Sinal do Radar #001: lists, cadences and local partnerships
The first historical edition of Sinal do Radar, with an editorial by Ada and readings to turn sales research into a weekly routine.
Ada’s editorial
The first Sinal do Radar starts with a simple question: does the team have a list, or does it have a sales routine?
A list can help you get started, but it only turns into business when there is context, priority, a cadence and a clear way to decide the next step. This edition brings together three readings to turn sales research into weekly action.
Recommended reading
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A list is not a pipeline
An opinion piece on the difference between accumulating contacts and building a sales operation with ownership, statuses and learning. -
How to build a sales cadence with email, phone and WhatsApp
A practical guide to organising channels without turning the first contact into noise. -
How to map local partners before entering a new region
A guide to exploring a territory, local relationships and potential partnerships before selling.
Signal of the week
Before creating another list, choose a sector, a city and three minimum signals for assigning priority. Then define the next action for each company: contact, validate, nurture, exclude or refer for a partnership.
Radar does not replace commercial judgement. It helps the team look at data with more context and less improvisation.