Somewhere around year three of doing this, a rep on the team pulled me aside after a call and said: “They knew exactly what I was doing before I finished the second sentence.” That landed. We’d been running the same script for months, congratulating ourselves on the volume, and completely

Last week, a friend called me in a genuinely good mood. He’d just lost a £50k deal. Not to a competitor. Not to a budget freeze. He lost it to a chatbot that had quietly decided he was too expensive and removed him from the shortlist before he’d even had

Someone starts a new job. They’re keen, they’ve done their research, they turned up early, and they’ve got a notepad. By the end of week one, they’ve sat through three different presentations, been added to about twelve Slack channels, and have a folder full of PDFs they haven’t opened yet.

From where your prospect is sitting, the start of the year is chaos. New targets, new pressures, and a budget that probably has not been signed off yet. Saying budgets are still under review is not a brush-off. It is their way of buying time until the dust settles. The

Nobody decided the discovery call should be 30 minutes. It just ended that way, the same way most calendar invites default to an hour, and the same way most meetings have an agenda that nobody sticks to. It became the standard not because it was the best format, but because

That word is maybe. After analysing over 10,000 cold calls made in January alone, our team in partnership with The Point Company, identified a single word appearing in the majority of stalled or lost deals. It was not a price objection. It was not a competitor’s name. It was the

Gut instinct has built some of the most successful B2B companies in the world. It has also quietly destroyed a fair number of them. The problem is that nobody talks about the second group. We celebrate the founder who backed a hunch and won, the sales leader who trusted their

Somewhere around year three of doing this work, a penny dropped that should have fallen much earlier. Two reps, same script, same product, same week. One was booking meetings in London. The other was getting ghosted in Chicago. We spent two weeks looking at their sequences before someone finally asked

A 5-Touch Framework for Re-engaging Cold Leads Can you do something for me? Go ahead and open your CRM. Scroll past the hot leads, past the warm opportunities, and keep going. Down, down, down. There it is. The land of forgotten prospects, the digital purgatory. Your cold lead list. It’s

The Cybersecurity SDR Playbook: How to Talk to a CISO Again, you’ve polished your LinkedIn profile, rehearsed your pitch, and you’re ready to conquer the world of cybersecurity sales. But between you and your commission stands one of business’s most formidable characters: the CISO. Engaging them is a unique kind