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Catalyst Sale Podcast

Updated 4 days ago

Business
Marketing
Entrepreneurship
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Sales is a thinking process. The Catalyst Sale Podcast is a weekly podcast with Catalyst Sale founder Mike Simmons and host Jody Maberry. We discuss real stories with practical application, in the context of B2B Sales. Other topics discussed include - Sales Strategy, Revenue Operations, Training, Onboarding, Sales Enablement, Organization Enablement, Workforce Development, and Execution.

Read more

Sales is a thinking process. The Catalyst Sale Podcast is a weekly podcast with Catalyst Sale founder Mike Simmons and host Jody Maberry. We discuss real stories with practical application, in the context of B2B Sales. Other topics discussed include - Sales Strategy, Revenue Operations, Training, Onboarding, Sales Enablement, Organization Enablement, Workforce Development, and Execution.

iTunes Ratings

20 Ratings
Average Ratings
20
0
0
0
0

Sales Strategy & Execution Advice

By don macph - Sep 27 2019
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There are thousands of innovators, entrepreneurs, and creators who are building important products and services. Most don’t know how to sell them. That’s a detriment to them and society. This podcast is a resource to solve that problem. It’s a quality mix of strategy and execution advice for salespeople and leaders.

Great Sales Podcast

By Lukethomas91 - Jan 03 2017
Read more
My favorite sales podcast by far!

iTunes Ratings

20 Ratings
Average Ratings
20
0
0
0
0

Sales Strategy & Execution Advice

By don macph - Sep 27 2019
Read more
There are thousands of innovators, entrepreneurs, and creators who are building important products and services. Most don’t know how to sell them. That’s a detriment to them and society. This podcast is a resource to solve that problem. It’s a quality mix of strategy and execution advice for salespeople and leaders.

Great Sales Podcast

By Lukethomas91 - Jan 03 2017
Read more
My favorite sales podcast by far!
Cover image of Catalyst Sale Podcast

Catalyst Sale Podcast

Latest release on Jan 22, 2020

Read more

Sales is a thinking process. The Catalyst Sale Podcast is a weekly podcast with Catalyst Sale founder Mike Simmons and host Jody Maberry. We discuss real stories with practical application, in the context of B2B Sales. Other topics discussed include - Sales Strategy, Revenue Operations, Training, Onboarding, Sales Enablement, Organization Enablement, Workforce Development, and Execution.

Rank #1: #90 - The Art & The Science of Sales - Leveraging Data to Take Action

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The Art & The Science of Sales - Leveraging Data to Take Action.

This week Steve Will, Revenue Champion & SaaS Sales Leader, joins us to discuss sales, data, common challenges, dealing with conflict, and what's next. 

We discuss Steve's background and experience, both as an individual contributor, and leading sales teams.

Questions Addressed
  • How does Steve define success in sales?
  • How do you distinguish between the Art & Science of Sales?
  • How can you improve functional product knowledge?
  • What are common mistakes companies make when thinking about data?
  • What are some of the questions you should be asking when looking at data? 
  • How can technology be leveraged to help improve Marketing & Sales alignment?
  • What does the sales professional of tomorrow look like?
Key Takeaways
  • When Thinking of the Art - three things come to mind for Steve.
    • Sales Skills
    • Product Knowledge 
    • Industry Knowledge
  • Talk to your peers - Peer & Customers are a great source of information when it comes to industry knowledge
  • Ask your prospects & customers where they go for information.
  • Separate yourself from the norm in your space, put your product through the use cases, work through the practical application.
  • When Thinking about the Science of Sales - consider the data that is available.
    • The ability to uncover the story that the data is telling is critical.
    • Putting the information into practical use is the next step.
  • There are a lot of Sales Enablement tools that will help support sales cadences. A common mistake, is running using these tools, but not understanding how the cadence should change based on the personas you are working with.
  • The Funnelwise playbook is a good example of where the Art & the Science of Sales come together in a successful partnership.  Leveraging the data in context to take action.
  • Crucial Conversations
    • You need to have a good understanding of each others role & responsibilities
    • Give your team member the benefit of the doubt
    • Treat people with respect
    • Be patient
  • Most of the time, conflict occurs when goals do not align.
  • As sales leaders, we are comfortable with being measured by revenue.
  • Jill Rowley - talks about the traits of the modern seller.
    • Leverage Data
    • Seek Collaboration
    • Communicate Effectively
    • Exhibit Business Acumen
    • Share New Ideas
    • Embrace Technology
  • The root of sales evil is poor discovery
Show Links Call to Action

How do you distinguish between the Art & Science of Sales?  Let us know via twitter @catalystsale or email us directly.

Please share your stories with us @catalystsale on twitter or via hello@catalystsale.com

----------------------

Thank you

Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community.

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitterfacebook or LinkedIn.

Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Catalyst Sale - Sales Fundamentals Training Program

----------------------

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

Subscribe via Google Play

Catalyst Sale

In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  

Sales is a Thinking Process.

May 15 2018

26mins

Play

Rank #2: Catalyst Sale: The Validation Step

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Episode 4 - Validation - How do you know if there is a deal to be had?  This is the first step in the Catalyst Sale process.  Mike & Mike discuss how to validate if you have a real opportunity, if you are working with the right organization, contact, etc.  

Sales is a Thinking Process.  Catalyst Sale is a learning organization first and foremost. That’s why we care about a thinking process that enables results versus a process that tells people what to do. We aim to add value whenever we can, and our true success is measured by the sustainability of our work long after we complete a project. We surround ourselves with good company and never stop learning.

We are Catalysts. We Connect people we know and people we meet to help create opportunity for others. We Challenge ourselves, our clients and our team, to discover what is possible. We Learn from others, others learn from us and that never stops. We Contribute our expertise to deliver results with meaningful projects that are aligned with our values. We care about the people we work with every day and get great satisfaction from seeing them thrive.

You can find us via LinkedIn, Twitter, & The Catalyst Sale Website on the links below

Mike Conner on Twitter

Mike Simmons on Twitter 

Mike Conner on LinkedIn

Mike Simmons on LinkedIn

Catalyst Sale Twitter

Catalyst Sale on LinkedIn

Catalyst Sale Website

Oct 03 2016

20mins

Play

Rank #3: Episode 32 - Customer Churn

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Listener Question - Customer Churn 

Churn is inevitable.  It should be considered in your business planning, as it is something most organizations experience on a monthly basis.  

What if you are a rep though, and something happens beyond your control?  

How do you get things back on track?  

What happens if you need to take one step backward in order to move things forward?

Let's say you are an Account Manager or Customer Success Manager, and you find that the Account Executive over promised, now you are under delivering.  Or, maybe the customer's perspective of what they purchased has changed.  Maybe you are dealing with a new decision maker, or there is a disconnect between the original decision maker and the team tasked with implementing.

At Catalyst Sale, we are focused on the long game.  This week a listener question draws attention to the things that happen beyond your control, and when it makes sense to recommend that a client reduces their investment with your organization.

We also review why it is important to factor in churn as you work through your budget planning process, and when is the right time to discuss it. 

Catalyst Sale

Sales is a Thinking Process. Qualification, Fit, and Feasibility are core components of our sales process.  You can learn more about Catalyst Sale via our website. or by following us on LinkedIn, Twitter, & the Catalyst Sale Website.

Apr 04 2017

21mins

Play

Rank #4: #145 - Sales Truth - with Author Mike Weinberg

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SalesTruth with Author Mike Weinberg

Mike Weinberg is a consultant, speaker, and has recently authored his 3rd book #SalesTruth.  Both of his first two books have been Amazon bestsellers, and Mike has spoken and consulted on 5 continents in the past year.

This discussion hits a number of the items covered in #SalesTruth.  Additionally, we discuss hockey, the NY public school system, sales, sales management, critical thinking, and doing the work. 

I hope you enjoy the discussion as much as I did.

Questions Discussed
  • Why #SalesTruth?
  • Why do we struggle with doing the work?
  • What can we learn from mimicking those who are successful?
  • Why do we rush to present and demo?
  • What can we learn from Tom and Ron?

We discuss these questions and many others.

Key Takeaways
  • The majority of the sales population today is under mentored and under coached.
  • Watch the top producers in your company or industry.  Watch what they are doing to secure early-stage meetings with potential customers and mimic their approach.  Learn from them.
  • The best practices they are deploying look a whole lot like the best practices of a decade ago or even more.
  • Don't try to solve nine problems at once. Solve one problem at once.
  • Stick to the fundamentals.
  • Don't rush to the Demo.
  • There is no "easy button".
  • Be careful who you listen to, and who you are following on LinkedIn and Twitter.
  • Ask the hard questions - is there practical application of the concepts that work?
  • Think critically and reflect.
Call(s) to Action
  • How do you distinguish between the signal and the noise in social media?
  • What practices have you put into place that work?

Share your answers with us via twitterfacebook or LinkedIn.

Show Links Thank You 

Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community.

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitterfacebook or LinkedIn.

Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

----------------------

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

Subscribe via Google Play

Catalyst Sale

In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. 

Sales is a Thinking Process.

Jun 10 2019

41mins

Play

Rank #5: #161 - Common Mistakes in Sales

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#161 - Common Mistakes in Sales

This week on the Catalyst Sale Podcast, Jody and Mike discuss three common mistakes in Sales. 

  1. We tend to focus on the solution instead of the customer problem
  2. We forget that the customer is the hero in their story
  3. We try to have one solution fit all challenges

Key Takeaways:

  • We forget that it’s all about the customer
  • We continue to miss on empathizing with the customer
  • We don’t take the time to design our interactions with the customer based on an understanding of how they go through the process
  • You don’t come in and save the day, you help out on their big adventure
  • Be a catalyst that helps them with their success
  • Make the buyer look like the hero
  • If you try to solve for each of them using the same lens, you are going to create some risk that is not necessary for the organization
  • Use the right tool for the right problem inside your organization and realize that there are different perspectives that are necessary in order to look at each of these problems
Show Links

Sun Tzu Quote 

“If you know the enemy and know yourself, you need not fear the result of a hundred battles. If you know yourself but not the enemy, for every victory gained you will also suffer a defeat. If you know neither the enemy nor yourself, you will succumb in every battle.”

Call to Action

How are you thinking about revenue operations inside your organizations and do you see the distinction between the customer decision-making process and your sales process? How are you overcoming those challenges?

Thank You 

Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community.

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitterfacebook or LinkedIn.

Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

Are you looking for a way to improve your capability in sales, and grow your business?

Would you like a framework, methods, approach, and tools that can help you put the concepts discussed on the podcast, into practice?

This course is designed for you.

We will apply the Revenue Operations Framework (Know your Customer, Know your Business, Know your Approach) and the foundational Sales Skills (Gathering Data, Story, Time Management, Project Management), to help you design your playbook, and start executing.

Thank you

Sep 24 2019

14mins

Play

Rank #6: Episode 26 - Channel Partners

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Working With and Identifying Channel Partners - Catalyst Sale Podcast

Partners can accelerate growth in your startup.  They can also cannibalize your business if you choose the wrong one.

When you evaluate your partner strategy, it is critical that you identify your primary objectives.   Are you focused on growth in new markets?  Do you have enough margin in your business to properly compensate a partner?  How much time will you save with this approach?  How much will it cost you?  Are you better off building the capability internally?  

Once these questions are answered, and you have identified your target partners, the tough questions follow.  Are they the right cultural fit?  How do our business objectives align?  How will their customers respond to the product?  How will their sales team sell the product?  Why will their sales team sell the product?

Mike and Mike share their thoughts on partner management, qualification, and execution.  They discuss best practices, common mistakes, and share their personal experience.

Catalyst Sale

Sales is a Thinking Process.  Catalyst Sale is a learning organization first and foremost. That’s why we care about a thinking process that enables results versus a process that tells people what to do. We aim to add value whenever we can, and our true success is measured by the sustainability of our work long after we complete a project. We surround ourselves with good company and never stop learning.

You can find us via LinkedIn, Twitter, & The Catalyst Sale Website on the links below;

Mike Conner on Twitter

Mike Simmons on Twitter 

Mike Conner on LinkedIn

Mike Simmons on LinkedIn

Catalyst Sale Twitter

Catalyst Sale on LinkedIn

Catalyst Sale Website

Feb 21 2017

20mins

Play

Rank #7: #103 - Communicate with Empathy

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Communicate with Empathy - Putting yourself in the shoes of others

This week on the Catalyst Sale podcast we chat about communication, specifically communicating with empathy.  It takes us a little time to get to the practical application, but we end the discussion on a strong note with some guidance on how you can communicate with empathy. We also add a point of clarification on the front end of the podcast.  If you are looking for us online, you can find us at https://catalystsale.com

Questions Addressed
  • What does empathy mean?
  • What is the difference between empathy and sympathy?
  • What does it mean to communicate with empathy?
  • What do you think of when you reflect on Lee Cockerell’s quote – “Candor is Truth with Empathy”
  • How does Empathy impact Sales?
Key Takeaways
  • Empathy - Putting yourself in someone else’s shoes.
  • Empathy - Evaluating a situation through their eyes.
  • Being empathetic is doing what you can to put yourself in the shoes of others.
  • Focus on how others may receive the message based on their experiences, where they are at a given point in time.
  • You don’t know what is going on in the mind of someone when you are communicating with them at a given point in time. Ask questions to clarify where they are, what their mindset is.
  • Jody’s Granny – “When you communicate, you are responsible for what someone hears”
  • The same comment, in different places, at different times, can be received differently.
  • Lee Cockerell quote – “Candor is Truth with Empathy”
  • If you want to communicate, and ensure that your message is heard in the way you intended it, you should be truthful, transparent, and communicate with an understanding that considers the perspective the person on the other end.
  • Put the person you are communicating with first.
  • In the context of sales, whatever challenge you are helping the customer overcome, you need to realize it is their challenge.
  • What can we do today to help us communicate with empathy?
    • Ask this question - Do I really understand what my customer is going through right now?
    • Leverage tools like Crystal Knows (https://crystalknows.com/)
Show Links Thank you

Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community.

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitterfacebook or LinkedIn.

Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

----------------------

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

Subscribe via Google Play

Catalyst Sale

In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. 

Sales is a Thinking Process.

Aug 14 2018

22mins

Play

Rank #8: #96 - Motivation Based Interviewing with guest Carol Quinn

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Carol Quinn, CEO of Hire Authority and the Founder & Creator of Motivation-Based Interviewing

Hiring is one of the most important decisions you will make as a CEO, Founder, Leader, or Manager.  Carol Quinn joins us this week to discuss Motivation-Based Interviewing (MBI), the importance of hiring, common mistakes, and important considerations when working through the interview process.

Carol Quinn is CEO of Hire Authority and a national speaker with more than 30 years’ experience in interviewing and hiring. She has taught thousands how to hire High Performers using motivation-based interviewing.

Questions Addressed
  • What are the differences between motivation-based interviewing & behavior-based interviewing?
  • How do you identify/reveal passion?
  • What is the difference between an internal & an external locus of control?
  • What's wrong with "one-upmanship" in the interviewing process
  • What are companies doing when it comes to keeping track of data in their hiring process?
  • How do you bring passion, attitude, and skills into the interview process?
Key Takeaways
  • Hypothetical questions create hypothetical answers
  • With Behavior-Based Interviewing, the expectation is that past behavior will be indicative of future behavior.
  • If you can hire somebody great one time, why can't you when using the same process, create consistency in hiring success? This question and the hit/miss hiring results led to the creation of MBI.
  • MBI - designed to identify high performers - someone who will go above and beyond to get the best results
  • High performers have great skills, passion, and attitude.
  • You can hire someone with great skills, and they could be a poor, average, or high performer - It's not just about skills.
  • The interview process has evolved.  MBI looks at what all high performers have in common.
    • They have the Skill
    • They have the Passion
    • They have the Attitude (how a person responds to on the job challenges)
  • Passion
    • You cannot assess passion directly
    • Interviewers have to get wiser about the questions they ask, they need to understand how to assess attitude & passion.
    • Passion is usually tied to self-motivation
    • Find out what the candidate likes doing the most - ideally, match this to the role.
    • MBI includes a series of 5 questions that focus in on what the person likes doing the most, the least, etc.
    • Weaknesses tell you about skill deficits and tell you about passion.
    • Passion is not something you can teach.
    • Passion helps you get through the adversity.
  • Attitude
    • The high performer's attitude reflects an internal locus of control, their attitude may be "I don't know how to do it, but, we can figure it out" - This is solution focused & empowering
    • The high performer goes into a problem-solving mode
    • They have an optimistic perspective that keeps them in the game
    • This is a split second decision "I can't" or "I can"
    • The "I can't" is representative of an external locus of control
    • The "I can't" person begins a to build a case for why they cannot be successful.
    • No one is pure "I can" or "I can't"
  • Skill, Knowledge, IQ combined predict the successful hire approximately 7% of the time, while Attitude accounts for the remaining 93%.
  • A hiring mistake can set you back, not only due to the cost of the hire, but the time that is lost.
  • As interviewers, we want to be able to identify the high-performer despite their interviewing skills.
  • CareerBuilder - 68% of employers surveyed struggle with interviewing.
  • Interviewing for a sales role is one of the most interesting of all interviews because you have candidates who are prepared to interview & want the job as a sales professional, while at the same time, the interviewer wants to put someone in the role.  This can create significant risk.
  • Many companies look at the cost per hire and average days to fill a role.  These metrics can lead to fast/cheap hires.  As a result, we miss on the quality of the hire.
  • Quality of hire is the most important factor.
  • It does not take any longer to evaluate the quality of a hire. (See link below)
  • Short-term turnover is tied to the hiring process - MBI reduces short-term turnover by ~50%
  • If you have a "quality of hire" problem, and you end up retaining low performers, you will create a culture problem.
  • Attitude is 80% formed by age 5.  The person who has the attitude has to change it, not the employer.
  • The #1 reason for the metrics - to motivate positive change in the hiring process.
  • "Training is not going to fix what the interviewer missed" - Carol Quinn
  • The average interviewer either (A) asks questions off the cuff, or (B) asks canned questions that are ineffective. 
Show Links Thank you

Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community.

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitterfacebook or LinkedIn.

Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

----------------------

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

Subscribe via Google Play

Catalyst Sale

In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. 

Sales is a Thinking Process.

Jun 26 2018

52mins

Play

Rank #9: #160 - Pricing, Productizing Services, and Creating a Product Ladder - with guest Paul Klein

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Pricing, Productizing Services, and Creating a Product Ladder - with guest Paul Klein

This week Paul Klein joins me on the podcast to discuss pricing, time, value, and making the transition from W2 to K1.

Paul is the host of the Pricing is Positioning podcast, a Keynote speaker, and business consultant.

Thanks Paul for the awesome discussion.

Questions:
  • What does the transition from W2 to K1 typically look like?
  • How do you think about productizing services?
  • Why do we fall into the hourly rate trap?
  • If value is subjective, how can that help or hurt us?
  • What are some common misperceptions around pricing when moving from W2 to K1?
  • Why do we over complicate the process?
Key Takeaways:
  • Most people undervalue their services, their expertise
  • The first sale is to yourself
  • Recognize that there is value in what you do
  • You can’t serve every client in every vertical
  • Make it easy for customers to do business with you
  • Give your customers three (3) choices when it comes to pricing - the sweet spot
  • At the end of the day, it’s about the value to the client
  • Value is very subjective
  • People buy outcomes, not time
  • Every brand should have a product ladder
  • Leverage your expertise to build out your design
  • Not all customers are created equally, not all services are created equally
Show Links Call to Action

What processes, roles, systems, do you want to "blow-up" in your organization? Let us know via twitterfacebook or LinkedIn.

Thank You 

Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community.

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitterfacebook or LinkedIn.

Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

Are you looking for a way to improve your capability in sales, and grow your business?

Would you like a framework, methods, approach, and tools that can help you put the concepts discussed on the podcast, into practice?

This course is designed for you.

We will apply the Revenue Operations Framework (Know your Customer, Know your Business, Know your Approach) and the foundational Sales Skills (Gathering Data, Story, Time Management, Project Management), to help you design your playbook, and start executing.

Thank you

Sep 16 2019

37mins

Play

Rank #10: Episode 29 - Account Planning

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The Catalyst Sale Account Plan - Strategic Account Plan Template

At Catalyst Sale we look at the account plan as the roadmap of where we have been, and where we expect to go with an account.  The document is critical to effective strategic sales, and account management.  This plan fits into our qualification stage of our sales process, and will be utilized through proposal, confirmation, and beyond. 

Account planning includes baseline information such as goals, objectives, the roles of the players in the relationship.  It also should include a list of open questions, or gaps in knowledge.  The things we need to know, but have not yet determined or uncovered.  

An effective account plan should read like a story, one that can be used to allow senior leadership, or other players on the team to read up on an account quickly.  We address the why, the who, the what, and via the 30/60/90/180 & past 90, and the when.  

In this weeks' episode of the Catalyst Sale Podcast, we share our personal experience related to strategic account planning, why it is worth the investment of time, and how we apply this approach with our client base. 

Catalyst Sale - Account Plan Template

Sales is a Thinking Process.  Catalyst Sale is a learning organization first and foremost. That’s why we care about a thinking process that enables results versus a process that tells people what to do. We aim to add value whenever we can, and our true success is measured by the sustainability of our work long after we complete a project. We surround ourselves with good company and never stop learning.

You can find us via LinkedIn, Twitter, & The Catalyst Sale Website on the links below;

Mike Conner on Twitter

Mike Simmons on Twitter 

Mike Conner on LinkedIn

Mike Simmons on LinkedIn

Catalyst Sale Twitter

Catalyst Sale on LinkedIn

Catalyst Sale Website

Mar 14 2017

22mins

Play

Rank #11: #84 - Insights and the Importance of Story - Guest Anne Wolf

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Storytelling, Entrepreneurship, and Lessons Learned from Working with Steve Jobs - Guest Anne Wolf

Anne is the President & Founder of Wolf Communications.  She is a Chief Marketing Officer by trade, she has carried a bag, starting her career in sales.  Today, she works with entrepreneurs, many times in a Chief Strategy Officer role.  

We met Anne through the TLDC18 conference. This week we cover a lot of ground, from the transition between sales and marketing, to Anne's time at Apple, to helping new entrepreneurs.  We hope you enjoy the discussion, and look forward to your feedback.

Questions Addressed
  • What is the difference between Brand Story & Authentic Story?
  • What are some of the things a sales rep can do when trying to understand their story, or their customers' story?
  • What was it like working with Steve Jobs?
  • What are some common misperceptions among your students about entrepreneurship?
  • What are some common challenges that you see when working with founders?
  • What are some of the things that people do well when it comes to the exit?  Where do they fail?
Key Takeaways
  • Brand Story - sometimes this is confusing - entrepreneurs tend to focus on feature functionality vs why they are doing this.
  • Authentic story - why they decided to focus on this issue, focus on this challenge.  This helps to convey your passion, helps with onboarding, and helps with keeping customers
  • Mistakes happen when you think of the pitch as a focus on feature/functionality.  
  • Investors want to hear the "why" behind it
  • Your Authentic Story takes a lot of transparency, some people fear this.  Your customers are smart.
  • SHaring the good, the bad, the ugly is better than painting the picture that everything is perfect)
  • Reps tend to focus on presentation of the information, they should focus more on listening.
  • Listen to solve problems.  Anne's success in sales was a function of understanding her customer's story
  • Think of brands we admire - you usually can tell a great story - this is what makes them interesting.
  • Start with the Why
  • Go Where they Live? - Why? (pressure, Problems, Location, Put yourself in the customer's shoes)
  • If you can't be on site - you can bridge the gap by using vocabulary, showing empathy, help the client see you as an extension of their team.
  • Be Brutally Honest. When in Doubt, Tell the Truth. Be Trustworthy
  • Changing human behavior is very difficult.
  • Your brand is your promise.  When the thing breaks - is the company there, or do you regret the promise? - Follow the customer through the lifecycle
  • In Steve's mind, Apple was breaking their promise, they were not delivering great technology.
  • Working with Steve helped Anne recognize the value in "doing something great."
  • Decisive Leadership - It is just as important to know what you are not going to do, as it is to know what you are going to do.
  • This led to the "Think Different" Campaign
  • The sales team was focused on product, the business was focused on changing behavior, changing mindset.
  • This was about releasing something new, something different, which ultimately was the iMac.
  • As reps, sometimes we have a tendency to color inside the lines, embrace the rebellious spirit, use your own story as a tool.
  • Entrepreneurship - it's not as easy as you think.
    • Know who the customer is.
    • Know why will they buy.
    • Know how will you fund it.
  • One common challenge is when you have a CEO/Founder who is so married to their technology, that they can't see around the product. (i.e. the product does not do xyz).  The leadership "DOES NOT SEE THE REALITY"
  • There is such a lack of communication across functions. CEO can be surrounded by people who just tell them what they want to hear.
  • Do you feel awkwardly uncomfortable with what you are communicating? If so, that is a good thing.
  • Over-communication can help with commitment.  Staff may feel awkwardly uncomfortable, communication can help overcome this.
  • Great leaders do not create followers, they create other great leaders.
  • Common theme - students, others, executives - you need to build a level of trust, the foundation of trust is based on intention.
  • Exits are taking longer than in the past.
  • ~70% of startups will fail, Crossing the Chasm takes longer than you think it will take, and many organizations will not get there.
  • The ones who exit manage the exit successfully...
    • Don't count their "coin" too early
    • Maintain a maniacal focus
    • Keep the exit as a closely guarded secret
    • When everyone is talking about the IPO, it takes people off task
  • Failure is an accomplishment
  • Leverage mentors
  • Build your personal brand
Show Links Call to Action

Anne shared her LA County Unified School District story - How can you apply this in your role?  We'd like to hear how you can apply "being there" in the context of your customers.

Please share your stories with us @catalystsale on twitter or via hello@catalystsale.com

----------------------

Thank you

Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community.

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitterfacebook or LinkedIn.

Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

----------------------

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

Subscribe via Google Play

Catalyst Sale

In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  

Sales is a Thinking Process.

Apr 03 2018

1hr 1min

Play

Rank #12: #135 - Call Planning a Tactical Discussion

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Call Planning - How do you Execute?

This is the first of a series of podcast episodes where we will focus on sales tactics.  This week we discuss the call plan.  As has been quoted many times - "Failure to Plan is a Plan to Fail" - Ben Franklin.

This prompts the question - how come we often fail to plan for our sales calls?  How come each of those calls tend to look the same?

Many of the concepts discussed can apply to meeting planning and SME discussions as well.

Thank you for sharing the Catalyst Sale Podcast with a colleague.  Please let us know how you apply the concepts discussed in this episode, via twitterfacebook or LinkedIn.

Questions Addressed
  • How many of us fail to plan for their calls?
  • What's the difference between a template and a script?
  • What happens if you don't plan?
Key Takeaways
  • Most folks fall into two categories when it comes to planning.
  • Catalyst Sale Call Plan Template
    • Who will be there?
    • What are the general objectives?
    • What are the next steps?
  • Start with some key questions
    • Who will be in the call?
    • What will they like to accomplish?
    • What do we want to accomplish?
  • What's the difference between a template & a script?
    • A planning template provides guideposts and allows for creativity.
    • A script provides focused direction. 
  • A little bit of research goes along way.
  • Create clear call objectives
    • One objective may be to schedule the next call 
    • Identify the potential objectives of the other person - They may also be interested in figuring out fit.
    • Don't try to close the deal on the first call (depending on the business you are in)
  • Focus on the customer first
    • Take a service-oriented approach with the person on the other end.  
    • Do the research
    • Be clear about objectives
    • At the end of the call, both should feel like it was a good use of time. 
  • What happens if you don't plan?
    • You may ask the wrong questions
    • You may make assumptions
    • You create risk 
  • Be clear about your criteria for succuss
  • Be respectful of your customer's time
  • Set expectations and execute
Call To Action
  • How do have you applied the Catalyst Sale Call Plan to improve your call outcomes?
  • Send Listener Questions to us at https://catalystsale.com
Show Links Thank You 

Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community.

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitterfacebook or LinkedIn.

Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

----------------------

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

Subscribe via Google Play

Catalyst Sale

In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. 

Sales is a Thinking Process.

Mar 26 2019

19mins

Play

Rank #13: Episode 35 - Salesforce MVP - Dan Peter

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Dan Peter joins us on this week’s Catalyst Sale Podcast. 

Dan is a Salesforce MVP, and Lead Applications Engineer at Kenandy.  Dan started his Salesforce development career in 2009, and is an active leader in the Salesforce community.  Connect with @DanielJPeter on twitter, or look for him at the next Bay Area Salesforce Developer Meetup.

We discuss a number of topics including Ohana at Salesforce, the importance of diversity, women in technology, and AI.  

Links to additional information regarding many of the topics we discuss follow.

Bay Area Salesforce Developer Group

https://www.meetup.com/ForceDotCom/

https://twitter.com/forcedevmeetup

Snowforce (Salt Lake City, UT) conference recap:

https://macgyverforce.com/2017/03/26/snowforce-2017-the-salesforce-crossroads-of-the-west/

Punta Dreamin’ (Punta del Este, Uruguay) conference recap:

https://macgyverforce.com/2017/04/23/a-salesforce-conference-in-uruguay-yes/

Listing of all the Salesforce community conferences

https://allthedreamin.wordpress.com/

Salesforce Trailhead “Cultivate Equality at Work”

https://trailhead.salesforce.com/trails/champion_workplace_equality

Women in Technology

Sandy Kurtzig - https://www.kenandy.com/leadership/sandy-kurtzig/

About Us Page - https://www.kenandy.com/about/

Salesforce Einstein - The impact of AI on data, and creating Superhuman capabilities.

https://www.salesforce.com/products/einstein/overview/

Catalyst Sale

Sales is a Thinking Process. Our sales process includes ValidationQualification, Fit, and Feasibility, Proposal, Closed Won & the Confirmation Step.  You can learn more about Catalyst Sale by following us on LinkedIn, Twitter, & via the Catalyst Sale Website.

Apr 25 2017

25mins

Play

Rank #14: #124 - Sell Without Selling Your Soul with guest Liz Wendling

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Sell Without Selling Your Soul - with author Liz Wendling

Liz Wendling is a sales coach and consultant for women, sales professionals, and a few smart men.  Liz is also the author of Selling Without Selling Your Soul

Bringing integrity to the sales world was Liz's inspiration for this book. Since we are all selling something, Liz thought it was time to drop the baggage, and focus on the thing that keeps us in business - Sales.

I hope you enjoy the conversation as much as I did.

Questions Addressed
  • Sell without selling your soul why?
  • You choose how you want to sell - why is this important?
  • Why do we struggle with identity and confidence?
  • What are some common mistakes we all make?
  • Why is it important to be authentic?
  • What can we do if we struggle with being ourselves?
  • How does technology play a role in sales?
  • What does Liz's execution process look like?
  • What is the Knowing/Doing Gap?
  • What are some skills that we can focus on that will help us be better sales professionals?
  • What are some of the skills that people resist?
  • What does Liz's research process look like?
  • How do we build out our own process?
Key Takeaways
  • It is time for women to reframe what it is to sell, create influence, and generate confidence
  • We can't avoid the thing that keeps us in business - SALES
  • Focus on how you want to be.  We get to choose this, we should lean into this.
  • Sales many times is a love-hate relationship
  • Love the work, but hate the idea of stepping into the role of the salesperson.
  • When we step into this mindset, we create a fatal business strategy
  • If you are reluctant to sell, or have a hatred toward it, it means you are doing it wrong.
  • Common Mistakes
    • Feel like you have to talk about yourself - Best way to combat this - ask questions, listen, relax.
    • Showing up as self-serving rather than self-confident
    • Don't get stuck up in your head.
  • Within the first few moments, the client may decide "you are not it".
  • Authenticity is not a strategy.  You don't learn to be authentic.  You are, or you are not.
  • If you have crappy skills, it does not matter how authentic you are.
  • You have to be you.
  • If it does not feel right, it likely is not.
  • You have an option to change your language. 
  • Stop, figure out a way that resonates with you.
  • If you are using words or a process that is not yours, it's like running around with someone else's clothes.  You'll never feel comfortable.
  • The human element will always be a part of the process.
  • Think Heart to Heart instead of just Head to Head
  • Fit - "we are a good match"
  • Inspired Action - what can I do that can inspire me right now to do what I need to do to move things forward.
  • "If it's on paper, it is something that I thought was important"
  • Knowing/Doing Gap - I know what I need to do, but I'm not doing it.  Break the problem into multiple pieces, smaller parts.
  • Too many people drop the ball because they do not want to stay in the process.
  • If you are going to do the activity, build a process around it to ensure success.
  • People Skills/Communication Skills - We are human beings talking to other human beings.
  • People do not like "being closed", they do like buying things, and solving problems.
  • Empathize from your heart, not your head.
  • Drive-by empathy does not make an impact.
  • Hone/refine your prospecting skills.  Is your prospecting approach a cold-call version of an email?  Are you barging into their inbox?  If so - this is a virtual sales pitch that will get you nowhere.
  • Differentiate yourself.
  • When prospecting - leave out all of the stupid stuff that makes people roll their eyes.  Know the pains, challenges, issues, headaches, heartaches.  Get in their world.
  • Make it about them, their world, not your world.
  • Follow-up - These days people are either failing to follow-up or using improper follow-up - This is the main reason sales pros are losing sales.
  • "You want to give yourself a raise? Improve your follow-up" Liz
  • After the 10th follow-up, they just give up.
  • Follow-up is not a task, it is a process.
  • Honesty is always welcomed - this is an expectation you can set.
  • Ask better questions - GOOD, emotional, questions.
  • Your process is personal.  If you have closed business, you can map out this process. 
  • Create the steps, what does it look like when you pull the path apart, and put it back together?
  • Don't drop the ball in your process.
  • Don't make the prospect feel like they are being forced through your process.
  • Take a personal approach, remember the 1:1 relationships, don't make assumptions, ask better questions.
  • If you don't get the sale - get the lesson.  See if there was a lesson you were supposed to learn.  Assess the situation.
  • There is a nugget in there you can apply to the next sale.
Show Links Thank You 

Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community.

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitterfacebook or LinkedIn.

Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

----------------------

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

Subscribe via Google Play

Catalyst Sale

In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. 

Sales is a Thinking Process.

Jan 08 2019

50mins

Play

Rank #15: #105 - Applying the StoryBrand Framework with Guest J.J. Peterson

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Applying the StoryBrand Framework with J.J. Peterson - Chief of Staff - StoryBrand.

This week on the Catalyst Sale Podcast we revisit StoryBrand and the StoryBrand Framework.  This is one of my favorite discussions to date, and one that I think many of you will save and listen to multiple times.  

We even manage to get some "free consulting" out of J.J. on the podcast, and have applied his recommendations to our home page.  Thank you J.J.

Questions Addressed
  • How has StoryBrand impacted what we are doing at Catalyst Sale?
  • Why do we/Companies want to be the hero?
  • Why do we feel like we have to fall back on feature functionality, rather than the customer story?
  • Does the hero know what success or failure looks like at the beginning?
  • How can we communicate better, and speak more plainly?
  • Have you used the Starbucks test?
  • How can you create magical moments in your customer experience?
Key Takeaways
  • StoryBrand - brand scripts at Catalyst Sale - when we consider new products or services, a StoryBrand brandscript is part of the process.
  • Brandscript - how to talk to the customer in a way that illustrates what's important and helps them engage in the discussion.
  • We know the people at parties who only talk about themselves, they annoy us.  For some reason, we think we need to do this in sales, and ultimately it comes across as insincere.
  • The Hero does not become the Hero until the end of the story.
  • The Guide does not transform throughout the story.
  • The Hero goes through an up-down-up-down cycle.
  • Think of Mary Poppins - she is the guide, not the hero.  The dad is the hero who goes through the hero's journey
  • Features are about us, the benefit is about the customer.
  • StoryBrand BrandScript - 6 things you need to address.
    • # 1 - Identity who your character is (customer) - What do they want, and what do they want to be.
    • # 2 - Identity what is the problem & what do they need to overcome. (position yourself as a brand that solves problems)
    • # 3 - You have to position yourself as the guide. Do this through Empathy & Authority.
    • # 4 - The Plan - "here's the plan" - your customer needs to see that there is a way forward.  (don' t land on the feature, always land on the benefit)
    • # 5 - Call to Action - what's the next step, no guessing
    • # 6 - There are stakes - Success or Failure
  • When you are talking about failure, you do not need to pile on.
  • When it comes to success, talk about things in the context of short-term & long-term.
  • People do not have time to think - if you make me think, you are going to lose me.
  • Big words confuse people - think about this question "what is the benefit?"
  • Starbucks test - 3 seconds, 3 questions
    • What do we do?
    • How does it make your life better?
    • How can I get it?
  • Create magical moments for your customers, focus on the details, deliver the experience.
  • The story is not about you as a company - it is about the customer.
Show Links Thank You 

Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community.

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitterfacebook or LinkedIn.

Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

----------------------

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

Subscribe via Google Play

Catalyst Sale

In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. 

Sales is a Thinking Process.

Aug 28 2018

43mins

Play

Rank #16: #154 - Asking Questions, Preparation, and Gap Selling with Keenan

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Asking Questions, Preparation, and Gap Selling with Keenan

This is an episode that was a long time in the making.  Keenan, author of Gap Selling, and CEO of A Sales Guy Consulting, joins me on the podcast this week.  This is another conversation where you may want to turn the volume down if the kids are around.

Keenan is awesome, he cares about the problems he solves, and he helps organizations and sales reps gain a better understanding of how to do this with their customers.

We cover a lot of ground, including the fundamentals, Keenan's book, yard work, skiing, and simplifying the process. 

Thanks Keenan.

Questions Discussed
  • Why do organizations focus on product over the problem?
  • Why do we struggle with questions?
  • How many problems can an organization solve really well?
  • How many problems will you take action on in a given day?
  • How do we help customers reveal problems?
  • Why do we complicate this stuff?
  • Why do we focus on Us instead of the Customer?
  • How can we do better?
  • Why is it important to ask Why?
  • How does Keenan help to create alignment in organizations?
  • What lessons did Keenan learn from the social ski lesson/networking product he created?
  • What one law does Keenan want to pass?
Key Takeaways
  • Sales has evolved over time, selling was...
    • People on the side of the road (barking)
    • As complication increased, we started talking about the solution
    • Rackman - Spin Selling first started to get folks thinking about the problem
  • Questions highlight your understanding of the concepts.  Statements demonstrating an understanding of the words.
  • Rarely can an organization solve more than 3 problems at once.
  • Focus on the major problems.  The ones that have the greatest negative impact, create the most pain.
  • We make buying decisions on the problems we cannot solve ourselves.
  • Stop guessing, start asking questions to reveal problems.
  • Your customers care about the end result - they will go with genie if the output is what we want.  Confidence is key.
  • Keenan - 3 questions to support qualification
    • Do they have the problem?
    • Do they want to solve?
    • Are they willing to go on the journey with you to fix it?
  • The buyer journey is about the organization, less than it is about the individual - be aware.
  • Pay Attention
    • You need to understand the problem that you solve.
    • Spend time training on the problems that exist
  • The best salespeople know what they need to get out of the customer, they need to validate it, and get the customer to share it.
Show Links Call to Action

Please let us know how you will apply at least one of the concepts or stories discussed today, in your business.  Share this via Twitter or LinkedIn, and tag both of us.

Thank You 

Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community.

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitterfacebook or LinkedIn.

Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

Aug 13 2019

55mins

Play

Rank #17: #132 - Sales Process - Do You Need One?

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Sales Process - Do You Need One?

Continuing our series on common listener questions, this week we discuss Sales Process, why it is important to have one, common mistakes made when defining sales process, and why the Sales Process is different from the Customer Decision Making Process.

Thank you for sharing the Catalyst Sale Podcast with a colleague.  Please let us know how you apply the concepts discussed in this episode, via twitterfacebook or LinkedIn.

Questions Addressed
  • What are some misconceptions when discussing Sales Process?

  • How does Buyer Journey differ from Sales Process?
  • Do most organizations have a defined process?

  • What are some common mistakes in documenting a Sales Process?

Key Takeaways
  • The Catalyst Sale Process (Links to previous episodes)
    • Validation – do I see the potential for a business relationship between both organizations?
    • Qualification – This is where we build out the customer story
    • Fit – Based on what we know about the customer, can we solve their problem?
    • Feasibility – Can the customer implement?
    • Proposal – The solution in the context of the customer, costs, timeline, etc.
    • Closed Won – Contract is executed.
    • Confirmation – Did we do what we said we were going to do?
  • Distinguish between buyer journey (decision-making process) and sales process.
  • Be aware of your biases and the lens you use to evaluate the problem/process/solution.
  • You can improve predictably with an established and well-defined process.
  • A defined process will help with organization alignment
  • Common Mistake - we applying our process to the customer.  Don't do this.
  • The Sales Process, from a Catalyst Sale perspective, is a tool to help with communication and create predictability in forecast.  It is an internal tool
  • B2B (Buying on behalf of others) vs B2C (Buying for our self) - The decision-making journey may be the same, the influence is different.
  • Be the guide, remember that the customer is the hero
  • Liz - Selling Without Selling Your Soul
  • The customer decision-making process is usually a linear path.
  • Demo is not a stage in the sales process
  • Recommendations
    • Design backward
    • Identify patterns
    • Don't skip steps
  • If you are delivering multiple proposals, you are likely skipping steps
  • Don't remove or skip steps - you will increase risk.
  • Don't over complicate the sales process, customer decision-making process, or expected/anticipated sales rep behavior.
Call To Action
  • How do you distinguish between Sales Process & Customer Decision Making Process?
  • Send Listener Questions to us at https://catalystsale.com
Show Links Thank You 

Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community.

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitterfacebook or LinkedIn.

Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

----------------------

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

Subscribe via Google Play

Catalyst Sale

In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. 

Sales is a Thinking Process.

Mar 05 2019

16mins

Play

Rank #18: #120 - Leaders Eat Last a Catalyst Sale Book Review

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Leaders Eat Last - Why Some Teams Pull Together and Others Don't - a Catalyst Sale Book Review

This week on the Catalyst Sale Podcast we review Simons Sinek's "Leaders Eat Last", the episode is brought to you by our sponsor - getAbstract

Questions Addressed
  • How do we use tools like getAbstract?
  • How do we apply the concepts discussed in Leaders Eat Last?
  • What did August learn from reading the book?
  • What are the differences between the approach taken at Costco vs GE?
  • Why is Trust Important?
Call to Action
  • Let us know how you gather feedback.
  • Let us know how you plan to apply the concepts discussed in Leaders Eat Last to your workday?
Show Links Thank You 

Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community.

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitterfacebook or LinkedIn.

Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

----------------------

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

Subscribe via Google Play

Catalyst Sale

In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. 

Sales is a Thinking Process.

Dec 11 2018

22mins

Play

Rank #19: #127 - Territory Planning that Works - Repost

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Territory Planning that Works - A Catalyst Sale Approach

This is a repost of one of our earlier podcast episodes where we cover a topic that we receive a number of questions on Territory Planning.

This week on the Catalyst Sale Podcast we discuss the components that makeup the territory plan, including starting from ground zero, and defining your area of focus. Traditionally this starts as a whiteboard exercise for us. We start with a blank whiteboard and go through yes/no questions to refine our focus. Given that this is a whiteboard exercise, a visual follows.

In previous episodes, we have discussed the Account Plan and the Call Plan. The territory plan establishes the guardrails that the Account Plan, and subsequent call plans fit within. The call plan is the day to day detail. The three of these should tell the story of how you accomplished your objectives. The Territory Plan is a preview of what’s to come.

Questions Addressed
  • How do you start building out a territory plan?
  • Where does Account Planning fit into this process?
  • How much time does this take?
  • What if territory planning is not something that is required in my current role?
  • What are some common mistakes that organizations make when it comes to territory planning?
Key Takeaways
  • Don’t boil the ocean.
  • Compartmentalize and execute - shrink the territory down to something that is manageable.
  • Know your numbers, plan based on the numbers.
  • Allocate ~one hour per week to adapt - Observe, Orient, Decide & Act (OODA Loop)
  • The territory plan helps to identify the spectrum that you plan to work within, or guideposts, for the year
  • Even if territory planning is not a requirement of your role, you may benefit from creating your own.
  • Use the territory planning process as an opportunity to identify new business opportunities & growth.
  • Run your territory as if it were your own franchise.
  • A territory plan should be a living, breathing, document - it is not a one and done proposition.
  • Feed your territory plans with new insight, new information.
  • The plan will and should evolve.

Thank you for sharing this episode. If you like what you heard, please provide a rating and/or review via Apple Podcasts, Google Play Music, Stitcher, or your favorite podcast app.

Show Links Thank you

Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community.

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitterfacebook or LinkedIn.

Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

----------------------

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

Subscribe via Google Play

Catalyst Sale

In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  

Sales is a Thinking Process.

Jan 29 2019

17mins

Play

Rank #20: #144 - Digital Empathy, Marketing, Sales, and Influence with Guest Brian Fanzo

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Digital Empathy, Marketing, Sales, and Influence with Guest - Brian Fanzo

Brian is a Pager-Wearing Millennial Keynote Speaker | Podcaster| Empowering Digital Empathy & Inspiring You to #PressTheDamnButton.  His brand is iSocialFanz

Digital Empathy, Data, Influence, Sales, Questions, Research, Taking a Personal Approach, and Getting Back to Basics, are all topics we discuss during the conversation. 

I hope you enjoyed the conversation as much as I did.

Questions Addressed
  • What are some key mistakes people make when thinking about Digital Empathy?
  • Why is it important to understand your customer, and make it easy for customers to work with you?
  • How do we balance between the listening, spreading the word, and testing?
  • Why is it important to ask your audience?
  • What if I am just starting out, where do I start?
  • Where can you find Brian?
Key Takeaways 
  • Be Willing to Ask More Questions - Revisit What You Know.
  • Ask the Simple Question - Why?
  • The things that worked 9-10 years ago in Sales and Marketing - work today.
  • Technology amplifies both good and bad behavior.
  • Empathy is not agreeing, it is an ability to feel.
  • Imagine if your customers were saying "we" when they talk about your products.
  • Enable customers to share your content.
  • Market to where customers are today, listen to where they will be tomorrow.
  • It is your job to tell your story.
  • The audience determines what is great.
  • Field of Dreams Marketing is Over.
  • Go to where your customers are.
  • We test, We tweak, and We test again.
  • Stop adding to the noise.
  • Just Start - YOU Have to Start - "Press the Damn Button" - Fanzo
    • Start where you are most comfortable
    • Start curating content
    • Don't just share - share and add value/insight
  • 81% of all internet traffic will be video by the end of next year
  • It takes a lot to get used to talking into your phone - start practicing
  • After you start to get comfortable - then go to where your audience is.
  • Care about others first.
  • What works offline - works online.
  • Social can accelerate offline rapport.
  • It is up to us/you to start now.
Call(s) to Action

Take small steps - When you get feedback, or see feedback, respond to the positive feedback - spend time with the good feedback, and share examples.

Ask the Audience - Where do you prefer to engage with Catalyst Sale?

Share your examples via twitterfacebook or LinkedIn.

Show Links Thank You 

Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community.

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitterfacebook or LinkedIn.

Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

----------------------

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

Subscribe via Google Play

Catalyst Sale

In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. 

Sales is a Thinking Process.

Jun 03 2019

54mins

Play

Improving Communication - 172

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On this episode, Mike and Jody discuss the importance of communication in sales and the steps we can take to improve.

Questions Answered:

  • Why do we struggle with communication?
  • How can we practice?
  • What can we do to ensure that what people hear is what we believe we said?
  • When it comes to asking questions, what is your favorite approach?

Key Takeaways:

  • We can always get better
  • Record role play sessions with members of your team and then listen to the session
  • Ask reflective questions
  • Ask questions to validate
  • Get back to basics and use who, what, where, why, when and how.
  • Don’t try to over-think the room
  • Qualification should focus on understanding the customer story
  • Understanding how and when to ask questions is really powerful
Thank You 

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

Jan 22 2020

16mins

Play

Create Togetherness with Author Jeff Davis - 171

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Create Togetherness - Author Jeff Davis

On this episode, Mike is joined by Jeff Davis. Jeff is the author of the new book, Create Togetherness. He is also an international keynote speaker.

Questions Answered:

  • Why write the book now?
  • If we are all operating within the same environment/domain, why the disconnect between Sales and Marketing?
  • How does vocabulary play a role in communication?
  • How can we be more empathetic to the needs of the customer base?
  • What is the cost of mis-alignment?
  • What questions should we be asking within our business?
  • What should we be thinking about from a process perspective?

Key Takeaways:

  • In B2B, data has become more valuable than oil.
  • It is important to align the 2 data sets so we see the same version of reality.
  • We need to agree on not only terminology, but the definition of the terminology.
  • Find a way to partner with colleagues.
  • The customer is looking for someone to help guide them.
  • Be mindful of not just doing more, but understanding how we need to connect with the modern buyer.
  • It’s amazing what happens when you bring a team together and have the team leverage the strengths in their specific area.
  • Lead with value = persistent
  • We need to see the full revenue funnel to understand where opportunities exist.

Show Links:

www.createtogethernessbook.com

Thank You 

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

Jan 15 2020

29mins

Play

Work Hard, Be Nice with Guest Camille Clemons - 170

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On this episode, Mike is joined by Camille Clemons. They discuss life, work, kids, control and butchering quotes. Tune in to hear favorite quotes from both Mike and Camille. 

Questions Answered:

  • Are there quotes you like to lean on or triggers you use to help you maintain focus?
  • How do you find the tool to help you if you don’t know what it is?
  • Why don’t we ask questions?
  • How do you navigate the intersection between work and home?

Key Takeaways:

  • "Work Hard, Be Nice" - Camille
  • Subtle reminders can trigger thought
  • If you keep it simple and the statements resonate, it’s easy to execute.
  • Don’t be afraid to reach out to people.
  • We tend to forget to look back at the things we did
  • We are all our best when we own up to who we truly are.
  • Core foundational concepts apply to our work and personal environments.

Show Links:

Thank You 

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

Jan 08 2020

25mins

Play

Let's Get the New Year Off to a Great Start - 169

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Getting 2020 off to a Great Start

2020 is just about here (well, less than 18 hours away).  How are you prepared, what will you do differently, and how will you get the year off to a great start?

Mike and Jody discuss on this episode.

Questions Discussed
  • How do we get the year off to a good start?
  • What are you doing differently?
  • Why do we continue to struggle with focus and execution?
Key Takeaways
  • Every day is a new day
  • You can't change the past - you can use the information to inform approach going forward.
  • Planning is a critical component - Sit down, plan things out using a 30., 60, 90, 180, 270, 365 day plan.
  • Decide what you do NOT want to do, what do you want to intentionally avoid/say no to.
  • "Excellence is the Next 5 min" - Tom Peters
  • If the next 5 min are going to be excellent - what am I going to do?
  • Execution - it is important to have a long term focus (knowing where we are going), and still execute on the next step that is in front of you (short term execution)
Catalyst Sale Sprints
  • 15 day sprints
  • Focused on putting concepts discussed into practice
  • Daily practice
  • Sharing of information
  • Clear calls to action
  • Examples of what the previous day's work looks like
Call to Action

Let us know what you do to prioritize, maintain focus, and execute.  Send your comments to us via Twitter at https://twitter.com/catalystsale or chat directly via https://catalystsale.com/

Show Links

Thank you for listening to the Catalyst Sale Podcast - If you know someone who would find value in this episode - please share it, and let us know by tagging on us on Twitter, LinkedIN, or Facebook.

This episode was brought to you by the Catalyst Sale series of Sprints.  The sprint of the month series kicks off in January with "Getting the Year off to a Great Start". You can join the interest list here.

https://catalystsale.mykajabi.com/pl/131443

Thank you & Let's Get To Work.

Dec 31 2019

14mins

Play

BONUS - Part V - 25 Days

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Continuing with the 25 days of Christmas Movies with Lessons that apply to Business, Sales, and Life - Here are episodes 21 through 25.

Also, the links to the original YouTube Videos follow. if you'd like to see me in costume.

This series is brought to you by the Catalyst Sale Courses & Sprints - Watch for the 2020 Sprint of the Month Club to be Announced Soon.

Catalyst Sale

Dec 27 2019

11mins

Play

BONUS Part IV - 25 Days

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Continuing with the 25 days of Christmas Movies with Lessons that apply to Business, Sales, and Life - Here are episodes 16 through 20.

Also, the links to the original YouTube Videos follow. if you'd like to see me in costume.

This series is brought to you by the Catalyst Sale Courses & Sprints - Watch for the 2020 Sprint of the Month Club to be Announced Soon.

Survey to choose your favorite video & register to win a Catalyst Sale t-shirt

Catalyst Sale

Dec 25 2019

10mins

Play

Design for User Experience - 168

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Design with User Experience in Mind

On this episode, Mike and Jody discuss user experience and designing with the user in mind.

Questions Answered:

  • Where are some areas that we may have designed without thinking about the user experience?
  • How do we identify where we can improve our approach to designing for the end user experience?

Key Takeaways:

  • If you empathize with the user, put yourself in their shoes, you can identify so many challenges that you may not have considered.
  • We get so focused on the outcome that we forget what the journey looks like and the experience that the customer goes through.
  • User experience testing is so important.
  • A mistake we make is sometimes we look at the problem through the wrong lens.
  • Embrace and engage in the operation.
  • Listen with intention to understand.
  • The only way to overcome blind spots is to shift perspective.
  • If you can reduce the amount of friction your customer goes through, you can create experiences that are significantly better than your competition.

Show Links:

Thank You 

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

Dec 25 2019

23mins

Play

BONUS - Part III - 25 Days

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Continuing with the 25 days of Christmas Movies with Lessons that apply to Business, Sales, and Life - Here are episodes 11 through 15.

Also, the links to the original YouTube Videos follow. if you'd like to see me in costume.

This series is brought to you by the Catalyst Sale Courses & Sprints - Watch for the 2020 Sprint of the Month Club to be Announced Soon.

Catalyst Sale

Dec 23 2019

9mins

Play

BONUS - Part II - 25 Days

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Continuing with the 25 days of Christmas Movies with Lessons that apply to Business, Sales, and Life - Here are episodes 6 through 10.

Also, the links to the original YouTube Videos follow. if you'd like to see me in costume.

This series is brought to you by the Catalyst Sale Courses & Sprints - Watch for the 2020 Sprint of the Month Club to be Announced Soon.

Catalyst Sale

Dec 21 2019

9mins

Play

BONUS - Part I - 25 Days of Christmas Movies Connected to Sales, Business, and Life

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The period between Thanksgiving & Christmas is one of my favorite times of year.  It is a time for reflection, family, food, faith, and preparation.

This year I'm running a 25 Days of Lessons we can takeaway from Holiday Movies.  My objective with this project is to improve my comfort with video, highlight the small things that we may miss in some of our favorite movies, and have some fun.

Here are the links to the original YouTube Videos, if you'd like to see me in costume.

This series is brought to you by the Catalyst Sale Courses & Sprints - Watch for the 2020 Sprint of the Month Club to be Announced Soon.

Catalyst Sale

Dec 19 2019

10mins

Play

Podcasting and Business with Guest Evo Terra - 167

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On this episode, Mike is joined by Evo Terra. Evo is a podcast strategist with Simpler Media Productions.

Questions Answered:

  • Should organizations take advantage of podcasting as a way to communicate to employees?
  • Why do organizations struggle with the idea of putting together a podcast?
  • What are some advantages of communicating through the spoken word?
  • How long does a podcast need to be?
  • How can we avoid analysis paralysis? 
  • What happens if you change the style mid-stream?
  • What are some common mistakes people make when starting on this journey?
  • How do you look at audio as a secondary activity?
  • How can content be reused?
  • What can I do if I want to get started podcasting?

Key Takeaways:

  • Podcasting is a lot easier than most people think.
  • We are natural storytellers.
  • Each episode should have a theme
  • Design is important
  • Intent is important
  • Think about it as content marketing
  • Figure out a structure first
  • 25 - 30% of people listen to a podcast weekly
  • Podcasting can be a dedicated communication channel for your business, but it is also ubiquitous.
  • You can do totally private podcasting if you want. 
  • You don’t want it to appear random. 
  • There is very little correlation between how long it takes to enjoy a podcast and how long it takes to assemble a podcast.
  • The best microphone to use is the one that you have and know how to use properly.
  • Podcast listening is a found time activity.

Show Links:

Thank You 

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

Dec 18 2019

44mins

Play

Sales Tech Stack Selection Process with Vendor Neutral - Guests Dan Cilley and Steven Wright - 166

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How Do You Select Your Sales Stack?

Mike is joined by Dan Cilley and Steven Wright of Vendor Neutral. Dan is the Co-Founder of Vendor Neutral and Steven is a Certification Analyst. The Vendor Neutral mission is to simplify the Sales Tech selection at all levels. 

This is a follow-up from an earlier podcast where Mike discusses the stack we use and implement with our Catalyst Sale clients.

Questions Answered:

  • Why do organizations come to Vendor Neutral for help?
  • What is the Vendor Neutral S.T.A.C.K. framework?
  • What are some internal questions we can start with?
  • Why do folks struggle with these questions?
  • What are the challenges with stakeholder alignment?
  • How does empathy play a role?

Key Takeaways:

  • Vendor Neutral assessments are buyer facing
  • Understand your own process first.
  • What we need to look for more often than not is the emotional transfer, the buyer journey.
  • Invest some of this thinking into both the Buyer and the Seller journey. 
  • Remember your internal customers

Show Links:

Thank You 

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

Dec 11 2019

27mins

Play

Habit Creation, Workforce Performance, Communication and Frameworks with guest Luke Thomas - 165

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Habit Creation, Workforce Performance, Communication - with guest Luke Thomas

This week I am joined by Luke Thomas. Luke is the Co-Founder of Friday and a former colleague. Friday is building software that aids high-performing people in the habit creation process and improving performance at work. We discuss creating habits, communication tools we all use and how to get people motivated to start a habit.

Questions Answered:

  • How do we build and form habits?
  • How do we get technology to compliment the people doing the work?
  • How do we know which communication tool to use?
  • Why do frameworks resonate with us?

Key Takeaways:

  • Having a trigger dramatically improves the probability that people will do the “thing” (task, habit, etc..)
  • People process seeing emojis as a facial reaction.
  • Text can be easily misinterpreted. Communication channels need to adapt.
  • If you deliver the right thing on the wrong channel, it may not work.
  • When you ask for information that people can provide behind a screen, you tend to get better data.
  • In-person is the richest communication channel

Show Links:

Thank You 

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

Dec 06 2019

35mins

Play

The Distress of Busyness - 164

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The Distress of Busyness

Mike and Jody discuss how to combat the stress of busyness and eliminate feeling as though you are underwater. 

“Stress is good, it’s distress that makes us feel bad.” - Lee Cockerell 

Questions Answered:
  • Is this distress real or is it manufactured?
  • How do I get a handle on all that needs to be done?
  • If we are feeling distressed, what do we do?
Key Takeaways:
  • Put a date or deadline on your to-do items. Otherwise, you are likely to put the task off again or never return to it.
  • Be sure to have a process you use and then trust your personal processes.
  • Focus on high impact items
  • By pushing things off to tomorrow, you don’t actually address the challenge you have out there.
  • Have a day to focus on the things that aren’t urgent but are important.
  • Identify opportunities to do things that you really enjoy.
  • Realize that you are not alone. You aren’t the only one who has had this level of stress. 

We would love to hear how you combat stress in your life/business. Share your tips via twitter.

Show Links:

Thank You 

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

Dec 05 2019

19mins

Play

Scary Impossible and the Other Side of Taking Risks - with Jeff Noel - 163

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What can you find on the other side of risk?

This week is a bit different, this episode was recorded live at Disney's Wilderness Lodge.  Jeff Noel and I had an awesome conversation around risk, what you'll find on the other side of risk, and the importance of doing things that are scary.

I hope you enjoy the conversation as much as I did.  Make sure you engage with Jeff via Twitter or LinkedIn, to continue the discussion.

Show Links Call to Action

Take Jeff's challenge, grab a piece of paper, write at the top of it, "I was put on this world to...", complete this sentence, paragraph, etc. until you bring yourself to tears.

Thank You 

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitterfacebook or LinkedIn.

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

Oct 31 2019

18mins

Play

Growth, Testing, Burnout, Experience, and Innovation - with Guest Justin Welsh - 162

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What happens when you get out of your office, and step into the operation?

This week Justin Welsh joins me on the podcast to discuss a number of topics.  We discuss success and failure in sales, burnout and imposter syndrome, the transition from individual contributor to manager and leadership, and the importance of getting out and working in the operation.

I hope you enjoy the conversation as much as I did.  Make sure you engage with Justin via Twitter or LinkedIn, to continue the discussion.

Show Links

 

Call to Action

How are you thinking about innovation in your organization?  How can you improve your capabilities and understanding by working within other groups, by putting yourself in their shoes?

Thank You 

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitterfacebook or LinkedIn.

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

Oct 24 2019

30mins

Play

#161 - Common Mistakes in Sales

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#161 - Common Mistakes in Sales

This week on the Catalyst Sale Podcast, Jody and Mike discuss three common mistakes in Sales. 

  1. We tend to focus on the solution instead of the customer problem
  2. We forget that the customer is the hero in their story
  3. We try to have one solution fit all challenges

Key Takeaways:

  • We forget that it’s all about the customer
  • We continue to miss on empathizing with the customer
  • We don’t take the time to design our interactions with the customer based on an understanding of how they go through the process
  • You don’t come in and save the day, you help out on their big adventure
  • Be a catalyst that helps them with their success
  • Make the buyer look like the hero
  • If you try to solve for each of them using the same lens, you are going to create some risk that is not necessary for the organization
  • Use the right tool for the right problem inside your organization and realize that there are different perspectives that are necessary in order to look at each of these problems
Show Links

Sun Tzu Quote 

“If you know the enemy and know yourself, you need not fear the result of a hundred battles. If you know yourself but not the enemy, for every victory gained you will also suffer a defeat. If you know neither the enemy nor yourself, you will succumb in every battle.”

Call to Action

How are you thinking about revenue operations inside your organizations and do you see the distinction between the customer decision-making process and your sales process? How are you overcoming those challenges?

Thank You 

Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community.

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitterfacebook or LinkedIn.

Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

Are you looking for a way to improve your capability in sales, and grow your business?

Would you like a framework, methods, approach, and tools that can help you put the concepts discussed on the podcast, into practice?

This course is designed for you.

We will apply the Revenue Operations Framework (Know your Customer, Know your Business, Know your Approach) and the foundational Sales Skills (Gathering Data, Story, Time Management, Project Management), to help you design your playbook, and start executing.

Thank you

Sep 24 2019

14mins

Play

#160 - Pricing, Productizing Services, and Creating a Product Ladder - with guest Paul Klein

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Pricing, Productizing Services, and Creating a Product Ladder - with guest Paul Klein

This week Paul Klein joins me on the podcast to discuss pricing, time, value, and making the transition from W2 to K1.

Paul is the host of the Pricing is Positioning podcast, a Keynote speaker, and business consultant.

Thanks Paul for the awesome discussion.

Questions:
  • What does the transition from W2 to K1 typically look like?
  • How do you think about productizing services?
  • Why do we fall into the hourly rate trap?
  • If value is subjective, how can that help or hurt us?
  • What are some common misperceptions around pricing when moving from W2 to K1?
  • Why do we over complicate the process?
Key Takeaways:
  • Most people undervalue their services, their expertise
  • The first sale is to yourself
  • Recognize that there is value in what you do
  • You can’t serve every client in every vertical
  • Make it easy for customers to do business with you
  • Give your customers three (3) choices when it comes to pricing - the sweet spot
  • At the end of the day, it’s about the value to the client
  • Value is very subjective
  • People buy outcomes, not time
  • Every brand should have a product ladder
  • Leverage your expertise to build out your design
  • Not all customers are created equally, not all services are created equally
Show Links Call to Action

What processes, roles, systems, do you want to "blow-up" in your organization? Let us know via twitterfacebook or LinkedIn.

Thank You 

Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community.

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitterfacebook or LinkedIn.

Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

Are you looking for a way to improve your capability in sales, and grow your business?

Would you like a framework, methods, approach, and tools that can help you put the concepts discussed on the podcast, into practice?

This course is designed for you.

We will apply the Revenue Operations Framework (Know your Customer, Know your Business, Know your Approach) and the foundational Sales Skills (Gathering Data, Story, Time Management, Project Management), to help you design your playbook, and start executing.

Thank you

Sep 16 2019

37mins

Play

#159 - Open To Think - Repost

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Guest - Dan Pontefract, Author - Open to Think

Dan is the author of Open to Think, an awesome read on the process of thinking, aspects of thinking, issues that get in the way of thinking, and what you can do about improving your thinking.

We hope you enjoy this discussion as much as we did.

Thank you for listening to & sharing the Catalyst Sale Podcast.

Questions Addressed
  • Why do we struggle with thinking?
  • Why do we like to go to the signal?
  • How do we overcome stress, distraction or both?
  • What are some ways leaders can build empathy?
  • Prioritization - how can we do better at this?
  • What inspired Dan to write the book?
  • What are the three types of thinking?
  • What are some examples of where things have gone bad when we fall to think?
Key Takeaways
  • Busyness gets in the way of Thinking
    • We are distracted
    • Our minds wander
    • Think of the dogs in up - "Squirrel"
  • Inability to say no gets in the way of Thinking
    • We forget to subtract
    • We are addicted to the dopamine hit
    • We are good at doing.
  • Plato's warning about the Book.
  • We are distracted 
    • In 2016 distracted driving outpaced drunk driving accidents
    • We don't like to say no
    • We need to remove distractions and consciously invoke willpower
  • Executive function is not fully formed until the mid-20s
  • Be mindful - be into the point of why you are where you are
  • Attentiveness to what is going on "in the moment"
  • Block things out
  • Empathize / life is difficult these days
    • Rational empathy - sensing (mind of someone else)
    • Emotional empathy - feeling the pain
    • Sympathetic empathy- observing and reacting
  • Time is our most precious asset/resource
  • Prioritization - When the leader helps the team with management of their time good things tend to happen. 
    • Recognize the way the leader prioritizes will be different from the team. This should not be micromanaged.
    • Indirect - Don't accept the default meeting times - Free up time
    • Direct - Coach, guide.
  • The inspiration for Open To Think
    • Maybe there is a lack of purpose because our thinking is not like it was back with the greeks.
    • Cole - How many more mother's days to they have left?
  • Dream, Decide, Do - Repeat
  • Types of Thinking - 31 min type of thinking
    • Open Thinking revolves around three types of thinking.
    • Creative Thinking - Do you Reflect?
    • Critical Thinking - Decide - How are you making that decision?
    • Applied Thinking - commitment to take action on something you have decided.
  • Don't skip critical thinking to get to applied thinking, and don't skip applied thinking to get back to creative - Leverage your loops
  • Hawaii example
    • Rushed and not thought through
    • Listen to the evidence
  • "Beware the barrenness of a busy life" - Socrates
Show Links Thank You 

Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community.

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitterfacebook or LinkedIn.

Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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Catalyst Sale

In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. 

Sales is a Thinking Process.

Sep 11 2019

42mins

Play

#158 - Transparency, Investment, and Struggle - with Rand Fishkin

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Transparency, Investment, and Struggle - with Rand Fishkin

Rand is an author, founder, recent founder/ceo of SparkToro.  His book "Lost and Founder" is one that I wish I would have been able to read before we started Catalyst Sale.

This episode has a fair amount of range, we cover a number of topics including investment, learning, diversity, and struggle.

Thank you Rand for the awesome discussion.

Questions Discussed
  • Do Founders feel like they are the only ones struggling with their problem?
  • Why should Founders not think that the organization who is going to provide some funding has their best interest at heart?
  • How do you explain the different types of investment?
  • Is there something you can do to help inspire curiosity?
  • Where does diversity play in all of this?
  • How do the MVP and EVP concepts apply to intrapreneurs?
Key Takeaways
  • When Founders take capital or attempt to raise capital, they don’t fully understand the mechanics of the investors from which they are raising and they don’t understand how priorities can shift from year to year.
  • VC is kind of a default for a lot of Founders when it probably shouldn’t be.
  • Only 20% of capital firms that beat the market
  • This changes the fundamental incentives of what you need to do as a business
  • It enforces the importance of communication, transparency and alignment
  • Sometimes the story you want to tell, isn’t the one they want to hear
  • I cannot think of a good reason to intentionally impair the most important part of your job which is decision making
  • Find four or five people that you have a connection with who do the same work as you, but are not directly competitive and ask if you can join an e-mail/slack/what’s app group to share your experiences
  • There is a ton of opportunity in doing some extra work in order to get a better outcome
  • If you know you are going to launch to a large audience, don’t launch until people are truly impressed
Show Links Call to Action

What processes, roles, systems, do you want to "blow-up" in your organization? Let us know via twitterfacebook or LinkedIn.

Thank You 

Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community.

Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitterfacebook or LinkedIn.

Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

Are you looking for a way to improve your capability in sales, and grow your business?

Would you like a framework, methods, approach, and tools that can help you put the concepts discussed on the podcast, into practice?

This course is designed for you.

We will apply the Revenue Operations Framework (Know your Customer, Know your Business, Know your Approach) and the foundational Sales Skills (Gathering Data, Story, Time Management, Project Management), to help you design your playbook, and start executing.

Thank you

Sep 04 2019

42mins

Play

iTunes Ratings

20 Ratings
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Sales Strategy & Execution Advice

By don macph - Sep 27 2019
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There are thousands of innovators, entrepreneurs, and creators who are building important products and services. Most don’t know how to sell them. That’s a detriment to them and society. This podcast is a resource to solve that problem. It’s a quality mix of strategy and execution advice for salespeople and leaders.

Great Sales Podcast

By Lukethomas91 - Jan 03 2017
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My favorite sales podcast by far!