by Seth Kinney | Apr 15, 2026 | Sales Outsourcing
Picking the right SDR partner is one of the highest-leverage decisions a revenue leader can make. Gartner’s 2024 B2B buyer survey found that 73% of buyers actively avoid suppliers who send irrelevant outreach. In other words, a generic, high-volume outbound...
by Seth Kinney | Apr 14, 2026 | Sales Outsourcing, Sales Tips
TL;DR Selling to Chief Information Security Officers (CISOs) is one of the toughest assignments an SDR can take on. Winning their attention takes deep research, sharp messaging tied to real security pain points, and a multi-channel outreach strategy rooted in...
by Seth Kinney | Mar 27, 2026 | 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 19, 2026 | Sales Outsourcing, Sales Technology
TL;DR AI BDRs are powerful tools for automating repetitive sales tasks, but they can’t replace the human judgment, relational selling, and cold calling expertise that drive enterprise pipeline quality. The smartest Fortune 5000 teams are combining both for maximum...
by Seth Kinney | Mar 4, 2026 | Sales Outsourcing
TL/DR: This article focuses on setting realistic, measurable sales goals for outsourced SDRs, teaching sales leaders how to define expectations, align objectives across teams, and drive accountability for pipeline impact. Readers will learn: How to translate revenue...
by Seth Kinney | Mar 2, 2026 | Channel Sales, Sales Outsourcing, Sales Technology, Sales Tips, Services, Uncategorized
TL/DR: This article highlights the importance and growing popularity of pay-per-appointment (PPA) lead generation models in 2025, where companies only pay when qualified meetings are booked. It explains what to look for in partners and why this model can offer better...
