Enterprise SaaS sales for companies still building their name.

If every AE is making dozens of calls hoping for one real conversation, they should be as prepared as possible before picking up the phone. That’s why I start before the call. I call it Suspecting. I suspect before I prospect.

With apps like 6sense, Apollo, and ZoomInfo, any tech-savvy AE can find the right contact, the incumbent, and recent company headlines. But if every AE is doing that now, how is it any different from the traditional value-proposition intro?

Suspecting goes beyond the tech stack. I talk to people with firsthand insight into the prospect: former employees. They know in great detail what’s working and, more importantly, what isn’t. I’m transparent about why I’m reaching out, direct about the favor I’m asking, and careful not to waste their time. Most people appreciate the creative approach and are willing to help.

That firsthand insight changes the conversation. Unlike most, I’m not just referencing yesterday’s press release. I’m showing that I put in the work before asking for their time.

And it sets meetings. Sometimes, because the approach earns respect. More often, because the insight is accurate, the problem is real, and the value proposition lands where it should.

Prospecting generates activity. Suspecting generates meetings. I’ve been successfully suspecting for over a decade.