Newsletter archive: every issue | Mastering Sales Development

Third year. This time it's global!

State of Sales Development is back! One survey, three regions, and the gap we're trying to close.

Dave Wilkins

Aug 21, 2026

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4 min read

How Do You Credit a BDR on an Inbound Meeting?

The rules of engagement most SDR orgs never write down, plus the 23 scenarios I use to settle them.

Dave Wilkins

Aug 14, 2026

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3 min read

Claude won't fix your territory plan. Your data will.

Three things to sort out before you write a single prompt.

Dave Wilkins

Insights

Aug 7, 2026

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2 min read

We have a new home

Why we stopped running three communities and built one

Dave Wilkins

Jul 31, 2026

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3 min read

Q2 Best SDRs and the agent that nearly wasn't

Your Q2 EMEA SDR of the Quarter list, what happened when Joe Shy's AI sidekick lost the reps' trust, and Funnel prices on the move.

Dave Wilkins

Jul 24, 2026

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3 min read

How Many SDRs Do You Need? Capacity Planning Benchmarks for 2026

The 6-step headcount model Finance can't pick apart, built on data from 51 SDR leaders

Dave Wilkins

Outbound

Jul 17, 2026

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2 min read

Why your prospects keep ghosting confirmed meetings

No-shows are spiking across the community. Vote in the poll and see where you stack up.

Dave Wilkins

Jul 10, 2026

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4 min read

5,000 miles apart, stuck on the same thing

EMEA is debating platforms. The USA is chasing connect rates. Both are asking the wrong question

Dave Wilkins

Hiring & Ramp

Jul 3, 2026

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3 min read

Two Continents, Two Completely Different Hiring Markets

What 100+ job posts inside SDR Leaders of USA & EMEA reveal about how the two markets really hire

Dave Wilkins

Jun 26, 2026

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5 min read

Build Mode Is Over. Welcome to Sell Mode

Why SDR teams are suddenly the growth engine: the funding signals worth chasing, EMEA's quiet build-out, and what AI is actually doing for sales development right now

Dave Wilkins

Outbound

Jun 19, 2026

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4 min read

Why Your Numbers Are Getting Burned Faster Than Ever

The leader's playbook to fix phone deliverability before your connect rate craters

Dave Wilkins

Pipeline & Capacity

Jun 12, 2026

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3 min read

Stop Copying Someone Else's Org Chart

What 20+ SDR leaders revealed this week about inbound, outbound, territories, and where the team should sit.

Dave Wilkins

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Archive

Third year. This time it's global!

How Do You Credit a BDR on an Inbound Meeting?

Claude won't fix your territory plan. Your data will.

We have a new home

Q2 Best SDRs and the agent that nearly wasn't

How Many SDRs Do You Need? Capacity Planning Benchmarks for 2026

Why your prospects keep ghosting confirmed meetings

5,000 miles apart, stuck on the same thing

Two Continents, Two Completely Different Hiring Markets

Build Mode Is Over. Welcome to Sell Mode

Why Your Numbers Are Getting Burned Faster Than Ever

Stop Copying Someone Else's Org Chart

One email a week from inside the SDR Leaders community

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