You hired a marketing person to generate leads. They're creating content, running campaigns, and updating the website. They're busy. You have salespeople making calls, taking meetings, and working deals. They're busy too. But when you look at the results, something's...
Landing a great client who keeps expanding their work with you is the dream. Then you look at your P&L one day and realize they're 60% of your revenue. If you're a founder of a professional services firm, you know this feeling. That mix of gratitude (they trust...
You've built something real. Your clients love the work. They keep coming back, expanding projects, referring colleagues. Revenue has grown steadily to $5M, maybe $7M. You've hired good people, delivered exceptional results, and built a reputation you're proud of. So...
Before hiring for business development, you need positioning clarity, documented processes, and success metrics. Learn what has to exist before your BD hire can succeed.
Most B2B founders believe they have a prospecting system. They've invested in a CRM, bought a prospecting database subscription, and set up email sequences. They have documented processes and weekly routines. But when they're honest, pipeline generation still depends...
Most B2B founders approach prospecting messaging testing with one of two extremes: they either blast their entire prospect list with untested messages, or they test so extensively they never actually launch at scale. Both approaches have the same root fear: what if I...
Most B2B founders approach prospecting messaging testing with one of two extremes: they either blast their entire prospect list with untested messages, or they test so extensively they never actually launch at scale. Both approaches have the same root fear: what if I...
Most B2B founders ask the wrong question about prospecting channels. They want to know: "Should I focus on outbound or inbound?" The better question: "What channel mix makes sense for my business right now, and how should it evolve?" The reality is more nuanced than...
Most B2B founders know they should prospect consistently. They also know they should deliver excellent client work, manage their team, handle operations, and maintain some semblance of work-life balance. Something has to give. Usually, it's prospecting. The logic...
Most B2B founders drown in prospecting data while remaining blind to what actually drives revenue. They track emails sent, connections made, sequences deployed, and contacts added to their CRM. These metrics feel productive. They're also mostly meaningless. The...