Category
Prospecting
Every essay filed under prospecting. Read in order, or dip in wherever it's useful.
/6 min
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.
Read essay: How to Find Buyers Who Are Already Looking for You/6 min
Why volume alone is not a strategy
Activity metrics are seductive because they are legible. They tell you nothing about whether the right buyer heard the right thing.
Read essay: Why volume alone is not a strategy/5 min
Trust compounds. Virality decays.
The sellers who win over five years are not the loudest. They are the ones a buyer remembers when a real problem finally lands on the desk.
Read essay: Trust compounds. Virality decays.