by Seth Kinney | Mar 3, 2026 | Sales Leadership
TL/DR: This article covers practical, outcome-focused SDR best practices that matter most to building predictable top-of-funnel pipeline, like script optimization, quality qualification, consistent metrics, and alignment with sales goals. Readers will learn: The...
by Seth Kinney | Feb 23, 2026 | Sales Leadership, Sales Tips
TL;DR In technical B2B markets, meeting quality consistently outperforms meeting volume. Here’s why that matters: Qualified sales meetings don’t just feel better; they create measurable downstream impact: Higher close rates: Better-fit prospects convert more often....
by Seth Kinney | Feb 16, 2026 | Sales Leadership, Sales Outsourcing
TL/DR: Outsourcing sales operations lets companies scale faster and more efficiently by offloading top-of-funnel tasks like lead generation, qualification, and pipeline development to expert teams. You’ll learn how this strategy boosts productivity, reduces costs, and...
by Seth Kinney | Feb 13, 2026 | Sales Leadership, Sales Tips
Your sales funnel works – but does it really deliver the results and revenue you’re looking for? If your team is generating interest but deals keep stalling, going dark, or dragging on far longer than they should, you might be suffering from friction. The cure? Sales...
by Seth Kinney | Dec 12, 2025 | Sales Leadership
What Does a Prescriptive Sales Development Strategy Look Like in 2026? In 2026 and beyond, lead generation for B2B software companies shouldn’t be keeping leaders up at night. But in the wake of shifting buyer expectations, tightening SaaS budgets, larger buying...
by Seth Kinney | Oct 22, 2025 | Sales Leadership
This article was originally written in December 2020 and has since been updated with new discoveries and research in October 2025. If you dream of high-performing sales reps and a healthier pipeline, then sales team metrics have to be your operating system. Why? The...
