Blog
Outbound lead generation guides
Straight answers on cold email, LinkedIn outreach and B2B lead generation, from 12 years of running outbound campaigns.
LinkedIn outreach
How SEO Agencies Get Clients Beyond Their Own Rankings
Where SEO agency clients usually come from, what one Swiss agency's multi-channel outbound campaign produced, and the contact math behind every new retainer.
Last updated · 9 min read
Cold email
How to A/B Test Cold Emails When Your List Is Small
Two versions sent to a few hundred prospects rarely produce a real winner, so here is the math, what a small list can detect, and the test worth running.
Last updated · 13 min read
Cold email
How to Answer Not Interested and Other Cold Email Objections
Five written replies for the objections that land in a B2B inbox, and the one reply that means you stop for good.
Last updated · 9 min read
Industries
How to Approve the Cold Email Copy Your Agency Writes
A 10-point check for the draft sitting in your inbox, the three calls only you can make, and the parts to leave to the people who wrote it.
Last updated · 11 min read
Industries
How to Check a Lead Gen Agency's Case Studies Are Real
The three parts every real case study has, the number agencies like to leave out, and six questions to ask the client behind the claim.
Last updated · 10 min read
Lead generation
How to Measure Outbound ROI When Deals Take Months
Why the ROI number looks wrong in month two on long B2B deals, and the three readings that tell you whether outbound is paying back.
Last updated · 15 min read
Industries
How to Read Clutch Reviews of Lead Generation Agencies
What a verified review on Clutch and G2 really checks, what it leaves to you, and a 15-minute way to read an agency's reviews before the first call.
Last updated · 10 min read
Cold email
How to Turn a Positive Cold Email Reply Into a Booked Call
A prospect wrote back interested. Here is how to answer each kind of yes so the thread ends with a time in the calendar.
Last updated · 10 min read
Lead generation
Inbound or Outbound First for a Founder-Led B2B Company
When you can pay for one channel, the one that answers inside a quarter goes first, with one exception and one reason to wait.
Last updated · 9 min read
Industries
Lead Gen Agency Minimum Terms, Notice Periods and Exit Fees
Published contract norms from five sources in one table, what each number means for a founder, and how to size the first term to your own sales cycle.
Last updated · 12 min read