Pipeline, decoded.

September 21, 20267 min read

Sales Prospecting for Health Systems: The Public Record

Where health systems are written down in public: the Medicare cost report, the facility list a non-profit system files, and the two gates that follow qualification.

sales prospecting · health systems · hospital sales

What one hospital cost report holds, as CMS describes the contents, read as the fields a seller can filter on.

B2B Lead Lists for Aviation Companies: Build or Buy

Aviation is one of the few industries whose accounts are published by its regulator, which changes what is worth buying and what is worth downloading yourself.

b2b lead lists · aviation · aerospace

Which certificate family a business holds, and therefore which segment of the market it sits in, as the FAA's own certification pages divide them.

Physician Email Lists: The Row, Its Sources and Its Gaps

The anatomy of a physician email list: the six field groups, which CMS, AMA and state board records hold each, what vendors claim, the rules, and the order to verify.

lead lists · physician email list · healthcare sales

One physician list row with invented values, the six field groups the article names, and whether a public record holds each one.

Cold Calling for Chemical Companies: Who Picks Up

A chemical cold call rarely arrives first. It reaches a formulator who has already been comparing suppliers on a screen, for one of three published reasons.

cold calling · chemical companies · specialty chemicals

Where a cold call arrives relative to the research UL Solutions describes, and the two questions that fit each position.

Cold Calling for Consulting Firms: The Partner's Hour

Cold calling for a consulting firm: who it dials and who picks up, why partner-led economics argue against the phone, the client's fiscal year, and when to skip it.

cold calling · consulting firms · professional services sales

The route a consultancy's call takes into a mid-sized company, from the Coseek executive map and the BLS description of the assistant's role quoted above.

September 21, 20269 min read

Cold Calling for Food and Beverage Companies: Three Doors

Cold calling for a food or beverage company: who picks up at a chain, a distributor and an independent grocer, where each publishes its door, and when the phone is wrong.

cold calling · food and beverage · CPG sales

Who picks up when a food company calls each kind of account, and where the door is, from the RealFoodMBA, Costco, Walmart, Sysco and Cold Call Me pages quoted above.

Cold Calling for Manufacturers: The Desk and the Floor

Cold calling for a manufacturer calling plants and OEMs: who answers the main line, the buyer's desk against the floor, the show calendar, the channel map, the limits.

cold calling · manufacturing · industrial sales

The route a manufacturer's call takes into a plant, from the SalesLeads, BLS and forum passages quoted above: the main line, then a desk or a floor.

Cold Calling for PPC Agencies: What You Can See First

A paid media prospect is partly readable before the call and has already been told by the platform what to do when a stranger rings about its ads.

cold calling · ppc agencies · paid media

What the two public ad transparency surfaces let a caller see before dialling, and the one thing neither of them shows.

LinkedIn Lead Generation for Financial Services Firms

A LinkedIn message from a regulated firm is a communication the rulebook already defines, and the definition turns on how many people receive it within thirty days.

linkedin lead generation · financial services · finra

How FINRA Rule 2210 sorts a written message by audience and by count, and what each category brings with it.

Sales Prospecting for SEO Agencies: Four Public Signals

How an SEO agency builds its own prospect list from signals Google documents: the index check, position, core update dates and site moves, under the warning owners read.

sales prospecting · SEO agencies · agency lead generation

Four readings an SEO agency can take on a prospect from outside, each from a Google page quoted in this section, and what each one tells the agency.

September 21, 20269 min read

Sales Prospecting for Consulting Firms: Find the Event

Prospecting for a consulting firm: where triggers are published by practice, who inside the firm reads them, why alumni and referrals come first, when to skip it.

sales prospecting · consulting firms · professional services sales

Where a consultancy's triggers are published, by practice, from the SAM.gov and Federal Register pages quoted above and the announcements companies make about themselves.