What a Buying Signal Is Actually Worth
Most intent data is sold by the row. The useful question is not how many signals you can buy, but how many of them survive contact with a rep's calendar.
Rampline — Field notes on autonomous outbound
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The Reply Is the Hard Part
Sending outbound is a solved problem. Everything interesting — and everything that loses pipeline — happens in the four days after someone answers.
Routing Rules That Survive a Headcount Change
Lead routing breaks quietly. Here is the shape of a ruleset that keeps working after the org chart moves, and the two queries we use to tell whether yours is already broken.