Sell on timing,
not targeting.
Short, practical lessons on turning public signals into real conversations. Written from 15+ years in enterprise technology sales, for founders and small sales teams.
The idea every lesson comes back to
Interest is cheap. What matters is who agreed to a next step, and who has a reason to take it now.
Timing before targeting
The deals that move aren't always with the best-fit accounts. They're with accounts where something just changed: a new leader, a deadline, a tool being retired, a team outgrowing its process. Ten companies with a reason to act this quarter will teach you more than a hundred that only fit your ICP on paper.
Learning tracks
Start here: how signal-led selling works and how to set up a watchlist that moves.
- 01Read
Timing before targeting
The deals that move aren't always with the best-fit accounts. They're with accounts where something just changed.
Uses: Signals feed
- 02Exercise
A watchlist that will move this quarter
Pick 25 accounts by recent change, not by logo.
Uses: Watchlist
- 03Read
Reading an importance score
What the number weighs, and when to trust your own judgement over it.
Uses: Signals, Capability Profile
- 04Read
Polite interest or a real buyer?
Judge a conversation by the next step the other person owns.
Uses: Watchlist pipeline stages
How lessons work
Every lesson ends with something to do in the product, so you learn on your own accounts rather than on examples.
Read the idea
One idea per lesson, with a real example from enterprise sales.
Try it on your watchlist
A short exercise that opens the right page in the app.
Send one message
Use Take action to draft it, then edit it into your own voice.
One lesson a week, in your inbox
No newsletter padding. One idea, one exercise, every Tuesday.
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