On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kyle Roach, Sales Development Manager at Lessonly.   After a career teaching high school Spanish and coaching competitive soccer, Kyle fell in love With Lessonly in 2016 and joined the sales development ranks immediately. He’s been there ever since.   Throughout the pod, Collin and Kyle talk about testing the pillars of sales development outreach, and why selling the dream is more important than selling software. Highlights include: Kyle’s journey (10:51), changing Lessonly’s sales org structure (12:23), establishing Lessonly’s “sell the dream” process (22:08), executing “selling the dream” (27:34), overhauling the Lessonly cadence (38:09), Lessonly’s cold call script (51:42),measuring the impact on Lessonly’s business (1:06:21), and cold call Collin (1:14:02).   Links we mention in the show: https://www.amazon.com/Thin-Book-Appreciative-Inquiry-3rd-ebook/dp/B00GUVZ30K https://docs.google.com/presentation/d/1E2AfbhQhMThst0-uLiBz32FG5I_v5hePL4AxZwgDaIk/edit#slide=id.g486ff25bd3_0_173 https://www.linkedin.com/in/kyleroach90/