54 posts
The right SDR-to-AE ratio depends on meeting volume, sales cycle length, and AE capacity. The most common ratio in B2B SaaS is 1:1 to 2:1 (SDRs to AEs). Here's how to calculate the right ratio for your specific sales motion.
ABM (Account-Based Marketing) is a B2B strategy where sales and marketing focus resources on a defined set of high-value target accounts rather than broad lead generation. Instead of casting wide and filtering down, ABM starts narrow and goes deep.
Product-led growth (PLG) is a go-to-market strategy where the product itself drives user acquisition, conversion, and expansion — rather than sales and marketing doing that work externally. Users try it, get value, and upgrade or invite others.
An MQL (Marketing Qualified Lead) is a lead that marketing believes is worth a sales conversation. An SQL (Sales Qualified Lead) is a lead that sales has confirmed is worth pursuing. The gap between them is where most B2B revenue gets lost.
A discovery call is the first substantive sales conversation with a prospect — its job is qualification, not pitching. You're trying to confirm whether this person has the problem, the budget, the authority, and the timeline to buy. Here's how to run one that does that.
RevOps (Revenue Operations) is the function that aligns sales, marketing, and customer success under a single operational framework — shared data, shared process, shared accountability. Here's what it does, why it exists, and when you need it.
BANT is a sales qualification framework: Budget, Authority, Need, Timeline. A prospect that scores well on all four is worth pursuing. One that fails on more than one is worth deprioritising. Here's how to apply it — and where it breaks down.
SDR, BDR, and AE are three distinct sales roles that often get confused. They cover different parts of the pipeline, have different metrics, and require different skills. Here's exactly what each does and where each fits in a B2B sales org.
Inbound and outbound are both B2B sales motions, but they're built on opposite assumptions about who initiates. One waits for interest. The other creates it. Here's how they work, when each is right, and how modern GTM teams run both.
Email and LinkedIn are not interchangeable outbound channels. Each has a different friction profile, a different reply dynamic, and a different place in a B2B sequence. Here's the honest comparison — when each wins, and why most teams should run both.
What does good B2B outbound performance look like in 2026? Benchmarks for open rate, reply rate, positive reply rate, meetings booked, and SDR productivity — broken down by segment and approach.
AI sales automation in 2026 means more than automating email sends. This guide covers everything: what it actually is, how the categories differ, how to choose between them, and how to build a motion that compounds over time.