Why your SDRs and AEs disagree about what counts as a qualified meeting
Not a definitions problem. They're paid, measured and timed differently, and the definition is simply where that disagreement surfaces.
What does a pound of pipeline actually cost you?
Activity stopped being a signal the moment AI made a bad email free to produce. Measure activities per pound of pipeline created instead.
Why your outbound cadence is selling last year's product
Usually the cadence isn't the problem. Your value proposition ages at exactly the same rate as your product.
When should you treat an inbound lead as outbound?
Speed to lead is sound advice for high intent enquiries and poor advice for everything else. The filter is whether they asked you to call.
Why good marketing can break your sales development team
When marketing performs well, undifferentiated inbound volume becomes a bottleneck, and outbound prospecting is what gets displaced without anyone deciding to.
Sales development is the most exposed function in your business, and the least understood
Its number is visible to everyone and understood by almost no one. The untaught skill is translating the function upwards.
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