Most prospecting problems aren’t execution problems.
They’re decision problems.
When leaders skip a few hard calls early…
- who we’re targeting,
- what problem we actually solve,
- and why now—
…reps are forced to guess.
More activity won’t fix that.
This video breaks down the three decisions ...
Teams spend a lot of time debating channels.
Cold call vs email vs LinkedIn.
Manual vs AI.
Of course this matters.
But often this debate misses a bigger point.
If your ICP is vague, aspirational, or overly broad, no channel performs well. And reps end up deciding who to go after on their own. Whe...
Most prospecting problems aren’t execution problems.
They’re decision problems.
Before a rep sends an email or makes a call, a few things already determine whether prospecting will work:
- Who the team is targeting
- What problem they’re leading with
- Why a buyer should care now
When those aren...
Storytelling moves deals. You know that already.
But outbounders need short stories.
Prospects don’t have the time or attention for anything drawn out like you might use once a deal is in progress.
Not case studies.
20 seconds. Pain → Action → Win.
Reps should have a library of these ready for ca...
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