by Sandra Robinson | Oct 8, 2026 | Sales Technology
Cybersecurity Lead Generation: Building Pipeline Across the Entire Buying Committee TL;DR Cybersecurity lead generation fails when teams treat the CISO as the only buyer, meeting volume as the primary goal, and product features as the reason to start a conversation....
by Seth Kinney | Jun 28, 2026 | Sales Leadership, Sales Technology, Sales Tips
This article was originally written in January 2022 and has since been updated with new research and expanded frameworks in June 2026. TL;DR This SDR training guide provides a structured framework for onboarding sales development representatives and helping...
by Seth Kinney | May 12, 2026 | Sales Technology
TL;DR The best IT lead generation companies bring deep vertical expertise in cybersecurity, networking, storage, and big data, and lean on human-led outreach over automation. They also tailor their approach to long, complex enterprise sales cycles. Choosing the right...
by Seth Kinney | Mar 20, 2026 | Sales Technology, Sales Tips
TL;DR AI is transforming sales development, but it’s not replacing your SDRs anytime soon. The teams seeing the biggest gains are using AI to handle repetitive tasks like scheduling reminders, lead scoring, and inbound prioritization, while keeping their human reps...
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 18, 2026 | Sales Technology
TL;DR Sales outreach automation can supercharge efficiency, but leaning too heavily on it comes with real costs: declining response rates, eroded brand trust, and missed opportunities in complex B2B pipelines. The smartest revenue teams know where to automate and...
