Eric Gordon 
Introduction Most salespeople treat LinkedIn like a cold email list. They connect, pitch immediately, and wonder why nobody responds. LinkedIn lead generation works differently. It rewards consistency, relevance, and a deliberate multi-touch sequence – not a single cold message. The reps and marketers who book meetings consistently on LinkedIn follow a structured process from first … Read more
Introduction Most B2B sales teams prospect reactively. They reach out, hope for timing, and grind through cold conversations. Intent data changes that entirely. It tells you which accounts are actively researching solutions like yours – right now. Instead of guessing who to call, you call the accounts already raising their hands. However, not all intent … Read more
Most sales reps lose deals before the conversation even starts. They either wing it – or follow a rigid script that sounds robotic. Neither works. The fix is a library of flexible sales script examples built for each buyer stage. When you match your script to where the buyer is in their journey, conversations feel … Read more
Every sales rep hears “no” more than “yes.” But most “no’s” are not final decisions – they are invitations to keep the conversation going. A well-organized objections list turns resistance into opportunity. When your team knows exactly how to respond to the most common pushbacks, deals that used to stall start moving again. This guide … Read more
Introduction When building a sales development team, managers face one question immediately: do you hire a BDR, an SDR, or both? The confusion is real. Many companies use these titles interchangeably. Job boards list them with overlapping responsibilities. Even major platforms like Salesforce and HubSpot define them differently. However, getting this structure right matters enormously. … Read more
Most sales teams have data. Very few have clarity. Numbers live in CRMs, spreadsheets, and email threads – scattered and disconnected. Leaders make decisions based on gut feel. Reps don’t know where they stand until the quarter ends. A well-built sales metrics dashboard fixes all of that. It puts every critical number in one place, … Read more
Most sales teams do not have a lead problem. They have a lot of problems. They reach out to the wrong people, at the wrong companies, with messaging that does not fit. The result is low reply rates, wasted call time, and a pipeline that never quite fills the way it should. Strong prospect list … Read more
Introduction Most SDRs treat LinkedIn profile views as vanity metrics. That’s a mistake. Every time someone views your profile, they’re raising their hand. They’re saying, “I’m curious about you.” For a sales development rep, that’s a warm signal you can act on immediately. This guide breaks down exactly how LinkedIn profile views work, what you … Read more
Most SDRs focus heavily on outreach volume. They send connection requests, write cold messages, and follow up repeatedly. However, the SDRs who consistently outperform their peers add one more layer to their strategy: they make the LinkedIn algorithm work for them. When you understand how the algorithm decides what content to show and to whom, … Read more
Most SDRs treat LinkedIn like a directory. They find a name, fire off a connection request, and pitch immediately. That approach burns bridges faster than it builds pipeline. Effective LinkedIn networking works differently. It is about building real relationships with the right people, warming them up before you sell, and staying visible long enough to … Read more
