Dave Wilkins

British guy who has been living in The Netherlands now for the last 15 years. Sales development is my vocation! I love discussing how to improve and elevate those around me. Married to a beautiful wife and a dog dad.

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

Hiring & Ramp

Jun 4, 2026

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3 min read

The interview question a fake SDR manager can't answer

Plus: Funnel EMEA Early Bird is open: and Day 0 is built for exactly this

Dave Wilkins

Pipeline & Capacity

May 29, 2026

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1 min read

The SDR Capacity Benchmark Is Here

The first operator-built data on how many reps, leads, and pipeline it really takes to hit quota.

Dave Wilkins

Outbound

May 21, 2026

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2 min read

Your dialer probably isn't the problem

Data, dialer, behaviour. In that order.

Dave Wilkins

Outbound

May 14, 2026

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2 min read

The single champion is dead

Two of the sharpest takes on multi-threading I've read this year, from a Slack thread you might've missed

Dave Wilkins

Interviews

May 8, 2026

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3 min read

Four SDR leaders. One metric. Four answers.

A 30-point spread on the same conversion rate. Here's why that matters for your team.

Dave Wilkins

Hiring & Ramp

May 1, 2026

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3 min read

I'd hire any of these 5 SDRs tomorrow

Plus the three traits their managers can't stop mentioning

Dave Wilkins

Apr 22, 2026

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3 min read

Has AI ‘‘Killed’’ the SDR Function yet?

Plus checkout our YouTube Library!

Dave Wilkins

Coaching & Performance

Apr 12, 2026

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5 min read

Lead the Floor

Your capacity planning insights, EMEA nominations, and the interview series is back

Dave Wilkins

Outbound

Feb 20, 2026

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10 min read

Are Unified GTM platforms Finally Here?

Last Call for Funnel

Dave Wilkins

Coaching & Performance

Feb 15, 2026

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8 min read

Want a promotion? Build your internal brand

Youre going to miss out on Funnel!

Dave Wilkins

Coaching & Performance

Executive Presence is key to elevating the SDR Leader Role

Feb 7, 2026

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8 min read

Executive Presence is key to elevating the SDR Leader Role

4 weeks till Funnel!

Dave Wilkins

Coaching & Performance

If I were starting as a first-time SDR Manager in 2026, this is what I’d do differently

Jan 31, 2026

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7 min read

If I were starting as a first-time SDR Manager in 2026, this is what I’d do differently

Keynote Announcement @ Funnel

Dave Wilkins

Coaching & Performance

Coaching SDR's at Scale is possible: Here is how to do it.

Jan 25, 2026

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6 min read

Coaching SDR's at Scale is possible: Here is how to do it.

More Funnel news!

Dave Wilkins

Jan 16, 2026

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7 min read

Leaders Driving AI Change in their Org

We have some Funnel Speaker Announcements!

Dave Wilkins

Dec 28, 2025

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9 min read

Our vision for SDR Leaders Global

What does 2026 look like for you, our members?

Dave Wilkins

Coaching & Performance

No, SDR Leaders are not the fun Aunts and Uncles.

Dec 21, 2025

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5 min read

No, SDR Leaders are not the fun Aunts and Uncles.

Announcing Funnel 26

Dave Wilkins

Research

The New State of EMEA Sales Development Survey is our NOW

Nov 9, 2025

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3 min read

The New State of EMEA Sales Development Survey is our NOW

SDRs are Dead? 55.9% of EMEA SDR Leaders have grown their teams over the last 12 months

Dave Wilkins

Dave Wilkins

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

The interview question a fake SDR manager can't answer

The SDR Capacity Benchmark Is Here

Your dialer probably isn't the problem

The single champion is dead

Four SDR leaders. One metric. Four answers.

I'd hire any of these 5 SDRs tomorrow

Has AI ‘‘Killed’’ the SDR Function yet?

Lead the Floor

Are Unified GTM platforms Finally Here?

Want a promotion? Build your internal brand

Executive Presence is key to elevating the SDR Leader Role

If I were starting as a first-time SDR Manager in 2026, this is what I’d do differently

Coaching SDR's at Scale is possible: Here is how to do it.

Leaders Driving AI Change in their Org

Our vision for SDR Leaders Global

No, SDR Leaders are not the fun Aunts and Uncles.

The New State of EMEA Sales Development Survey is our NOW

One email a week from inside the SDR Leaders community

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