Pipeline, decoded.

September 19, 20268 min read

B2B Lead Lists for Collection Agencies: Fields and Sources

What a creditor prospect list needs for a collection agency: the fields that matter, the FDIC, NCUA, CMS and court sources behind them, and the rules that apply.

lead lists · collection agencies · creditor prospects

The anatomy of one creditor prospect row. The sample values are invented for illustration; the field names follow this section.

Cold Calling Scripts for SEO Agencies: After Google's Warning

Six call scripts for SEO agencies calling local businesses, written around what Google and the FTC tell owners about this call: no Google tie, no ranking guarantee.

seo agency cold calling · seo sales scripts · cold calling scripts

The three published warnings a small business owner may have read before an SEO agency calls, and the claim each one tells the owner to treat as a reason to hang up.

Cold Calling Scripts for 3PL Companies: One Lane at a Time

Six call scripts for brokers and 3PLs calling shippers: the front office line, the one-lane opener, the incumbent answer, the email brush-off and the voicemail.

3pl cold calling · freight broker scripts · cold calling scripts

The ladder a broker's call climbs at a shipper, from the main line to the person who owns the lanes, using the seats named by Kopf and the Bureau of Labor Statistics.

Sales Strategy for Logistics Companies: Segment, Seat, Cycle

How a broker, forwarder, carrier or 3PL sets its sales strategy: Armstrong's segments and contract terms, the four provider seats shippers keep, and the rate cycle.

logistics sales · B2B sales strategy · third-party logistics

The four categories of provider RXO's guide tells shippers to keep in their network, with the guide's description of each; a logistics company's positioning is a choice among them.

September 19, 20269 min read

Lead Generation for Trucking Companies: Three Routes

How a motor carrier finds freight customers: the load board, the broker relationship and the shipper's annual bid, with the calendar and the rules on outreach.

lead generation · trucking companies · motor carriers

The three routes by which a motor carrier finds freight, as the load board's, the intermediaries' and the shippers' own pages describe them, and what counts as a lead on each.

Sales Outsourcing for SaaS Companies: What to Hand Over

For SaaS companies weighing an outside sales team: what the industry's own survey found, what a third party cannot hold in a software sale, and what can go out.

saas sales outsourcing · outsourced sdr · product-led growth

The two clocks a SaaS company compares, using the Bridge Group's in-house averages and the outsourced durations reported in the SaaStr post and claimed by Martal; months are approximate positions on a two-year line.

Sales Strategy for Manufacturing Companies: Direct or Reps

How a manufacturer decides whose salespeople carry its line: the published definition of a representative, MANA's agreement clauses and the split commission problem.

manufacturing sales · B2B sales strategy · manufacturers representatives

The three parties to a sale through an independent representative, as MANA describes them, with the terms MAFSI's definition attaches to the representative in the middle.

The Permission-Based Opener: What Its Publishers Say and Measure

The permission-based cold call opener from the people who teach it, the critic who argues against it, and Gong's two dated measurements of which permission line works.

permission-based opener · cold calling · cold call openers

The permission-based opener as its proponents describe it, drawn as the four parts of the line and the two exits the ask creates; the caller has to be able to keep the time promise either way.

September 19, 20269 min read

Sandler vs Challenger: What Each Trains, From Both Publishers

Sandler and Challenger from their own publishers: a seven-step system that qualifies before presenting, against a message that reframes the buyer's thinking first.

Sandler · Challenger Sale · sales methodology

Where each system puts its decisive move, drawn from the publishers' own step lists: Sandler presents at step six of seven, after pain, budget and decision are known; Challenger's TEMPO framework creates demand at its second stage, Engage.

Gap Selling vs SPIN Selling: What Each Method Diagnoses

Gap Selling and SPIN Selling from their authors' own pages: four question types that develop a stated need, against a measured gap between two states.

Gap Selling · SPIN Selling · sales methodology

What each method diagnoses, drawn from the two authors' own definitions: SPIN moves a buyer through four question types to a stated need; Gap Selling measures a current state, a future state and the distance between them before any solution is discussed.

MEDDIC vs SPICED: What Each Qualifies, From Both Publishers

MEDDIC and SPICED from their own publishers: six themes that audit an existing deal against five elements written to carry across a subscription customer's whole journey.

MEDDIC · SPICED · sales qualification

The stretch of a customer relationship each framework was written for, as the publishers describe it: MEDDIC audits an existing opportunity up to the decision; SPICED is meant to carry across the whole journey, renewals included.