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Prospecting & Biz Dev Articles

The Zeigarnik Effect: Why Open-Loop Subject Lines Get Opened

A buyer decides whether to open or delete a cold email in the time it takes to read the subject line. Most lines lose that decision because they close themselves. "We Can Help You Ship 10x Faster" tells the reader everything the email contains, so there is no reason...
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LinkedIn Voice Notes and Video: 30-40% Response Rates

A LinkedIn voice note takes 30 seconds to record and can't be templated, mass-sent, or produced by a sequencing tool. That limitation is the entire reason it works. A format that cannot be automated proves, by its own existence, that a person spent real time on one...
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What Is Gap Prospecting? A Comparison to Gap Selling

A cold call starts with the rep doing all the talking. A discovery call starts with a buyer already willing to answer questions. Those are two different conversations, built on two different starting conditions, and training reps to run both the same way is what...
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How Many Cold Calls Per Sales Opportunity? The Funnel Math

A rep who makes 1,000 cold calls this month will generate roughly one sales opportunity. That number comes from multiplying four separate conversion rates together, each one cutting into whatever survived the rate before it: a connect rate, a rate of conversations...
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