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Improve Performance, Provoke Thought, Think Critically.

You are constantly striving to improve.  You are looking for practical tips you can apply to your daily work that will impact your performance.  You are looking for advice from professionals who do the work. You want to engage with professionals who have been in your shoes.

Be the Founder that can clearly articulate the problem your company solves.

Be the Sales Professional that your customers want to work with.

Be the Learning Professional who can deliver your solution in the context of the business.

The Find My Catalyst Podcast is published weekly.  We take listener questions at @catalystsale on twitter or via email.

Topics discussed - Revenue Operations, Customer Success, Goal Setting & Execution, Mindset, Performance, B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

Jan 26, 2021

In this episode, Mike and Jody discuss how to prepare for your initial conversation with a prospect and why the preparation piece is important. 

Questions Answered:

  • How do you prepare for the initial conversation with a prospect?

Key Takeaways:

  • Determine how you found out about the person you will be talking to. Did they contact you or did you identify them as a prospect?
  • I want to gather as much information as I can about the person based on the data we have collected from our website, etc..
  • Identify some of the things you would like to know about them.
  • Realize that some information you will be able to get only by speaking directly with them.
  • Validate that they have a problem and validate that they care about solving the problem.
  • Your initial call should be about discovering things about them and their company.
  • Deliver some sort of value back to the prospect.
  • Have a clear understanding of the design of the call.
  • Have desired next steps defined prior to your call.
  • If you take the combination of the research that you’re doing, the design work that you’re doing and the documentation in the call plan, you will have better calls with your customers and prospects.
  • Don’t overcomplicate it!

Show Links:

Call Planning - A Tactical Discussion

This episode was brought to you by:

The Catalyst Sale G.A.M.E. Plan

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This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.

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Product Market Fit