Blog
Outbound lead generation guides
Straight answers on cold email, LinkedIn outreach and B2B lead generation, from 12 years of running outbound campaigns.
Outbound Strategy
ABM Advertising and How to Target Ads at Named Accounts
How account matching works on LinkedIn and Google, the list-size floors that decide reach, what a planning budget looks like per account, and when a small list is better worked by hand
Last updated · 11 min read
Outbound Strategy
Sales Qualifying Questions by Stage and How to Read Answers
Twenty questions grouped by what they check, the five that cover most prospects, where each one belongs, and what to do with the answers
Last updated · 13 min read
Prospecting
ZoomInfo HubSpot Integration Setup, Sync Rules and Cost
The three ways ZoomInfo connects to HubSpot, the settings that decide who owns a record and whether it duplicates, and what each path costs, taken from the vendors' own documentation.
Last updated · 12 min read
Outbound Strategy
Grant Cardone Cold Call Script, Checked for B2B Buyers
What each step of the famous call does, what recorded B2B calls and the law say, and how to rebuild it for email and LinkedIn
Last updated · 8 min read
LinkedIn Outreach
LinkedIn Account Based Marketing: Tactics by List Size
Pick the channel by list size, use LinkedIn's official company-list rules, plan the campaign in one table and send messages written for each role.
Last updated · 12 min read
Prospecting
High Intent Leads and Where Buyer Intent Signals Come From
What separates a high intent lead from a fit or qualified one, the four places intent signals come from, and when a small team should skip paid intent data entirely
Last updated · 14 min read
Prospecting
Lead Intelligence: Data Types, Legal Basics and Cost
A plain definition, six data types, UK and EU legal basics and vendor pricing models
Last updated · 7 min read
Outsourcing
Building a BDR Team With Roles, Rhythm, Metrics and Hiring
How many reps, who owns lists and replies, one weekly operating rhythm, a hiring scorecard, and when a managed outbound program fits better than a new seat.
Last updated · 10 min read
Outbound Strategy
Salesloft vs Outreach: Features, Fit and Outreach Pricing
A dated, vendor-neutral look at two enterprise sales engagement platforms, how Outreach charges, which team each suits, and the outbound work neither tool does for you
Last updated · 10 min read
Outbound Strategy
Socratic Selling, Kevin Daley's Method Step by Step
The question sequence from Daley's book, how it compares with SPIN, consultative and Sandler, and where it fits once outbound has booked the meeting
Last updated · 7 min read