What Silence From Your Outbound Prospects Really Means with Dave Corlett

What separates persistence that builds relationships from persistence that quietly burns them? In this episode I sit down with Dave Corlett, Growth Director at Shaped By, to unpack the business development principles that have survived nearly two decades of market change. Dave explains how a deliberately low-profile community he built of in-house creative leaders has become one of his most effective routes to new relationships, precisely because nobody in it is ever pitched. We also get into why new business remains an 18-month game, and what that means for anyone under pressure to convert faster. Later, we turn our focus to strategic outbound, which Dave argues will fall apart unless you are clear on what you do and who you do it for. He makes the case that shrinking a prospect list is more powerful than growing one, and shares the kind of approach that gets a response rate most people would struggle to believe. We also talk about what actually happens when high-volume outreach lands with the people you most want to impress. Topics covered during this episode include: Why the fundamentals of business development have not changed. How giving without asking for anything in return builds genuine relationships. Dave’s community that quietly turns prospects into clients and advocates. Why 18 months remains the realistic average from first contact to signed deal. How a properly built pipeline machine becomes a tap you can turn. Why persistence pays even when a prospect never replies to anything. How consistency lets you understand what is actually working and what isn't. Why strategic outbound has to start with a solid proposition. The unintended consequences of high-volume email campaigns aimed at your ICP. How shrinking a prospect list creates room for effective personalization. Why community invitations convert far better than trying to show off case studies. What makes LinkedIn commenting effective, and when it becomes cringeworthy. How weighted and unweighted pipeline tracking keeps a board patient and aligned. What it takes to hold your nerve when nothing is converting yet. Don't miss this episode if your board is losing patience with the long game! Dave Corlett on LinkedIn:   / davecorlett