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.
There is a version of sales content that optimizes for attention. There is another version that optimizes for the moment, months or years from now, when a buyer types your name into a search bar because a real problem just showed up.
Only one of those compounds. Choose accordingly.
Edgar J. Reyes
I write about intentional outbound — the research, restraint, and buyer respect that separate a serious B2B seller from a sequencer. If it's useful, work with me directly or read the rest of the archive.
One essay every other week.
No pitches. No funnels. Just the writing.
Related essays
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.
ProspectingWhy 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.
Cold CallingCold Calling in 2026
Outbound looks different now — buyers are harder to reach and better informed. Cold calling isn't dead, but it demands more intention.