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You wrote the ICP doc, and nothing downstream behaves as though it exists. Point AI at it and it won’t fail loudly. It’ll fail confidently.

We’ll go through a real framework that lives in Google Docs: a 16-part ICP system from Samantha Leon, VP of Go-to-Market at Zipcio, built so marketing and sales run off the same profiles and the same scoring model. Then we’ll make it work harder than a doc you keep updating.

You’ll see how the framework runs today, then the GTM system built on top of it, plus a couple of options for where it can live beyond Docs. Every piece gets broken down step by step, so your reps, your campaigns, and your AI agents can all read from it.

Walk away with a clear path to turn your own ICP doc into a system your team actually runs on.

A slow prospect and a dark one are not the same problem. Two-plus weeks of silence across every channel calls for a different playbook than another soft "just checking in."

Rebekah Brown, SDR Team Manager at SourceWhale, breaks down how to tell the difference and what to do once you know.

She'll cover the signals to check before writing a deal off, a day 1, 3, and 7 sequence that breaks the "just following up" pattern, and how to ghost-proof active deals before the silence starts.

Walk away knowing whether a silent prospect has gone dark or is just slow, and exactly what to send next.

A script protects you until the prospect says something it didn't plan for. Then you're on your own.

This is a live, unscripted cold call with no safety net. The audience votes on the industry and the persona live, then watches a real dial happen using a framework instead of a script.

The call runs largely uninterrupted, rough moments included, followed immediately by a full breakdown of what worked, what didn't, and what's worth stealing regardless of how the call went.

Walk into your next cold call with a repeatable framework instead of a script, and know how to stay in control even when it doesn't go as planned.

The opener decides whether a cold call turns into a conversation or a hang-up. In December, that window gets even shorter, with prospects wrapping up the year or already halfway out the door.

This episode reframes end-of-year calling: December calls aren't about closing, they're about booking January.

You'll hear what a strong opener sounds like, which common openers kill the call, and how to adjust your timing and tone around holiday schedules. Plus, how to use end-of-year planning as your reason to talk.

Here's what you need to book a January meeting that holds.

Everyone has an AI stack. Nobody has one that scales. You and the rep next to you use AI every day, and your team still can't use each other's work.

Kevin "KD" Dorsey joins Heath Barnett for a real conversation, not a build demo, on the tools he runs and the parts where he's changed his mind.

Start with a personal stack you can set up this afternoon, and how to choose tools when the products will turn over anyway. Then what breaks at fifty people, and the questions that settle it before you commit: credentials, cost per run, who can switch it off, and what you keep.

Walk away with a stack you can set up today and a clear view of which AI decisions you can't cheaply reverse.

Year-end isn't dead time. It's the setup quarter, and the pipeline you start January with gets built in November and December.

This episode breaks down how buyer attention, availability, and priorities actually shift in Q4, and which "nobody's buying during the holidays" assumptions don't hold up.

You'll see the role email, phone, LinkedIn, and video each play when calendars and inboxes are chaotic, and how to time touches around holidays and OOO. Plus, what to say in December that earns a reply now or sets up a January meeting, without leaning on generic "end of year" lines.

Walk away with a multichannel cold outreach play for November and December that books meetings for January.

"Circle back in January" isn't a no. It's a timing reflex from a tired buyer with a locked budget, and it's the easiest way to get you off the phone before the holidays.

So we're spinning the wheel. Nia Secker handles each end-of-year objection live in 60 to 90 seconds, including a wild card pulled straight from the chat. Bring your worst one.

Between spins, Nia replays the tape: what she acknowledged first, the question that turned the objection into a conversation, and how to tell a real objection from a holiday brush-off. Then we close on locking dated next steps and building your January follow-up plan before Q1 starts cold.

You'll leave ready to turn "let's talk in January" into a meeting on the calendar, not another name to cold call in 2027.

Build a list, export, move on. That's how Sales Navigator usually gets used, and it skips the features that make it worth paying for.

Mandy McEwen reframes Sales Nav as a signal engine, not a database. She walks through the features reps skip, screen by screen, and shows how each one turns into a prospecting action heading into 2027.

You'll see how she builds AI-assisted lead lists that are worth working, plus where reps over-trust the output. She'll also cover how to turn saved searches and alerts into a daily trigger feed, and how to use account maps to multi-thread and spot coverage gaps before reaching out.

Walk away knowing how to turn a Sales Navigator alert into a prospecting action the moment it fires.

A deal doesn't just go cold. It dies at a specific stage, for a specific reason, and that reason is usually findable after the fact.

This show runs a real submitted deal through a full stage by stage autopsy: the prospecting approach, the first meeting, discovery, and every follow up in between.

The breakdown pinpoints exactly where the deal actually died, and which signals got missed or misread at the time. Then it covers specific moves for next time, not general advice like "follow up more."

Walk away able to diagnose exactly where and why a deal in your own pipeline is stalling, using the same stage by stage review.

Blasting prospects all through the holidays doesn't work. Neither does disappearing until January. Going quiet is a strategy, as long as it's planned.

This episode makes the case for timing your silence so you're the first message prospects see in January.

You'll get the season broken into windows: the November push, the mid-December taper, the dead zone and January re-entry. You'll also see how email, calls and LinkedIn each play a different role across those windows, and what to say to cut through the "Happy Holidays!" noise.

Walk away able to map out your own outreach cadence from mid-November through the first week of January.

Most closed-lost deals didn't die because they were a bad fit. They died because the timing was off and nobody gave them a new reason to talk.

Jordan Crawford, founder of Blueprint, shows how to use AI to find which old deals have something new going on, like a new leader, a new initiative, budget timing, or the old blocker going away.

Then you'll build the message. No "just checking in" and no "saw you're growing," just one observation that's specific to that account and useful even if they never reply.

Every play runs live on two AI platforms, so you can follow along with whatever tool you have, and you'll get Jordan's prompts after the show.

Whether a layoff caught you off guard or you're just ready for what's next, your next role won't find itself. The good news: you already know how to prospect. Time to run that play on the toughest prospect you'll ever pitch: yourself.

Heath Barnett and Sara Uy have been fielding a flood of messages from sellers navigating layoffs. Now she's breaking down how to job hunt like a seller, whether you're pitching a new company or making your case internally.

You'll get the resume moves that land interviews (and the ones that quietly get you filtered out). Plus, you'll learn how to market yourself on LinkedIn even if you're not an "out there" person, and how to nail down your must-haves before you apply.

Walk away knowing how to target roles you'll actually want to stay in, plus a job search tool you get to keep.

A great profile won't fill your pipeline with inbound. What it will do is decide whether your cold email or call gets a reply, because your profile is the first place a prospect goes after you reach out.

Chelsea Olsen, Founder of CLOHZ, trains B2B teams to use LinkedIn as part of their daily outbound plan. Her take: your profile doesn't replace outbound, it's what makes outbound work.

She'll break down the four profile sections prospects check after a cold touch, a posting cadence that fits around a full-time quota, and how to turn a profile view into a real conversation over DM.

Walk away knowing exactly what your profile needs to say so the prospect who checks it after your cold touch decides to reply.