Ep. 145
No SDRs, Still Growing: How a CRO Builds Pipeline in 2026
Xander Kotsatos on running sales, CS and solutions under one leader for the first time, why being right about the number matters almost as much as hitting it, narrowing sales focus while widening CS, growing new business with no SDRs and no marketing team, why slop raises the value of curation, and why his sales reps don't use AI to write proposals
October 23, 2026 · 00:50:14 · 43 min read