RESEARCH & INSIGHTS

2026 edition of our research into the metrics, models, and motions of the Account Executive role. Across 158 B2B companies.

ADRs, BDRs, SDRs - whatever you call them, the metrics that drive the sales development function are always in demand.

Kyle Smith and Matt Bertuzzi unpack how post-pandemic shifts, AI adoption, and evolving responsibilities are reshaping what success looks like.

Alex Yeaton shares her journey of supporting a rapidly growing sales team from 7 to over 250 reps. You’ll also hear about the challenges of scaling enablement programs, the importance of coaching leaders, and why iteration is the key to long-term success.

This book encapsulates author Trish Bertuzzi's three decades of practical, hands-on experience. It presents six elements for building new pipeline and accelerating revenue growth with sales development. (Over 50K copies sold across print, kindle, and audible)

(Nov. 2024) How might consumption-based pricing reshape go-to-market? How should companies fairly compensate sales teams under new pricing models?

ModMed’s Head of Sales Acceleration, Rob Beattie, explains the importance of understanding your prospects’ KPIs and obstacles, allowing reps to provide value. Not just another pitch.

Matt Tait, CEO of Decimal and host of the podcast After the First Million, discusses the challenges that come with growing a business beyond the million-dollar mark.

The focus of this book is making Salesforce work for SDR teams. Lightning Sales Ops shares strategies and stories for streamlining process, boosting productivity, and achieving “legendary” status as a button-click admin.

Host Seth Marrs brings together insights from conversations with Peter Mollins, James Buckley, Kyle Smith, and Kathy Macchi to explore the future of sales development.