The Ground Game Report
Build pipeline with math, not guesswork
Two emails a month for sales leaders who own a number. Hiring economics, ramp playbooks, and outbound tactics we're running with clients — written by Marc Snegg, short enough to read before your first call.
- Twice a month, never more
- Short, skimmable issues
- No pitch decks, no fluff
- One-click unsubscribe
What you get
Written for the person who owns the pipeline number
Every issue answers a question we get on discovery calls that week. If it doesn't change how you hire, ramp, or manage reps, it doesn't ship.
Unit economics you can defend
The real cost math behind a nearshore SDR at roughly $40K all-in versus about $84K domestic — and how to model it for your CFO before you hire.
Ramp plans that survive week three
The scorecards, call reviews, and 30/60/90 checkpoints we use to get a rep from kickoff to booked meetings without a manager babysitting the dialer.
Tactics tested this month
What's actually connecting on the phones and in the inbox right now, pulled from live client campaigns — not recycled LinkedIn advice.
Hiring and management systems
How to interview for grit, structure comp, and manage a team across borders so quota attainment stops depending on one heroic rep.
Inside an issue
What a typical issue covers
Short, specific, and built on numbers we can show our work on.
The cost math
Nearshore vs. domestic, line by line
A nearshore SDR runs roughly $40K all-in against about $84K for a domestic hire[1]. We break down where the difference actually sits — base, tooling, management, and the cost of a bad hire — so you can model it yourself.
The management math
What a booked meeting should cost you
We connect activity to business impact: conversations, qualified meetings, accepted opportunities, pipeline, funnel conversion, and revenue per representative. Issues walk through the scorecards and operating reviews behind those outcomes.
Recent issues
Read before you subscribe
Same voice, same depth. Every issue starts as a field note like these.
10 min read
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.
5 min read
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 read
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.
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Sources & footnotes
- [1]
Internal cost model
~$40K nearshore vs. ~$84K domestic, fully loaded: Ground Game Sales internal cost model — base pay plus employer burden, recruiting, tooling, and management time.
Full sourcing, scope, and sample-size notes for every figure on this site live on our Sources & Methodology page and in the machine-readable version.