Find the Fire, Don’t Light It: Why Top Performers Are Hired, Not Made
July 8, 2025
How a Culture of Content Turned One SDR into an 8-Figure CEO
In this episode of The Big Hitters podcast, host Larry Weidel interviews Gabe Lulo, CEO of a successful B2B sales development company, exploring his journey from sales development representative (SDR) to leading an 8-figure company through innovative content strategy and people-first leadership.
What if your sales team doubled its close rate, and your employees were the ones driving your brand on social media?
In this episode of The Big Hitters Podcast, Larry Weidel sits down with Gabe Lulo, CEO of one of the most successful B2B sales development firms in the U.S. From growing a company LinkedIn following from 50,000 to 870,000 in two years to scaling a content engine producing over 250 posts per month, Gabe shares how he builds culture, develops talent, and hires only the already-driven.
Discover the playbook behind his people-first, camera-on culture—and why most companies get motivation, management, and marketing totally backwards.
You’ll learn:
- Why finding motivated people beats trying to motivate the unmotivated
- How to scale a company-wide content engine with 250+ monthly posts
- The “Who Knows You” philosophy for authentic brand visibility
- How thought leadership cuts sales cycles in half
- Why separating prospecting from closing drives B2B sales efficiency
- How to turn employee exits into a powerful alumni network
- How documenting employee journeys builds culture in a remote-first world
- The “Wet Noodle” principle for identifying future leaders
Gabe Lulo is a CEO and sales development pioneer, known for transforming cold calling and B2B sales development into a sophisticated, technology-driven industry. With a background in sales and entrepreneurship, he has built an 8-figure company specializing in sales development representatives (SDRs) for major tech companies, including ZoomInfo, Outreach, and SalesLoft. In this episode, Gabe shares insights on building successful remote sales teams, creating engaging corporate content strategies, and developing effective leadership approaches. His innovative work in sales development has helped train over 8,000 SDRs and created a unique company culture that emphasizes personal growth, transparency, and social media presence. His approach to combining sales expertise with content creation and team development offers valuable insights for business leaders looking to scale their organizations while maintaining authentic connections with both employees and clients.
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