005: How Kyle Norton uses "something interesting" to personalize his first touch

In this edition of the Predictable Revenue podcast, hosts Aaron Ross and Collin Stewart welcome Kyle Norton, Sales Coach at League, a growing Toronto-based company redefining the traditional realm of employee healthcare insurance.

In addition to being an all-around sales enthusiast (with years of management experience and plenty of tips and trick to share), Kyle is an avid mixed martial artist and the second Canadian we've had on the show this week.

Throughout this episode, Aaron, Collin and Kyle delve into the intricate world of cadence building, communicating with prospects and establishing a productive sales culture. Highlights include: the importance of constant learning when building and refining outbound sales teams (1:38), League's detailed outbound cadences and how the team build its funnel (8:02), defining (and working) different targets (18:14), establishing vertical segmentation amid League's rapid growth (25:31), the nuances of prospecting to Canada vs. the US (28:08), and some of the mistakes Kyle's made along the way (30:30).