Writing
John Magnor on sales teams, follow up, and paid acquisition in B2B companies.
John Magnor writes about the parts of client acquisition that are hard to buy: a trained sales team, a follow up process that holds, and paid traffic measured against closed revenue rather than leads.
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What A B2B Sales Follow-Up Cadence Should Actually Look Like
Five touches over 40 days, spaced on a widening curve: day 2, 5, 11, 22, 40. Every touch carries new information, rotates channel, and ends in a hard CTA. The last one is a challenge, not a breakup email.
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Cost Per Lead Is The Wrong Number
Companies that optimise for cost per lead get cheap leads that never close. The number that matters is cost per closed deal, and after that ROAS. Optimise for quality and the whole marketing job gets easier.
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Fix The Offer Before You Run Ads
There is no better trick in marketing than a no brainer offer with a stack of proof behind it. The best ad creative is an offer written so simply people feel dumb saying no. The second best is a testimonial.
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How I Grew Trustify To $500,000 Per Month
Trustify ran on a no brainer offer: you do not pay a cent until a bad review is removed. That made marketing and sales calls easy. Clients then referred 10 friends a week, and an affiliate network tripled revenue on top.
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How To Hire Remote B2B Sales Reps
Do not hire a rep until you have product market fit, ten deals the founder closed personally, and lead flow. After that, run hiring like marketing: an ideal rep profile, one platform, filtering copy, a specific form, then group interviews.