On this episode of Prospecting Pros, host John Karsant sits down with Corey Bray, author, consultant, and sales enablement leader. Corey takes us through his journey from running prospecting experiments in 2008 to advising hundreds of companies and publishing multiple sales books.
He breaks down why many sales teams make things harder than they need to be and how the best reps keep it simple by focusing on clear messaging, a well-defined ICP, and repeatable systems.
Corey talks about some mistakes companies make when hiring SDRs without a playbook, the debates that often happen at the leadership level, and the lack of clarity that slows growth. He also shares his view on the rise of AI SDRs, the importance of cutting through today’s noisy market, and why sales enablement should be about building consistency across the team.
