Once someone is interested, I move quickly to lock in a specific time, offering two or three concrete slots and a clear calendar link so it takes minimal effort for them to say yes. I then send a concise confirmation that restates the value of the call in their terms (what we will cover, and what outcome or question it will help them answer) so the meeting has a clear purpose. Before the call, I share a very short prep note or one or two tailored questions, and I may reference a relevant case study or example, so they arrive already thinking about their own numbers and context. Finally, I use timely reminders and follow-ups (for example, a same-day reminder that reiterates the benefit of attending) to reduce no-shows and ensure that when they do join, they already feel the conversation is relevant and worth their time.​

I start by defining a clear ideal customer profile, focusing on factors like company size, industry, sales motion and tech stack, so I am only targeting businesses that can realistically benefit from the product. I then look for buying signals such as recent funding, new sales hires, active job posts for sales roles, territory expansion or visible ad/activity spikes, as these indicate a current focus on pipeline and revenue growth. On LinkedIn and database tools, I prioritise decision makers and influencers whose roles are directly tied to revenue (for example, Heads of Sales, RevOps or founders in smaller teams) and cross-check that they match our ICP before adding them to a targeted list. Finally, I continuously refine my prospecting criteria based on which segments actually convert to qualified meetings, so over time I spend more effort on the profiles and triggers that have already proven high intent.

I personalise outreach by grounding every message in specific research about the person and their current priorities, then tying that directly to a concrete outcome I can help them achieve. I start by reviewing their LinkedIn activity, role, and team structure, and scanning the company site and news for clear buying signals such as recent funding, new sales hires, or campaign launches. From that, I pull one or two non-generic details and open with a short hook that proves I have done the work (for example, referencing a new territory they have opened or a recent initiative they have announced) instead of a template line. I then link that detail to a specific problem they are likely facing (like no-shows between demo booked and demo held) and explain in simple terms how we help similar teams improve that metric, finishing with one clear, low-friction next step such as a 15-minute call or a quick yes/no reply.