5 New Sales Team Metrics With Benchmarks
This article was originally written in December 2020 and has since been updated with new discoveries and research in October 2025. If you dream of high-performing sales reps and a healthier pipeline, then sales team metrics have to be your operating system. Why? The...
A No-Fluff Guide to Building a Sales Channel Strategy for B2B Tech Companies
This article was originally written in February 2021 and has since been updated with new discoveries and research in October 2025. In today’s B2B tech ecosystem, relying solely on your in-house sales team isn’t enough to drive deals. You need the power of a robust,...
SDR Training Guide: Build a High-Performing Sales Dev Team in B2B Tech
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...
Create a World Class Inside Sales Training Program (and How We Can Help)
This article was originally written in November 2020 and has since been updated with new discoveries and research in 2025. The sales world has undergone significant transformations in the past few years, from technology to practices. One thing that’s remained the...
Why Sales Appointment Setting Is a Game-Changer for Cybersecurity and SaaS
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...
Our Top Picks for Full-Service B2B Sales Agencies (That Actually Get Tech Buyers)
B2B businesses today are fighting an uphill battle. Budgets are tighter, buying teams are bigger, and inboxes are flooded with surface-level outreach. In a market like this, it’s no wonder the “full service” label starts to feel meaningless. Every B2B sales and...
B2B Prospecting Strategies That Work with Outsourced SDR Teams
Excelling at B2B sales requires far more than just lead volume. It's all about filling your pipeline with qualified opportunities prime for closing. Sure, you can flood your CRM with leads. But if they’re cold, aren’t the right fit, or don’t convert, your reps are...
Outbound Lead Gen Tips for Scaling Pipeline in B2B Tech Markets
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...
Our Review of the Top Outsourced Cold Calling Companies for Cybersecurity and IT Sales
When you’re running an IT or cybersecurity sales business, the last thing you want your reps doing is cold calling just to hit quota. Decision-makers in your space are tech savvy, cautious, and busy, and they’re bombarded with generic pitches on a (near) daily basis. ...
Inside Sales vs. Outside Sales: What Tech and SaaS Teams Need to Know
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,...
7 Ways We’ve Seen SaaS and B2B Tech Companies Can Accelerate Pipeline Growth
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...
Why Cybersecurity and Big Data Leaders Turn to B2B Lead Generation Agencies
Selling cybersecurity and big data solutions isn’t your average sales play. You’re not pitching to casual browsers or selling solutions that can be done on a shoestring budget. Buyers are more technical, the deals are bigger, and the sales cycles are longer. Even if...
6 Ways We’ve Seen SaaS and B2B Tech Companies Can Accelerate Pipeline Growth
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...
Inside Sales vs. Outside Sales: What Tech and SaaS Teams Need to Know
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
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...
8 Lead Generation Tips for Big Data Orgs to Succeed in 2025
Lead generation has gotten harder for SaaS companies, especially as the digital marketing landscape gets crowded. So how do you generate more leads?
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Build a B2B Sales Pipeline That Never Takes a Break [Big Data Org Focus]
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)
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 BDR Frequently Asked Questions (and Answers)
Read through these frequently asked questions about outsourced BDRs and get answers to each based on our decades of experience.
Which Sales Gameplan is Best for Your SaaS Channel Strategy?
The right channel sales strategy helps SaaS companies quickly expand their business. Here are some tips to help you find the best channel strategy for you.
Outsourced Sales Development: Your Guide to Partnering for Growth
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?
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...
Cybersecurity Sales Challenges and How Outsourced Agencies Solve Them
Cybersecurity has never been more important for businesses than it is today. In a digital era rife with cyber attacks, cybersecurity tech and service providers have a $2 trillion market opportunity. Despite this, cybersecurity sales are anything but easy. Between...
![Appointment Setting Tips We Learned Setting 10,000+ per Year [2025 Update]](https://isaless.com/wp-content/uploads/2020/08/featured_appointment-setting-tips_v1_08-13-20-400x250.jpg)
Appointment Setting Tips We Learned Setting 10,000+ per Year [2025 Update]
This article was originally written in September 2022 and has since been updated with new discoveries and research in 2025. Setting appointments is like the engine of your top-of-funnel sales activities. When you have a calendar filled with qualified appointments,...
Why Teams Outsource Appointment Setting in 2025
In 2025 and beyond, highly effective sales teams are turning to new playbooks to achieve growth and success. With longer sales cycles, harder-to-reach prospects, and SDR burnout, the old “rules of the road” will only lead to sales teams being stretched thin and...
What Exactly is an SDR and Why Do You Need One (in 2025?)
Your business might have a great product, but your sales team is dead in the water without a steady flow of leads. Instead of wasting time and energy on challenging top-of-funnel sales activities, you can turn to Sales Development Representatives (SDRs). What is an...
How We Deliver Qualified Appointment Setting With Outsourced SDRs
If your sales pipeline is broken, the answer isn’t just to stuff it to the brim with more meetings. The truth is that your sales team doesn’t need a higher quantity of mediocre meetings on the books—they need more of the right meetings. That’s where qualified...
![Top 21 BDR Interview Questions to Ask When Hiring [2025 Update]](https://isaless.com/wp-content/uploads/2022/10/ISS_Blog-Feature-BDRInterview_v1_10-10-22-400x250.png)
Top 21 BDR Interview Questions to Ask When Hiring [2025 Update]
You’re ready to add a business development representative (BDR) to your team. What interview questions should you ask a potential BDR to make sure they’re the right fit for your organization? BDRs need to have strong interpersonal communication skills, a resilient...
How to Set Realistic Sales Goals for Outsourced SDRs (From Our Experience)
Sales Development Representatives (SDRs) have become integral to top-of-funnel sales cycle activities. These sales experts fill your pipeline with qualified leads, driving revenue and growth. It makes sense why: Today’s market is highly competitive, and internal sales...
Our Picks for the Top Pay-Per-Appointment Lead Generation Companies in 2025
Scaling your pipeline is vital for business success. And it’s not enough to have any leads come in: Your business needs (and deserves) high-quality leads, which turn into closed deals. For that, you can turn to pay-per-appointment lead generation companies. This lead...