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Reps: quick reference

The two rules

1. Never reveal or hint at how the account was flagged. No “saw you’re evaluating X.” Use the context to pick the account, the timing, and the talk track, never say it.
2. Speed is the whole game. Work high- and medium-priority signals within 48 hours, multi-channel. Dial flagged accounts first every morning.

Know your tier

• Early (single-signal): act now. ~2 in 10 are live deals, that’s 4-7x better than cold, and early enough to intercept.
• Confirmed (multi-signal): real but likely mid-to-late cycle. Follow the routing table.

Phone

• Opener: “Hey [Name], I’ll be honest with you, this is a cold call. Do you have a quick minute? If it’s not relevant, I promise I won’t call you back.”
• First question (poke the bear, category-level): “Reason for the call, I talk to [their persona] all day, and most of them tell me [the #1 pain your category solves]. Curious how you’re handling that at [Company]?”

Signal objections

• “Already evaluating [competitor]”: Diffuse (“that’s most of who I talk to”) -> Discover (what’s driving it, what matters most) -> offer a second bid before they sign.
• “Just signed”: be graceful, ask what tipped the decision, set the renewal clock, log the date. Timed nurture, not a loss.

Email: the OPS skeleton

1. Observation: public context only, never the signal.
2. Poke the bear: the problem that sends people shopping in your category.
3. Proof: a similar customer, concrete result, one line.
4. Strong reason to meet: a real offer (benchmark, second bid, sample analysis). Sell the meeting, not the product.

LinkedIn

• High-priority accounts: send a blank connection request, no note.
• Send from senior accounts, not just BDRs, for better acceptance with senior buyers.
• First message after acceptance: a single-line question poking the primary problem. No pitch, no links, no paragraphs.