Josh Troy delivers a complete framework for building and operating a profitable SDR/setter engine across B2B and B2C models. Covers outbound economics, cadence design, capacity planning, and the handoff process that closes more deals.

Josh Troy, CEO of Curvion Blue, presents a comprehensive guide to building an outbound setter operation that generates consistent, qualified pipeline without wasting leads or budget. He opens by addressing why outbound is inherently harder than inbound and why most teams fail at it. Four distinct outbound models are introduced, followed by a framework for choosing the right motion based on deal size, total addressable market, and business model. Josh covers the economics of both B2B SDR teams and high-ticket B2C setter operations — including the math that determines when outbound becomes unprofitable. A key concept is “Curated Outbound,” a personalization-at-scale method positioned between mass outreach and full ABM. He then goes deep on cadence design — specifically a 6-touch, 3-to-4-day sequence — and how to program it directly into a dialer for consistent execution. Capacity planning, lead source prioritization, and driving daily output targets (150 dials) are all addressed. The final sections cover setter call best practices, the discovery-to-handoff process, common closer mistakes at the top of the pipeline, and how speed-to-sale impacts overall conversion rates.