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.

He now runs Nichols & Associates, where he builds and implements these systems for B2B sales organizations. His book, White Collar Prospecting, has been called “the clearest thinking on the pipeline problem” by business owners and sales professionals across the country.