Lead generation isn’t dead — it’s evolving. In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher sits down with Robert Karpovich, Global VP of Sales and Operations at Pharos IQ, to unpack how SDRs can cut through digital noise, build real conversations, and become the 2% that buyers actually remember.

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You’ll learn:
– Why SDR as a Service is changing the way companies approach pipeline building
– How Conversational Selling outperforms outdated scripts
– What it really takes to create human connection in sales
– Why cold calling still works in a digital-first world
– How to train SDRs to thrive in uncomfortable moments

⏱ Timestamps
00:00 – Welcome + Robert Karpovich’s role at Pharos IQ
02:20 – What’s working in lead generation today (and the biggest mistakes)
05:10 – Training SDRs: why voice is the ultimate sales tool
08:45 – Building confidence: being comfortable being uncomfortable
11:30 – Is cold calling dead? Why real conversations cut through the noise
13:50 – The role of AI vs. human connection in sales

💡 Key Takeaways
- Lead generation has shifted: qualification scripts don’t work — conversations do.
- The best SDRs master free-flowing dialogue that uncovers pain points and builds trust.
- Cold calling isn’t dead; when done well, it’s one of the few tactics that cuts through digital clutter.
- Training is at the core: SDRs need relentless practice and coaching to succeed.
- The mindset of “run into the storm” — like the bison story Rob shares — defines resilience in sales.

👤 About Guest
Robert Karpovich is the Global VP of Sales and Operations at Pharos IQ, where he leads sales development and operational strategy. With deep expertise in building and scaling SDR functions, Robert helps organizations modernize their prospecting approach and create meaningful buyer conversations.
Connect with Robert on LinkedIn: https://www.linkedin.com/in/robert-karpovich-a7aa7585/

📣 CTA
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75. Lead Generation Reinvented: Inside the SDR Engine with Robert Karpovich

This podcast is dedicated to sales leaders in the B2B space, where we share conversations about innovative and successful sales transformations to keep you up to date on the latest trends that will help you to effectively tackle the challenge of constructing and executing a profitable and sustainable sales process.