Brought to you by LevelUp Leads — a B2B Sales Development agency helping businesses land more meetings through done-for-you outbound. We act as an extension of your team with Fractional or Full-Service SDRs, tech-enabled outreach, and the kind of expertise that builds real pipeline.

🎧 Learn from industry pros, proven playbooks, and behind-the-scenes takes on cold email, LinkedIn outreach, and cold calling — all designed to help you generate more conversations and revenue.

Some of our guests:

Scott Leese
Sales leader, consultant, and founder of the Surf and Sales Summit

Featured on:
Building From Zero With Scott Lease – Ep. 19

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Jason Bay
Founder of Outbound Squad

Featured on:
Door Knocking, Grit & B2B Sales Mastery | Jason Bay on Coaching Top Teams – Ep. 20

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Justin Michael
Author of Cold Call ALGO and longtime sales innovator

Featured on:
The Future Of Sales In The Age Of AI – Ep. 12

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Josh Roth
B2B sales leader

Featured on:
Building a Career in Sales From Zero to Top BDR Manager – Ep. 16

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R.J. Jalichandra
VC & PE-Backed CEO

Featured on:
Leadership Lessons From 6x Venture & PE-Backed CEO – Ep. 17

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Chris Ritson
Founder & Sales Trainer

Featured on:
Navigating the Risky Jump from SDR to AE – Ep. 26

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Podcast Episodes:

Surf-and-Sales-Podcast-–-The-Honest-Approach-to-Cold-Calling-Success
Surf and Sales Podcast – The Honest Approach to Cold Calling Success
In this value-packed episode of the Surf and Sales Podcast, hosts Scott Leese and Richard Harris dive deep with John Karsant, Founder and CEO of LevelUp Leads (levelupleads.io), on what's actually working in appointment setting and sales development in early 2025. John reveals why the majority of companies have negative experiences with outsourced sales development, and how his approach of radical honesty and setting realistic expectations has led to greater client success. As cold calling continues to drive 80-90% of his agency's results, John shares tactical insights on what's working now, including: Why permission-based openers are becoming less effective and what's replacing them. How tone, pace, and delivery matter more than the actual script content. The role of AI in SDR training, coaching, and call analysis at scale. Why adding a free SDR to struggling accounts helps identify the real problems faster. The conversation takes an unexpected turn when John admits "I'm not a good salesperson, but I'm a terrible liar," revealing how authenticity and a calm, measured approach can be more effective than traditional high-pressure sales tactics. For sales leaders struggling with prospecting effectiveness or considering outsourcing their appointment setting, this episode provides a candid look at what works, what doesn't, and how to evaluate if outsourcing is right for your business. John's unique perspective on entrepreneurship, risk-taking, and building trust in a crowded market offers valuable insights for anyone in sales leadership. Whether you're an SDR, sales manager, or founder handling your own outbound efforts, you'll walk away with actionable strategies to improve your prospecting results and better qualify potential partners. Follow John Karsant on LinkedIn ( / johnkarsant ) or visit levelupleads.io to learn more about his approach to sales development.
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LiveChat-on-your-website-in-the-era-of-AI-–-with-Terry-Wilson-–-Ep.-05
LiveChat on your website in the era of AI – with Terry Wilson – Ep. 05
In this episode of Prospecting Pros, host John Karsant chats with Terry Wilson, co-founder of Chat Metrics, an Australia-based live chat service. Terry shares how he found out about the power of live chat when his wife's skin clinic saw appointments jump from 2-3 weekly to 3-4 daily after implementing it. 
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Setting-Yourself-Apart-From-Your-Competitors-–-with-Devanshu-Sinha-–-Ep.-04
Setting Yourself Apart From Your Competitors – with Devanshu Sinha – Ep. 04
On this episode of Prospecting Pros, John Karsant sits down with Devanshu Sinha, a physics PhD dropout who's now making waves with his cold call practice tool called Rehers. Devanshu explains how he stumbled onto his big idea while running Scriptify, when a customer told him their reps got bored with practice bots because "they figured out the trick." 
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From-SDR-to-Being-the-Mike-Tyson-of-Ghostwriting-–-with-James-Hanzimanolis-–-Ep.-03 (1)
From SDR to Being the Mike Tyson of Ghostwriting – with James Hanzimanolis – Ep. 03
In this episode of Prospecting Pros, host John Karsant chats with James Hanzimanolis, who talks us through his journey from outbound sales at phone dialer company PhoneBurner to becoming "The Mike Tyson of Ghostwriting."
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The-Benefits-of-Being-a-Founding-SDR-–-with-Nick-Phillips-–-Ep.-02 (1)
The Benefits of Being a Founding SDR – with Nick Phillips – Ep. 02
In this episode of Prospecting Pros, host John Karsant sits down with Nick Phillips, a founding SDR at Mesh who previously worked at People Data Labs. Nick shares his journey from retail banking to tech sales, and the unique benefits of being a founding SDR at startups.
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Leveraging AI in Sales Tools and Techniques for Modern Sales Development (1)
Leveraging AI in Sales: Tools and Techniques for Modern Sales Development
LevelUp Leads is a B2B Sales Development agency and a done-for-you appointment setting service. We act as an extended part of your team and offer Fractional and Full Service SDRs backed by our team and tech stack to run outbound Email, LinkedIn, or Cold Call campaigns to generate meetings for you. Our team leads your outbound strategy, sourcing relevant data, implementing our tech stack, copywriting, and managing your campaigns to create pipeline and revenue. This means your team is kept busy closing more deals.
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