136 posts
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.
I sent 100 cold emails manually before automating anything. Not to prove a point — because you can't build an AI outbound system without knowing what good outreach actually looks like. Here's what those 100 emails taught me.
Independent RIAs and wealth management firms do BD through personal relationships and referrals. Systematising it without a dedicated BD team — or without violating compliance rules — is the challenge. Here's the approach that works.
Solo founders in 2026 can ship a full SaaS product in weeks. That part is genuinely solved. What isn't solved: getting anyone to know it exists, trust it enough to try it, and pay for it — consistently, without the founder doing it manually every day.
Commercial real estate brokers operate on relationship capital and market timing. Consistent deal flow requires keeping a large number of contacts warm simultaneously — exactly the kind of work that breaks down without a system.
Insurance brokerages face a specific outbound challenge: the buying cycle is long, trust matters more than speed, and compliance requirements shape what you can say. Here's how to build a consistent pipeline motion that works for commercial lines and P&C.
Five complete outbound sequence structures — one each for B2B SaaS, agencies, recruiting, professional services, and financial services. Each covers step count, cadence, angle per step, and the key personalisation hook per industry.
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.
Most founders build GTM the same way: manually at first, then hire, then realise the team can't sustain itself without them. This guide covers every stage of building GTM from zero — and how to avoid being the bottleneck at each one.
B2B cold outbound works when it's done consistently, with the right ICP, the right message, and a sequence that follows through. This guide covers every component — from ICP to metrics — and how AI makes the whole motion run without you.
Professional services firms — law, consulting, financial advisory, accounting — do BD the same way they've always done it: partners doing it personally, in bursts, between client work. GTM automation changes this without disrupting the relationship-led model.