Sales
Prospecting, outbound and the tools sales teams actually send. Written by a founder who ships proposals every week, so the recommendations come with their limits attached.
40 articles in Sales
Lead, prospect, client: what actually changes between them
Lead, prospect, client: three words most teams use interchangeably. What really changes at each stage, and why the labels decide your forecast.
Read moreA prospecting workflow is what you do on Tuesday, not what's in the doc
How to build a prospecting workflow that survives a busy week: one unit of work, exit conditions on every stage, and the handoff that quietly breaks.
Read moreSharing a Document: A Complete Guide for Teams in 2026
Learn how sharing a document effectively with tracked links, video walkthroughs and real-time analytics can keep your team and clients aligned in 2026.
Read moreLead nurturing quotes worth actually using
Lead nurturing quotes that hold up, with what each one means in practice, and an honest note on which famous lines nobody can actually source.
Read moreDigital sales rooms: what they are and why they matter
What digital sales rooms are, what their analytics actually tell you, and how to tell when a tracked document link is all the deal needs.
Read moreClient prospecting that doesn't feel like begging for work
Client prospecting explained by a founder who does it daily: who to target, how to reach out, and how to follow up without sounding desperate.
Read moreLead scoring criteria for the healthcare industry (and why the usual model breaks)
Lead scoring criteria for the healthcare industry: what to score when selling to hospitals, what to ignore, and where health data rules bite.
Read moreProspecting meaning in personality tests, and what it says about how you sell
The prospecting meaning in personality tests explained: what the P trait is, how it differs from Judging, and what it means if you do sales prospecting.
Read moreProspecting synonym: better words, and the ones that mean something else
Looking for a prospecting synonym? The words that mean the same thing in sales, the ones that don't, and which to use on a CV or job ad.
Read moreGoals in sales that a rep can actually control
Learn how to set measurable goals in sales across pipeline, conversion, deal velocity and retention, and track them without guesswork.
Read more7 examples of sell sheets that convert
Seven examples of sell sheets for seven buying situations, each with a worked headline, the proof that carries it, the CTA, and where a video helps.
Read moreLead generation call centres, and when they're actually worth it
What a lead generation call center does, how the pricing model changes the leads you get, and the work you have to do yourself before you hire one.
Read moreStrategic prospecting is mostly deciding who not to call
Strategic prospecting is mostly subtraction. How to write a disqualification list, research that changes the message, and why timing beats fit.
Read moreLead generation proposal: how to write one that gets signed
A lead generation proposal wins work by being specific about the number, the scope and what happens if it underperforms. The structure I use.
Read moreIdeal prospect: how to define one that survives a real list
Your ideal prospect and your ideal customer profile are not the same person. How to define an ideal prospect you can actually find, reach and sell to.
Read moreProspect to customer: what actually moves someone across the line
A prospect and a customer are separated by one decision, not ten stages. What turns a prospect into a customer, and why most pipelines lie about it.
Read moreStrategic Planning in Sales That Actually Drives Revenue
Strategic planning in sales explained through real operator frameworks, goal-setting, GTM alignment, and how tracked documents drive execution and stakeholder
Read moreThe prospect tracker template that survives contact with a real week
A prospect tracker template you can build in ten minutes, plus the two columns that decide whether you ever open it again after week one.
Read moreOne page proposal: how to write one that actually gets read
How to write a one page proposal that gets read: the five blocks it needs, the layout that scans in thirty seconds, and when one page is too few.
Read moreProspect and qualify: most teams do it in the wrong order
Most reps prospect and qualify back to front, then wonder why a busy pipeline closes nothing. A practical fix from someone who has done both badly.
Read moreStages of a sales cycle, and what to send at each one
The seven stages of a sales cycle, where deals leak between them, and what to send, say, and track to move buyers to the next step.
Read moreHow to follow up after sending a proposal, without nagging
The cadence that keeps a deal alive, what to say at each touch, and how to read engagement signals without reading things into them that are not there.
Read moreA sales prospecting template you can run this week
A sales prospecting template that covers the list, the first email, the follow-up and the weekly routine, with the actual wording I use.
Read moreProspecting quotes: eight that survive contact with a real pipeline
Most prospecting quotes are procrastination in a nice font. These eight earn their place, with what to actually do with each one on a Monday.
Read moreTerritory planning in sales: a practical framework
Territory planning in sales fails when a tidy map replaces real coverage. How to score potential, balance workload, and set quotas that hold up.
Read moreHow to find the best B2B lead generation mentorship (and when to skip it)
Most people searching for the best B2B lead generation mentorship want a shortcut. How to vet a mentor, what to pay for, and when to skip it entirely.
Read moreYour prospecting plan should fit on one page
A prospecting plan that fits on one page beats a twelve-tab spreadsheet. The four decisions that make it work, and what to leave off it entirely.
Read moreLead generation quotes worth actually thinking about
Lead generation quotes, minus the copy-paste lists and the shaky attributions. Five that hold up, plus the famous one you should stop using.
Read moreSample sales proposals: four formats and when each one wins
Four sample sales proposals, for SaaS, consulting, a one page SMB close and an enterprise committee. What goes in each, and what to cut from the others.
Read moreEight ways to handle a sales objection, and when to use each
Eight methods for handling a sales objection, what each one is actually for, and the ones that should end the deal instead of saving it.
Read more10 example proposal letters for the scenarios that actually come up
Ten example proposal letters, from SaaS pricing to grant funding, with the structure, the persuasion move and the follow-up that fits each one.
Read moreHow to increase sales with smarter follow-up
How to increase sales without more leads: fix response speed, discovery and the proposal that goes quiet. The three leaks, in the order they cost you.
Read moreProspecting in insurance: what actually works when leads cost this much
Prospecting in insurance rewards speed and a narrow niche far more than volume. What works, what wastes money, and what to fix after the quote goes out.
Read moreThe sales prospecting process, stage by stage
A sales prospecting process is the machine you run every week, not the strategy doc. The stages, and the places it usually breaks.
Read moreProspect marketing: the version that actually works
Prospect marketing is what you do to a list you chose on purpose. How it differs from lead gen, and how to run it properly without a big team.
Read moreHow to build a sales prospecting plan that survives a bad week
A sales prospecting plan you can actually run: pick one segment, build a trigger list, set weekly numbers, and stop restarting outbound every month.
Read moreBest Interactive Marketing Tools for Sales Teams
Nine interactive marketing tools for sales teams, judged by a founder who sends proposals weekly. What each one is for, and what it will not do.
Read moreBest interactive document tools for sales teams
An operator's honest rundown of the best interactive document tools for sales teams: what each one is for, and where each one falls down.
Read moreBest Interactive Sales Content Tools
The best interactive sales content tools, picked by a founder who sends proposals weekly. What each one is actually for, and where each one stops.
Read moreBest Interactive Video Tools for Sales Teams
The best interactive video tools for sales teams, compared by a founder who sends proposals daily. Video walkthroughs, tracking, branching demos.
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