Make the Process the Accelerator, Not the Tool (with Josh Gainey) | Ep. 203

Scrappy ABM

SDR teams that were well fed by inbound are now shifting from qualification to outbound prospecting. On Scrappy ABM, host Mason Cosby sits down with Josh Gainey, the Go Market lead over at Kasm Technologies, to break down a practical outbound playbook: start with the right SDR hire profile, define who not to target, and align on an A / C / F grading scale that everyone—SDR and AE—buys into.

Josh unpacks “freedom within a framework,” why the process should be the accelerator, not the tool, and how a simple rhythm across LinkedIn, Sales Navigator, ZoomInfo, Outreach, and Salesforce 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 manager of managers, this conversation lays out what was awesome, what was hard, and the lessons teams can apply—whether inbound or outbound.

👤 Guest Bio

Josh Gainey is the Go Market lead over at Kasm Technologies. Before Kasm Technologies, he built a fantastic outbound program over at Authenticate and scaled from two or three SDRs—where he was one of them—to leading a team of 25 to 30 SDRs in two and a half years. Josh is active on LinkedIn and there every day.

📌 What We Cover

• Why the right SDR hire profile matters before calling anybody—and finding people willing to do hard work
• Using negative attributes to decide who not to target and prevent AE distrust
• The A / C / F grading model: titles, size, industry, engagement, budget, workflow, multiple team members, and proof of concept
• Getting AE buy-in so “everybody did their job” and mapping grades in the CRM to closed-won, deal cycle, and deal size
• Channel mix kept simple: LinkedIn first, plus ZoomInfo, Outreach, Salesforce, and Sales Navigator—manual over automation
• “Process be the accelerator, not the tool” and why scaling what doesn’t work burns accounts in cybersecurity
• First-message approach: straightforward, a little personalized, and the top three points (e.g., dark web access, off-network special web access, managed attribution)
• Moving fast from interest to work email to calendar invite, and confirming 24 hours before
• Measuring success: more A meetings, enterprise opportunities, and onboarding ramp speed
• Promotions and morale: SDR paths to renewals, account executive, and account management
• Unexpected roadblocks: shifting into a manager of managers, attrition, and tying compensation to performance
• Stakeholder buy-in beyond sales: bring in product managers, engineering, CSAM, and the head of sales for executive exposure and culture building

🔗 Resources Mentioned

• LinkedIn
• Sales Navigator
• ZoomInfo
• Outreach
• Salesforce
• Authenticate
• Kasm Technologies
• Scrappy ABM: Visit for more ABM tips and strategies.
• Connect with Mason on LinkedIn for a conversation about ABM

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