Omnichannel Lead Generation: Where the Phone Still Wins for Cybersecurity Sales

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...

SDR Training Guide: Build a High-Performing Sales Dev Team in B2B Tech

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...

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

TL/DR: A B2B sales pipeline represents the stages prospects move through from initial outreach to closing. Managing it effectively helps companies forecast revenue and maintain consistent growth. In this article, readers will learn: What a B2B sales pipeline is and...

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

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

TL/DR: Tracking the right SDR metrics helps sales leaders measure pipeline contribution and optimize outbound performance rather than focusing on vanity activity metrics. In this article, readers will learn: The most important metrics for evaluating SDR performance....

Human-Centered Sales in the Age of Automation

by Seth Kinney | Oct 11, 2024 | Marketing, Sales Outsourcing, Sales Tips

As the sales landscape evolves, driven by rapid technological advances, one thing remains clear: human connection is still vital to successful selling. In the age of automation, where tools like AI, CRMs, and sales bots can handle many aspects of outreach and...