What's worth saying out loud
Frameworks, opinions, and ideas on where sales development is going — and what to do about it. No fluff, no hot takes for the sake of it — just honest thinking from someone who has been in the room.
Latest articles
We interview SDR reps like professionals. Why don't we do the same with managers?
The hiring process for SDR managers is broken. Here's what we should be asking instead — and why it matters for the whole team.
Where AI creates real SDR impact
Not all AI use in sales is equal. Here's where it actually moves the needle — and where it's just noise.
Beyond the firehose — a systematic framework for accelerating SDR onboarding
Most onboarding overwhelms new reps and calls it training. Here's a better way to build ramp that actually sticks.