Inside Sales vs. Outside Sales: What Tech and SaaS Teams Need to Know

by Seth Kinney | Jun 23, 2025 | Channel Sales, Sales Outsourcing, Sales Technology, Sales Tips, Services, Uncategorized

When it comes to sales, representatives typically take one of two routes: Meeting prospects in person (outside sales) or working remotely from their desks (inside sales). Each approach has its own strengths and use cases, and understanding these differences is crucial...

Why Cybersecurity and Big Data Leaders Turn to B2B Lead Generation Agencies

by Seth Kinney | Jun 22, 2025 | Sales Outsourcing

If you’re in Big Data or cybersecurity sales, you know just how challenging these markets can be. While all areas of sales have their nuances and difficulties, these two B2B industries are notably complex, thanks to their long sales cycles, and technical buyers with...

Build a B2B Sales Pipeline That Never Takes a Break [Big Data Org Focus]

by Seth Kinney | May 22, 2025 | Marketing, Sales Outsourcing, Sales Tips

This post was originally published in May 2024. It has been updated in May 2025 with a year-round, big-data-focused approach to help your sales pipeline stay full—no matter the season. The sales process has seasonal swings. From summer breaks to holiday surges,...

SDR Metrics We Track (and Even More You Should Track)

by Seth Kinney | May 21, 2025 | Marketing, Sales Outsourcing, Sales Tips

This post was originally published in July 2024 and has been updated in May 2025 to reflect the latest thinking on SDR metrics and performance measurement. Sales Development Representatives (SDRs) are essential to your sales process and can truly influence your...

Outsourced Sales Development: Your Guide to Partnering for Growth

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...

What Does an SDR Company Really Do for Cybersecurity Sales?

by Seth Kinney | Apr 14, 2025 | Sales Outsourcing

If you’re in the business of cybersecurity sales, you know just how challenging it is to close deals. From complex products to a noisy marketplace, it might seem like you’re hitting roadblock after roadblock.  If this is the case, it’s not your reps fault—you need...