Resources
Operator playbooks on B2B pipeline.
Long-form guides written from real experience scaling SDR teams and outbound engines at Locus, GoComet, and Landmark Group. No fluff, no recycled blog content.
Scaling SDR Teams from 10 to 23 Reps Without Breaking Output
How we scaled a global SDR function from 10 to 23 reps and moved SQLs per rep from 2 to 6 per month. Hiring, onboarding, management, and the automation stack behind it.
Read article →How to Build an Outbound SDR Engine (2025 Playbook)
Step-by-step playbook for building a high-performing outbound SDR engine: ICP, messaging, sequences, toolstack, and metrics.
Read article →How to Improve MQL to SQL Conversion (From 10% to 25%)
The exact framework we used at Locus to move MQL-to-SQL conversion from 10% to 25%. Qualification criteria, handoff rules, and feedback loops.
Read article →Best AI Tools for Sales Development Teams (2026)
A working operator's view of the AI sales stack: lead sourcing, personalization at scale, call intelligence, and the tools that actually move pipeline.
Read article →In-House SDRs vs Outsourced Lead Generation: How to Decide
A decision framework based on stage, ACV, motion, and bandwidth. When in-house wins, when outsourcing wins, and how to do a hybrid right.
Read article →Cold Email Reply Rate Benchmark (And How to Get to 20%)
Real benchmarks by ICP, ACV, and personalization tier — plus the levers that move reply rate from 3% to 20%+.
Read article →Cold Email Sequence Optimization: FAQ (2026)
25 operator answers on deliverability, cadence, copy, personalization, targeting, measurement, and scaling cold email across SDR teams.
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