How to Use Curiosity and Tactical Empathy to Win Business | Chris Walcher, CGO at Kollecta

Sales isn't communication, it's interpretation. In the nest this week, AJ sits down with Chris Walcher, Chief Growth Officer at Kollecta, author of the Amazon best-seller Corporate Casual, and proud "Podfather" of the Dadgood community. We get into the stuff that actually moves deals: reading left-brain vs. right-brain buyers, tactical empathy (and where it crosses into manipulation), loss aversion, the red car theory, and why "relevant" beats "personalized" every time. Plus the line that ties it all together — sales is a lot like reading a book to a room full of kids. Whether you're a green SDR drowning under quota or a leader building a team, there's gold in here. No fluff or slime dogs. Just selling like you give a damn. › Grab Corporate Casual on Amazon › Learn more at kollecta.ai › Join the Dadgood community This was a good flocking episode. 🎙️ Host: AJ Kissh, Head of Marketing at ‪@Try-Parakeet‬ and ‪@OutboundSalesPro‬ 🎧 Guest: Chris Walcher, Chief Growth Officer at Kollecta 🔔 Like, subscribe, and peck that bell to stay updated on all future episodes 🦜 ~~~~ IN THIS EPISODE ~~~~ 00:00 - Intro 01:38 - "Sales isn't communication, it's interpretation" 04:01 - Reading left-brain vs. right-brain buyers 06:31 - Tactical empathy & lessons from Chris Voss 09:05 - Tactical empathy vs. manipulation 13:07 - Building trust without desperation selling 16:08 - Can sellers be trained? Coachable vs. hungry 20:34 - Loss aversion - why we avoid loss over chasing gain 24:35 - The red car theory 27:50 - Personalization vs relevance 30:27 - The creepy side of personalization 34:59 - Timing, rapport, & choosing your channel 42:11 - Why sales is like reading a book to your kids 44:17 - Picking your champion in the room 45:52 - Evolving your pipeline (and your parenting) 46:24 - Where to find Chris, Kollecta & Dadgood ~~~~ STAY CONNECTED ~~~~ https://www.parakeet.io https://outboundsalespro.com/   / parakeetio   Follow AJ:   / andrewkissh   Follow Chris:   / chris-walcher-56aa6877   Corporate Casual: https://www.amazon.com/Corporate-Casu... ~~~~ Chris’ Bio ~~~~ Chris Walcher is the Chief Growth Officer at Kollecta, where he's building a more modern, human-first approach to recovery and debt collection. A best-selling author of Corporate Casual, he hosts the Mutual Connections Vodcast and serves as the proud "Podfather" of the Dadgood community. Chris is passionate about AR health, personal branding, modern sales, leadership, and building real relationships in a digital world. ~~~~ AJ’s Bio ~~~~ AJ is the Head of Marketing at Parakeet and Outbound Sales Pro who treats strategy like art and execution like sport. He has more than a decade of experience in Marketing and brand building, specializing in startups and growing companies. Outside of work, he’s a husband, an ok golfer, a motorcyclist, and a taco enthusiast. DM him on LinkedIn to taco bout marketing. #ColdEmail #GTM #Sales #Outbound #b2bsales #B2BMarketing #LeadGen #InTheNest #Parakeet #outboundsalespro