White Collar Prospecting with Shane Nichols

Host Brent Hoodenpyle interviews sales and marketing consultant, Shane Nichols, author of the book "White Collar Prospecting." The conversation centers on modern B2B sales challenges, particularly the difficulty of securing initial appointments due to market saturation and noise. Nichols outlines a systematic prospecting method that combines traditional direct mail with digital follow-up (email and phone calls) to break through clutter, citing the influence of sales legends like Dan Kennedy and David Sandler. Nichols also discusses the strategic use of educational lead magnets and content creation on platforms like LinkedIn to generate inbound interest and build credibility for long-term sales success. You can also watch the full ep here. This podcast was recorded using Riverside.