Cold calling has been getting a bad rap for years now. Some experts claim "cold calling is dead”. Others have gone even further with claims like “No true decision maker is dumb enough to answer a cold-call.” Note that in both articles I’ve linked to, the author is actually

But my reps HATE cold calling! Yea, I know. No one wants to make endless calls to prospects who might not even answer. But, cold calling is essential for SDRs to achieve their career goals and succeed in their roles. It's also essential to your pipeline, your success, and your

Remote SDR Leadership Roles * Tropic (no posting) | Molly McElgunn | $180k range (uncertain) * HR Acuity | Jennifer LaFroscia | $180k range (uncertain) * dbt Labs | Liliya Abie | $275K - $325K * Crystal (role not formalized) | No Contact | $180k range (uncertain) * Anrok (no posting) | No Contact | $180-200k range * Samsara | No Contact | $180k range (uncertain) * Birdeye | Brandon

So, you drank the kool-aid, you want to get into SaaS Sales. Promises of a ton of money, a flexible work environment with insane benefits, and plenty of custom company swag have lured you in. The good news? All of the above is true. The bad news? The only way

Feedback or Fluff? When it comes to company culture, everybody claims to be "feedback-forward." However, not all feedback is good feedback. In fact, there are 4 kinds of feedback: 2 are genuinely valuable, 1 is fluffy but unhelpful, and 1 is straight-up toxic. Read on to understand what each type

Every cold call you make is an adventure waiting to happen. Now, let's be honest, unless you are using a power dialer or pre-vetted contact data, your connect rate is going to float around the 3% range, meaning every 100 calls you make, you will connect with 3 people. So,

Sales has a lot to learn from the Special Operations Forces (SOF) community as the SOF community is packed full of high-performers that are hands down the best at what they do. The SOF community has 5 truths they live by to ensure each operator is aligned on what it

Real-time call coaching is crucial to outbound sales. Prior to COVID and the industry-wide shift to remote work, real-time call coaching was an essential piece of the fabric that made in-person sales floors fun and engaging. With the shift to remote work, SDRs are disconnected from each other in a

All reps, new and experienced, need to understand the evolution of their role over time. This way, they can know when to prioritize certain developmental areas based on their tenure and time in-seat. The pyramid below is a framework that reps can use to guide them along their SDR journey.

What if you could identify what traits make up a top performer? As a rep, you could hone in on developing those specific skills and have a gold standard to work towards as you move from good to great. As a manager, you could screen for these specific traits in

The shift to remote work has revolutionized the way business is run on a global scale. Upwork’s Future Workforce Report predicts that 73% of all teams will feature a level of remote work by 2028. Tech was trailblazing the future of remote work long before COVID was even a

Picture this... You are a brand new SDR at some cool up-and-coming tech company. You've signed on to join at a $75k OTE, almost $20k higher than your peers entering the workforce with you. You've heard stories about the money you can make in Sales, received your swag box and