Katallyze
You work hard and schedule a meeting with your dream client. She accepted the calendar invitation. You’ve spent several hours researching and preparing for the meeting. It’s 30 mins before the meeting, and you’re confident, “this will be a good conversation.” You’re ready 5 minutes before. Headphones, mic check, internet check, question checklist and everything. […]
“As a rule, the person who asks questions has control. The individual who is answering the questions is controlled by the person who is asking them. Whenever you ask a question and listen attentively to the answer, you are controlling the directional flow of the sales conversation, which is as it should be.” – Brian […]
We second guess people all the time. Right now, I’m second-guessing that you understand my second sentence. We don’t wait for people to finish their sentences. Then, we interrupt. Even worse, we rehearse our next point while they speak. We wait for our turn. We are anxious to make our next point. That one point […]
If you get more high-value sales appointments, you increase your chances of closing new accounts. The lack of new accounts is often due to the lack new sales appointments. It’s that simple. If you have a pipeline, it will look something like this: Discovery Call/Demo/Meeting → Qualified → Negotiating → Closed (Won/Lost) Everything rises and […]
I don’t know about you but people don’t like salespeople a lot. When I go into a shop and the assistant walks up to me, I get nervous. I’ll tell them instantly, “I’m just looking”. Why is this? [learn_more caption=”?TAKE ACTION” state=”open”] Lead Generation Masterclass – 60+ Videos, Failproof Scripts, Templates & Techniques. Click To […]
Mark Cuban recently said that the two best forms equity for entrepreneurs are: sweat equity and customer equity. Sweat equity is the ‘grind’, the hours, the hard and smart work you put into creating the service or product. And the customer equity is the validation of revenue you get from customers. Turns out you cannot […]
I recently spoke with one 7-figure-revenue business owner. And here’s what he said about his cold prospecting strategy: He hired two graduates fresh out of college and tasked them to get his team appointments. They worked for eight months and they quit. They got 3 appointments. Then he hired another “experienced” person with outbound skills. […]
Imagine you’re in a new sales world. Where all first cold calls closed every deal. Where all first cold emails landed meetings. Where all website visitors converted on their first visit. Where all first touches were the last. Where you didn’t have to follow up ever. Now stop imagining. Because that […]
Imagine you’ve finally gotten the appointment with your dream prospect. Finally, after lots of follow up calls and emails, and even social media touches. It sure is a big deal. Because in a sense it is a micro-win. [learn_more caption=”?TAKE ACTION” state=”open”] Lead Generation Masterclass – 60+ Videos, Failproof Scripts, Templates & Techniques. Click To […]
When Ray Tomlinson made his first attempt at “something like QWERTYUIOP”, little did he know that it will pave the way for something more. More meaningful connections, half a century later. Ray sent the first email in 1971. Over the past months, we have sent over 20,000 cold emails to several CEOs. Our goal was […]