B2B Sales Blueprint
Claim This Podcastby Firmable
Podcast Overview
<p>The B2B Sales Blueprint is a podcast hosted by Paul Perrett, Co-founder and Co-CEO of Firmable, created to address the lack of transparency within the sales and go-to-market community. The show was born out of Paul’s frustration that professionals in these fields aren’t sharing their real stories - particularly around what works, and more importantly, what doesn’t.</p>
Language
🇺🇲
Publishing Since
2/26/2026
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Recent Episodes
June 9, 2026
Episode 6: How Scotty Freeman identifies top sales talent (before anyone else does)
<p><span>Most founders think sales hiring is hard because the talent pool is thin. Scotty Freeman (Apprento) thinks the real problem runs deeper — we don't know what we're hiring for, we fall for the person who talks the most, and we rush through the parts that matter most. As co-founder of Apprento, New Zealand's leading sales acceleration platform, Scotty has spent 20 years building, breaking, and rebuilding the sales talent lifecycle. In this episode, he unpacks what actually predicts sales performance (it's not experience), why onboarding is where most companies quietly fail their new hires, how AI is reshaping both the rep's role and the sales leader's, and why the SDR isn't dead, just misused.</span></p><p><br></p><p><span>Timestamps</span></p><p><br></p><p><span>- 00:00 Intro and who is Scotty Freeman</span></p><p><span>- 01:48 How Scotty fell into sales (and the stat that'll surprise you)</span></p><p><span>- 04:18 Co-founding a business with 13 people</span></p><p><span>- 05:43 What Apprento actually is and how the model works</span></p><p><span>- 09:16 The SDR hiring boom and why the unit economics never made sense</span></p><p><span>- 10:02 How to hire your first salesperson: advice for founders</span></p><p><span>- 11:03 What to look for in an SDR when experience is off the table</span></p><p><span>- 14:09 Raw aptitude testing and the Five Eyes framework</span></p><p><span>- 19:46 Reference checks: why happy ears kill good hires</span></p><p><span>- 21:34 Onboarding: why most companies fail their new hires in month one</span></p><p><span>- 24:19 The origin story of Grow (AI sales coaching)</span></p><p><span>- 28:15 How AI is widening the gap between great and average sales leaders</span></p><p><span>- 32:50 How AI is changing who you hire</span></p><p><span>- 34:51 Will AI kill SDRs?</span></p><p><span>- 37:26 Quickfire round</span></p>
May 19, 2026
Episode 5: Booked meetings are vanity. Stop counting them.
<p>Most sales teams measure booked meetings, celebrate connect rates, and throw junior hires at their outbound motion – then wonder why pipeline is dry. Ricky Pearl from Pointer Strategy has been inside the sales teams of over 100 Australian startups, and his diagnosis is blunt: the barrier to outbound isn't the technology. It's the psychology. And most companies are making it worse by giving their most strategic function to their least experienced people.</p><p>In this episode, Ricky breaks down the unit economics of outbound, why the phone still converts at 17.5% on average (and up to 40% with the right data), and what it actually takes to build an SDR function that makes commercial sense – before you hire a single rep.</p><p><strong>Why you should listen:</strong> If you're a founder, head of sales, or revenue leader thinking about outbound, this episode will save you from the most expensive mistakes in the playbook. Ricky doesn't trade in theory – he trades in numbers, frameworks, and hard-won lessons from the coalface of Australian B2B sales. Whether you're questioning if outbound is right for your ACV, trying to work out when to hire your first SDR, or just wondering why your sequencing stopped working – this one's for you.</p>
April 29, 2026
Episode 4: Modern go-to-market is broken. Here’s how to fix it with Paul Perrett.
<p>It’s never been easier to do outbound.</p><p>And never harder to make it work.</p><p><br></p><p>Most sales teams aren’t struggling with effort.</p><p>They’re struggling with focus.</p><p><br></p><p>Outbound is noisier than ever.</p><p>Response rates are collapsing.</p><p>And buyers are making decisions earlier, with or without you.</p><p><br></p><p>In this episode of B2B Sales Blueprint, Tara Salmon steps in as guest host to interview Paul Perrett on what’s actually changed in modern go-to-market.</p><p><br></p><p>Drawing on experience scaling Aconex and MessageMedia, Paul shares how different sales motions require different systems, why most teams misunderstand attribution, and how data changes how you prioritise and win.</p><p><br></p><p>This is a practical look at what actually works in B2B sales today — and where most teams are going wrong.</p>
6 total episodes available
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Frequently asked questions
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- What is B2B Sales Blueprint?
<p>The B2B Sales Blueprint is a podcast hosted by Paul Perrett, Co-founder and Co-CEO of Firmable, created to address the lack of transparency within the sales and go-to-market community. The show was born out of Paul’s frustration that professionals in these fields aren’t sharing their real stories - particularly around what works, and more importantly, what doesn’t.</p> - How often does this podcast release new episodes?
This podcast updates daily.
- Where can I listen to this podcast?
This podcast is available on 4 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
- Does this podcast accept guests?
Yes, this podcast regularly features guests.
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