The Art of Appointment Setting

Leo Channing is the Principal @ 1010data. He has also sold millions of dollars of services in his previous life. Today, we're talking about business development and the first steps that can help get more high-ticket sales. In this episode, we also talk about: • What all business relationships have in common • How to build a strategic mindset when tapping into your network • How do you build trust before asking for help • How to use tools to enable connections • How to lead with value when connecting

Donna Valente is the co-Founder of Enterprise Sales Institute. She is also a certified Co-Active coach with a focus on enterprise sales, leadership, and management communication. Today, we're talking about C-Level Appointments. In this episode, we also talk about: • Why is it important to exchange value for a C-Level appointment • Specific examples of "value" or insights • Specific cold email script that communicates the value • How to follow up in a value-adding way • How to change the type of value you present

Andrea Waltz is the co-author of Go for No! Yes is the Destination, No is How You Get There. Her book is #1 on Amazon's “Selling” list and has remained in the top 20 of ‘Sales' books for over the last 8 years. Today, we're talking about how to deal with rejection and overcome fear when prospecting. In this episode, we also talk about: How to overcome the anxiety about cold calling How to build the right frame of mind to make calls How to handle rejection How to avoid taking rejection personally How to take advantage of rejection. This is a replay of an earlier episode.

Hey everyone, it's Kwesi here. Since we launched our Lead Generation Masterclass, we've gotten a ton of great questions from our students and a lot of people from our community. So in this episode, I'm going to take some time to answer some of the questions we're getting so everyone can benefit from it. And by the way, if you have yet checked out the Masterclass, you can check it out here. Also if you have any questions about lead generation and building a prospecting system that works, feel free to shoot me an email with your question and I'll answer it in one of the episodes on this show. Today, we're talking about how to write cold emails for a new product or service.   This episode is brought to you by Katallyze.io: Join our free webinar and learn How to Book 30 Sales Meetings Using Cold Emails in 30 Days. You'll learn: ✔️The 1-Cold Email Mistake That Sends Buyers Running Away From You ✔️Little-known Ways to Grab Your Prospect's Attention and Get Them Interested ✔️How to Dramatically Book More Sales Meetings Without Being Sleazy ✔️How to Get in Front of More of the RIGHT Prospects (No one else will share this.) Don't wait any longer, click here to register.

Danny is a UX professional with over 15 years of experience designing digital products for companies like The Economist, PwC, Yahoo!, as well as, startups, schools (CUNY, General Assembly) and VC funds. He helps companies increase their User Experience capacity to deliver business results. Today, we're talking about how to design to upsell existing clients and win business. In this episode, we also talk about: 3 ways you can outsmart your competition using design thinking How to improve your service using customer interviews 6 steps for identifying your ideal customers - I've never heard it articulated so clearly so you wanna stick around for that Danny's Resources: LinkedIn Website   This episode is brought to you by Katallyze.io: Join our free webinar and learn How to Book 30 Sales Meetings Using Cold Emails in 30 Days. You'll learn: ✔️The 1-Cold Email Mistake That Sends Buyers Running Away From You ✔️Little-known Ways to Grab Your Prospect's Attention and Get Them Interested ✔️How to Dramatically Book More Sales Meetings Without Being Sleazy ✔️How to Get in Front of More of the RIGHT Prospects (No one else will share this.) Don't wait any longer, click here to register.

Hey everyone, it's Kwesi here. Since we launched our Lead Generation Masterclass, we've gotten a ton of great questions from our students and a lot of people from our community. So in this episode, I'm going to take some time to answer some of the questions we're getting so everyone can benefit from it. And by the way, if you have yet checked out the Masterclass, you can check it out here. Also if you have any questions about lead generation and building a prospecting system that works, feel free to shoot me an email with your question and I'll answer it in one of the episodes on this show. Today, we're talking about how to deal with rejection when prospecting.   This episode is brought to you by Katallyze.io: Join our free webinar and learn How to Book 30 Sales Meetings Using Cold Emails in 30 Days. You'll learn: ✔️The 1-Cold Email Mistake That Sends Buyers Running Away From You ✔️Little-known Ways to Grab Your Prospect's Attention and Get Them Interested ✔️How to Dramatically Book More Sales Meetings Without Being Sleazy ✔️How to Get in Front of More of the RIGHT Prospects (No one else will share this.) Don't wait any longer, click here to register.

Hey everyone, it's Kwesi here. Since we launched our Lead Generation Masterclass, we've gotten a ton of great questions from our students and a lot of people from our community. So in this episode, I'm going to take some time to answer some of the questions we're getting so everyone can benefit from it. And by the way, if you have yet checked out the Masterclass, you can check it out here. Also if you have any questions about lead generation and building a prospecting system that works, feel free to shoot me an email with your question and I'll answer it in one of the episodes on this show. Today, we're talking about how to A/B test cold emails.   This episode is brought to you by Katallyze.io: Join our free webinar and learn How to Book 30 Sales Meetings Using Cold Emails in 30 Days. You'll learn: ✔️The 1-Cold Email Mistake That Sends Buyers Running Away From You ✔️Little-known Ways to Grab Your Prospect's Attention and Get Them Interested ✔️How to Dramatically Book More Sales Meetings Without Being Sleazy ✔️How to Get in Front of More of the RIGHT Prospects (No one else will share this.) Don't wait any longer, click here to register.

Chris Vaglio is the co-founder of Grey Sky Films which is one of the leading video production companies in the NJ and NYC area, helping individuals, businesses and brands create content for the web, broadcast, corporate, sales, training and more. Today, we're talking about how to create and use video content to build your brand or business. In this episode, we also talk about: How to find content for video How to overcome the perfection syndrome and “ship the video” How to schedule time to create content How to use free tools to create video content Chris's Resources: LinkedIn: https://www.linkedin.com/in/chrisvaglio/ Website: http://www.greyskyfilms.com/   This episode is brought to you by Katallyze.io: Join our free webinar and learn How to Book 30 Sales Meetings Using Cold Emails in 30 Days. You'll learn: ✔️The 1-Cold Email Mistake That Sends Buyers Running Away From You ✔️Little-known Ways to Grab Your Prospect's Attention and Get Them Interested ✔️How to Dramatically Book More Sales Meetings Without Being Sleazy ✔️How to Get in Front of More of the RIGHT Prospects (No one else will share this.) Don't wait any longer, click here to register.

Travis Chappell is a direct sales expert, successful entrepreneur, and a real estate investor. He is the creator and host of Build Your Network, a podcast dedicated to helping professionals cultivate genuine relationships, grow their inner circle, and leverage a powerful network in the right way. Today, we're talking about how some lessons from door-to-door sales that you can use to get more leads and sales. In this episode, we also talk about: How to use the foot-in-the-door technique How to deal with rejection in prospecting and sales How to get a community for what you're passionate about Travis's Resources: Apply to join his mastermind group: buildyournetwork.co/dynasty   This episode is brought to you by Katallyze.io: Join our free webinar and learn How to Book 30 Sales Meetings Using Cold Emails in 30 Days. You'll learn: ✔️The 1-Cold Email Mistake That Sends Buyers Running Away From You ✔️Little-known Ways to Grab Your Prospect's Attention and Get Them Interested ✔️How to Dramatically Book More Sales Meetings Without Being Sleazy ✔️How to Get in Front of More of the RIGHT Prospects (No one else will share this.) Don't wait any longer, click here to register.  

Graham Dobbin is an ex-President of Toastmasters and a member of the Professional Speaking Association. He absolutely loves to see others develop and will spend time with anyone who wants to improve their speaking skills. Graham has spoken & trained in UK, South Africa, Sweden, Texas, California, Virginia & New York. He co-owns a company called Asentiv New York with the founder of BNI Ivan Misner Today, we're talking about how to How to Use Public Speaking to Grow Your Business: In this episode, we also talk about: How to find a message even when you feel you don't have one How to find speaking opportunities from scratch How to make your presentation more impactful How to make your story engaging   Graham's Resources: LinkedIn This episode is brought to you by Katallyze.io: Get instant access to our new video course: Lead Generation Masterclass. You'll get: ✔️60+ videos, techniques, scripts ✔️Win dream clients with a detailed blueprint ✔️Turn cold email replies into sales ✔️12 Bonuses Don't wait any longer, enroll now.

Vovik Tsybulskyi is the Head of Inbound Sales at Woodpecker. And for those of you who don't know it, Woodpecker is a SaaS Company that enables all B2B companies to connect with their ideal customers. Vovik Joined the company in 2015, and he was the 2nd salesperson in the company and ever since he's helped to design the Inbound Sales process from the scratch. Today, we're talking about how to increase free-to-paid users with email automation: In this episode, we also talk about: How to connect with and nurture inbound leads How to use email automation and sequencing to educate your customers How to make it easier for free users to see value in your product and buy How to add the human touch to all the sales touches Woodpecker's Resources: Free 14 Day Trial This episode is brought to you by Katallyze.io: Get instant access to our new video course: Lead Generation Masterclass. You'll get: ✔️60+ videos, techniques, scripts✔️Win dream clients with a detailed blueprint✔️Turn cold email replies into sales✔️12 Bonuses Don't wait any longer, enroll now.

Ian Brodie is one of the Top 50 Global Thought Leaders in Marketing and Sales according to Top Sales World Magazine. He teaches consultants & coaches on how to build a steady flow of leads and clients in less than 30 minutes a day. Today, we're talking about how to build authority, attract clients and get more leads with the 30 Minute Marketing Plan In this episode, we also talk about: How to create a quality lead magnet that offers value to your website visitors How to get website visitors to download that quality content and sign up for your email list How to use the 4s email nurturing model for getting readers to engage with your emails. How to get more inquiries from your website Ian's Resources: The 30 Minute Marketing Plan Checklist The Authority Breakthrough Program This episode is brought to you by Katallyze.io: Get instant access to our new video course: Lead Generation Masterclass. You'll get: ✔️60+ videos, techniques, scripts✔️Win dream clients with a detailed blueprint✔️Turn cold email replies into sales✔️12 Bonuses Don't wait any longer, enroll now.

Dana Mwangi is the founder of the award-winning branding and web agency, Cheers Creative. Her story, work, and talks about branding, entrepreneurship, and design have been featured and referenced in Forbes, Net Magazine, Essence, and more. Today, we're talking about how to create a brand that attracts high value business. In this episode, we also talk about: How define your company's brand in specific terms How to use your brand as a sales tool 3 ways to improve your brand This episode is brought to you by: Katallyze.io Whenever it makes sense, Katallyze can help you get quality b2b leads and appointments to help grow your sales. Best way to start is to book a strategy session with our team. Check out more about Katallyze services here. AGM AGM is a B2B agency that helps you scale your business using LinkedIn. They have LinkedIn training, LinkedIn lead generation, LinkedIn recruiting and LinkedIn advertising services.  The company has been featured on the BBC, Entrepreneur and Huffington Post.  Right now, AGM is offering all of our listeners a Free LinkedIn Audit. Just go to abrahamglobal.com to reserve your session. 

In today's special episode, I share a free lesson from my new video course: Lead Generation Masterclass. Get instant access to our new video course: Lead Generation Masterclass. Use code "PODCAST" for 70% off. In this special episode, you'll learn: How to think and write cold emails like a professional copywriter How to top 3 barriers to persuasive cold email copy How to develop cold email scripts that get opened, read and responses The free in this episode is from our new course, Lead Generation Masterclass. Use this link (and code "PODCAST" at check out to get 70% off): https://courses.katallyze.io/p/cold-email-lead-generation-masterclass/ In this course with over 50 video lessons, I'm not holding anything back. You will learn how to:

Lana Boone is the founder of Kurly Klips – the world's first natural hair clip-in extensions brand. With no business experience, Lana built her company from $0 to over $2 Million in just five years. Today, we're talking about some of her lessons from getting to seven figures in sales. In this episode, we also talk about: How Lana use networking events to grow her business How she went from idea to product to sales How to identify customer needs that drive sales How she uses influencer networks to grow her business This episode is brought to you by: Katallyze.io Whenever it makes sense, Katallyze can help you get quality b2b leads and appointments to help grow your sales. Best way to start is to book a strategy session with our team. Check out more about Katallyze services here. AGM AGM is a B2B agency that helps you scale your business using LinkedIn. They have LinkedIn training, LinkedIn lead generation, LinkedIn recruiting and LinkedIn advertising services.  The company has been featured on the BBC, Entrepreneur and Huffington Post.  Right now, AGM is offering all of our listeners a Free LinkedIn Audit. Just go to abrahamglobal.com to reserve your session. 

Stephen is a Sales Growth Specialist who has worked with several startups and Multi-National Corporations across different industries including construction, Content Marketing and Artificial intelligence. Today, we're talking about strategies that you can use to build your sales pipeline. In this episode, we also talk about: How to engage prospects with ideas they care about How to close the deal using the "push up" technique How to nurture a prospect if they are not interested after first contact How to prevent a deal from crushing This episode is brought to you by: Katallyze.io Whenever it makes sense, Katallyze can help you get quality b2b leads and appointments to help grow your sales. Best way to start is to book a strategy session with our team. Check out more about Katallyze services here. AGM AGM is a B2B agency that helps you scale your business using LinkedIn. They have LinkedIn training, LinkedIn lead generation, LinkedIn recruiting and LinkedIn advertising services.  The company has been featured on the BBC, Entrepreneur and Huffington Post.  Right now, AGM is offering all of our listeners a Free LinkedIn Audit. Just go to abrahamglobal.com to reserve your session. 

Tameka is a New York-based marketing and business development strategist and an Adjunct Professor of Marketing at Baruch College.  Today, we're talking about how to get the right PR to grow your business. In this episode, we also talk about: How to build a flexible and agile marketing strategy How to think like a big corporation and execute in small sized bits How to make your marketing strategy failure-proof How to link marketing to sales in a measurable way This episode is brought to you by: Katallyze.io Whenever it makes sense, Katallyze can help you get quality b2b leads and appointments to help grow your sales. Best way to start is to book a strategy session with our team. Check out more about Katallyze services here.

Brandon Bruce co-founded and grew Cirrus Insight to $12 million in revenue and #41 on the Inc. 500 list (after a six-year rollercoaster of sales success and setbacks). Today, we're talking about how to find the unique sales strategy for your business, and how to abandon what doesn't work. In this episode, we also talk about: How sales prospecting has changed in past three or five years The old sales prospecting tactics that don't work anymore Specific sales strategies to help you stand out from the pack How to develop a culture that keeps learning This episode is brought to you by: Katallyze.io Whenever it makes sense, Katallyze can help you get quality b2b leads and appointments to help grow your sales. Best way to start is to book a strategy session with our team. Check out more about Katallyze services here. AGM AGM is a B2B agency that helps you scale your business using LinkedIn. They have LinkedIn training, LinkedIn lead generation, LinkedIn recruiting and LinkedIn advertising services.  The company has been featured on the BBC, Entrepreneur and Huffington Post.  Right now, AGM is offering all of our listeners a Free LinkedIn Audit. Just go to abrahamglobal.com to reserve your session. 

Carolyn Fraser is the owner of The PR Shoppe which is a marketing agency based in Chicago. Carolyn has worked with major brands such as Revlon, Visa, BET Networks, Swizz Beatz, CURLS and Maytag, to name a few. Today, we're talking about how to get the right PR to grow your business. In this episode, we also talk about: How to distinguish PR from Marketing How to avoid the common PR mistakes business make How to pitch to a popular journalist or media How to execute a PR strategy on a budget This episode is brought to you by: Katallyze.io Whenever it makes sense, Katallyze can help you get quality b2b leads and appointments to help grow your sales. Best way to start is to book a strategy session with our team. Check out more about Katallyze services here.

Zev is the owner of LEDAZA Incorporated which is an outsourced marketing agency based in New York. His recent book titled "Are You Sure About That" made the Amazon Hot New Sellers category.  Today, we're talking about how to use subtle marketing tactics to drive revenue In this episode, we also talk about: How to be more intentional with marketing How to choose and implement a tactic unique to your business How to avoid the single biggest mistake business owners make when it comes to marketing How to align marketing with sales This episode is brought to you by: Katallyze.io Whenever it makes sense, Katallyze can help you get quality b2b leads and appointments to help grow your sales. Best way to start is to book a strategy session with our team. Check out more about Katallyze services here.

Victor is the CEO of Dana Consulting here in New York. His firm helps technology startups and other small businesses with outsourced VP of sales services. Today, we're talking about how to prepare for and have a successful sales appointment In this episode, we also talk about: How to set objectives for the first appointment with the prospect How to tell if your first appointment is successful How to listen proactively during the sales appointment How to ask important questions that move the deal forward This episode is brought to you by: Katallyze.io Whenever it makes sense, Katallyze can help you get quality b2b leads and appointments to help grow your sales. Best way to start is to book a strategy session with our team. Check out more about Katallyze services here.

Carol Bunevich. Carol is one of the most passionate sales professionals I know. She has over 20 years of sales and marketing experience and uses her experience to help clients reach their first $1mm in sales. Today, we're talking about how to use AI to improve prospecting. In this episode, we also talk about: How to explain AI to a kid How could AI disrupt cold calling and email prospecting How AI could deliver massive prospecting results How to take advantage of AI instead of resisting it This episode is brought to you by: Katallyze.io Whenever it makes sense, Katallyze can help you get quality b2b leads and appointments to help grow your sales. Best way to start is to book a strategy session with our team. Check out more about Katallyze services here.

Dr. Orin Davis. Orin is a self-actualization engineer who enables people to do and be their best. He's a TedX speaker and an advisor to a lot of early-stage companies including Happify and Happy Brain Science.  Today, we're talking about creating a work culture that drives growth and sales. In this episode, we also talk about: How to create an authentic work culture How to look for culture fit when hiring How to build a sales culture that doubles or triples revenue How to wipe out a toxic culture and start a more reinforcing one This episode is brought to you by: Katallyze.io Whenever it makes sense, Katallyze can help you get quality b2b leads and appointments to help grow your sales. Best way to start is to book a strategy session with our team. Check out more about Katallyze services here. AGM AGM is a B2B agency that helps you scale your business using LinkedIn. They have LinkedIn training, LinkedIn lead generation, LinkedIn recruiting and LinkedIn advertising services. The company has been featured on the BBC, Entrepreneur and Huffington Post. Right now, AGM is offering all of our listeners a Free LinkedIn Audit. Just go to abrahamglobal.com to reserve your session.

George is the Principal & Lead Executive Recruiter at the Kofi Group. His company is a recruiting firm that places professionals on a direct hire basis in the Houston information technology space. Today, we're talking about the right ways to build professional relationships. In this episode, we also talk about: How George generated six-figure revenue in less than 3 years How to add value to your relationship and be a "giver-first" person in your network How to build professional relationships when you start a business or move to a new city How to stay top of mind within your network

Reema is the Co-founder and Head of Business Development at Luminoustudios, a digital video marketing production company with customers like Polaroid, Google, and Splacer. Today, we're talking about video marketing. In this episode, we also talk about: • How to craft a powerful narrative in a business video • How to avoid common video marketing mistakes • How to choose the right channels to market your video • How to start using video for your business

Charles Gaudet II is the Author of The Predictable Profits Playbook, which is "The #1 Book in Sales and Marketing" according to Indie Excellence. Today, we're talking about business automation. In this episode, we also talk about: • Why automation and systems are important for busy businesses • How to set automation goals • Why it's important to be specialized • 3 step email to existing customers that can potentially double and triple revenue

Today we're deconstructing The 70 Word Cold Email Follow Up That Can Get You More Clients. If you haven't yet downloaded the free script, you can do so at katallyze.io/ebooks In this episode, we also talk about: • The exact cold email script and when to use it • How we used the 70 cold email & results • How important are follow-ups to closing the deals • Cold email principles: vulnerability, giving way out, scheduling next step • How to craft your own using principles from the script

Donna Valente is the co-Founder of Enterprise Sales Institute. He is also a certified Co-Active coach with a focus on enterprise sales, leadership, and management communication. Today, we're talking about C-Level Appointments. In this episode, we also talk about: • Why is it important to exchange value for a C-Level appointment • Specific examples of "value" or insights • Specific cold email script that communicates the value • How to follow up in a value-adding way • How to change the type of value you present

Nehal Madhani is an attorney and the founder and CEO of Alt Legal, a software company that helps legal professionals to prepare and manage IP filings and deadlines daily. Today, we're talking about using meetups to get more leads. In this episode, we also talk about: • Why did Nehal start his first Meetup • How starting a meetup impacted his new business • How Nehal convinced attorneys to join his meetup • What Nehal will do differently if he were to start a meetup today • How to create a community of value

Leo Channing is the VP of Strategic Partnerships and Business Development at Unified Field. He has also sold millions of dollars of services in his previous life. Today, we're talking about generating high-ticket appointments. In this episode, we also talk about: • What all business relationships have in common • How to build a strategic mindset when tapping into your network • How do you build trust before asking for help • How to use tools to enable connections • How to lead with value when connecting

Morgan Ingram is the Director of Sales Execution and Evolution at JBarrows Sales Training. He is also the host of YouTube series, The SDR Chronicles. Today, we're talking about Cold Call Objections. In this episode, we also talk about: • How to prepare for cold call objections • What is the best time to cold call • How to respond to the objection: "Send me info" • How to respond to the objection: "I'm not interested" • How to respond to the objection: "Call me later"

Andrea Waltz is the co-author of Go for No! Yes is the Destination, No is How You Get There. Her book is #1 on Amazon's “Selling” list and has remained in the top 20 of ‘Sales' books for over the last 8 years. Today, we're talking about Cold Calling In this episode, we also talk about: How to overcome the anxiety about cold calling How to build the right frame of mind to make calls How to handle rejection How to avoid taking rejection personally How to take advantage of rejection

Justin Mattera is the CEO of Mattera Management, a marketing company that helps churches, non-profits, and businesses to connect with a greater audience in the world. Today, we're talking about service specialization. In this episode, we also talk about: • Why Justin decided to specialized mostly on non-profits • How can specialization help attract high-quality appointments • What was Justin's biggest fear when he specialized • What factors to consider before choosing the niche to specialize • How to deal with the possibility of losing potential deals when you specialize

Tayo Rockson is a 3X TEDx Speaker and the Host of the highly ranked podcast called As Told By Nomads. He is also the President of UYD Management. Today, we're talking about speaking engagements. In this episode, we also talk about: • How Tayo's near-death experience launched his speaking career • Why speaking should be a part of your marketing strategy • How to apply for a speaking gig, like TED • How to find your unique voice and message as a speaker • How to leverage speaking to acquire top clients

Chelsey Pendock is an award-winning media planner and the co-founder of Innovision Advertising. She's also is the Founder and President the NYC Marketing Resource Group. Today, we're talking about using mastermind groups. In this episode, we also talk about: • Why Chelsey started a mastermind group • How Chelsey selected other entrepreneurs to join her group • What are the qualities of a successful mastermind group • What to consider when choosing the right mastermind • How to get more appointments in a mastermind

Julbert Abraham is widely known as “The LinkedIn Guy” and the CEO of AGM. He helps businesses to generate more traffic, leads, and sales with LinkedIn techniques and strategies. Today, we're talking about LinkedIn appointment setting strategies. In this episode, we also talk about: • How to stand out from the "noise" on LinkedIn • How to build value before asking for an appointment on LinkedIn • How to create the right kind of message on LinkedIn • How to follow up without being invasive on LinkedIn • How to build a prospecting schedule on LinkedIn