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The reading room.
essays, issues, interviews.

Every blog post, every newsletter issue, and interviews with operators worth listening to (those are coming). Looking for downloadable tools? Those live in Resources.

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17 items

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. 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.

Issue No. 08. The training went great. Nothing changed.

Why 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.

Everyone Passed the Training. Nothing Changed. Here Is Why.

Most 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.

Issue No. 07. How to stand out in 2026.

BDR 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.

The First 90 Days as a BDR Leader. A Role-by-Role Breakdown.

What a new Manager should be doing in month one looks nothing like what a new VP should be doing. Three job descriptions disguised as one title, the listening tour questions most leaders skip, and the trap waiting at each level.

Issue No. 06. This one is for the reps.

The most common message I get is from reps whose company hasn't built the path. This week is the answer. The blog, the month-by-month progression guide, and the diagnostic your company never handed you. All free.

Nobody at Your Company Is Going to Future-Proof Your Career. Do It Yourself.

For the BDRs. If AI can do most of this, what are you actually here for? The self-directed 4.0 playbook. Six moves to make starting Monday, no permission required.

Issue No. 05. Good coaching, wrong direction.

Your managers are running rigorous reviews of the wrong things. Seven inspection points a 4.0 manager actually grades, the handoff review to run on Monday, and the 11-vs-9 math nobody puts on the dashboard.

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. What good managers are actually missing, what to inspect instead, 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. Hypothesis openers, real questions, and closing with their words.

An Interview with Cynthia Handal

Cynthia Handal on building outbound with no playbook, the leader she wasn't, micromanagement, 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

The 10-touch, 4-channel motion that actually works in 2026. Research before every touch. Phone is not dead. And a respectful funeral for "hope you're thriving."

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. Nobody has translated the actual BDR motion into the workflows that use them. Two manager tools, three rep tools, and the governance layer that keeps it usable.

Onboarding Ends on Day 30. Ramping Doesn't

And the gap between those two things is quietly wrecking your pipeline. A 3-gate ramp system.

So You Think You Want To Be a BDR

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.

[ Coming soon ]

Interviews with operators actually moving pipeline.

Conversations with BDR leaders, enablement pros, and reps doing the work. No thought-leadership cosplay. Drops here first.