Insights
Field notes on building global teams and operating systems
Field notes on global teams, revenue execution, operating systems, applied AI, and the economics behind building capacity.
Featured · Sep 18, 2026
Person → skill → execution: the onboarding order that sticks
Outbound breaks people who only got “product training.” Here’s the exact development order we use to build confidence, then skill, then real execution—without a 3-month ramp.
Sep 18, 2026
Hiring Sales Talent in Latin America: A Buyer’s Field Guide
A practical guide to finding LATAM SDR talent, testing real selling skills, and comparing the full cost of a hire with a managed partnership.
5 min readSep 18, 2026
The SDR Feedback Loop Your Sales Manager Needs to Own
An SDR meeting should give sales something useful to work with. Build a feedback loop that turns accepted meetings, rejected handoffs, and buyer conversations into better outbound.
5 min readAug 12, 2026
Only 7% of outsourced SDR partnerships succeed. We lead with that number.
Most outsourced SDR programs fail. Not because of geography, and not because of the people — because of the system they were dropped into.
6 min readAug 10, 2026
What a real 90-day ramp plan looks like
Week-by-week: what your new team should be doing, and what you should be seeing from them.
4 min readAug 5, 2026
61.3% of SDR teams are below 70% quota attainment
Two years ago that number was 25%. The playbook did not get worse. The game changed underneath it.
5 min readAug 5, 2026
Nearshore SDR teams that actually hit quota
Most offshore pilots fail for the same three reasons. Here is the operating model we use to avoid them.
5 min readJul 29, 2026
What a domestic SDR actually costs you
Salary is the smallest part of the number. Here is the fully loaded math, and the net contribution most teams never calculate.
5 min readJul 21, 2026
Outbound is not dead. It is relationship infrastructure.
AI made volume free and trust expensive. What still works is a mindset, not a sequence.
4 min readJul 14, 2026
One SDR is a fragile strategy
A single rep is not a program. It is a coin flip with a salary attached — and the failure is usually blamed on the wrong thing.
4 min readJul 7, 2026
The problem was never geography
Clients expect call center energy. What they get is career professionals who chose this work. Here is why LATAM changes the math and the quality.
5 min readNewsletter
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