132: Using the phone to penetrate your target account list with BHY Consulting president Catherine Brinkman
Episode description
On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Catherine Brinkman, sales leader and President of BHY Consulting.
From selling ad space in high school and university, to working with Dale Carnegie Training, to leading her own sales consultancy – Catherine has done it all in sales.
Throughout the pod, Collin and Catherine get executional and discuss how to work an account list on the phone, via email, and social channels.
Highlights include: Catherine’s journey (6:18), penetrating a target account list (19:16), developing warm intros (26:23), going in cold (29:00), cold phone calls (30:21), pre-call research (36:15), Catherine’s cold call (40:14), emails (58:24), using LinkedIn (1:08:39), sales lightning round (1:18:20), and cold call Collin (1:23:18).