Redefining Entry-Level Sales ft Gabe Lullo | Hard Corps Marketing Show | Ep 456
What if cold calling isn’t dead and SDRs are not just seen as “entry-level”?
In this episode of The Hard Corps Marketing Show, I sat down with Gabe Lullo, sales leader and CEO of Alleyoop. Gabe brings decades of experience to the table and delivers a no-nonsense perspective on what makes modern sales development succeed and why human connection still matters in an age of automation.
Gabe breaks down the biggest myths about Sales Development Representatives (SDRs), cold calling, and who really “owns” sales development. He shares why SDRs should be treated as a unique, strategic function, not just a stepping stone to closing roles, and how the best reps focus on active listening, authenticity, and building trust. We also dive into the power of multi-channel outreach, the right way to use AI, and what industries actually do respond to outbound efforts.
In this episode, we cover:
- Why SDRs should have their own career path, and are not just seen as junior AEs.
- How cold calling (or “first calling”) is still the most effective outreach method.
- Why authenticity, curiosity, and active listening outperform any sales script.
- How to warm up leads using LinkedIn, content, and follow-up calls.
If you want to sharpen your sales strategy, elevate your SDR team, or just prove that cold calling isn’t dead, this episode is packed with real-world tactics and takeaways you can use today.
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Connect with Gabe:
- Gabe’s LinkedIn: https://www.linkedin.com/in/lullo/
- Alleyoop website: https://alleyoop.io/
- Do Hard Things Podcast: https://www.youtube.com/playlist?list=PL61t3M6geW84XNxsfKI5iARqa6_M9MuSy
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Creators and Guests
Host
Casey Cheshire
CEO & Founder of Ringmaster Conversational Marketing. Casey Cheshire is a marketer, serial entrepreneur, and adventurer. He has been in EO for close to 10 years and counts his relationships as a key reason for his continued success. Casey’s passion for podcasting led to him founding Ringmaster Conversational Marketing. Ringmaster helps B2B businesses launch podcasts that drive growth and revenue. Previously, Casey founded and ran Cheshire Impact for 10 years. It became the top Salesforce Pardot marketing automation solutions partner in the world before a successful exit in 2021. He is also a US Marine Corps Veteran where he served in the Infantry and deployed to some very hot climates. In his free time, Casey likes to skydive, climb mountains, and pretend to be a hungry bear for his two kids.