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Outbound lead generation guides
Straight answers on cold email, LinkedIn outreach and B2B lead generation, from 12 years of running outbound campaigns.
Outbound Strategy
Referrals Dried Up? How to Get B2B Clients Without Them
Why referral flow stalls, the early signs, and the math for a channel that runs on your calendar instead of your clients'.
Last updated · 9 min read
Email Deliverability
Running B2B Outbound Into Europe From the US or the UK
Europe is many markets, so the list, the language, the data rules and the call schedule get decided one country at a time.
Last updated · 10 min read
Outsourcing
SDR Ramp Time Benchmarks, Plus Turnover and Tenure Data
The ramp, tenure and attrition figures to use in an SDR headcount plan, with the sample and the year next to each one.
Last updated · 10 min read
Cold Email
Should Cold Emails Come From the Founder or a Sales Rep?
How to decide whose name goes on your cold email at each stage, test the switch to a rep and hand over without losing replies.
Last updated · 8 min read
Prospecting
Should You Cold Email the CEO or the Department Head?
The answer changes with company size, and your own closed deals settle it faster than any general rule.
Last updated · 9 min read
Outsourcing
Should You Hire a Cold Email Freelancer or an Agency?
One person for one job or a team for the whole system, with the cost math in your own hours and what to settle before anyone sends.
Last updated · 12 min read
Outsourcing
Should You Pilot an Outbound Agency Before You Sign?
Why the pilot should be paid and about 90 days long, what the first months look like in real numbers, and the part of the result that sits on your side.
Last updated · 11 min read
Outbound Strategy
Speed to Lead in B2B, and Where the Famous Numbers Come From
What the 21x, 7x and 42-hour figures measured, what a 2026 test of 114 B2B companies found, and a response plan a small team can run.
Last updated · 12 min read
Outsourcing
Types of Lead Generation Agencies and What Each Delivers
Six ways an outbound agency can be built, who actually does the sending in each one, and the question that tells you which kind you are talking to.
Last updated · 11 min read
Outsourcing
What a Weekly Outbound Report Should Show, Row by Row
The rows to ask for, a real 60-day report with the numbers filled in, and the signs of a report written to keep you calm.
Last updated · 8 min read