by Seth Kinney | Jul 7, 2026 | Sales Outsourcing, Sales Tips
TL;DR Inside sales and SDR are not interchangeable terms. An inside sales rep typically owns the full sales cycle (prospecting, qualifying, demoing, and closing) from a remote or desk-based position. An SDR (Sales Development Representative) is a top-of-funnel...
by Seth Kinney | Jul 6, 2026 | Sales Tips
TL;DR Most B2B pipeline leaks at the follow-up stage, not because deals were unwinnable, but because reps stopped too early. 80% of sales require five or more follow-up touches to close, yet 48% of reps never make a second attempt. Leads contacted within five minutes...
by Seth Kinney | Jul 6, 2026 | Sales Tips
TL;DR Omnichannel lead generation is the right idea, but most agencies execute it in the wrong order. For cybersecurity, big data, and networking buyers, email-first omnichannel is broken: CISOs receive an estimated 60 cold outreach attempts per week, and generic cold...
by Seth Kinney | Jul 2, 2026 | Sales Tips
TL;DR Most B2B teams use “lead generation” and “appointment setting” interchangeably, but these terms describe two distinct functions with different outputs and different points in the funnel. Lead generation identifies and qualifies prospects...
by Seth Kinney | Jul 1, 2026 | Sales Outsourcing
TL;DR Most sales leaders only see the base salary. The true, fully loaded cost of an in-house SDR runs $110,000–$160,000 per year once you add benefits, tools, management overhead, ramp time, and the inevitable turnover cost, reaching $210,000 in high-cost markets....
