Notes from the field.

Cadillac, steak knives, coffee, cold

Every inbound lead goes into one of four piles: Cadillac, steak knives, coffee, cold. A field note on why Blake borrows the Glengarry Glen Ross lexicon for its tier system, which pile quietly kills the most reps, and the discipline it takes to call a lead cold early and walk away without flinching. Plus why tier names beat tier numbers, what separates coffee from a pitch deck, and why calling a lead cold is the highest-leverage thing a rep does all week.