Written by someone who has actually picked up the phone.
For BDRs who want to book the meeting, leaders who want to build coaches while exceeding quota, and enablement people quietly keeping the whole thing from setting itself on fire. Real playbooks. Receipts only. No thought-leader cosplay.
Featured this week
pp. 02 – 03
Training told you what a good discovery call looks like. Nobody built the drill that turns knowing into doing. Five minutes before. Three minutes after. Every real call.
Read the essay
Printable PDFs, prompt libraries, the objection handler. Steal any of it. That is the point.
Browse the resourcesTwo drills. One rep. / Five-minute pre-call rehearsal / Three-minute post-call replay / Attached, small, specific
Nine operating principles. The whole point of view in one document. Hiring, ramp, coaching, forecasting, enablement, AI, and the operating rhythm that ties it together. If someone asks what I actually believe, this is what I send.
~11 min read · By Meghan Jennings
“My team achieved incredible outcomes with Meghan at the helm. Her dedication to her work and peers is truly remarkable.”
Latest from the library
Blogs, newsletters, and interviews. The thinking. Want something you can run instead of read? Hit .
✦ BlogTraining told you what a good discovery call looks like. Nobody built the drill that turns knowing into doing. The five-minute pre-call rehearsal, the three-minute post-call replay, and how a manager defends the eight minutes. For reps who are tired of hanging up and knowing they had it.
◆ NewsletterWhy most enablement is aimed at the wrong target, what Apply-level behavior actually requires, and the one question to ask before you build anything ever again. Plus the 4.0 Coaching Scorecard and three unsolicited recommendations.
✦ BlogMost enablement is designed to transfer knowledge. Most business outcomes require behavior change. Bloom's Taxonomy applied to the BDR floor, the four things that actually create Apply-level behavior, and the one question to ask before any training gets built.
◆ NewsletterBDR leadership hiring has changed. Five things the panel is actually trying to assess, the three moves that separate the offer from the "different direction" email, and the POV follow-up that has gotten people hired.
Booked. The Newsletter.
Every Tuesday. One framework you can run Monday, one teardown of real outbound in the wild, a few links worth your time, and one (1) bad joke. No fluff. No affiliate links. Unsubscribe whenever. I won't take it personally. (I will. A little.)
[ Who's behind this ]
15+ years in BDR land - from picking up the phone as a rep to leading global enablement at Klaviyo (with stops at Dynatrace, TIBCO, and Silk for good measure). I build the systems, plays, and coaching that turn "we need more pipeline" into "where do you want the meeting." Everything here is pulled from that work, not from a LinkedIn carousel I made on Sunday.
