The journal

Notes on winning
new business.

Short reads on finding the right people and following up.

People buy from people, and LinkedIn is where you can prove you're oneAs AI makes everything easier to produce, real people get easier to doubt. Why LinkedIn is still the best place to start a business conversation.Lead generation · 2 min read A lead is a lead until they say noMost leads get dropped after two messages. Three people came back to me this autumn after up to a year of quiet. Why you shouldn't give up on yours.Follow-up · 2 min read Your week isn't disappearing where you think it isOwners blame invoicing or the inbox. The real time goes into small handoffs nobody counts. How to find yours in five days.Building things · 2 min read Fix your LinkedIn profile before you send a single messageYour LinkedIn profile is your landing page now. What people check in the first four seconds, and the order to fix things in, Featured section included.Lead generation · 2 min read What keeps a lead alive is rememberingMore follow-up emails won't keep a lead warm. Remembering what they told you will. Why follow-up slips, and what to do about it.Follow-up · 2 min read Referrals are wonderful. They just aren't a plan.Referral-led businesses grow until they don't. Why the quiet quarters happen, and why one steady second source of new business changes everything.Lead generation · 2 min read You came home from the conference with a stack of cards. Now what?Most conference conversations go cold within two weeks. Why it happens to good salespeople, what it costs, and how to keep them going.Follow-up · 2 min read The one question that tells you what to automateMost automation disappoints because it tries to replace judgement. One question sorts the tasks worth handing off from the ones that should stay with you.Building things · 2 min read What a good LinkedIn acceptance rate actually looks likeThe benchmark is 20 to 30 percent. What each range is telling you, and the number that matters more than acceptance.Lead generation · 2 min read "Just checking in" isn't a follow-upMost follow-ups get ignored because they say nothing. The one test every follow-up message should pass before you send it.Follow-up · 2 min read The best time to reach someone is their first year in the jobJob titles don't tell you who's ready to buy. A new role does. Why people in their first year are the warmest prospects you'll find.Lead generation · 2 min read How to tell if outreach is working before anyone books a callBooked calls show up late. The early signs that tell you a campaign is working weeks before the first meeting lands.Lead generation · 2 min read

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