How Our CEO Hit 25 Sales Meetings a Week (and What Caydo Measures in 2026)

Sep 14

2 min read

Updated: Sep 16

We asked Caydo CEO Harriet Mellor how she achieved $10 million in annual sales after only three years in the industry. Her answer was simple: it started with volume, and specifically, sales meetings.

In her IT and cyber sales career, Harriet averaged 25 meetings per week. It was intense, but with the right strategy, it was completely manageable. That discipline became the foundation for the outbound and lead development work we now do for tech, cybersecurity, and SaaS companies across Australia, New Zealand, the UK, and Singapore.

In this post, we share Harriet’s original playbook — calendar discipline, high‑volume multi‑channel outreach, smart prospecting, and relentless follow‑up — and how we’d apply those lessons today, including what we’d measure in 2026 to ensure meetings turn into real pipeline.

The power of sales meetings

Meetings drive sales. They help you build relationships, uncover new opportunities, and keep your pipeline moving. While some sales teams don’t set targets for meetings, we believe having a structured approach keeps you accountable and ensures consistent momentum.

Harriet’s target was 25 meetings a week. That number gets attention — and for good reason. Most organisations are looking for 5–10 meetings a week maximum.

Hitting 25 requires a different level of consistency, systemisation, and mindset.

Here’s how she made it work.

1. Mastering the calendar

To hit 25 meetings a week, Harriet’s calendar was a military operation. Every minute was accounted for. She structured her week to ensure she had dedicated time for outreach, follow‑ups, and calls:

Mornings: Focused on outreach and booking meetings.
Afternoons: Conducting meetings and follow‑ups.
Evenings: Reviewing progress and setting up the next day’s activities.

Consistency is key. If you only focus on meetings when you need them, you’ll find yourself scrambling. Plan weeks ahead so you’re always moving forward.

How we’d frame it now: the goal isn’t just “meetings on the calendar”. It’s meetings that actually happen and turn into opportunities. If your team is smashing meeting targets but the outcomes aren’t there, the target is wrong — not the team. They’re just focusing on the wrong thing.

2. Using “car chats” to maximise time

Being based in Perth, Harriet had a time zone advantage when calling clients on the east coast of Australia. Her morning commute became an opportunity to make calls to vendors, check in with prospects, and prepare for the day. If you can identify these “dead times” in your schedule and make them productive, you’ll unlock more efficiency.

3. High‑volume outreach: calls, emails, and LinkedIn

Meetings don’t book themselves. Harriet used a multi‑channel outreach strategy that combined: