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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 Catalyst Sale Podcast is published weekly.  We take listener questions at @catalystsale on twitter or hello@catalystsale.com via email.

Topics discussed - B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

Feb 13, 2018

Initial Outreach to Prospects

This week on the Catalyst Sale Podcast we discuss an initial outreach approach mentioned during the episode with Pam Boiros, and one that Mike Simmons first learned from Jeff Hoffman when Mike and Pam were at SkillSoft.

This initial contact approach is based on a foundation of Why You (the customer), Why You Now.  Mike has had significant success over the years using this customer focused and personalized approach.  This is a personalized approach that works well for both new prospects, and for re-engaging with previous contacts.

We would also love to hear some of the additional topics you would like us to discuss on future episodes. 

Questions Addressed

  • "Why you, why you now?"
  • How do you apply this today?
  • How can we start?

Key Takeaways

  • Why you (the customer, prospect, recipient of the email); Why I’m reaching out to you now.
  • Call to Action - who would you recommend?
  • Provide context, demonstrate that you have done the legwork, focus on the customer.
  • Here is the copy of my initial outreach to Jody.

Hi Jody - I've listened to you and Lee for ~9 months now.
I was smart enough to follow your advice and Lee's advice, and contacted him last July. He and I met for coffee, and it was one of the catalysts that lead to where I am today.
I'd like to talk with you about your experience, your journey, lessons learned, and the possibility of creating a Sales oriented podcast.
What's the best way to schedule a discussion?
Thank you,
Mike

  • The outreach is not cold, context is provided based on what is important to the recipient.
  • Be thoughtful
  • The subject line is critical - you want to provide enough information that will prompt the recipient to open the communication.
  • Jody likes to put the "Ask" - right up front.
  • Practical application today.
    • Search
    • Use keywords
    • Find a Quote
    • Find the Context
    • Do the Work Up Front
    • Use your own language
    • This is NOT mass email
  • Learn your customer’s story, and incorporate it into your communication.

We are actively increasing our engagement on Twitter, LinkedIn, and Facebook, and look forward to hearing from you.  Please share your questions, comments, and recommendations with us via twitter at @catalystsale or @simmons_m

Show Links

Action Requested

Help us and others by rating and reviewing the podcast.  At the end of this episode - we ask the audience a question, and look forward to your response.  Please share your initial outreach communication, what's worked, and what you have learned.

We would love to hear from you at hello@catalystsale.com or @catalystsale on twitter

Thank you

Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community.

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitterfacebook or LinkedIn.

Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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Catalyst Sale

In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  

Sales is a Thinking Process.