Pillars, playbooks, and data pieces on cold email, AI SDRs, and the B2B sales process. New posts every week from the team running these programs.
Outbound sales in 2026 is a different motion than it was three years ago. AI handles the volume layer, humans handle the conversion layer, and deliverability has become the operational floor. Here is the complete reference.
Most cold email advice on the internet is from 2019 and was wrong even then. Here is what actually works in 2026, with the benchmarks to verify you are hitting the line.
An AI SDR is an autonomous agent that runs the top of the outbound funnel: list, personalization, sending, reply triage. Here is what they actually do, what they do not, and the math that tells you whether to use one.
The B2B sales process has seven stages. Each one has a job, a conversion benchmark, and a specific failure mode. Here is the reference, with the numbers that tell you whether the stage is working.
The SDR role has changed more in the last two years than in the previous ten. Here is what the job actually is in 2026, what to expect in the first 90 days, and how to tell if a candidate will succeed.
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