Why last quarter's news is worth less
Buying signals lose weight with age. Here's why a fresh signal beats an old one, how to discount stale news, and when an old signal still counts.
4 min read
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Tagged prospecting
Every post tagged prospecting.
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Building pipeline in a slow quarter
A slow quarter is the best time to build the pipeline that closes in the next one. Where to point the team, what to research and what to stop doing.
3 min readResearch before reach. The 3x3 method.
The 3x3 is three sources and up to three facts each, gathered before the first note goes out. Here's how to run it and turn it into an opener.
4 min readWhat a buying signal is, and what it isn't
A buying signal is evidence an account has a reason to buy now. Here is what counts, what doesn't, and why signals stack and age at the account.
4 min read