The Blog
Field notes from the floor.
Wins, losses, hot takes, and the occasional bad joke. Real stories from real outbound motions.
Two Drills. One Rep. Actual Behavior Change.
Training told you what a good discovery call looks like. Nobody built the drill that turns knowing into doing. Here are the two that actually work. Five minutes before. Three minutes after. Every real call.
Everyone Passed the Training. Nothing Changed. Here Is Why.
Most enablement is designed to transfer knowledge. Most business outcomes require behavior change. Those are not the same project, and most orgs are accidentally running the wrong one.
The First 90 Days as a BDR Leader: A Role-by-Role Breakdown
What a new BDR Manager should be doing in month one looks nothing like what a new VP should be doing. Most people find that out too late. Here's the breakdown before you need it.
Nobody at Your Company Is Going to Future-Proof Your Career. Do It Yourself.
If you're a BDR waiting for your company to build the path that makes you promotable and recession-proof, I have some bad news and then some genuinely good news.
Your BDR Managers Are Coaching Toward the Wrong Version of the Job
You can't build a 4.0 BDR team with a 1.0 coaching model. And most managers don't know there's a difference. What good managers are actually missing, and how to recalibrate them without blowing up their confidence.
Cold Calling Isn't Dead. You're Just Not Having a Conversation.
The rep who listens outperforms the rep who pitches. Every time. Here's what that actually looks like in practice.
The Most Honest Voice in Sales You're Not Following Yet
Cynthia Handal on building outbound with no playbook, the leader she wasn't, and the women in sales conversation that's long overdue.
Your Sequence Sounds Like It Was Written By Someone Who Has Technically Seen a Human Before
Somewhere a rep just typed "hope you're thriving" into a sequence. This post is for them. The 10-touch, 4-channel motion that actually works in 2026.
Your ICP Is a Lie
Static ICPs were table stakes in 2022. In 2026 they're the noise floor. Here's what's actually broken in your targeting and what the best teams are doing instead.
Most BDR Teams Don't Need More AI. They Need Better Internal Workflows.
The tools exist. The problem is nobody has translated the actual BDR motion into the workflows that use them. Here's how to do that. For reps and the managers trying to coach and inspect them.
Onboarding Ends on Day 30. Ramping Doesn't
And the gap between those two things is quietly wrecking your pipeline.
Stop Asking for 15 Minutes
You crafted the perfect email. And then you blew it in the last sentence. Here's what's really happening. And how to fix it.
So You Think You Want To Be a BDR
Here's what the job actually is, what your day actually looks like, and why you might actually hate it. Lovingly.
The Activity Trap
Why busy BDRs don't equal pipeline. And the leading indicators that actually matter.