Field notes from building outbound systems for B2B teams — infrastructure, research, and the numbers behind both.
Pipeline velocity is the metric that connects outbound activity to revenue outcomes. It has four components — and improving any one of them increases the revenue your team generates from the same pipeline. Here…
If your LTV:CAC ratio is below 3:1, your outbound program is destroying value even if it is generating revenue. Here is how to calculate…
RevOps is not sales ops with a bigger scope — it is the operating system for your entire revenue engine. Here is what it…
GTM engineering is not sales ops with a new title. It is a fundamentally different discipline — part software engineering, part GTM strategy —…
SDR and BDR are not the same role, even though most job boards treat them that way. Here is the actual difference, how each…
MQL, SQL, and PQL are three different answers to the same question: when is a lead worth a sales conversation? Getting the definition wrong…
