by Seth Kinney | Jul 7, 2026 | Sales Outsourcing, Sales Tips
TL;DR Inside sales and SDR are not interchangeable terms. An inside sales rep typically owns the full sales cycle (prospecting, qualifying, demoing, and closing) from a remote or desk-based position. An SDR (Sales Development Representative) is a top-of-funnel...
by Seth Kinney | Jul 6, 2026 | Sales Tips
TL;DR Most B2B pipeline leaks at the follow-up stage, not because deals were unwinnable, but because reps stopped too early. 80% of sales require five or more follow-up touches to close, yet 48% of reps never make a second attempt. Leads contacted within five minutes...
by Seth Kinney | Jul 6, 2026 | Sales Tips
TL;DR Omnichannel lead generation is the right idea, but most agencies execute it in the wrong order. For cybersecurity, big data, and networking buyers, email-first omnichannel is broken: CISOs receive an estimated 60 cold outreach attempts per week, and generic cold...
by Seth Kinney | Jul 2, 2026 | Sales Tips
TL;DR Most B2B teams use “lead generation” and “appointment setting” interchangeably, but these terms describe two distinct functions with different outputs and different points in the funnel. Lead generation identifies and qualifies prospects...
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 | Jun 26, 2026 | Sales Tips
TL;DR Most reviews of cold calling services rank providers by pricing and brand name rather than by the criteria that actually matter to Big Data and Networking companies. This piece breaks down what separates effective cold calling services from generic outbound...
