Explore Yellow O Articles

Before you buy a tool or hire a rep, start here. The fundamentals most teams skip are the reason everything downstream breaks.

78% of sellers missed quota in 2025. Reply rates have collapsed. But for teams willing to rethink their approach, the opportunity is better than ever.

Most founders fix their outbound copy first. That is the wrong end of the problem. Here are the three things to get right, in the order that matters.

Which sales engagement platform should you use? It depends on how mature your sales org is and who you’re selling to. A full breakdown of Outreach, SalesLoft, Amplemarket, Nooks, Unify, and more – mapped by stage and target market.

Most sales reps spend 60% of their day on operations, not selling. Here’s how AI should fix that, and why most teams have it backwards.

Most sales reps spend 60% of their day on operations, not selling. Here’s how AI should fix that, and why most teams have it backwards.

Most people start cold email by writing the email. That’s step seven. Here’s the full process, in the right order, and how AI fits into each step.

Most sales reps spend 60% of their day on operations, not selling. Here’s how AI should fix that, and why most teams have it backwards.

I take ZoomInfo’s GTM Studio from a completely blank screen to a fully activated sales workflow. Covering building targeted audiences, running enrichments for sales headcount and hiring signals, AI-powered account scoring, finding contacts with waterfall enrichment, generating personalised emails, and activating the entire workflow.

Signal-based prospecting is not a silver bullet. This guide breaks down 30 outbound plays, when to use them, how to score them with ICE, and how to build a balanced outbound strategy.