The sales system behind €200M+ in qualified pipeline
Durham Lane runs outsourced SDR teams that have built €200M+ in qualified pipeline, so Richard Lane sees inside more pipelines than almost anyone. His test for what's real: judge four things — inputs (ICP and data), outputs (the calls and emails you make), outcomes (the qualified meetings created), and insight into why every yes and no happened. And by mid-quarter, one question exposes the ghosts: what's the compelling event driving the buyer to change?
Read + watch →Why human SDRs still beat AI — and how Whistle scaled to 350 clients
AI gets you 80% of the way immediately, 90% after hours of work, and never the last 10%. That's why, for B2B outbound, David Zeff still bets on people: 73% of the meetings Whistle books come from the phone, not automation. The agencies winning right now aren't removing humans from the loop — they use AI to make human reps faster, and keep the relationship where the money actually is.
Read + watch →How to raise a seed round after 170+ investor rejections
Andrew Boos raised a $4M seed after 170+ investor rejections — and it was the process, not the deck, that closed it. His counterintuitive unlocks: keep the first pitch under ten minutes and trigger one emotion (this could be enormous, and the window to get in is now); win warm intros by doing 'practice pitches' with your best-connected friends; and — the big one — call every investor who says no for a debrief. The nos gave him his best intros, and one lead check filled the round.
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