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Business
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Entrepreneurship

Catalyst Sale Podcast

Updated 2 months ago

Business
Management
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.

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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.

iTunes Ratings

21 Ratings
Average Ratings
21
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

21 Ratings
Average Ratings
21
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 Aug 03, 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: The Art & The Science of Sales - Leveraging Data to Take Action - 90

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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: Consistency - How do you Execute and What Tools do you Use? - 138

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Consistency - How do you Execute and What Tools do you Use?

This is the second of a series of podcast episodes where we will focus on sales tactics.  This week we discuss the importance of consistency, and how the practice of consistency as a strategy translates into specific tactics.  We also discuss some of the tools that help us maintain consistency and execute.

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 is consistency a tactic and not a strategy?
  • How do we treat consistency a tactic?
  • How important are tools when thinking about consistency?
  • What are some of the tools we use to support consistency?
Key Takeaways
  • Consistency is actually both a strategy and a tactic.
  • Saying what you do, and doing what you say.
  • This is important both in building rapport and trust.
  • Start with your calendar - block out time to accomplish the things you plan to deliver.
  • Think about the expectations you are setting with your customer based on the behaviors you demonstrate.
  • It is better to be consistent than to average out.
  • You create patterns, these patterns help to create expectations.
  • You can design the approach you take with your customer base.
  • This consistency will help you reveal risk when things that are not consistent pop-up.
  • The Account Planning template can help improve execution through consistent application.
  • Tools can support consistent results.  Some of the tools I use follow
  • Use the tool that is right for you.
  • Test new tools, you might find that something new will work for you, you might find that you are better served by returning to older tools.
  • Good things happen when you do the work, not when you think about the work.
Call to Action
  • What are some of the tools, techniques, or tactics you use to increase Consistency?
  • 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.

Apr 16 2019

14mins

Play

Rank #3: 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

Rank #4: Mindset with Jeff Noel - a Practical Discussion - 186

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This is the sixth in a series of short episodes where we will focus on specific topics that are relevant to today's working environment.  Many of us are making the transition to remote work, working from home, leading distributed teams, navigating our own personal experiences. 

Jeff Noel is a friend, podcaster, speaker, and educator.  He knows mindset, and he joins me today to discuss it.  

Questions Addressed
  • What is Mindset?
  • What are some common mistakes we make when thinking about Mindset?
  • Why do we make these mistakes?
  • How can we avoid these mistakes?
  • How does this change when thinking about Mindset in the context of working from home or remote work?
  • How does this change when thinking about Mindset in the context of Teams, Customers, and Self?
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 at https://www.catalystsale.com 

Mar 21 2020

19mins

Play

Rank #5: Customer Churn - 32

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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 #6: Regaining Momentum and Kicking Off the New Year - Again - 128

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Regaining Momentum and Kicking off the New Year - Again

Executing on Your Objectives - This week on the Catalyst Sale Podcast we discuss maintaining focus on your goals in the New Year, at a time where you might be losing momentum.

Momentum may have faded, you may have already decided to wipe the slate clean.  It's February - get refocused, and start executing.

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

Questions Addressed
  • Why do we struggle with execution?
  • Do you set larger goals?
  • How does fitness goals relate to executing professional goals?
  • How can we improve on execution?
Key Takeaways
  • Start with one thing.
  • We tend to overcomplicate goal setting, trying to accomplish too much.
  • If you can execute on the first goal, then establish two more.
  • Push your capacity to the limit, then determine your actual capability.
  • There are always some larger overarching goals. However, there still should be some smaller, more short term objectives that help keep you on track.
  • Jeff Noel discusses goals and focus on this episode of the Catalyst Sale Podcast
  • Tactical things you can do to get closer to executing on your goals.
    • Be realistic
    • Deconstruct success - break things down
    • 1st establish goals
    • 2nd establish measurements
    • 3rd identify tools
  • Reevaluate your KPIs often - Measure what matters
  • Think of daily, monthly, quarterly measurements and guideposts
    • Establish step goals
    • Let's say we set a goal to lose 12 lbs in a year.
    • Break this down to 1 lb a month
    • .25 lbs a week
    • Factor in the seasonality
    • Design for the changes
  • Application to sales - think about your daily, weekly, monthly, and quarterly goals - Are you creating the number of opportunities necessary to hit your number?
  • Application to product - Are you shipping enough features to hit your major objectives?
  • The mechanism you use to keep track of progress should be incorporated into your daily workflow - i.e. google docs, apps on your phone, etc.
  • Ask this question - Am I making progress or do I need to course correct?
  • Keller - The One Thing - Book Review Podcast
  • You can readjust, reassess, failure is ok.
  • Is it better to set 10 goals, and execute on none?  Or, establish one goal and execute on that one?
  • Losing control of your days can significantly impact goal execution
    • Control the day
    • Setting success criteria
    • Measuring success
    • Evaluate the data
    • Shine the lens backward / ask what did I accomplish?
  • Things will happen, obstacles will occur - compartmentalize
  • Time management is critical - assess your current state - document.
    • List out the things you are currently spending time on.
    • List out the things you should be spending time on.
    • Connect the dots between the things you are doing, and your goals.
    • Eliminate obstacles.
  • Evaluate your goals - Be willing to let go
  • Goal setting and execution are a process
  • You will fail, You will learn from the mistakes
  • You can't change the past, you can create in the future
  • Start with one thing
Simmons - Professional Goals
  • Onboard 5 New Clients in 2019
  • Launch a Digital Subscription Program
  • Launch 2 New Productized Services
  • Speak at 6 Events
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.

Feb 05 2019

22mins

Play

Rank #7: Communicate with Empathy - 103

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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: Guest Amy Volas - Taking the Cringe Out of Recruiting Sales Pros - 134

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Taking the Cringe Out of Recruiting Sales Pros with Guest Amy Volas

This week Amy Volas, Founder & CEO of Avenue Talent Partners, joins us on the podcast.  The conversation was great.  We covered a wide range of topics including recruiting, sales, recruiting sales professionals, being human, setting expectations, partnering with a recruiter, and executing.

Thank you, Amy, for joining us this week - I really enjoyed the conversation.

Questions Addressed
  • What does Amy love about recruiting?
  • Why should someone (organization or professional) want to work with a recruiter?
  • What are common mistakes companies make when hiring sales professionals?
  • How are recruiting and sales shifting?
  • Why do we make recruiting/sales difficult?
  • What are some of the guideposts Amy uses to evaluate if a relationship is going in the right direction?
  • If I get a call from a recruiter, what should I be thinking about?
  • What can we do if we want to make it easier for a recruiter to contact us?
  • If you are the person trying to move into a new role, how can you elevate yourself, and gain new experience?
Key takeaways
  • Amy loves working with compelling businesses
  • For recruiters that are doing it well, they understand the company, they understand the core business, they can provide feedback.
  • Recruiting is not cheap - you earn your fees "I need to do it better than you can do it yourself" - Amy
  • Know the buyer profile and the buyer journey
  • Common mistakes
    • Looking at this as a vendor/client relationship
    • Some organizations take the approach of needing a butt in a seat
  • Discovery is critical - it is our job to connect the dots
  • Clearly define the thought process and objectives
  • Unfortunately, we live in a world where it is a numbers game, take a pause, be intentional.
  • Be your own best advocate
  • Don't waste your time
  • Hacking is not lasting - What you put in, is what you get out
  • Do the work
  • We don't live in a world of pitching anymore. Pitching does not work.
  • The buyer is more informed - By the time we want to engage, we are well informed
  • In the 90's (as sales reps) we would inform on the front end, now the customer is further down the path.
  • Stop making it difficult - Make it easy on the buyer
  • Bad habits start from the top - There are gaps in expectations
  • Have a conversation, a playbook is a guide.
  • Sales is not plug and play
  • Questions to ask
    • How do I help solve a problem?
    • How do I help you get to your goal?
  • Do the right things. Success will follow.
  • It's ok to say no, to redefine success
  • Spend time where you do your best work
  • Be human - Don't be afraid to have the tough conversations
  • Set expectations
  • Define the task at hand, listen, establish success looks like
  • Discovery, milestones, communication, ensure we are on pace.
  • Ask questions.
  • Go through the process, don't skip steps - skipping steps increases risk.
  • Think critically
  • Create an environment of trust and respect
  • When you are contacted by a recruiter, ask questions, identify if they did their homework?
  • When trying to help recruiters find you, keywords matter, specificity is critical.
  • Remember - recruiters serve their clients - the job seeker is not the client.
  • They do not work on behalf of candidates
  • The recruiter and rep should be the right fit for each other.
  • People crave feedback.
  • Be your own best advocate, identify those who have experience, learn from them.
Call to Action/Engagement Question
  • How do you use recruiters in your business?
  • What will you change about the way you work with recruiters?
Important 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 19 2019

47mins

Play

Rank #9: Decision Making Frameworks - 194

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On this episode, Mike and Jody discuss using decision making frameworks, and how they apply to thinking, making decisions, and execution.

Questions Answered:

  • What are the things that get in the way of effective decision making?
  • How do we avoid some of those challenges?
  • What are some decision making frameworks?
  • How does using a framework help us in our Sales roles?
  • What do decisions look like with no framework in place?
  • How do we get started using a framework?

Key Takeaways:

  • Use appropriate frameworks to help with decision making - the Franklin T, the Eisenhower box, etc..
  • "Do your best and forgive yourself" - Admiral Payne
  • It’s important to be optimistic
  • Decision frameworks can help us remove emotion
  • Decision frameworks can help us to have a more critical eye
  • Test different things to see what works for you
  • Try using a sales process
  • Test and determine the patterns you see within your business. 

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

Apr 20 2020

19mins

Play

Rank #10: Personal Relationships - Do they help in Sales? - 81

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Personal Relationships - Do they help in Sales?

Is this the first time Mike & Mike are going to have conflicting viewpoints on the podcast?

This week on the podcast, Mike & Mike tackle the question of personal relationships in sales.  You may be surprised to see who takes which perspective.

We hope you enjoy the discussion, and look forward to your feedback on Twitter, LinkedIn, and Facebook.

Questions Addressed
  • What is the place of personal relationships in sales?
  • What’s the difference between surface level engagements, and true friendships?
  • Have you ever purchased a product even when you do not like the sales rep?
Key Takeaways
  • The impact a personal relationship has on an opportunity is different based on the complexity and scope of the problem you are solving.
  • SDR - their job is to get people in the door, the AE - then tasked the discussion deeper into the sales process.
  • The perspective we are seeing - many folks are too focused on “making friends” as a quick way to sell.
  • We are not looking for friends, we are looking to solve problems.
  • If you are not able to build rapport, build a relationship based on a foundation of trust, you are going to have blind spots.
  • Be an extension of the customer’s team - where appropriate.
  • In a scenario where the problem is similar, and your product provides the solution, the trust can help accelerate the path to success.
  • In a more transactional relationship, this may not work.
  • Even if those within your network may no longer be the buyer,  you can still leverage the relationship.  Ask for help.
  • A relationship does not entitle you to do business with someone.  Sadly, many folks think that it does.
  • Get back to the fundamentals - what works in sales, how you can hone your skills.
  • Sometimes companies may want to buy the product - they may not want to buy from you.
Call to Action
  • How do you leverage relationships in sales or your current role?

We are actively increasing our engagement on Twitter, LinkedIn, and Facebook, and look forward to hearing from you.  Please share your questions, comments, and recommendations with us via twitter at @catalystsale or @simmons_m

Show Links Action Requested

Help us and others by rating and reviewing the podcast.  At the end of this episode - we ask the audience a question, and look forward to your response. We would love to hear from your at hello@catalystsale.com or @catalystsale on twitter - what are some of the topics you would like to hear us address on a future podcast?

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 13 2018

20mins

Play

Rank #11: Mentoring in Sales - 42

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Listener Question - Mentoring on the Job

This week on the Catalyst Sale podcast we review a listener topic. Spencer asked if we could discuss the importance of having a good mentor as a new rep OR a seasoned rep starting with a new company or in a new industry.

It is through mentoring programs and job shadowing programs that organization information can be passed down from person to person, and generation to generation. It is also through these programs that creativity can be inspired, relationships can be built, knowledge can be passed quickly, and a catalyst for innovation can occur.  

If these programs are set up poorly, or the mentor/mentee match is mishandled, the results can be rough.

Should you implement a job shadowing or mentoring program in your Sales Org?

The short answer - it depends.  

Should you have a formal or informal mentoring program?  

Again, it depends.  

We discuss why you may want to consider a formal mentoring or job shadowing program, even if culturally it may not seem like the best fit.  We share personal experiences with mentors who helped us throughout our career and end with some important tips for both mentors & mentees. 

Thank you for listening to this week's podcast.  If you have questions about the Catalyst Sale approach or building a mentoring program, you can reach us at hello@catalystsale.com

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

Contact us today to learn more.

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

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 13 2017

20mins

Play

Rank #12: Motivation Based Interviewing with guest Carol Quinn - 96

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

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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 #14: Let's Fix Work with Laurie Ruettimann - 156

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Let's Fix Work with Laurie Ruettimann

Wow, I'm sorry.  I'm sorry that it took so long to publish this episode. This discussion with Laurie, is one of my favorite discussions I've had on the podcast.  She demonstrates her passion behind fixing work, thinking, and change.

Laurie is an author, speaker, podcaster, and overall badass.  She helps companies, leaders, and HR departments fix work by creating policies, process, and programs that improve the employee experience.  This week we discuss everything from suicide bombers, to weight loss, to premortems, to failure. 

Thank you Laurie for the awesome discussion, and thank you to Jennifer McClure for the introduction.

Questions Discussed
  • Why don't we blow HR up?
  • Why do you we struggle with thinking critically?
  • What are some things we can do to help with root cause analysis?
  • What's the difference between compassion and empathy?
  • Why is the HR function incomplete?
  • How can we identify our fundamental flaws at an organization level?
  • How did Laurie make the transition from being uncomfortable with sales to selling?
  • What comes to mind when Laurie thinks about goal setting?
  • How do you reconcile with mistakes?
  • Did Laurie apply a premortem when she started her tech startup?
  • What's a premortem?
  • How can a premortem apply in sales?
  • What are some lessons Laurie learned from building her podcast?
Key Takeaways
  • Some times systems are broken beyond repair
  • Recognize the humanity - then you can have a core conversation.
  • Understand what makes people human
  • Go to compassion
  • Moments of tension can create a feeling of being trapped. Double down on these moments.
  • HR can be a bridge
    • You can't do it on your own.
    • Leverage relationships.
  • HR as a consultative body - specialist
  • The way of work is changing.
  • You have to listen.
  • You need to shut up.
  • Corporations do not have imposter syndrome - Companies put themselves first.
  • Consumption does not fix problems
  • Know who you are, set reasonable goals.
  • Do the hard and honest work of feeling the thing that is holding you back.
  • The thing that makes us human is our capacity to try.
  • We fail. We learn. We grow.
  • Behavior changes can disrupt habits.
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

Aug 21 2019

50mins

Play

Rank #15: Prospecting - Building Pipeline - 97

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Prospecting - building your well before you need a drink.

We have recently passed the mid-point of the year for most sales organizations. How does your pipeline look for the remainder of this year?  What about next year?

Q2 has wrapped up, we are moving into what many see as the most financially active period of their sales year. 

This week on the Catalyst Sale Podcast we discuss the importance of prospecting and building pipeline.  We discuss a couple of best practices, tools, and tactics.  We also discuss how you may want to approach hunting within the base using methods similar to new customer acquisition.

Questions Addressed
  • Where do you start with prospecting?
  • What are some best practices in building pipeline?
  • How do you identify the appropriate vocabulary for a given vertical?
  • What about prospecting within your existing client base?
Key Takeaways
  • Pipeline saves lives
  • Start first by defining your "Ideal customer"
  • Identify where the people who will use the product, purchase the product, or influence those who may purchase, hang out.
  • Hunting requires that you go where the customer is.
  • Best Practices
    • Stay engaged with the community that you serve
    • Read analyst reports & research relevant to the given market
    • What are some common problems that your ideal customer profile experience?
    • Use the vocabulary that the community uses
  • Tools
    • Google
    • LinkedIn/Sales Navigator
    • Questions
  • Deliver value to the audiences and communities with whom you engage.  Share experience, be genuine about your interest in solving problems within their market.
  • Ask questions with a genuine intention to learn.
  • Think about growing business within your account base as hunting within the base.
  • Use the same process, when hunting within the base.  Identify ways to expand your network within your account base.
  • Ask these questions
    • Who else cares about the problems we solve?
    • How are they addressing those problems today?
    • Who is experiencing those problems?
  • Act as an extension of your client/customer's team
  • Take a humble approach, be genuinely interested in solving problems. When you do the right things, good things tend to follow.
  • Focus on the customer
  • Prospecting is hard, but you have to keep doing it, put in the reps, do the work.
  • Set aside specific time to focus on prospecting.
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.

Jul 03 2018

18mins

Play

Rank #16: Establishing KPIs and Measuring Success - 41

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Key Performance Indicators - what works, what does not, and where to start

This week we have a listener question from Jared in Florida.  Jared is questioning the KPIs that are being measured by the organization and wonders how to determine if you are measuring the right things.

We discuss some common errors when creating KPIs, general best practices, and some practical examples.  We also discuss how KPIs can be established outside of sales, and be used to measure other aspects of the organization's success.  

When we think of these metrics we usually begin with the end in mind.  We identify the desired behavior(s), desired state, and some of the key milestones that are necessary to demonstrate progress.  It is important to understand what we expect to see to indicate success.

KPIs provide a data-driven measurement of performance that goes beyond feelings or intuition.  When tracked consistently, they provide a great look into the rearview mirror as well.  Year over year, quarter over quarter, month over month, measured performance can help to identify opportunities in your business. 

Thank you for listening to this week's podcast.  If you have questions about the Catalyst Sale approach, KPI definition, or have a question you would like us to answer on the podcast,  you can reach us at hello@catalystsale.com schedule a call with us to discuss our practice areas.

Schedule a call with us to discuss our practice areas.

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

Jun 05 2017

18mins

Play

Rank #17: Anthony Iannarino - Author - The Lost Art of Closing - 75

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Guest - Anthony Iannarino - International Speaker, Author, Podcast Host & Consultant

This week on the podcast Anthony joins us to discuss key concepts discussed in both of the books he has authored, we also touch briefly on his forthcoming book.  

We discuss a number of different items, including discipline, doing work, why "price is a shield" - not a sword, and many other topics.  We hope you enjoy the discussion as much as we did.

Questions Addressed
  • Who is Anthony Iannarino?
  • What is Anthony's writing process?
  • How do you distinguish between signal & noise?
  • How can you build business acumen?
  • How often have you asked others for help, and had the person you asked say no?
  • What is wrong with presenting the solution but not getting the next commitment?
  • How do you distinguish between Objections & Concerns?
  • What does Anthony mean by using price as an advantage?
  • Why do we tend to overcomplicate things?
Key Takeaways
  • Book #3 - planned for October 2018
  • Self-Discipline is a differentiator in sales.  Anyone who is successful in any endeavor, they have a set of practice, a set of disciplines.
  • The market is crowded. Anthony does not spend a lot of time-consuming & instead focuses on things that have stood the test of time.  (i.e. caring, resourcefulness, discipline - these have not changed much over time)
  • Timeliness principles that have served people for thousands of years.
  • The most dangerous thing is to maintain the status quo.
  • Trusted Advisor - you need to be able to build trust, but you also have to be able to provide advice.  The role means - I'm not going to let you get hurt.
  • Build business acumen by working with others, shadowing those who are further down the path that you are on. Read. Build your vocabulary by listening to business people discuss business (CNBC)
  • You need to know how to produce business results for your customers.
  • We are pack animals, we are a part of communities, don't go it alone.
  • Time tends to accelerate & exacerbate concerns
  • The Objection is what you hear, the Concern is the underlying thing between the lines.
  • When price is lower, it means we are taking money out of solution.
  • The best salesperson is the person who can get the client to invest the right amount of money to produce the outcome they need.
  • There are three business strategies.
    • Lowest Price Strategy
    • Best Product Strategy
    • Customer Intimacy Strategy
  • Sometimes your salespeople are outstanding negotiators, however, they are channeling that skill internally.
  • Be somebody worth doing business with.
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 30 2018

35mins

Play

Rank #18: Lessons from Golf That We Can Apply In Business - 157

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Lessons From Golf That We Can Apply In Business

This week on the Catalyst Sale Podcast Jody and Mike discuss how the lessons learned in golf apply to business and sales. 

There are so many lessons that we can take from the course that apply to business and in life.  Plus we introduce you to 'el guapo'.

Key Takeaways:

  • Don’t let the last shot beat you
  • You must be able to compartmentalize and move on
  • You can plan a couple of shots ahead
  • Be careful about how you rush into things
  • This too shall pass. At any point in time, you can have a very positive set of events change the situation that you are in
  • Assess and execute
  • Take advantage of what you have in front of you. Stay focused
  • Establish clear guideposts to ensure that you are constantly moving forward
  • Realize that you have a number of tools that you can apply to the problem you are trying to solve
Show Links Call to Action

Buy the course, do the work, and let us know how this has impacted you and your business.

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

Aug 27 2019

19mins

Play

Rank #19: Salesforce MVP - Dan Peter - 35

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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 #20: Communication with Jody Maberry - a Practical Discussion - 184

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This is the fourth in a series of short episodes where we will focus on specific topics that are relevant to today's working environment.  Many of us are making the transition to remote work, working from home, leading distributed teams, navigating our own personal experiences. 

Jody Maberry is a friend, podcaster, producer, marketer, and former park ranger.  He knows communication, and he joins me today to discuss it.  

Questions Addressed
  • What is Communication?
  • What are some common mistakes we make when thinking about Communication?
  • Why do we make these mistakes?
  • How can we avoid these mistakes?
  • How does this change when thinking about Communication in the context of working from home or remote work?
  • How does this change when thinking about Communication in the context of Teams, Customers, and Self?
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 at https://www.catalystsale.com 

Mar 19 2020

12mins

Play

Intention, Focus and Lessons Learned in Building a Business with Guest Amanda Goetz - 210

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In this episode, Mike and Amanda Goetz have a great conversation about intention, focus, lessons learned in building a business, joining a business and starting over. Amanda is the VP of Marketing at The Knot and Founder of a new side gig. 

Questions Answered:

  • What drove you to start building out a side business?
  • How do you keep things straight?
  • How did you start to get comfortable with saying no to things?
  • What compelled you to go out and raise money this time?
  • How do you say no to people?
  • How do you deal with the pain, conflict and challenges?
  • Why do we struggle with transparency?
  • What does community mean to you?
  • How do we overcome not wanting to be self-promotional?

Key Takeaways:

  • Ask everyday, how am I going to approach this day and what does success look like
  • Don’t believe in “mommy guilt”
  • Whatever I am doing in this moment gets my full attention.
  • Focus and Finish
  • Your defense is your email. Not every email needs an immediate response.
  • Your offense is when you are in control of what you are doing.
  • In the absence of information, people spin and they ask a lot of questions. I believe in pro-active communication.
  • When people don’t have a true North Star, that’s when you get unnecessary emails.
  • Experience is the best teacher.
  • You have to do applications of these things.
  • When it comes to saying no to business relationships, I think a lot about where it needs to start and it needs to start with knowing yourself.
  • It’s ok to acknowledge highs and lows and talk about those openly.
  • Someone has to be brave enough to go first. This creates a foundation of trust and further vulnerability.
  • Community means to me people who found connection through usually highs or lows.
  • Brands that try to be everything to everyone end up being nothing to anyone.
  • Self-promotion is very different than stating your thoughts.
  • Put your thoughts into the world.
  • You have to bet on yourself before other people will. 

Show Links: 

Amanda on Twitter

Work With Catalyst Sale:

  • Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com
  • Invest in a Catalyst Sale course - self directed. Find our courses here
  • Hire us as a consultant/advisor within your team or organization 
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

Aug 03 2020

34mins

Play

Proposal Planning a Tactical Discussion - 209

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How do you create a great proposal?

In this episode, Mike and Jody discuss best practices when it comes to proposal planning.

Questions Answered:

  • What goes into a proposal?
  • Where does price go?
  • What are some mistakes people make with proposals?

Key Takeaways:

  • One of the challenges people will make when coming to proposal writing is they feel like they have to put everything in there.
  • I would challenge you to think of it as less is more.
  • Elements of a proposal: problem we are solving for, why is it important to solve the problem, how do we solve the problem, price
  • If we can cover all four of these things, we have given them a solid framework that they can use to justify a purchase.
  • Proposal should be simple to understand and very clear.
  • My preference is to deliver price as early as possible as late as necessary. At minimum on the first page so they don’t have to flip pages or scroll down.
  • Don’t tell your organization’s entire story up front
  • We tend to overcomplicate and make them too long.
  • Another mistake is finding a proposal that works and then everyone on the team uses it. 

Show Links:

Planning Templates

Work With Catalyst Sale:

  • Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com
  • Invest in a Catalyst Sale course - self directed. Find our courses here
  • Hire us as a consultant/advisor within your team or organization 
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

Jul 27 2020

20mins

Play

Mike Simmons and Catalyst Sale - How to Work With Both - 208

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A lot has happened since launching Catalyst Sale in 2015.  In the spirit of making it easier to work with us, Mike and Jody talk about Catalyst Sale and what Mike is working on now.

We take some time and distinguish between Catalyst Sale the products, and the advisory services Mike provides.

Questions Answered:

  • What will listeners get when working with Mike?
  • What will listeners get from Catalyst Sale?
  • What are you most excited about moving forward?

Key Takeaways:

  • You will get tools, not scripts
  • Catalyst Sale will help with 
    • Frameworks
    • Territory Planning
    • Processes - The Catalyst Sale Process
    • Training - Courses, content, blog, podcast
  • Excited about the people I work with and the change happening in organizations. 
  • If you have tried to figure out sales and feel there is a lot of noise and you aren’t sure what you should be doing, give me a call. We can talk through what will work best for you and your problem.
  • My mission is to help people get better at Sales.

Work With Catalyst Sale:

  • Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com
  • Invest in a Catalyst Sale course - self directed. Find our courses here
  • Hire Mike as a consultant/advisor within your team or organization 

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

Jul 21 2020

21mins

Play

Handling Objections - 207

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Handling Objections

In this episode, Mike and Jody discuss a listener tip regarding objection handling.  We bounce around a bit on this one, but ultimately bring it home with some practical thoughts on objection handling.

TLDR - ask questions, gain context, don't react.

Questions Answered:

  • Do objection handling documents work?
  • Can you build out questions on an objection handling sheet?

Key Takeaways:

  • Objection handling documents can work if you are not just reading off of a script.
  • These documents can help with alignment within an organization.
  • When dealing with a pricing objection, ask “from what perspective?”
  • Don’t interrogate customers, but work to gather a bit more information.
  • If you guess, you only have one chance of guessing right.
  • Rather than answer the objection immediately, take a pause and ask one question. 
  • Account plans are a useful tool - You can listen to our account planning podcast here

Show Links:

www.jodymaberry.com

https://catalystsale.com

Submit Listener Questions To:

  • podcast@catalystsale.com
  • DM us on Twitter

Work With Catalyst Sale:

  • Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com
  • Invest in a Catalyst Sale course - self directed. Find our courses here
  • Hire us as a consultant/advisor within your team or organization 
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

Jul 14 2020

15mins

Play

Marketing, Sales and Revenue Operations with Chris Walker - 206

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In this episode, Mike talks with Chris Walker about marketing, sales, revenue operations and alignment. Chris is the CEO of Refine Labs.

Questions Answered:

  • How did you suddenly start to appear in everyone feed’s and gain a following?
  • How do we design for the future?
  • Where did your appreciation for doing the work come from?
  • What are some biases that Sales folks have about marketing?
  • Why don’t we do anything with the information we read or have access to?
  • What are some biases that marketing folks have about sales?
  • How does technology play a role?
  • What mistakes do we make when thinking about brand?
  • What are some buyer journey mistakes we make?

Key Takeaways:

  • Spent time working for others and getting good at my craft. I loved learning and tended to move outside of the function I was doing within those companies.
  • Be aware of where you gravitate
  • Sports, competitiveness helped me to work hard.
  • You can work harder than others.
  • Sales becomes a lot easier when you do marketing well.
  • Change your intent with your activities. Help people without expecting them to buy.
  • Ask yourself, “Is this the most important thing I can be doing?”
  • Buyer has to go from 0% buying to 100% buying. How do we move buyers to a place where they want to talk to our Sales Reps?
  • The idea that once a marketer passes a lead to sales, they are no longer responsible for it is something to challenge. Take responsibility for your piece of the puzzle.
  • Discipline forces you to change your behaviors.
  • Focus on your customer and then reverse engineer.
  • Marketing is very simple.
  • You need people in your organization to challenge the things you do today and find ways to make them better.
  • The idea of more things will generate more results is something I challenge because typically it creates a lot of inefficiencies. 
  • People that are smart and who execute will win.
  • Brand is created based on the feeling you create inside of people.
  • Mistakes are made when we don’t distinguish when execution is brand execution or sales activation execution. 
  • Typically the average number of videos someone needs to see before being comfortable requesting a demo is 60.
  • The buyer journey is not linear.
  • Communicate in ways that aren’t salesy but are educational and objective.

Show Links: 

Work With Catalyst Sale:

  • Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com
  • Invest in a Catalyst Sale course - self directed. Find our courses here
  • Hire us as a consultant/advisor within your team or organization 
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

Jul 06 2020

45mins

Play

Make it Easy to do Business with YOU - 205

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In this episode, Mike and Jody tackle a listener question and provide tips on how to make it easy to do business with you.

Listener Question:

For companies not taking a beating, but also are not currently positioned for success, what are clever and nimble revenue leaders doing right now?

Questions Answered:

  • How easy is it for our customers to do business with us?
  • What can we do to help our customers solve problems?

Key Takeaways:

  • Do not lose sight of your fundamentals
  • Don’t make your problems your customers problems
  • Think about modifying the terms and conditions in your contracts. Think about using electronic versions for digital signatures.
  • Take care of the problem your customer is having right now
  • Be aware of competition that exists in the marketplace and if the competition is a better fit for their current problem, consider referring. This helps with reduce scope creep and customers will appreciate the gesture and remember that in the future.
  • Always ask questions
  • Gather the information you absolutely need to understand their problem, when they need to solve it, understand who is impacted, why they care and how they have already attempted to solve the problem.
  • When you continue to be contacted with a common set of problems from customers, a market driven pivot may be needed.
  • Take advantage of the teams you have working with customers to gather feedback about what’s important to the customer.
  • Remember, you have resources inside your organization that you can deploy in different ways. Take advantage of that resource. 
  • Make it easy to work with you, make it easy to implement and help them be successful. 

If you have a question you would like us to consider answering on the podcast, email us at podcast@catalystsale.com or hello@catalystsale.com. 

______

Work With Catalyst Sale:

  • Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com
  • Invest in a Catalyst Sale course - self directed. Find our courses here
  • Hire us as a consultant/advisor within your team or organization 
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 at https://catalystsale.com

Jun 29 2020

15mins

Play

Entrepreneurship, Mindset and Gardening with Guest Justin Rohner - 204

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In this episode, Mike talks with Justin Rohner about entrepreneurship, mindset and gardening. Justin is the Founder and CEO of Agriscaping Technologies and Director of the Queen Creek Botanical Garden.

Questions Answered:

  • From an entrepreneurial aspect, where does creativity come into play?
  • What questions do you use to drive curiosity?
  • Should there always be balance?
  • Are mindset and perspective critical?
  • How do we avoid negative traps?
  • Why do we fear talking about mistakes or sharing failure with others?

Key Takeaways:

  • Without creativity, the unknowns become scary and will scare you away from doing anything.
  • Curiosity is the best pathway to creativity.
  • Ask, “how do we serve people in the present moment.”
  • Emotions are great indicators
  • How can I use this emotion? What is it showing me?
  • Energy is always good. It’s just a matter of how you direct it.
  • Once we are aware that we are on a ladder somewhere, we can choose to jump up the ladder and re-address the situation.
  • We are combining the best of productive agriculture with the best of ornamental landscape.
  • A victim blames, an owner creates.
  • Find community events that connect entrepreneurs
  • The nature of a strong economy is expansion.
  • Move forward with the concept of service to others
  • The more people you serve more often, the more wealth you have.
  • Ask the right questions, move things forward.

Show Links: 

Queen Creek Botanical Garden

www.Agriscaping.com

Work With Catalyst Sale:

  • Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com
  • Invest in a Catalyst Sale course - self directed. Find our courses here
  • Hire us as a consultant/advisor within your team or organization 
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

Jun 22 2020

37mins

Play

The Challenger Sale Method - Listener Question - 203

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In this episode, Mike and Jody discuss a listener question related to adopting the Challenger Sales Method.

Listener Question:

My organization is adopting the Challenger Sales Method. I am curious on your thoughts on Challenger and training the team on the same process. 

Questions Answered:

  • What is the benefit of training a sales team all on the same process/method?
  • What do you think about the Challenger Method?
  • What’s the difference between process and method?
  • How do you recommend pairing process with method?
  • Do you recommend the Challenger Method?
  • How do you suggest I model a new sales process when I am not a seller?

Key Takeaways:

  • Having a common language across the organization is very beneficial
  • The Challenger Method offers the fundamentals you would expect.
  • I would not describe the Challenger Method as a Sales Process.
  • When implementing something new, it is important to be very clear about what you are trying to accomplish.
  • Process = distinct set of steps
  • Method = vehicle you use to get there, underlying principles
  • Blending the Catalyst Sale combo of process, method, framework and approach, you create predictable sales outcomes and improved performance. 
  • Keep with a consistent message
  • Remember that change takes time
  • Promote early adopters and recruit them to help you get others on board.

Work With Catalyst Sale:

  • Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com
  • Invest in a Catalyst Sale course - self directed. Find our courses here
  • Hire us as a consultant/advisor within your team or organization 
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

Jun 16 2020

17mins

Play

Authenticity, Overcoming Problems, and Loving the Grind with Guest Scott Leese - 202

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*Language Warning*

On this episode, Mike is joined by Scott Leese. Scott is the Founder of Scott Leese Consulting, Co-Founder of Surf and Sales and Co-Host of the Surf and Sales Podcast and author of Addicted To The Process. Mike and Scott discuss building a community, transparency and more. 

Questions Answered:

  • Why do people try to present a persona?
  • How do I find a community?
  • How do we become more transparent with others?
  • Why do we fall into the trap of building a solution?
  • Who can create urgency?

Key Takeaways:

  • People often try to present themselves as unbreakable
  • Be open about what you have gone through. People resonate with this 
  • Get comfortable with who you are
  • Offer ideas to those around you
  • There are several communities out there, but if you can’t find one that works for you, build one
  • One of the best things you can do if you are struggling is help other people
  • Don’t just go into a meeting and immediately start talking about your solution
  • Find pain, build value, create urgency and discuss solution
  • Urgency is inside people already, we just need to unearth it
  • It helps to be a part of a tight knit community
  • When you know someone well, it is easier to give precise, specialized coaching and feedback
  • Leverage the tools available to you.
  • You never know who you might be able to help or who can help you
  • You can put your real self out there and it can be very rewarding

Show Links:

Books Mentioned In This Podcast Episode: 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

Jun 08 2020

50mins

Play

Think Differently - 201

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In this episode, Mike and Jody discuss how businesses may begin thinking differently due to the COVID19 Pandemic and taking a page out of Jeff Noel's book, Mike offers a 72 hour challenge.

Questions Answered:

  • Why is it important to think differently about things I already know?
  • Will this pandemic change the way we do things?

Key Takeaways:

  • It’s important to have some sort of qualification process.
  • Talk in 2 weeks when you have an update is soft. Hold your customers accountable and hold yourself accountable.
  • Prepare for unknown unknowns.
  • Don’t be so resistant to change.
  • Communication about changes needs to be clear.

72 Hour Challenge:

  • Take 10 minutes prior to every call over the next 72 hours to Call Plan. Document who is in the room, objectives (yours and theirs) and desired next steps.
  • E-Mail us at hello@catalystsale.com to tell us your experience with the 72 hour challenge.

Show Links:

If Disney Ran Your Life - Jeff Noel

Work With Catalyst Sale:

  • Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com
  • Invest in a Catalyst Sale course - self directed. Find our courses here
  • Hire us as a consultant/advisor within your team or organization 
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

Jun 02 2020

15mins

Play

The First 200

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The First 200!

In this episode, Mike and Jody discuss the first 200 episodes of the Catalyst Sale Podcast. They talk about what has changed, what has stayed the same and what we can look forward to in the future. 

Questions Answered:

  • Why did you start a Podcast?
  • Why do you still do a Podcast?
  • What has changed over the 200 episodes?
  • What has stayed the same?
  • What will change in the next 200 episodes?

Key Takeaways:

  • Started a Podcast to get content out in the marketplace
  • Started bringing more guests on with a Sales background
  • The definition of Sales has stayed the same. Connecting the dots between a problem that exists and a solution that exists.
  • Look for more video content in the future
  • Looking at introducing panel type discussions
  • Looking to be more creative in the way we deliver content
  • Would like to have more authors on as guests.

Calls to Action:

  • What would you like to hear more about on upcoming episodes?
  • How can we provide you with more value?
  • Do you know someone who would be a great guest?
  • Are you interested in hearing from a specific author?
  • Do you have a book you would like us to review?

Email us at podcast@catalystsale.com

Work With Catalyst Sale:

  • Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com
  • Invest in a Catalyst Sale course - self directed. Find our courses here
  • Hire us as a consultant/advisor within your team or organization 
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

May 26 2020

22mins

Play

Putting Resilience Into Practice with Alanna Fincke - 199

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In this episode, Mike talks with Alanna Fincke about the timely topics of resilience, mindfulness, overcoming challenges and self-care. 

Questions Answered:

  • How can we overcome the challenge of uncertainty? 
  • What are the 3 components?
  • What are some tools we can use?
  • What is mindfulness?
  • What is resilience?
  •  Can we build resilience?
  • Why is self-care important?

Key Takeaways:

  • Resilience can be our guide right now
  • Reframe your thoughts
  • Trap It, Map It, Zap It: Trap It = recognize the signs of the emotion. Map It = Bring awareness to your thoughts. Zap It = Reframe your thoughts.
  • Start small. One way is to write or discuss 3 good things that happened during the day
  • Mindfulness is the practice of being present in the moment.
  • Resilience is defined as our ability to bounce back from challenge, manage stress and move forward and thrive in our lives. 
  • Let go of what you can’t control, but find one thing that you can control.
  • Self-care is not a luxury. Burnout is real.
  • Build a balance
  • Iceberg beliefs - hidden beneath the surface of our consciousness. They are contracts about how we believe the world works. Many times we aren’t even aware of them.
  • Some of the most challenging times can be an opportunity for growth.

Show Links: 

Work With Catalyst Sale:

  • Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com
  • Invest in a Catalyst Sale course - self directed. Find our courses here
  • Hire us as a consultant/advisor within your team or organization 
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

May 19 2020

38mins

Play

Resilience - with Alanna Fincke - a Practical Discussion - 198

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This is the 11th in a series of short episodes where we will focus on specific topics that are relevant to today's working environment.  Many of us are making the transition to remote work, working from home, leading distributed teams, navigating our own personal experiences. 

Alanna Fincke is the VP of Content at meQuilibrium, she is an integrative health coach, and resilience expert. She joins me today to discuss Resilience.  

Questions Addressed
  • What is Resilience?
  • What are some common mistakes we make when thinking about Resilience?
  • Why do we make these mistakes?
  • How can we avoid these mistakes?
  • How does this change when thinking about Leadership in the context of working from home or remote work?
  • How does this change when thinking about Leadership in the context of Teams, Customers, and Self?
  • How important is Resilience as a leader?
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 at https://www.catalystsale.com 

May 12 2020

9mins

Play

Bad Practices and How To Avoid Them - 197

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In this episode, Mike and Jody discuss bad practices and offer some tips on how to avoid implementing them in your business processes. 

Questions Answered:

  • How do we know if we have a bad practice?
  • How do we avoid bad practices?
  • What is the first step to take in avoiding them?

Key Takeaways:

  • It is important to have an actual discussion with your customer.
  • Ask, “Is this thing that I am doing better for me, better for the customer or mutually beneficial?”
  • Leverage feedback loops, test, listen and adjust
  • Start where the customer engages. Start at the beginning.
  • The process should be good and comfortable for the customer. Give first.

Work With Catalyst Sale:

  • Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com
  • Invest in a Catalyst Sale course - self directed. Find our courses here
  • Hire us as a consultant/advisor within your team or organization 
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

May 12 2020

22mins

Play

Entrepreneurship and Scale with Chris Ronzio - 196

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On this episode, Mike is joined by Chris Ronzio. Chris is the Founder and CEO of Trainual. They discuss entrepreneurship, company culture and growing your business. 

Questions Answered:

  • What are the different stages of being an entrepreneur?
  • Why is there a negative connotation to being self-employed?
  • How can we improve communication with peers?
  • How can we create a company culture with a remote staff?
  • How can we scale our business?
  • Why do we struggle with scaling?
  • How do you create focus?

Key Takeaways:

  • Investing in experiences for your team gives them trust that they can communicate with each other.
  • Quarterly Planning retreats, monthly outings, etc...set the foundation for communication following the interactions.
  • It is crucial to have an open line of communication.
  • Physical events, meeting together is very important to maintain a strong culture with a remote staff.
  • Do It, Document It, Delegate It®. This is how you clone yourself.
  • It sounds simple, but you need to follow the process for everything in your business.
  • Delegation is hard, especially with things you are good at or enjoy.
  • It is important to stop doing the things you are good at and stretch yourself.
  • It is easier than ever to start a business because of all the tools that exist.
  • It is harder than ever to scale because it is hard to hand off stuff.
  • 90 challenges (both personally and professionally) help to stay focused.
  • Annual planning and then checking in quarterly and monthly helps with focus.

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

May 05 2020

39mins

Play

Marketing Made Simple with Author Dr. J.J. Peterson - 195

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On this episode, Mike is joined by Dr. J.J. Peterson, Chief of Teaching and Facilitation at StoryBrand and Co-Author of Marketing Made Simple. They discuss sales funnels, narrative marketing and story. 

Questions Answered:

  • Is now a good time to build a Sales Funnel?
  • What are the 3 steps to a Sales Funnel?
  • What exactly is a Sales Funnel?
  • What does a narrative approach mean?
  • How do we build better call to actions?
  • Is team alignment important?

Key Takeaways:

  • Implementation is key. Start doing something.
  • A sales funnel is the path you take customers through when building a relationship.
  • A sales funnel should have 3 levels: curiosity, enlightenment and commitment.
  • Start with a one-liner to gain curiosity.
  • Your website needs to be clear and compelling when telling customers what you do. 
  • A narrative approach clearly articulates what your customer wants and what problems you can overcome for them. 
  • When story follows a path, people engage more.
  • Collaboration is so important. When your internal customers “buy-in” and own your one-liner, they all become Sales People and they see how they contribute to the overall vision.

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.

Demystify Sales - the course

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Apr 27 2020

40mins

Play

Decision Making Frameworks - 194

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On this episode, Mike and Jody discuss using decision making frameworks, and how they apply to thinking, making decisions, and execution.

Questions Answered:

  • What are the things that get in the way of effective decision making?
  • How do we avoid some of those challenges?
  • What are some decision making frameworks?
  • How does using a framework help us in our Sales roles?
  • What do decisions look like with no framework in place?
  • How do we get started using a framework?

Key Takeaways:

  • Use appropriate frameworks to help with decision making - the Franklin T, the Eisenhower box, etc..
  • "Do your best and forgive yourself" - Admiral Payne
  • It’s important to be optimistic
  • Decision frameworks can help us remove emotion
  • Decision frameworks can help us to have a more critical eye
  • Test different things to see what works for you
  • Try using a sales process
  • Test and determine the patterns you see within your business. 

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

Apr 20 2020

19mins

Play

Outreach and Empathy with guest Max Altschuler - 193

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On this episode, Mike is joined by Max Altschuler. Max is the VP of Marketing at Outreach, Founder of Sales Hacker and fellow Sun Devil! #ForksUp. They discuss empathy and things to consider when working with customers during a crisis. 

Questions Answered:

  • What inspired Max’s LinkedIn Post about Sales?
  • How can you build trust and rapport digitally?
  • How do you help your team during times like these?

Key Takeaways:

  • If you don’t understand basic EQ, you are going to miss the mark.
  • Work on building a long-term relationship.
  • Now is a critical time to build trust.
  • In crisis, leadership has to stand up and be thoughtful about how they are leading their teams.
  • Lead with empathy in your messaging, don’t be as aggressive. 
  • Be purposeful in who you are contacting right now. 

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

Apr 14 2020

21mins

Play

Marketing - a Tactical Discussion on Landing Pages - 192

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This week, Mike and Jody discuss marketing and the how-to’s of building landing/sales pages. 

Questions Answered:

  • How do you distinguish between what works in the market and what you like to see when building landing pages?
  • What belief has led people to draw out long landing pages?
  • What are some common design mistakes people make?
  • When you refer to the offer, what is that?
  • Is there an order to the landing/sales page?
  • Do you create different pages for different personas?

Key Takeaways:

  • To some degree people who are like you, will also like to see what you like when looking at a landing page.
  • It’s not easy to make a decision to spend money, sometimes you want more information.
  • If someone is on the fence, more information is not a bad thing.
  • It helps to have bullet points, headlines, pictures and testimonials
  • If price scares them away, that’s ok. It probably wasn’t for them right now anyway.
  • Understand where the best real estate is for call to action buttons - top right corner.
  • What you are offering people needs to be clear.
  • Make the offer enticing enough that people don’t want to miss it.
  • Answer some common questions on your landing/sales page.
  • Answer questions before people even think to ask them.
  • Keep in mind that to some degree, landing page marketing is similar to what you would say face to face, convey the same message.

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

Apr 09 2020

33mins

Play

Steve Anderson, Author - The Bezos Letters - 191

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On this episode, Mike is joined by Steve Anderson. Steve is the author of The Bezos Letters.

Questions Answered:

  • How does Amazon do it?
  • How are they growing?
  • What is your approach to research?
  • Why do we struggle going deeper?
  • How do we work on understanding our flywheel?
  • How do we make the complex simple?
  • What does it mean to be dynamic?

Key Takeaways:

  • Bezos is the master of risk. He understands that businesses have to take risks if they are going to grow.
  • All research starts with a question. You need to be curious.
  • Interpretations help you go deeper.
  • Keep asking “why” 5 times in hopes of getting to the core problem.
  • Amazon’s flywheel isn’t necessarily your flywheel.
  • It is hard to implement - every piece of the flywheel has to be working right.
  • Treat every morning like it is your first day in business.
  • As a business becomes successful, they tend to stop iterating. They need to be constantly watching how customers are changing.
  • Dynamic means it is happening all the time.
  • Core to being dynamic is experimentation. 
  • Businesses need more experimentation, not more innovation. 
  • Every business goes through cycles, don’t get overwhelmed. 

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

Mar 30 2020

43mins

Play

iTunes 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!