“If you're sending an email to the founder of a SaaS in Canada ... but the way to approach a 75-80-year-old from Brescia is completely different - they won't read email, they think it's a scam”

“We have folks that are scraping clinical trials websites… or scraping firms that have active litigation matters… using Lightfield enrichment to connect those people to companies… sending highly tailored personalized emails”

“Insight was one of the first firms to say, we can use an outbound sourcing, meaning going to the founders rather than waiting for a referral or inbound deal to come in.”

“The phones wouldn't stop ringing. Everybody would be busy. Nobody would actually close anything because business brokers are generally the last phone call a business owner makes.”

“I called up 15, 20 founders every day… I'd pick up the phone and a founder might pick up and I'd say, hey, how many employees do you have? And how much revenue and how fast are you growing?”