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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.
Prospecting
Types of Decision Makers in B2B and How to Reach Each
The five buying center roles, the labels sales teams use for them today, and a cold email and LinkedIn plan for each person who can say yes or no
Last updated · 9 min read
Prospecting
B2B List Building Services and How to Check What You Buy
What a commissioned list should contain, how the routes and prices compare, and a sample test that catches a weak list before it costs you a campaign
Last updated · 8 min read
Prospecting
What Are Firmographics? Definition, Examples and Sources
The company-level fields behind every B2B list: what each one means, where to get it free from official sources, and where it misleads you
Last updated · 12 min read
Outbound Strategy
How to Build a B2B Sales Strategy in Seven Decisions
Work back from the revenue target to the number of contacts, check the market is big enough, then fix one offer, one channel and one review rhythm.
Last updated · 13 min read
Outbound Strategy
What Is a Sales Pitch and How to Improve Yours in B2B
A plain definition, the five parts of a pitch, and one rule for outbound: your first message has one job, getting the meeting.
Last updated · 13 min read
Industry Guides
Appointment Setting for Financial Services and Advisors
Five delivery models, the SEC Marketing Rule questions to settle before anyone sends, and how to price a meeting that actually happens
Last updated · 9 min read
Outbound Strategy
Consultative vs Solution Selling and When to Use Each
One dividing rule, two tables, and the evidence that neither method works alone, from the side of the team that books the meeting
Last updated · 12 min read
Prospecting
How to Get a Manufacturing Email List You Can Send To
How many manufacturers actually exist, what vendor record counts really mean, what the law allows, and how to build a verified plant-level list yourself.
Last updated · 14 min read
Outbound Strategy
Sales Conversation Examples by Stage and Why They Work
Six constructed dialogues from first touch to next step, each with the reason it works and who owns that stage
Last updated · 12 min read
Prospecting
ZoomInfo Salesforce Integration: What Syncs and What to Set First
What moves each way, which Salesforce API each export uses, who ends up owning new records, and the settings to lock in before the first export.
Last updated · 8 min read