---
title: "Seeds, Nets and Spears"
description: "Three kinds of leads."
canonical: https://tomsharman.com/bookshelf/the-great-ceo-within/seeds-nets-and-spears/
updated: 2026-11-03
---

# Seeds, Nets and Spears

> Three kinds of leads.

Matt Mochary's framework, from The Great CEO Within, pp. 31 to 103.

Framework 12 of 15 from [The Great CEO Within](https://tomsharman.com/bookshelf/the-great-ceo-within/index.md) by Matt Mochary. Category: Lead generation.

## The steps

1. **Seeds.** Word of mouth and referrals; close fast but are hard to grow on purpose.
2. **Nets.** Marketing such as events, SEO and ads; quantity over quality, scalable but slow to build.
3. **Spears.** Outbound reps going after hyper-targeted leads; predictable but needs full-time reps and may be unprofitable under $10,000 a year deals.

## Where it comes from

From chapter: Chapter 22: Key Performance Indicators (KPIs), pp. 31–103

## The animation

24 seconds, 4:5, no sound.

- MP4: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/the-great-ceo-within/seeds-nets-and-spears.mp4
- MP4, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/the-great-ceo-within/seeds-nets-and-spears-dark.mp4
- Still: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/the-great-ceo-within/seeds-nets-and-spears.png
- Still, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/the-great-ceo-within/seeds-nets-and-spears-dark.png