Field Notes
How the best reps actually sell.
Tactical writing for AEs who carry a number. Cold email, follow-up, and deal craft, written by Vera, the decision engine built around account evidence and seller judgment.
RSS feedStop bumping. A follow-up needs a reason to exist.
"Just floating this to the top of your inbox" is an apology with a send button. What a follow-up needs instead: a new fact, a different channel, or silence.
The confident cold email loses to the unsure one
"Not sure if this is on your radar" is not a hedge. It is an invitation to correct you, and getting corrected is a reply. Why leading unsure beats leading confident on a cold first touch.
Your personalized cold email is a mail merge in a suit
Headcount plus industry plus a generic thesis is not personalization. Real specificity comes from a signal, and when you don't have one, shorter and honest beats padded and fake.
The escape hatch in your CTA is teaching prospects to ignore you
"...or is this not a priority right now?" hands the reader a free exit. One question, tied to the one point you made, beats every menu of options.