The global home for SDR leadership.

The EU AI Act now applies to how sales teams use AI, and the worst fines reach 7% of global annual turnover, above GDPR's. This field guide explains what it means for SDR teams in plain English. It covers scope, timeline and the four risk tiers, the one rule for outbound (when to disclose AI, with wording you can lift), the AI literacy duty and how to prove it, and the three things that get you in trouble. It also covers what to send when a big buyer asks how you use AI, eight common scenarios with the two questions that settle most of them, and why understanding this is an edge. Ships with the Excel Compliance Kit. Current as of September 2026. Educational, not legal advice. Based on the SDR Leaders of EMEA session with Baptiste Paulet, hosted by David Wilkins.

You used to win by closing. Now you win by making other people close. This playbook is for new managers who were promoted for being great reps and now feel out of their depth. It covers why being a great rep doesn't make you a great manager, how to stop cloning yourself, how to manage former peers, and how to coach the human rather than the dashboard. It teaches the GROW model and why it works, how to lock in commitments, which metrics actually matter and how to get from the number to the why. It also shows how to teach reps to self-coach, deal with small problems early, and keep growing yourself. Ships with the Excel Coaching Toolkit. Based on the SDR Leaders of EMEA session with Jack Blair and Bruce Zivan, hosted by David Wilkins.

Out of the box, Claude gives good advice but can't touch your tools. It can't see your CRM, pull a list, notice a funding round or send anything. This playbook shows SDR leaders and founders how to give it a brain (a Claude Project loaded with your ICP, personas and messaging), hands (Connectors into your data, signals, chat, CRM and email) and a conductor (you). It splits the work clearly between what you own and what a technical person wires, then walks through three upgrades: better lists, better timing and better messaging. It also covers the guardrails, the build-vs-buy question and a six-step order for getting started. Ships with the Excel Connected Stack Planner. Based on the SDR Leaders session with James Donaldson and Adam Taborda of Stacky, hosted by David Wilkins.