Catalyst Sale Podcast: Sales Training | Sales Strategy | B2b | Selling | Marketing

In this episode, Mike talks with Tanner Brock about his continued onboarding experience with Catalyst Sale.  This is the third round of this series.  Check out episodes 212 and 215, if you missed the first two sessions. Questions Answered: What’s not working? What are some of the things we will test regarding follow-up? What are some common challenges? What are some things we are going to start? Key Takeaways: Spraying and praying approach is not working. Squinting too much to fit people in. Go back and use frameworks to readjust. Focus more on people, not numbers. We may know what we should do, but that doesn’t necessarily translate into what we do. Stop creating unrealistic plans for the day. Create a combo of sequences to use with various prospects. Personalize the sequence to the people. Try to add value every time you reach out. Common challenges: deals stall, pipeline development, articulating what we do, confidence. Focus on and celebrate the little things. If you go into it positive, you have highe