Why Sales Reps Ignore the CRM, and What They Use Instead
Reps do not ignore the CRM because they dislike process. They ignore it when it asks for work and gives nothing back. What they use instead, and the fix.
FIELD NOTES
sdr teams
these are notes from the work: outbound, demand generation and sdr leadership, built and run for B2B teams.
Setting Up ZoomInfo and Salesloft So the Reps Actually Use Them
A ZoomInfo and Salesloft rollout is decided by the implementation, not the software. Vendor onboarding assumes you arrive prepared, and the white-glove tier still needs someone on your side who has done this before. The setup order I use, the breakages to check for in week one, and what has to be true before a rep is measured on any of it.
Outreach vs Salesloft Sequencing: The Real Tradeoff
Outreach vs Salesloft sequencing comes down to governance, CRM fit, and manager behavior. I break down the tradeoffs that shape SDR output at real scale.
Best Practices for Cold Calling That Create Pipeline
Best practices for cold calling come from sharp ICPs, useful call prep, clean workflows, and coaching that creates pipeline your team can own without heroics.
How to Diagnose Weak Qualification in SaaS
Learn how to diagnose weak qualification before bad-fit deals clog pipeline, with CRM evidence, call review, and ownership checks for SaaS revenue teams.
Sales Handoff Breakdown Causes and Fixes
Sales handoff breakdown causes are usually ownership and workflow failures. Learn how to expose the gaps that stall pipeline and waste good leads daily.
How to Train SaaS SDRs That Actually Ramp
On one 10-person team the two fastest rampers were the two newest reps, because they had the fewest habits to unlearn. What that means for week one, call coaching, and what a ramp plan should measure.
Why Do SDR Teams Miss Quota?
Why do SDR teams miss quota? Usually it’s not effort. It’s broken ICP, weak workflows, bad management, and no system for execution.
Outbound Deliverability Checklist for SDR Teams
A weekly checklist to fix inbox placement, protect domain health, and give SDR teams an outbound system that scales cleanly.
How to Diagnose SDR Underperformance
How to diagnose SDR underperformance without guessing. Find whether the issue is ICP, data, workflow, management, or rep execution.
How to Improve Call Connect Rates
Connect rate is a system output, not a rep stat. How to fix list quality, timing, speed to lead, dialer setup, and sequence design.
What to Screen For When You Hire SDRs
Most SDR interviews overweight charisma. I hire for four things before experience, and I give candidates homework that weeds people out before the second call. What to screen for, and why.
A WORKING CONVERSATION