Shane Nichols spent 25+ years inside the media industry, selling advertising for monopoly newspapers, broadcast TV stations, 50,000-watt radio stations, and Division I athletics properties. He’s worked for organizations including the Indianapolis Star, CBS, Learfield, and Ball State Athletics.

After the pandemic wiped out his pipeline, he built the prospecting systems described in this book and used them to recover $500K in lost revenue, generate 100+ qualified leads, and win GM of the Year… all without cold calling.

Shane now runs Nichols & Associates, the company behind White Collar Prospecting and Cold 2 Warm™. He works with B2B sales organizations to identify the companies they most want to win, get their attention, and build systematic prospecting programs designed to create warmer, more qualified sales conversations.