(Part 5/5 of the What is Outgrow Series)
Outgrow Isn’t Just About Sales Knowledge – It’s About Sales Doing
If you’ve ever sat through a sales workshop, learned some new ideas, and then gone right back to your old habits, you already know the dirty little secret:
Knowing doesn’t create growth.
Doing does.
Outgrow exists to bridge that gap, not by overwhelming teams with new theories, but by embedding simple, daily actions that change how companies grow.
The four cornerstone behaviors – Proactive Calls, DYKs, rDYKs, and Pivots – drive everything.
Here’s a brief introduction to each one, drawn directly from Outgrow by Alex Goldfayn, with an open invitation for you to experience the real magic by reading the book or reaching out to learn more.
What Are Proactive Calls?
Proactive Calls are at the heart of the Outgrow system.
They are brief, relationship-building outreach to customers and prospects, made when nothing is wrong.
These calls typically follow a three-part, three-minute structure:
- The Opening: A personal, relationship-first check-in (example: “I was thinking about you. How’s the family?”)
- Shift to Business: Asking helpful, opportunity-opening questions (DYKs and rDYKs).
- Pivot to a Next Step: Moving naturally toward a quote, an order, or a future meeting .
Proactive Calls aren’t pushy.
They’re human, professional, and confidence-building – both for the salesperson and the customer.
What Are DYKs (Did You Know Questions)?
DYKs (“Did You Know” questions) are simple ways to inform and educate customers about additional products, services, or solutions they might not be aware you offer.
Examples:
- “Did you know we also carry product X and Y now?”
- “Did you know we expanded our service area last month?”
According to Outgrow’s 20+ years of tracking:
- About 20% of DYKs directly create new business.
The goal?
Maximize your team’s use of DYKs, because each one is a simple swing at growing customer value.
What Are rDYKs (Reverse Did You Know Questions)?
rDYKs (“Reverse Did You Know” questions) flip the focus.
Instead of telling customers something new, you ask what they need that you’re not currently providing.
Examples:
- “What else do you have going on that I can help you with?”
- “What aren’t we quoting you today that we should be?”
rDYKs help uncover hidden opportunities.
They show customers that you care enough to ask, not just to sell.
What Are Pivots?
Pivots are natural invitations to move forward, either toward a sale or toward the next conversation.
Examples:
- “When would you like us to deliver this?”
- “Can I add that to your current order?”
- “When should I follow up with you on this?”
Pivots eliminate lingering, awkward “maybes” and make it easy for customers to say yes…to the next product, the next call, or the next meeting.
Why These Simple Actions Matter
The brilliance of Outgrow is not that it introduces brand-new sales tactics.
It’s that it systematizes basic human behavior at scale:
- Proactive outreach instead of reactive firefighting.
- Helpful communication instead of hard selling.
- Consistent daily reps instead of bursts of random effort.
As Alex Goldfayn often emphasizes:
“Sales is not about what you know. It’s about what you do.”
Outgrow companies don’t just think differently, they act differently every single day.
Ready to Experience the Power of Outgrow for Yourself?
If you’re serious about moving from sales reading to sales doing, here’s your next step:
- Read my detailed Amazon review of Outgrow: Check it out here
- Purchase your copy of Outgrow: Buy it here on Amazon
- Or contact me directly. If you’re in Oregon, Washington (or beyond), I’d be happy to show you how companies are bringing these simple, powerful actions to life.
Because when you do Outgrow – not just learn it – growth is inevitable.
