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...
by Seth Kinney | Sep 24, 2025 | Sales Leadership
This article was originally written in November 2020 and has since been updated with new discoveries and research in 2025. The sales world has undergone significant transformations in the past few years, from technology to practices. One thing that’s remained the...
by Seth Kinney | May 6, 2025 | Channel Sales, Sales Leadership
From Oracle and AWS to Salesforce and HubSpot, many of the biggest SaaS brands owe a good part of their success to strategic channel partner sales programs. For each, channel partners serve as extended sales and marketing teams, service providers, and brand advocates....
by Seth Kinney | May 5, 2025 | Sales Leadership, Sales Outsourcing
Build your pipeline, build your revenue: this is the rhythm of almost every successful product-based organization. In fact, research shows that companies who actively manage their pipelines see up to 28% higher revenue growth. But pipeline management is more than...
by Seth Kinney | Mar 17, 2025 | Sales Leadership, Sales Outsourcing
In 2025 and beyond, highly effective sales teams are turning to new playbooks to achieve growth and success. With longer sales cycles, harder-to-reach prospects, and SDR burnout, the old “rules of the road” will only lead to sales teams being stretched thin and...
