Trish Bertuzzi wrote The Sales Development Playbook in 2016 and it’s still completely relevant and foundational for understanding how to run Sales Development.

I’ve recommended this to every new SDR manager I’ve coached in the last 10 years and will continue to do so.

Sure a lot has changed in Sal...

At the time, I’d spent 17 years in marketing, working shoulder-to-shoulder with sales, but I’d never run a B2B sales team.

I was consulting on demand gen for a company part-time. The CEO, Peter Weyman (who I’d worked for years earlier at CardScan), asked me to come on full-time and take over the B2...

Daren Jennings once called me “a man of a million hobbies.” Fair.

That curiosity led me to question the idea that talent is something you’re simply born with. I never bought it.

The Talent Code by Daniel Coyle dispels the myth. It shows how skill is built — with deep practice, the right environmen...