At 05:57, the Operator entered the Control Room. There were no windows. There did not need to be. The world was already inside. Across one wall, ships moved through ports and trade routes. Across another, drilling rigs stood above formations while laterals disappeared into geological cross-sections. Markets expanded and contracted. Factories opened. Permits appeared. Companies hired. Decision-makers moved. Capital changed hands. Signals flashed. Prospect populati

At 5:41 in the morning, the city was still asleep. The Operator was not. From the forty-seventh floor of the Prospecting Tower, she could see almost the entire metropolis. A million windows. A million doors. Factories along the eastern industrial belt. Professional towers downtown. Warehouses surrounding the freight terminal. Laboratories clustered near the university. Small businesses filling the old neighborhoods. Corporate headquarters rising above all of them.

The steel arrived before sunrise. Basket after basket. Dark pieces of metal wrapped in straw and carried through the courtyard until the floor beside the forge nearly disappeared beneath them. The Apprentice stared at the pile. “So much.” The Swordsmith said nothing. A representative from the warrior house stood nearby watching the delivery. He seemed pleased. “We brought more than you requested.” The Swordsmith crouched beside the first basket. “That was wise.”

The Apprentice opened the notebook. Pages of dates. Wind direction. Water temperature. Bird activity. Currents. Previous catches. Places where we had found nothing. She laughed. “You wrote down where there weren't fish?” “Especially there.” “Why?” “Empty water is expensive.” That quieted her. Two hours later, we had not dropped a single line. The Apprentice was becoming restless. “We've passed miles of water.” “Yes.” “We could have been fishing.”

That is the beginning of B2B prospect identification. Not everybody in a market is equally relevant simply because they exist. A market may contain thousands of companies. Some will technically fit your category. Fewer will fit your commercial model.

In a kingdom that never existed, behind walls that looked as though they had been built to keep out both armies and salespeople, a young ambassador arrived carrying a sealed letter. He had traveled for six days. Two horses had gone lame. One wheel had broken. Rain had turned the northern road into mud. And now, finally, the towers of the king's palace stood above him. The ambassador smiled. He had made it. Or so he thought. The first guard barely looked at him. "State your bu