by Seth Kinney | Oct 20, 2025 | Sales Tips
This article was originally written in January 2022 and has since been updated with new discoveries and research in October 2025. Sales development representatives (SDRs) are essential for business success; they fuel your revenue engine by qualifying leads, booking...
by Seth Kinney | Sep 23, 2025 | Sales Tips
When you’re selling in high-stakes fields like cybersecurity and SaaS, who you land appointments with matters deeply. To consistently close deals, you need to secure qualified meetings with decision-makers (not just “calendar fillers”). That’s where tailored sales...
by Seth Kinney | Aug 19, 2025 | Sales Tips
In B2B sales, inbound efforts often get the spotlight. But let’s be honest—outbound lead generation is still a powerful, predictable way to hit your sales goals, especially in niche tech markets. The catch? Blasting generic emails or dialing through the phone book...
by Seth Kinney | Jul 29, 2025 | Sales Tips
In tech and SaaS sales, it’s easy to throw around titles like inside rep or field AE without stopping to ask: Does this structure actually serve how our buyers buy? Too often, leaders inherit organizational structures without questioning what fits their buyers best,...
by Seth Kinney | Jul 28, 2025 | Sales Tips
If you’re suffering from a low-quality pipeline, insufficient volume, or low sales bandwidth, you’re definitely not alone. Pipeline challenges are rampant in sales today, and overcoming them requires more than just leads: It’s about getting the right leads at the...
by Seth Kinney | Jun 24, 2025 | Channel Sales, Sales Outsourcing, Sales Technology, Sales Tips, Services, Uncategorized
If you’re at the helm of a SaaS or B2B tech company, driving a consistent pipeline is likely one of the things that’s keeping you up at night. It makes sense why: With today’s longer sales cycles, more informed buyers, and increasing market competition, yesterday’s...
