Eric Gordon 
Most sales teams track the wrong things. They obsess over dials and emails but ignore the numbers that actually predict revenue. If you want a high-performing SDR team, you need a clear, well-structured sales development metrics dashboard – one that separates what your reps do from what those actions produce. This guide breaks down the … Read more
Getting the SDR compensation structure wrong is expensive. Pay too much base and reps get comfortable. Pay too much variable and reps chase volume over quality. Get the balance right and your pipeline flows predictably. In 2026, AI has changed what SDRs do. However, it hasn’t changed the need to pay them well for the … Read more
Most deals don’t die in negotiation. They die in the discovery call – or more accurately, because of a poor one. A weak discovery call agenda leads to generic demos, misaligned proposals, and prospects who ghost you after the second follow-up. A strong one creates a clear path from the first conversation to a closed … Read more
Most B2B teams invest in appointment setting and hope it pays off. Very few actually measure whether it does. That’s a problem. Without a clear formula for appointment setting ROI, you’re making budget decisions based on gut feel – not data. You don’t know if your spend is generating pipeline or just generating activity. This … Read more
Most sales teams work hard. However, many of them work in the wrong direction. Reps chase low-fit accounts. Managers coach toward different goals. Marketing pushes content that doesn’t match the sales motion. Everyone is busy, but the pipeline stays unpredictable. The root cause is almost always the same – no defined sales operating model. This … Read more
You dial. Someone answers. And within seconds, you hear: “Not interested.” Most reps panic. The best ones treat that moment as the start of the real conversation. Cold call objections aren’t walls – they’re signals. They tell you where the prospect’s head is, what’s blocking them, and exactly how to respond. This guide gives you … Read more
Sales managers invest significant time and money into coaching their reps. But most struggle to answer one critical question: is the coaching actually working? Without clear metrics, coaching becomes a cost center rather than a growth driver. This guide breaks down how to measure coaching effectiveness in your sales team – and how to translate … Read more
You’re ready to scale your pipeline. But before you sign with an agency, you need to answer one question: what does appointment setting cost – and which model actually delivers ROI? The answer isn’t a single number. It depends on your pricing model, sales cycle, deal size, and what “qualified” means to your team. This … Read more
Most SDR teams fail not because of weak effort, but because they lack a clear system. Without structure, reps waste time, miss follow-ups, and lose deals that were already within reach. A sales development playbook solves this. It gives every SDR a repeatable, scalable workflow that removes guesswork and drives a consistent pipeline. In this … Read more
Most sales managers want their reps to perform better. However, without a structured sales coaching plan, those conversations stay surface-level. Reps get advice. They nod. Then they go back to doing exactly what they were doing before. That cycle is expensive. It costs you pipeline, quota attainment, and good reps who quietly disengage. This guide … Read more
