Start the Deal™: Why You? Why You Now?®

Start the Deal™: Why You? Why You Now?®

There’s a better way to prospect– Have you learned it yet?

Whether you’re a BDR or sales rep building your pipeline or an account manager responsible for identifying upsell or cross-sell opportunities, we have the tactics and hacks you need to increase conversion rates on every email and cold call.

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Start the Deal™: Why You? Why You Now?®
  • Start The Deal: Volume I

    In this two part Hallmark you will be introduced to our communication technique, "Why You? Why You Now?™. The WYWYN approach provides the foundation for our Start the Deal Practice, as it transforms the way you call and email prospects. Key Concepts include email, voice mail, cadence, workflows...

  • Start The Deal: Volume II

    In this two part Hallmark you will be introduced to our communication technique, Why You? Why You Now?™. The WYWYN approach provides the foundation for our Start the Deal Practice, as it transforms the way you call and email prospects. Key Concepts include email, voice mail, cadence, workflows,...

  • Class: No Response? Now What? - Your Prospecting Sequence

    Presented live: March 14th @ 11am ET

    Most initial prospecting attempts fail to generate a response. To follow up appropriately, we discuss the strategy in follow up of outreach attempts vs inbound leads, how to prospect both wider AND deeper within the lead source, and how to execute a cadence ...

  • Class: The Why You™ UNPLUGGED! ("Triggers")

    Presented Live: January 24th @ 11am ET

    The entire WYWYN prospecting technique is predicated on the use of sales triggers with these compelling events becoming the subject of the first line of every email and cold call. In this class Jeff and CeCe discuss research techniques, universal triggers a...

  • Class: The Why You Now™ UNPLUGGED! ("Value")

    Presented Live: January 31st @ 11am ET

    The entire WYWYN prospecting technique is predicated on the use of sales triggers but triggers are meaningless without a strong tieback to the value you deliver. In this class, Jeff and CeCe discuss the art of driving urgency and relevancy through your valu...

  • Elements to a Cold Call Intro

    Summary of the three elements to a cold call.

    You will learn how to greet your buyer, when to introduce your name, and how to close the call.

  • Class: Voice Mail: Should I or Shouldn't I?

    Presented Live: February 14th @ 11am ET

    Voicemails may seem like a black hole, but they are a key part of any outreach strategy. When do you leave them? What do they sound like? And how do they fit into your cadence? CeCe and Jeff share all the do's and don'ts of phone and voice mail in this class.

  • Elements to a Powerful Voicemail

    Summary of the three ways to leave a powerful voicemail.

    You will learn how to its construct your vm, how to close over vm, and the art of ending on a number.

  • Elements to a Cold Call Intro

    Make a cold-call/ Start a cold call/ Three bridges
    - We've never met
    - My name is
    - Based on this I thought I'd start with you

  • Breaking Up with Non-Power

    Summary of the three things to do when realize your prospect has no power.

    You will learn how to breakup with a prospect, pivot, and multi-thread your account.

  • Voice Mail: Should You Or Shouldn't You?

  • Why You Now?™ Unplugged: Value Proposition

    The entire WYWYN prospecting technique is predicated on the use of sales triggers but triggers are meaningless without a strong tieback to the value you deliver.

  • Closing for the First Meeting

    Summary of the three ways to close for a first meeting.

    You will learn how to position the prospect, close for time, and get their cell phone number in the process.

  • Hack: Does My Signature Matter in My Emails?

  • Hack: When Should I Introduce Myself?

  • Triggers for your WYWYN emails

    Summary of the three things you need to remember when looking for triggers on your WYWYN emails.

    You will learn the importance of prospecting to companies, multithreading through research, and prioritizing authenticity.

  • The "T" in BANT

    Summary of the three ways to uncover the "Time" element in "BANT."

    You will learn how to reveal past timelines, understand current ones, and build urgency.

  • Prospecting to the EA

    Summary of the three ways to prospect to the Executive Assistant role.

    You will learn how to establish yourself as "Student," close the EA directly, and re-close.

  • Multithreading with triggers

    Summary of the three things you need to remember to take your triggers and WYWYN emails to the next level.You will learn the how to go bigger, wider, and get more surgical with your triggers.

  • Why You? Why You Now?® Structure

    Summary of the three elements of the "Why You? Why You Now?" technique.
    You will learn the Trigger, the Value Prop, and the Close."