This is a podcast episode titled, Make the Process the Accelerator, Not the Tool (with Josh Gainey) | Ep. 203. The summary for this episode is: <p>SDR teams that were well fed by inbound are now shifting from qualification to outbound prospecting. On <strong>Scrappy ABM</strong>, host <a href="https://www.linkedin.com/in/masoncosby/?utm_source=chatgpt.com" rel="noopener noreferrer" target="_blank">Mason Cosby</a> sits down with <a href="https://www.linkedin.com/in/joshua-gainey-93198165/?utm_source=chatgpt.com" rel="noopener noreferrer" target="_blank">Josh Gainey</a>, the <strong>Go Market lead</strong> over at <strong>Kasm Technologies</strong>, to break down a practical outbound playbook: start with the right SDR hire profile, define who <strong>not</strong> to target, and align on an <strong>A / C / F</strong> grading scale that everyone—<strong>SDR and AE</strong>—buys into.</p><p><br></p><p>Josh unpacks “<strong>freedom within a framework</strong>,” why <strong>the process should be the accelerator, not the tool</strong>, and how a simple rhythm across <strong>LinkedIn, Sales Navigator, ZoomInfo, Outreach, and Salesforce</strong> can book the right meetings without burning accounts. From first messages that hit the top three points to moving fast from LinkedIn to calendar, proof of concept momentum, and becoming a <strong>manager of managers</strong>, this conversation lays out what was awesome, what was hard, and the lessons teams can apply—whether inbound or outbound.</p><p><br></p><h1>👤 Guest Bio</h1><p><a href="https://www.linkedin.com/in/joshua-gainey-93198165/?utm_source=chatgpt.com" rel="noopener noreferrer" target="_blank"><strong>Josh Gainey</strong></a> is the <strong>Go Market lead</strong> over at <strong>Kasm Technologies</strong>. Before <strong>Kasm Technologies</strong>, he built a <strong>fantastic outbound program</strong> over at <strong>Authenticate</strong> and scaled from <strong>two or three SDRs</strong>—where he was one of them—to leading a team of <strong>25 to 30 SDRs</strong> in <strong>two and a half years</strong>. Josh is <strong>active on LinkedIn</strong> and there every day.</p><p><br></p><h1>📌 What We Cover</h1><ul><li>Why the <strong>right SDR hire profile</strong> matters before calling anybody—and finding people <strong>willing to do hard work</strong></li><li>Using <strong>negative attributes</strong> to decide <strong>who not to target</strong> and prevent AE distrust</li><li>The <strong>A / C / F</strong> grading model: titles, size, industry, engagement, <strong>budget</strong>, <strong>workflow</strong>, <strong>multiple team members</strong>, and <strong>proof of concept</strong></li><li>Getting <strong>AE buy-in</strong> so “<strong>everybody did their job</strong>” and mapping grades in the <strong>CRM</strong> to <strong>closed-won</strong>, <strong>deal cycle</strong>, and <strong>deal size</strong></li><li>Channel mix kept <strong>simple</strong>: <strong>LinkedIn</strong> first, plus <strong>ZoomInfo</strong>, <strong>Outreach</strong>, <strong>Salesforce</strong>, and <strong>Sales Navigator</strong>—manual over automation</li><li>“<strong>Process be the accelerator, not the tool</strong>” and why scaling what doesn’t work burns accounts in <strong>cybersecurity</strong></li><li>First-message approach: <strong>straightforward</strong>, a little <strong>personalized</strong>, and the <strong>top three points</strong> (e.g., <strong>dark web access</strong>, <strong>off-network special web access</strong>, <strong>managed attribution</strong>)</li><li>Moving fast from interest to <strong>work email</strong> to <strong>calendar invite</strong>, and confirming <strong>24 hours before</strong></li><li>Measuring success: more <strong>A meetings</strong>, <strong>enterprise opportunities</strong>, and <strong>onboarding ramp</strong> speed</li><li>Promotions and morale: SDR paths to <strong>renewals</strong>, <strong>account executive</strong>, and <strong>account management</strong></li><li>Unexpected roadblocks: shifting into a <strong>manager of managers</strong>, <strong>attrition</strong>, and tying <strong>compensation</strong> to performance</li><li>Stakeholder <strong>buy-in</strong> beyond sales: bring in <strong>product managers</strong>, <strong>engineering</strong>, <strong>CSAM</strong>, and the <strong>head of sales</strong> for executive exposure and culture building</li></ul><p><br></p><h1>🔗 Resources Mentioned</h1><ul><li><a href="https://www.linkedin.com/?utm_source=chatgpt.com" rel="noopener noreferrer" target="_blank"><strong>LinkedIn</strong></a></li><li><strong>Sales Navigator</strong></li><li><strong>ZoomInfo</strong></li><li><strong>Outreach</strong></li><li><a href="https://www.salesforce.com/?utm_source=chatgpt.com" rel="noopener noreferrer" target="_blank"><strong>Salesforce</strong></a></li><li><strong>Authenticate</strong></li><li><strong>Kasm Technologies</strong></li><li><a href="https://scrappyabm.com?utm_source=chatgpt.com" rel="noopener noreferrer" target="_blank"><strong>Scrappy ABM</strong></a><strong>:</strong> Visit for more ABM tips and strategies.</li><li><a href="https://www.linkedin.com/in/masoncosby/?utm_source=chatgpt.com" rel="noopener noreferrer" target="_blank"><strong>Connect with Mason on LinkedIn</strong></a> for a conversation about ABM</li></ul><p><br></p><p>If you enjoyed today’s episode and found valuable insights for your business, be sure to subscribe to the Scrappy ABM podcast for more expert discussions. 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