Notes on outbound
that works
Practical writing on SDR economics, cold calling, targeting, and pipeline. From the team that books the meetings so you can close the deals.
Outsourcing your SDR function without losing control
Control was never about headcount. The three levers you must keep, and the operational grind you should be glad to hand off.
What your weekly outbound report should actually tell you
If the report doesn't change what you do next week, you are reading a receipt. The five numbers that matter.
The first thirty seconds: openers that earn a conversation
The opener has one job: permission to keep talking. What good openers share, and what kills a call instantly.
Selling to MSPs and IT services: the inbox is full, the phone is not
IT buyers drown in automated email while their phone stays quiet. That asymmetry is the whole opportunity.
The first 30 days of a dedicated rep, week by week
What actually happens in month one: immersion, first dials, pattern recognition, and a real working motion by week four.
You just raised a Series A. Pipeline before headcount.
Headcount scales a motion. It does not create one. Prove the outbound model before you staff it.
Why professional services buyers still answer the phone
Legal, accounting, consulting: relationship businesses respond to cold outreach at the highest rates in B2B. Here is why.
The AI SDR experiment, one year later
The market results are in. Where AI genuinely helps outbound, where the experiments broke, and the split that works.
What counts as a qualified meeting (and who decides)
"20 meetings booked" means nothing until the bar is written down. Quality is a contract, not an adjective.
Email and LinkedIn are support channels. Treat them that way.
The channel debate has the wrong frame. The real question is which channel leads, and only the phone qualifies in real time.
Hiring your first SDR: the parts of the job nobody writes down
Management hours, tooling, ramp, and churn. The hidden requirements that decide whether a first SDR function survives.
An ICP worth calling: signal-based targeting in practice
A demographic list tells you who could buy. Signals tell you who might buy now, and hand your rep the first line of the call.
Cold calling isn't dead. Bad calling is.
The boiler room died and deserved to. What survived works better than ever, because almost nobody does it anymore.
The real cost of an in-house SDR in 2026
The $55K line item is wrong by half. Fully loaded cost, ramp, and churn: the honest math behind build vs. buy.
We book the meetings. You close the deals.
One dedicated, full-time SDR inside a complete outbound system. Written meeting SLA, weekly reporting, month-to-month.
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