How Seismic builds high-performing teams through pipeline ownership

Cracking Outbound

Discipline and ownership are the fuel that drives winning sales teams.

Toby Carrington, Chief Business Officer at Seismic, joins Todd Busler to share how leading operations, marketing, and SDRs under one roof has shaped his view of modern pipeline generation. With experience scaling global teams and advising early-stage startups, Toby brings a system-level lens to go-to-market execution. He talks about focusing on the structures, feedback loops, and alignment needed to make success repeatable and resilient, regardless of market shifts or company stage.

He explains why the best sales orgs prioritize discipline, cadence, and cross-functional alignment, and how personal pipeline ownership has become a leading indicator of rep success. Drawing from Seismic’s enterprise growth journey, he breaks down how platform selling changes rep behavior, coaching, and capacity planning.

In this episode, you’ll learn:

• How Seismic operationalizes rep-led pipeline creation
• Why alignment starts with consistent meeting rhythms
• What behaviors top reps show before the deal closes

Things to listen for:

(00:00) Introduction

(02:51) Unifying ops, marketing, and SDRs for growth

(06:42) Feedback loops between product and GTM

(08:34) Enablement's rise to the C-suite

(13:31) Why rep-led pipeline wins more often

(15:01) Cadence and accountability that drive results

(21:55) The hidden cost of bad-fit deals

(22:19) Selling to all rooms of the house

(31:08) PG Tuesdays and focused pipeline bursts

(35:44) Cutting AI sprawl with in-flow tools

(39:33) Using 1mind to increase inbound conversion