Lessons from the people running sales development.
Practical writing on pipeline, hiring, enablement and leadership from across the community.
Are Your SDRs Ready for AI?
Across the teams we work with, around 85% of SDRs improve when the fundamentals are coached first and AI is introduced afterwards with clear use cases.
Third year. This time it's global!
Third year of this survey. First one that goes global.
How Do You Credit a BDR on an Inbound Meeting?
Last meaningful touch, 30 days, and who gets to rule when two managers disagree.
Claude won't fix your territory plan. Your data will.
Your data will. Three things to fix before you write a single prompt.
We have a new home
Three years in, we admitted we'd built it wrong
Q2 Best SDRs and the agent that nearly wasn't
Plus the AI agent that broke two weeks in, and Funnel prices move TODAY
How Many SDRs Do You Need? Capacity Planning Benchmarks for 2026
Benchmarks from 51 SDR leaders, plus the headcount math that gets approved
Why your prospects keep ghosting confirmed meetings
The July slump is exposing three leaks in your booking process. Plus: vote in the first no-show benchmark.
5,000 miles apart, stuck on the same thing
EMEA is debating platforms. The USA is chasing connect rates. Both are asking the wrong question.
Two Continents, Two Completely Different Hiring Markets
We pulled the data from both sides of the Atlantic. The US and EMEA are not playing the same game.
Build Mode Is Over. Welcome to Sell Mode
Why SDR teams are suddenly the growth engine: the funding signals worth chasing, EMEA's quiet build-out, and what AI is actually doing for sales development right now
Why Your Numbers Are Getting Burned Faster Than Ever
The leader's playbook to fix phone deliverability before your connect rate craters
Stop Copying Someone Else's Org Chart
What 20+ SDR leaders revealed this week about inbound, outbound, territories, and where the team should sit.
The interview question a fake SDR manager can't answer
Plus: Funnel EMEA Early Bird is open: and Day 0 is built for exactly this
The SDR Capacity Benchmark Is Here
The first operator-built data on how many reps, leads, and pipeline it really takes to hit quota.
Your dialer probably isn't the problem
Data, dialer, behaviour. In that order.
The single champion is dead
Two of the sharpest takes on multi-threading I've read this year, from a Slack thread you might've missed
Four SDR leaders. One metric. Four answers.
A 30-point spread on the same conversion rate. Here's why that matters for your team.