Welcome to Outbound OS. Start here 👇

I'm Spence. I built Outbound OS: the complete outbound sales operating system for reps who own their pipeline. ICP, prospecting, cold outreach, discovery, demos, closing, negotiation - one framework.

How to use this space:

1. New here? Grab the free Pipeline Fix and drop your #1 outbound challenge in the comments. I reply to every one.

2. Want me to fix it with you? Foundations Call ($75): 60 minutes, 1-on-1, over Google Meet. We tear down your outbound motion and you leave with concrete fixes.

3. Want ongoing help? Coaching ($99/mo): 1-on-1 calls every other week + weekly check-ins. Founding-member pricing, cancel anytime — and if your first call doesn't give you at least one concrete fix, month one is refunded.

Small on purpose right now. Founding members get my full attention.

Let's build your pipeline.

Most new AEs get handed a Salesforce login and told to "go prospect" with zero real ICP definition. Here's the pattern I keep seeing:

A rep gets a list of 500 accounts loosely matching "B2B SaaS, 50-500 employees" and starts blasting the same email to all of them. Two weeks later: a handful of opens, almost no replies, and a manager asking why pipeline is behind.

The fix isn't a better email template. It's tightening the list before you ever write the email.

Here's the 6-part ICP test I'd run on every account before it hits a sequence:

1. Firmographics — does size/industry/geo actually match your best closed-won deals, not just a vague "could theoretically buy this"?

2. Technographics — is there a tool-stack signal that this company has the infra to need you?

3. Trigger event — did something just happen (funding, new VP hire, headcount growth) that creates urgency right now?

4. Pain signal — is there public evidence of the problem (job postings, reviews, stack gaps)?

5. Buying committee visibility — can you actually name 2 people at this company who'd be involved?

6. Explicit disqualifiers — write down who's NOT a fit. This filters more dead accounts than any positive criteria will.

If an account doesn't clear 4 of these 6 in under a minute of research, it doesn't belong in your sequence yet — no matter how recognizable the logo is.

The reps who hit quota consistently aren't the ones sending the most emails. They're the ones sending focused emails to accounts that were qualified before the first touch went out.

Curious what filtering criteria other AEs here are using for their own ICP — drop them below.