Prospecting

Your best prospects are telling you they're ready to buy — publicly, constantly. Most salespeople aren't listening. Here's how to read the signals.

Every year someone declares cold outreach dead. Every year it keeps working for the people who do it well. What's actually dying is lazy, generic, high-volume spam — and good riddance.

Reps dread objections as the moment a deal dies. The best reps see the opposite: an objection is engagement. The prospect who pushes back is the one still thinking about buying.

Most reps treat the discovery call as a chance to pitch. That's backwards. The best discovery calls are nearly all questions — because you can't sell a solution to a problem you haven't understood.