Cold calling isn't dead.
Clients are more educated.
Field notes on research-first prospecting, cold calling that respects the buyer, and enterprise sales for modern B2B sellers.
Research before the ring.
The best sellers read before they dial. They study the 10-K, follow the earnings call, and understand the buyer's quarter before asking for fifteen minutes of it. This is a publication for that kind of seller.
Browse the field notesLatest essays
Modern B2B Cold Calling Scripts: A Research-First Framework
A script is not a set of lines to recite. It is a structure that holds the research you did before you dialed. Here is the framework I use, and how it differs from the high-volume approach most sellers were trained on.
Why "Sales Is Sales" Is Only Half True
The fundamentals carry over, but the way they are applied changes with what is being sold, who is buying, and how much is at stake. A three-tier framework for reading the field first.
How to Find Buyers Who Are Already Looking for You
Wide-net prospecting worked when buyers needed sellers to learn. Today, precision beats volume — and the deals go to reps who target the right company, the right person, and the right moment.
A quieter room to sharpen your outbound.
Private coaching for sellers and sales leaders who want to replace volume with precision. Account research, messaging, and cold-call craft — worked through one conversation at a time.
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