Find the person who can actually say yes

Only certain people in a company can approve a tech buy. The person experiencing the pain-point your product solves and who takes a demo is often not the same person who can green light expenditures or authorize a tech stack change.

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You booked the demo but the deal went nowhere

You went to ZoomInfo or Sales Navigator and pulled a list. You looked for roles and titles that fit your ICP and personalized the messaging.

Someone replied, they were friendly and genuinely interested. The AE said the demo went well. The prospect asked good questions and said they'd share the info with their team.

You got credit for the demo and a deal card was created to track the opportunity. A couple months later you get an email asking you to find more people to reach out to. The AE has been following up with the prospect who gave such positive feedback after the demo, but they've ghosted.

You reach out to a few higher up titles, name dropping the prospect who took the demo and sharing all the ways they said the product would help.

Then you find out the prospect has no clout, no decision making authority, and zero ability to have ever helped the deal move forward.

The demo counted, and it looked promising at the start, but in the end the deal went flat just like the ones where everyone told you no or didn't answer.

A buy is a change inside somebody else's company

When a company buys a SaaS product somebody's day is changing. A budget is impacted, responsibilities may shift, a process that someone built and was really proud of gets sunset and replaced.

Everyone in a company has a different relationship to the pain your product solves, the bureaucratic factors behind budget approvals, and prioritization of how resources should be spent.

Sometimes when you get a no it's because the person has no use for your product, they may not have authority to say yes anyway, maybe there is something about the tech stack or infrastructure that makes rolling your product out a bad fit, or maybe it's just no, for now.

If you treat all no's the same, you end up with a deal list full of "not interested" and no clear path forward.

This kit includes eleven tools to help you find that person. Each tool gives you a process for determining what to look for in a company, prioritizing names for outreach, and how to interpret the replies you get along the way.

Built for BDRs and SDRs doing cold outbound outreach.

Find Who Can Say Yes^™

eleven tools for finding the right prospects

$27 suggested retail, you choose the price

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The five moments this kit is built for

When you're assigned a new company

You need this when: you first start working an account.

What it gives you: a map of who is most likely to be impacted by the buy, sorted by who feels the problem and who controls the decision, plus a score that helps you prioritize.

Without it: you're doing a volume play, and while numbers help, 200 calls to people who don't feel the pain or can't impact the decision isn't going to move things forward.

Tools: The Org Read · Who Can Actually Say Yes · The "Worth-the-Week" Scorer · The Intel Checklist

When one person keeps replying but nothing moves

You need this when: you have a warm contact who is responsive and encouraging, but you haven't made progress with anyone else in the organization.

What it gives you: how to sort contacts into one of five types, so you can tell the person who wants to take the demo because they feel the pain point from the person who signs and okays the deal, and work out who else you need in the mix to make progress.

Without it: you spend your time with the responsive people because replies feel like motion, while the person who could actually approve this has never heard your name.

Tools: Who Can Actually Say Yes · The Org Read

When a no comes back before you finish the pitch

You need this when: you got a flat no and can't tell whether the account is dead or the timing was wrong.

What it gives you: four kinds of no, how to tell them apart, a check for whether it is final, and the next step for each: a date to come back on, a different angle, a different person in the account, or off the list.

Without it: every no gets logged as "not interested" and you miss opportunities to share intel or strategically time follow ups.

Tools: The "No" Decoder · What to do with a no

When you need help prioritizing your week

You need this when: several accounts are in play and you aren't sure where to start.

What it gives you: a board of the accounts in play by stage and a reference for the events that signal a company is about to buy or that it's time to reach out.

Without it: you work whichever replied most recently.

Tools: This Week's Prospects Board · The Trigger-Events Reference

When you book the meeting

You need this when: the meeting is on the calendar and you need to provide a quality handoff to the AE.

What it gives you: a one-pager that synthesizes the work you did and intel you gathered: who is attending and which kind of contact each one is, who can approve it, the problem each one faces, the no's so far, and what you have already said.

Without it: the AE has to establish basic context which eats into the time they could have done deeper discovery.

Tools: The AE Handoff

What you know about an account, before and after

Right now the history on a worked account reads like this:

"Left VM, no response."

"Contact says not the right time."

"Not interested."

"Passing it internally."

With the kit, the same account's history reads like this:

"VP of Ops has authority to say yes. This prospect is friendly but holds no authority and won't be an effective champion."

"No for now. They just finished a platform migration. Try again in the new fiscal year."

"Final no. They built a tool to solve this need and invested too many resources to consider a switch right now."

Those are notes you can act on, and so can whoever inherits the account.

The eleven tools

The Org Read: map a prospect's org: who feels the pain, who holds the power.
Who Can Actually Say Yes: sort the contacts by decision making authority.
The "Worth-the-Week" Scorer: turn the read into a number: worth the week, light outreach, or skip, plus the skip-it-when list.
The "No" Decoder: read what a cold "not interested" actually is (four kinds), and check whether it's final.
What to do with a no: the next step for each kind of no.
The Quick Reference: the entire read on one page.
The Intel Checklist: the intel to pull before you analyze an account.
The Trigger-Events Reference: the buying signals worth watching for.
This Week's Prospects Board: the accounts in play, by stage, with prioritization of each.
The AE Handoff: the one-pager you hand the AE when you book the meeting.
New to SaaS: The Glossary: the vocabulary of the job for those new to tech, sales, or SaaS.

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How it works

Every tool is a form, a scorer, a checklist, or a reference you use with each prospect. Each has a brief explanation of what it's for and how to use it. You fill in tools 1 to 3 before you dial. Tools 4 and 5 are for the answers you get back. The rest are references and working pages.

Every tool comes in four formats: a designed fillable PDF, a print-friendly PDF, an editable Word file, and Markdown for importing into your AI tool. The scorers, trackers, and boards also come as spreadsheets.

Five short narrated videos cover how the download is organized, what an org chart tells you, titles decoded, matrix organizations, and what the org chart does to your sales cycle. Each one is captioned and has a written version if you would rather read.

What this kit is not

Not a course. There are no modules to complete and nothing to fall behind on. Every piece is a tool you use on a live prospect.

There are no comeback lines in it. It will not fix your product, your leads, or your comp plan.

Who it's for

Anyone in a SaaS job who is being measured on outcomes and wants to survive the next re-org.

FAQ

Is this the same advice as every sales post I've already read?

The posts are about what to say. This is about who to say it to, and whether the no you already got means the account is closed. The tools are fill-in pages about your accounts.

Why pay for this when I already use AI for outreach?

The sequence was never the hard part. Knowing who in the account can actually say yes, and what the no actually meant, is judgment that AI can weigh in on, but not replace. Change resistance is predictable, but very human.

The BDR role is shrinking. Is this worth learning?

The sequencing and the dialing are being automated, and that has been going on for a while. Truly understanding the nuances of org charts and a talent for knowing where to prioritize your time is going to be the reason you stand out now that volume is the easy part.

How fast is it usable?

Literally right now. Find the scenario that applies to you in the Start Here doc, and jump right in.

Is this another "vibe" product?

No. Nothing in it tells you to smile, grind, or believe harder. It views sales as a change management challenge and gives you a way to target your outreach at the person who can actually make things move.

Do I need software, or access to anything?

The tools are provided via Gumroad. You download the zip folder and use however you work. The videos are shared inside Gumroad pages, but can also be downloaded.

Can I keep using it if I change jobs?

Yes. Even when a company negotiates an org-wide deployment with me, the tools are yours. You can take these tools to your new job, your next role, etc.

Why does checkout go through Gumroad?

The store runs on Gumroad so your purchase doesn't depend on this website. Downloads stay available in your Gumroad account even if this site moves or changes platforms. Gumroad handles access and account support, which keeps support costs out of the price. The button takes you to gumroad.com to finish checkout.

$27 suggested retail, one time.

Yours to Keep. You choose the price at checkout.

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Checkout and downloads run on Gumroad.