The Operating System for Outbound Teams
I help early-stage B2B companies build and refine a repeatable outbound motion - defining the ICP, messaging, processes, comp plan, and systems needed to make human and AI-powered outbound work.
From Stage 2 Capital’s GTM Newsletter
"Should I Try an AI SDR or Hire My First SDR?"
Co-authored with Liz Christo at Stage 2 Capital on how early-stage founders should think about AI, outbound, and building the right foundation before automation.
Client results
“Alton brings a practical outside perspective to how we think about pipeline and sales execution. Our conversations helped us think more strategically about balancing our existing book of business with creating new pipeline, and making sure the team is spending its time on the highest-impact activities…”
Luca Myers - Head of Growth, Terrakotta
“Alton taught me to think differently and set myself apart from every other SDR in the prospect's inbox. He challenged me to think like a closer — treating every outreach as a conversation, not a daily metric.”
SDR → Account Manager, Oracle NetSuite
“Working with Alton early in my career helped me think more strategically about outreach — balancing volume with quality and approaching every conversation with a consultative mindset. Those lessons made me a stronger SDR and continue to guide me as an AE today.”
SDR → Account Executive, Oracle NetSuite
“Alton helped me shift from pitching a blanket solution to taking a consultative approach. He showed me how to focus on the prospect's specific challenges rather than leading with 'I' statements. That mindset shift built more trust and led to more productive conversations.”
SDR → Account Executive, Oracle NetSuite
Most outbound teams fail before they start.
Founders hire their first SDR and hand them a laptop and a quota. No structure. No clarity. Then 90 days later the pipeline isn't there and everyone wonders what went wrong. It’s not a people problem. It’s a structure problem. Before you make that hire, you need to answer these questions:
How are they getting paid?
What does a good meeting look like?
How will you coach them?
Who are they calling & why?
What does their path to promotion look like?
I’m Alton Heller.
7 years in SaaS sales
SDR and AE at Firstup.io, Jump.ai, and Oracle NetSuite
Still in the trenches
Current, real-world perspective - not theory from 3 years ago
I began my career as an SDR in San Francisco fresh out of college. My leadership team measured my success by dial count.
At that point, I decided to focus on my impact to the organization - creating high-quality pipeline that impacts revenue. I figured it out, made it to AE, and spent years watching the same broken pattern repeat itself at every company I joined.
I built Alton Heller Advisory because the structure exists, but early-stage founders and sales leaders don't have easy access to them. That’s what I set out to fix.
BUILD THE FOUNDATION
Build the system before you scale the team
You’re ready to make outbound a real growth channel, but the infrastructure isn’t there yet. I help you build the foundation your first sales development team needs to execute without figuring everything out from scratch.
ICP and target account strategy
Outbound messaging and positioning
Prospecting process
Sequences, scripts, and templates
SDR hiring, ramp, and onboarding
FIX THE MOTION
Find what’s breaking your outbound - and fix it
You already have people doing outbound, but the results aren’t what they should be. I diagnose the gaps across targeting, messaging, process, execution, and performance, then help you fix them.
ICP identification
Comp plan design
Sequence build-out
Ramp structure & onboarding plan
Scripts and templates
Custom outbound infrastructure
Ready to build?
Ready to build or optimize your first outbound motion? Tell me where you are and I'll help you start