Author name: Blake Johnston

Most companies obsess over whether their appointment setters are based in the US or offshore. That’s the wrong question. After managing thousands of cold calling campaigns for B2B clients, here’s what we’ve learned: location matters far less than rigorous vetting, proven B2B experience, and cultural fluency. The appointment setter who closes deals for your enterprise […]

Every B2B company faces the same inflection point: your sales team is maxed out, your pipeline needs to grow, and you’re debating whether to hire internal SDRs or partner with an outsourced sales development team. It’s not a simple decision, and the wrong choice can cost you months of momentum and hundreds of thousands in

Converting cold leads (from email, calling, Linkedin, etc.) is not easy. Check out these four critical items to converting cold leads.

Here’s a question that makes most distribution leaders uncomfortable: What’s your wholesaler’s hourly rate? Not their salary. Their actual cost per hour, including base, bonus, benefits, travel budget, car allowance, T&E, support staff, and everything else that goes into keeping an experienced wholesaler in the field. For most firms, that number is between $150 and

Here’s an uncomfortable question: How many advisors in your territory actually heard from someone on your team last quarter? Not a newsletter. Not a generic email blast. An actual one-on-one touchpoint—a call, a personalized email, a meeting invitation, something that felt like it was meant for them specifically. If you’re like most asset managers, the

One of the first questions distribution leaders ask when considering outsourced appointment setting is: “Should we use U.S.-based callers or offshore?” Fair question. And the honest answer is: it depends. Not the answer you wanted, right? But here’s the thing—we’ve run campaigns with both. We’ve tested U.S. teams against offshore teams using the same lists,

We get asked this a lot: “How do you actually do it?” Fair question. Booking 200+ qualified meetings per month with financial advisors and RIAs isn’t magic. It’s a system. A repeatable, measurable process that we’ve refined over thousands of campaigns. Here’s exactly how it works. The Framework: It’s Not Just Cold Calling First, let’s