How top companies combine human sales reps + AI systems?

Is cold calling still effective in the age of AI?

In this episode of the Sales Leaders Playbook Podcast, host Justine Tindall sits down with Paul Griffin, a sales leader building the next evolution of go-to-market strategy.
Paul is the CEO and co-founder of The Sales Factory, a leading B2B revenue agency that has been recognized three times by The Globe and Mail as one of Canada’s fastest-growing companies and recently named a Winter 2026 leader in lead generation by G2.
In this conversation, Paul shares how modern sales teams are combining human sales execution with AI-driven systems to build scalable revenue infrastructure.
You’ll learn why many companies are making the mistake of replacing salespeople with AI, why cold calling is still one of the most effective outbound channels, and how high-performing organizations are evolving their go-to-market strategy.
If you're a sales leader, founder, SDR, or B2B marketer, this episode will give you practical insights you can apply immediately.

In This Episode You'll Learn

• Why cold calling is outperforming email and LinkedIn outreach
• The real impact of AI on sales teams
• How top companies combine human sales reps + AI systems
• The biggest mistake businesses make when scaling sales
• How to ramp new sales reps faster
• Why most companies hit revenue growth ceilings
• The leadership changes required to scale from startup to 100+ employees
• How modern teams build revenue infrastructure instead of just lead generation

About the Guest

Paul Griffin is the CEO and co-founder of The Sales Factory, a leading B2B revenue agency helping companies generate pipeline and scale outbound sales teams.
He is known for his expertise in outbound sales strategy, pipeline conversion, and the future of revenue teams, and frequently speaks at events such as Futurepreneur and TechTO.
Paul is currently focused on building revenue infrastructure, combining people, systems, and AI technology to help companies grow faster and close more business.

To connect with Paul - https://www.linkedin.com/in/griffinpaulm/

Subscribe to the Sales Leaders Playbook Podcast for conversations with founders, revenue leaders, and experts sharing real-world strategies for growing sales teams and revenue.

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– Justine and the Sales Leader’s Playbook podcast team

Visit Phoenix Coaching Works here: https://sandlertrainingsystems.com/book-a-call
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Welcome to Sales Leader’s Playbook, the podcast that dives into the minds of Ontario’s most driven owner-led businesses. Hosted by Paul Tindall, CEO of Phoenix Coaching Works, this show explores how entrepreneurs in industries from industrial supplies to software, agencies to manufacturing are building, leading, and selling in a constantly changing market. Each episode shares practical insights from business owners still in the trenches — covering lead generation, sales strategies, team management, operational challenges, and the growth lessons learned along the way. Whether you’re running a small sales team or leading a growing firm, Sales Leader’s Playbook delivers real-world stories and strategies you can apply to drive results, overcome obstacles, and seize opportunities.

Видео How top companies combine human sales reps + AI systems? канала Sandler Training by Phoenix Coaching Works Inc.