The System Behind the Number
Playbook.
This is how I prepare before the first call. The results are in the logos.
The Stack
One operating system. Every channel.
Most reps get a territory and a spreadsheet. This is the intelligence layer I bring to every role before the first dial goes out.
Signal Layer
10-K / ANNUAL FILING
Earnings calls · Strategic priorities · Risk language
LINKEDIN NAVIGATOR
Champion signals · Org mapping · Job change alerts
APOLLO ICP DATA
Contact enrichment · Intent scoring · Sequence triggers
Intelligence
MEDDPICC Framework Governing Layer
CLAUDE COWORK
Account intelligence synthesis · ICP scoring · Outreach generation · Champion mapping · Pipeline probability
Execution
APOLLO SEQUENCES
Email cadences · InMail with attachments · Trigger-based outreach
ELEVENLABS VOICE API
Custom voicemail drops in my voice · Personalized per prospect
HUBSPOT PIPELINE
Probability scoring · Forecast tracking · QBR structure
Output
CUSTOM EMAIL
10-K sourced
VOICE DROP
My voice · Their name
CHAMPION BRIEF
For the room I won’t be in
QBR VIEW
Probability · Pipeline · Forecast
The Numbers
Methodology produces results. Here is what it has produced.
121%
Quota Attainment
Q1 at Talkwalker. $837K closed. 118% annual pace.
88%
Net New Business
Going back to Innovecs. Hunted. Not handed.
2.5x
Pipeline Coverage
Maintained quarter over quarter. Never thin.
5
Companies Followed Me
Through 3 employers. They follow the relationship.
What It Looks Like in Practice
$249K to $1.1M ARR. 5.5 months. Four stages. Zero discounting.
A global leader in life sciences. A reputational crisis spreading invisibly across APAC and EMEA. One inherited account with one department contracted.
Inherited
$249K
1 department. No APAC coverage. No EMEA visibility. One view of a global crisis.
First Proposal
$499K
Deliberately set below EVP signing authority. No procurement. No outside counsel. Fast close.
Counter. Then CEO Enters.
$617K
EVP pushed back. Then the CEO walked in and expanded scope to every business unit.
Final Contract
$1.1M
Full platform. All units. Modified MSA bypassed procurement. 4 days to close.
One virality map. Five executives. 57 stakeholders across both organizations.
Head of Comms
Account owner
→
EVP of Comms
Budget owner
→
→
VP Internal Intelligence
Operational authority
→
Champion Architecture
The demo goes well. Then the champion goes quiet.
Most vendors hand a champion a document and disappear. The decision does not get made in the room you were in. It gets made in the room you were never invited to.
Before the committee meets, I build what the champion needs to carry the deal without me in the room. Objection map. ROI framing. The exact language the CFO will use against them and how to answer it.
What Goes Into the Champion Brief
Every objection the committee will raise, answered in their language
ROI framing mapped to the CFO’s priorities from the last earnings call
Competitive narrative — what the other vendor will say and how to flip it
A one-page summary the champion can forward without editing
The logos on the home page are the proof. President’s Club is a data point. The system is the reason both exist.
88% of all my career revenue has been net new. I have hunted every deal I have ever closed.
Seen enough?
Let’s talk about your pipeline.
Coffee Talk