Insights on B2B outbound, GTM infrastructure, and pipeline generation.
A practical framework for splitting SDR pay between base and variable, choosing the right metric to comp on, and avoiding the plan design mistakes that quietly kill pipeline.
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Send time is the cheapest lever in cold outbound and the one most teams get wrong. Here is how to think about time of day, day of week, and time zones without turning your calendar into a superstition.
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The final email in a cold sequence quietly outperforms almost every message before it, yet most teams waste it on a guilt trip. Here is how to write a breakup email that reopens dead threads and books meetings instead of closing the door.
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BANT is fast but shallow. MEDDIC is rigorous but heavy. Here is how to decide which qualification framework your outbound team should run, and how to blend them so SDRs book meetings that AEs can actually close.
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Manual, power, and parallel dialers produce very different connect rates, conversation quality, and compliance risk. Here is how to pick the right one for your outbound motion.
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Most SDR quotas are copied from a spreadsheet or pulled out of thin air. Here is how to build a quota from capacity math, funnel conversion, and ramp reality so it actually produces pipeline.
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The handoff from SDR to AE is where more pipeline dies than anywhere else in the funnel. Here is a repeatable process for passing qualified leads so meetings actually happen and deals keep moving.
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Most outbound voicemails get deleted before the second sentence. Here is a framework for deciding when a voicemail is worth leaving, plus four scripts your SDRs can use to earn callbacks.
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Most outbound teams manage the numbers they can only read after the quarter is lost. Here is how to separate leading indicators you can steer from lagging outcomes you can only report.
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