Adam Pasch

"Every time I make a connection, I know that I'm making two people's days better." - Adam Pasch    In this episode you will learn:  The key role relationship-building plays in bringing about productive sales and prosperous partnerships. How effective communication practices can pave the way to understanding and addressing your customer's difficulties. The benefits of utilizing personal networks for fostering trust and encouraging informed decision-making.    Adam Pasch Adam Pasch is a dynamic relationship builder with a keen understanding of the intricate complexities of the tech sales industry. Drawing on a decade of experience with the Department of Defense, Adam has developed a pragmatic approach to kick-starting problem solving — one that is rooted deeply in networking and leveraging meaningful relationships. He stresses the importance of playing the long game, prioritizing lasting connections over short-term targets. As a strategist who values relevance over relentless pursuit, Adam’s perspective provides refreshing advice for sales teams striving for impactful results.   Episode Resources: Adam on LinkedIn   Catch up on our last 3 episodes:  Keys to Success in Sports, Business, and Life with Will Shaw  NSA Influence - First Time Experience with Mike Simmons Harnessing The Power of AI Tools with Dr. Lisa Palmer   Connect With Us! Instagram YouTube Twitter LinkedIn www,findmycatalyst.com Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

"Every time I make a connection, I know that I'm making two people's days better." - Adam Pasch  In this episode you will learn: <ul> <li>The key role relationship-building plays in bringing about productive sales and prosperous partnerships.</li> <li>How effective communication practices can pave the way to understanding and addressing your customer's difficulties.</li> <li>The benefits of utilizing personal networks for fostering trust and encouraging informed decision-making.</li> </ul> Adam Pasch Adam Pasch is a dynamic relationship builder with a keen understanding of the intricate complexities of the tech sales industry. Drawing on a decade of experience with the Department of Defense, Adam has developed a pragmatic approach to kick-starting problem solving — one that is rooted deeply in networking and leveraging meaningful relationships. He stresses the importance of playing the long game, prioritizing lasting connections over short-term targets. As a strategist who values relevance over relentless pursuit, Adam’s perspective provides refreshing advice for sales teams striving for impactful results. Episode Resources: Adam on <a href="https://www.linkedin.com/in/adampasch/" rel="nofollow" target="_blank">LinkedIn</a> Catch up on our last 3 episodes: <a href="https://catalystsale.libsyn.com/keys-to-success-in-sports-business-and-life-341" rel="nofollow" target="_blank"> Keys to Success in Sports, Business, and Life</a> with Will Shaw <a href="https://catalystsale.libsyn.com/nsa-influence-first-time-experience-340" rel="nofollow" target="_blank"> NSA Influence - First Time Experience</a> with Mike Simmons <a href="https://catalystsale.libsyn.com/lisa-palmer" rel="nofollow" target="_blank">Harnessing The Power of AI Tools</a> with Dr. Lisa Palmer Connect With Us! <a href="https://www.instagram.com/catalystsale" rel="nofollow" target="_blank">Instagram</a> <a href="https://www.youtube.com/@catalyst_sale" rel="nofollow" target="_blank">YouTube</a> <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">Twitter</a> <a href="https://www.linkedin.com/in/mikesimmons" rel="nofollow" target="_blank">LinkedIn</a> <a href="http://www.findmycatalyst.com/" rel="nofollow" target="_blank">www,findmycatalyst.com</a> Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

Building Trust and Unlocking Success: The Role of Referrals and Networking with Adam Pasch - 342

Will Shaw

"Find a way to be above and beyond the status quo to accelerate your own performance." - Will Shaw   In this episode you will learn:  Strategies to cultivate a mentality of unwavering resilience, aiding you to tackle life's ups and downs effectively. The value of individual and collective responsibility in boosting performance and productivity. That role adversity, process, accountability and guiding principles play in success in sports, business and life.    Will Shaw Will Shaw has brilliantly transitioned from his days as an NFL football player to the exciting world of entrepreneurship. Will's hard work and dedication, which were evident on the field, didn't end when he traded his jersey for a business suit. As the CEO of Better Agency, Will has demonstrated that the strategic thinking, teamwork, and resilience honed in sports can be leveraged for success in the business arena.   Episode Resources: Will Shaw on Twitter Will Shaw on LinkedIn   Catch up on our last 3 episodes:   NSA Influence 2023 - key takeaways with Mike Simmons Harnessing the Power of AI Tools with Dr. Lisa Palmer Boost Your Video Sales Skills with Chris Bogue  Connect With Us! Instagram YouTube Twitter LinkedIn www,findmycatalyst.com Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

"Find a way to be above and beyond the status quo to accelerate your own performance." - Will Shaw In this episode you will learn: <ul> <li>Strategies to cultivate a mentality of unwavering resilience, aiding you to tackle life's ups and downs effectively.</li> <li>The value of individual and collective responsibility in boosting performance and productivity.</li> <li>That role adversity, process, accountability and guiding principles play in success in sports, business and life.</li> </ul> Will Shaw Will Shaw has brilliantly transitioned from his days as an NFL football player to the exciting world of entrepreneurship. Will's hard work and dedication, which were evident on the field, didn't end when he traded his jersey for a business suit. As the CEO of Better Agency, Will has demonstrated that the strategic thinking, teamwork, and resilience honed in sports can be leveraged for success in the business arena. Episode Resources: Will Shaw on <a href="http://twitter.com/wshaw_9" rel="nofollow" target="_blank">Twitter</a> Will Shaw on <a href="https://www.linkedin.com/in/willshaw8/" rel="nofollow" target="_blank">LinkedIn</a> Catch up on our last 3 episodes: <ul> <li><a href="https://catalystsale.libsyn.com/nsa-influence-first-time-experience-340" rel="nofollow" target="_blank"> NSA Influence 2023 - key takeaways</a> with Mike Simmons</li> <li><a href="https://catalystsale.libsyn.com/lisa-palmer" rel="nofollow" target="_blank">Harnessing the Power of AI Tools</a> with Dr. Lisa Palmer</li> <li><a href="https://catalystsale.libsyn.com/chis-bogue" rel="nofollow" target="_blank">Boost Your Video Sales Skills</a> with Chris Bogue</li> </ul> Connect With Us! <a href="https://www.instagram.com/catalystsale" rel="nofollow" target="_blank">Instagram</a> <a href="https://www.youtube.com/@catalyst_sale" rel="nofollow" target="_blank">YouTube</a> <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">Twitter</a> <a href="https://www.linkedin.com/in/mikesimmons" rel="nofollow" target="_blank">LinkedIn</a> <a href="http://www.findmycatalyst.com/" rel="nofollow" target="_blank">www,findmycatalyst.com</a> Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

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"Speaking is an act of service. When you're around people who have a want to, and a desire to, serve. You can feel it in the energy that they give off. In the conversations that you have with them." - Mike Simmons I'm comming off the high of my first NSA Influence conference. You always remmember your first, and this was definitly an amazing experience. I'll share a couple of the lesson learned, some areas of focus in the near term, and a quick discussion with Todd Caponi. In this episode you will learn:  Key takeaways from Influence 2023 3 questions that Mike is currently working through How Mike is applying the G.A.M.E. Plan to achieve his speaking goals.  Episode Resources:  Catalyst G.A.M.E. Plan Notebook  Episode 311 with Todd Caponi  Catch up on our last 3 episodes:  Harnessing the Power of AI Tools with Dr. Lisa Palmer Boost Your Video Sales Skills with Chris Bogue  Building Business Connections with Vincent Pugliese  Connect With Us! Instagram YouTube Twitter LinkedIn www,findmycatalyst.com Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

"Speaking is an act of service. When you're around people who have a want to, and a desire to, serve. You can feel it in the energy that they give off. In the conversations that you have with them." - Mike Simmons I'm comming off the high of my first NSA Influence conference. You always remmember your first, and this was definitly an amazing experience. I'll share a couple of the lesson learned, some areas of focus in the near term, and a quick discussion with Todd Caponi. In this episode you will learn: <ul> <li>Key takeaways from Influence 2023</li> <li>3 questions that Mike is currently working through</li> <li>How Mike is applying the G.A.M.E. Plan to achieve his speaking goals.</li> </ul> Episode Resources: <ul> <li><a href="https://www.findmycatalyst.com/g-a-m-e-plan-digital-workbook" rel="nofollow" target="_blank">Catalyst G.A.M.E. Plan Notebook</a></li> <li><a href="https://catalystsale.libsyn.com/the-transparent-sales-leader-todd-caponi-311" rel="nofollow" target="_blank"> Episode 311 with Todd Caponi</a></li> </ul> Catch up on our last 3 episodes: <ul> <li><a href="https://catalystsale.libsyn.com/lisa-palmer" rel="nofollow" target="_blank">Harnessing the Power of AI Tools</a> with Dr. Lisa Palmer</li> <li><a href="https://catalystsale.libsyn.com/chis-bogue" rel="nofollow" target="_blank">Boost Your Video Sales Skills</a> with Chris Bogue</li> <li><a href="https://catalystsale.libsyn.com/building-business-connections-with-vincent-pugliese-337" rel="nofollow" target="_blank"> Building Business Connections</a> with Vincent Pugliese</li> </ul> Connect With Us! <a href="https://www.instagram.com/catalystsale" rel="nofollow" target="_blank">Instagram</a> <a href="https://www.youtube.com/@catalyst_sale" rel="nofollow" target="_blank">YouTube</a> <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">Twitter</a> <a href="https://www.linkedin.com/in/mikesimmons" rel="nofollow" target="_blank">LinkedIn</a> <a href="http://www.findmycatalyst.com/" rel="nofollow" target="_blank">www,findmycatalyst.com</a> Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

NSA Influence - First Time Experience - 340

Lisa Palmer

“The thing that I really like to encourage people to do is to think of AI as a partner in your life, in your work, and not to think of it as the enemy.” - Dr. Lisa Palmer   Dr. Lisa Palmer Dr. Lisa Palmer is a proponent of emerging technology and an enthusiast in the field of artificial intelligence. She is passionate about harnessing the power of AI to propel the future of innovation and to break predicted patterns. Having completed her doctorate in AI, she dedicates her expertise to help individuals and businesses overcome their fears and apprehensions tied to this technology.    This episode will help you:   Enhance your understanding of how Artificial Intelligence can work in tandem with human ingenuity to create unprecedented value.   Tackle resistance and thrive on change in the dynamic tech environment.   Bring clarity to the advantages of AI tools      Episode Resources: Lisa’s website Lisa on LinkedIn   Catch up on our last 3 episodes: Boost Your Video Sales Skills with Chris Bogue  Building Business Connections with Vincent Pugliese AIR: A Blueprint for Sales &amp; Business Success   Connect With Us! Instagram YouTube Twitter LinkedIn www,findmycatalyst.com Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

“The thing that I really like to encourage people to do is to think of AI as a partner in your life, in your work, and not to think of it as the enemy.” - Dr. Lisa Palmer Dr. Lisa Palmer Dr. Lisa Palmer is a proponent of emerging technology and an enthusiast in the field of artificial intelligence. She is passionate about harnessing the power of AI to propel the future of innovation and to break predicted patterns. Having completed her doctorate in AI, she dedicates her expertise to help individuals and businesses overcome their fears and apprehensions tied to this technology.  This episode will help you: <ul> <li> Enhance your understanding of how Artificial Intelligence can work in tandem with human ingenuity to create unprecedented value. </li> <li> Tackle resistance and thrive on change in the dynamic tech environment. </li> <li> Bring clarity to the advantages of AI tools  </li> </ul> Episode Resources: <a href="https://www.drlisa.ai/" rel="nofollow" target="_blank">Lisa’s website</a> <a href="https://www.linkedin.com/in/palmerlisac/" rel="nofollow" target="_blank">Lisa on LinkedIn</a> Catch up on our last 3 episodes: <a href="https://catalystsale.libsyn.com/chis-bogue" rel="nofollow" target="_blank">Boost Your Video Sales Skills</a> with Chris Bogue <a href="https://catalystsale.libsyn.com/building-business-connections-with-vincent-pugliese-337" rel="nofollow" target="_blank"> Building Business Connections</a> with Vincent Pugliese <a href="https://catalystsale.libsyn.com/air" rel="nofollow" target="_blank">AIR: A Blueprint for Sales &amp; Business Success</a> Connect With Us! <a href="https://www.instagram.com/catalystsale" rel="nofollow" target="_blank">Instagram</a> <a href="https://www.youtube.com/@catalyst_sale" rel="nofollow" target="_blank">YouTube</a> <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">Twitter</a> <a href="https://www.linkedin.com/in/mikesimmons" rel="nofollow" target="_blank">LinkedIn</a> <a href="http://www.findmycatalyst.com/" rel="nofollow" target="_blank">www,findmycatalyst.com</a> Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

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Chris Bogue

“All communication, all storytelling, has some kind of rhythm to it.” - Chris Bogue Chris Bogue Chris Bogue is a dynamic go-to specialist when it comes to producing engaging video content that commands attention and drives viewers to take action. Chris's experience in television and working alongside successful content creators has gifted him invaluable knowledge on how to optimize video content for maximum engagement and impact.   In this episode you will learn:  Start in the middle of a story to pique interest from the start. Utilize various sources of feedback for refining and elevating your content Create videos that not only inform but also entertain your audience.    Episode Resources: Chrisbogue.io Chris on LinkedIn Chris Sells His Soul on Spotify   Catch up on our last 3 episodes:  Building Business Connections with Vincent Pugliese AIR: A Blueprint for Sales &amp; Business Success Read This or Die with Ray Edwards   Connect With Us! Instagram YouTube Twitter LinkedIn www,findmycatalyst.com Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

“All communication, all storytelling, has some kind of rhythm to it.” - Chris Bogue Chris Bogue Chris Bogue is a dynamic go-to specialist when it comes to producing engaging video content that commands attention and drives viewers to take action. Chris's experience in television and working alongside successful content creators has gifted him invaluable knowledge on how to optimize video content for maximum engagement and impact. In this episode you will learn: <ul> <li>Start in the middle of a story to pique interest from the start.</li> <li>Utilize various sources of feedback for refining and elevating your content</li> <li>Create videos that not only inform but also entertain your audience.</li> </ul> Episode Resources: <a href="https://chrisbogue.io/" rel="nofollow" target="_blank">Chrisbogue.io</a> Chris on <a href="https://www.linkedin.com/in/chris-bogue?challengeId=AQGGHG9X3EDFGwAAAYkcrZuNo12iwKwL9Cf_RZkqYLaMdFKn2k8p-fcTZ7uWw5wTO48gMbwa5fdOY6X64TegNIg_xjOuhJLDAg&amp;submissionId=bb7a75f0-d769-6e17-1e1d-a37730d6990d&amp;challengeSource=AgEKEdZIdk63GAAAAYkcreP6vXZQk0JnloYdURkASkXThlYV4a-KC_vghR7Bpkc&amp;challegeType=AgGWpQLYg5Qt3AAAAYkcreP9HwagpBqa5SWD2XQnFfCaotL2nLebPC8&amp;memberId=AgERefW6tO4pBQAAAYkcreQBAVd3xr--NL3PaKK-Rj-vKfE&amp;recognizeDevice=AgE_TqPAt86spAAAAYkcreQEon0dvIhQ8yhtqL9Xf5RKa6feawoI" rel="nofollow" target="_blank">LinkedIn</a> Chris Sells His Soul on <a href="https://open.spotify.com/show/1IzhbiejJvmIUC7FCSjilC" rel="nofollow" target="_blank">Spotify</a> Catch up on our last 3 episodes: <a href="https://catalystsale.libsyn.com/building-business-connections-with-vincent-pugliese-337" rel="nofollow" target="_blank"> Building Business Connections</a> with Vincent Pugliese <a href="https://catalystsale.libsyn.com/air" rel="nofollow" target="_blank">AIR: A Blueprint for Sales &amp; Business Success</a> <a href="https://catalystsale.libsyn.com/ray-edwards-read-this-or-die" rel="nofollow" target="_blank">Read This or Die</a> with Ray Edwards Connect With Us! <a href="https://www.instagram.com/catalystsale" rel="nofollow" target="_blank">Instagram</a> <a href="https://www.youtube.com/@catalyst_sale" rel="nofollow" target="_blank">YouTube</a> <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">Twitter</a> <a href="https://www.linkedin.com/in/mikesimmons" rel="nofollow" target="_blank">LinkedIn</a> <a href="http://www.findmycatalyst.com/" rel="nofollow" target="_blank">www,findmycatalyst.com</a> Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

Boost Your Video Sales Skills with Chris Bogue - 338

Vincent Pugliese

“The doors that have opened, the opportunities that have happened, the stories that I get to tell, it all comes from the connections that I've been able to make and the people that have been so generous to open up worlds to me.” - Vincent Pugliese Vincent Pugliese Vincent Pugilese is a renowned entrepreneur and top-notch author, who has excelled in his field by tapping into the immense potential of focused networking. Vincent has gained immense experience in establishing meaningful connections with others to attain joint success. In his insightful book, The Wealth of Connection, Vincent shares valuable advice for solopreneurs and small business owners who aspire to build impactful relationships and succeed in their ventures.  In this episode you will learn:  The vital elements of entrepreneurial accomplishment and business growth. How to unravel the blueprint to building a self-reliant income that propels your financial freedom. The importance of networking and cultivating meaningful relationships  Episode Resources: https://totallifefreedom.com  The Wealth of Connection: A New Approach To Making Business Personal  Catch up on our last 3 episodes: AIR: A Blueprint for Sales &amp; Business Success Read This Or Die with Ray Edwards Experience Mindset with Tiffani Bova Connect With Us! Instagram YouTube Twitter LinkedIn www,findmycatalyst.com Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

“The doors that have opened, the opportunities that have happened, the stories that I get to tell, it all comes from the connections that I've been able to make and the people that have been so generous to open up worlds to me.” - Vincent Pugliese Vincent Pugliese Vincent Pugilese is a renowned entrepreneur and top-notch author, who has excelled in his field by tapping into the immense potential of focused networking. Vincent has gained immense experience in establishing meaningful connections with others to attain joint success. In his insightful book, The Wealth of Connection, Vincent shares valuable advice for solopreneurs and small business owners who aspire to build impactful relationships and succeed in their ventures.  In this episode you will learn: <ul> <li>The vital elements of entrepreneurial accomplishment and business growth.</li> <li>How to unravel the blueprint to building a self-reliant income that propels your financial freedom.</li> <li>The importance of networking and cultivating meaningful relationships</li> </ul> Episode Resources: <a href="https://totallifefreedom.com/" rel="nofollow" target="_blank">https://totallifefreedom.com</a> <a href="https://www.amazon.com/s?k=the+wealth+of+connection+vincent+pugliese&amp;crid=20UGHBEG0SAL&amp;sprefix=the+wealth+of+conn%2Caps%2C151&amp;ref=nb_sb_ss_ts-doa-p_1_18" rel="nofollow" target="_blank"> The Wealth of Connection: A New Approach To Making Business Personal </a> Catch up on our last 3 episodes: <a href="https://catalystsale.libsyn.com/air" rel="nofollow" target="_blank">AIR: A Blueprint for Sales &amp; Business Success</a> <a href="https://catalystsale.libsyn.com/ray-edwards-read-this-or-die" rel="nofollow" target="_blank">Read This Or Die</a> with Ray Edwards <a href="https://catalystsale.libsyn.com/tiffani-bova-experience-mindset" rel="nofollow" target="_blank">Experience Mindset</a> with Tiffani Bova Connect With Us! <a href="https://www.instagram.com/catalystsale" rel="nofollow" target="_blank">Instagram</a> <a href="https://www.youtube.com/@catalyst_sale" rel="nofollow" target="_blank">YouTube</a> <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">Twitter</a> <a href="https://www.linkedin.com/in/mikesimmons" rel="nofollow" target="_blank">LinkedIn</a> <a href="http://www.findmycatalyst.com/" rel="nofollow" target="_blank">www,findmycatalyst.com</a> Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

Building Business Connections with Vincent Pugliese - 337

“When you're building a product or a business, for that matter, a business is just a business or a product is just a product until someone or something gives it meaning.” - Cassie Tucker AIR - Courting of a Legend This week, Cassie Tucker joins Mke to discuss key lessons from AIR, that apply to business, life, and sales. AIR, is the recent movie directed by Ben Affleck, that covers the courting of Michael Jordan into the NIKE brand. Cassie Tucker Cassie is a highly-regarded marketing strategist and branding expert, known for her innovative approach to helping entrepreneurs create meaningful connections with their customers. With years of experience working with emerging businesses, Cassie brings a wealth of knowledge on creating memorable brands that resonate with target audiences. A true believer in the power of storytelling, she understands the importance of crafting powerful narratives to drive sales and forge emotional connections with consumers. In this episode you will learn:  The impact of an authentic, meaningful and emotional brand narrative and story. The importance of understanding your competitors and setting expectations. The benefits of joining forces and capitalizing on individual strengths.  Episode Resources: Cassie on  LinkedIn Cassie on Instagram Marketing Strategy + Copywriting with Cassie Ford vs. Ferrari episode with Jeff Bajorek   Catch up on our last 3 episodes: Read This or Die with Ray Edwards Experience Mindset with Tiffani Bova Building a Winning Culture: Lessons from the Frontlines with Dan Bradley   Connect With Us! Instagram YouTube Twitter LinkedIn www,findmycatalyst.com Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

“When you're building a product or a business, for that matter, a business is just a business or a product is just a product until someone or something gives it meaning.” - Cassie Tucker AIR - Courting of a Legend This week, Cassie Tucker joins Mke to discuss key lessons from AIR, that apply to business, life, and sales. AIR, is the recent movie directed by Ben Affleck, that covers the courting of Michael Jordan into the NIKE brand. Cassie Tucker Cassie is a highly-regarded marketing strategist and branding expert, known for her innovative approach to helping entrepreneurs create meaningful connections with their customers. With years of experience working with emerging businesses, Cassie brings a wealth of knowledge on creating memorable brands that resonate with target audiences. A true believer in the power of storytelling, she understands the importance of crafting powerful narratives to drive sales and forge emotional connections with consumers. In this episode you will learn: <ul> <li>The impact of an authentic, meaningful and emotional brand narrative and story.</li> <li>The importance of understanding your competitors and setting expectations.</li> <li>The benefits of joining forces and capitalizing on individual strengths.</li> </ul> Episode Resources: Cassie on <a href="https://www.linkedin.com/in/cassaundrapalmer?challengeId=AQHyhYAzAHk8GQAAAYjLfFUBb1kQzEcV-XeQns8AoushEkX-475I4Qi3xuOeavzCTjxoipm1bGZF-iZx63sTW0N5Eu6TwmryIA&amp;submissionId=7f427dcf-f192-6917-793c-1729872bbd4c&amp;challengeSource=AgE5BKcAR-GhagAAAYjLfQ3ALvCfxj7IZCetm04J8Rxc4uq5buv4Jm4tpvPAPVY&amp;challegeType=AgHIut4kTqLItAAAAYjLfQ3DSls0T0fdkw0jQ2U1I7cSPTQ9VK2E4Uk&amp;memberId=AgEa3DmogFMzCgAAAYjLfQ3Hfu5Ppz-fNzJli27oWGdcucs&amp;recognizeDevice=AgF2nLnEaYyY3gAAAYjLfQ3KKibJk47rSHrsPXYK_hGSzvRHAEA0" rel="nofollow" target="_blank"> LinkedIn</a> Cassie on <a href="https://www.instagram.com/cassiejoytucker/?hl=en" rel="nofollow" target="_blank">Instagram</a> <a href="https://www.marketingwithcassie.com/" rel="nofollow" target="_blank">Marketing Strategy + Copywriting with Cassie</a> <a href="https://catalystsale.libsyn.com/ford-vs-ferrari" rel="nofollow" target="_blank">Ford vs. Ferrari</a> episode with Jeff Bajorek Catch up on our last 3 episodes: <a href="https://catalystsale.libsyn.com/ray-edwards-read-this-or-die" rel="nofollow" target="_blank">Read This or Die</a> with Ray Edwards <a href="https://catalystsale.libsyn.com/tiffani-bova-experience-mindset" rel="nofollow" target="_blank">Experience Mindset</a> with Tiffani Bova <a href="https://catalystsale.libsyn.com/dan-bradley-333" rel="nofollow" target="_blank">Building a Winning Culture: Lessons from the Frontlines</a> with Dan Bradley Connect With Us! <a href="https://www.instagram.com/catalystsale" rel="nofollow" target="_blank">Instagram</a> <a href="https://www.youtube.com/@catalyst_sale" rel="nofollow" target="_blank">YouTube</a> <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">Twitter</a> <a href="https://www.linkedin.com/in/mikesimmons" rel="nofollow" target="_blank">LinkedIn</a> <a href="http://www.findmycatalyst.com/" rel="nofollow" target="_blank">www,findmycatalyst.com</a> Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

AIR - A Blueprint for Sales & Business Success - 336

Ray Edwards

“Integrity becomes important to you when you realize it may be one of the last things you have any control over. We can be in integrity instantly when we own up to, and fess up to, where we really are, as opposed to where we want people to think we are mentally, emotionally, physically, financially.” - Ray Edwards   Ray Edwards Ray Edwards is a renowned copywriter and a friend. Ray's incredible journey of overcoming adversity and embracing life has been nothing short of inspiring. From redefining his identity to learning how to live the best possible life with Parkinson's, Ray has shown immense courage and resilience. He is the author of Read This or Die and How to Write Copy That Sells.    In this episode you will learn:  How to master the PASTOR framework to enhance your writing and marketing skills. How cultivating integrity and positive self-talk for personal growth and success is vital. About Ray's experience with groundbreaking surgery for Parkinson's treatment.    Episode Resources:  Read This or Die on Amazon  How to Write Copy That Sells on Amazon Episode 238 of the Find My Catalyst podcast - Ray Edwards - Copywriting, Sales and Coffee   Catch up on our last 3 episodes: Experience Mindset with Tiffani Bova Building a Winning Culture: Lessons from the Frontlines with Dan Bradley Slap Shots and Sales Strategies with Jacquelyn Nicholson   Connect With Us! Instagram YouTube Twitter LinkedIn www.findmycatalyst.com   Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

“Integrity becomes important to you when you realize it may be one of the last things you have any control over. We can be in integrity instantly when we own up to, and fess up to, where we really are, as opposed to where we want people to think we are mentally, emotionally, physically, financially.” - Ray Edwards Ray Edwards Ray Edwards is a renowned copywriter and a friend. Ray's incredible journey of overcoming adversity and embracing life has been nothing short of inspiring. From redefining his identity to learning how to live the best possible life with Parkinson's, Ray has shown immense courage and resilience. He is the author of Read This or Die and How to Write Copy That Sells.  In this episode you will learn: <ul> <li>How to master the PASTOR framework to enhance your writing and marketing skills.</li> <li>How cultivating integrity and positive self-talk for personal growth and success is vital.</li> <li>About Ray's experience with groundbreaking surgery for Parkinson's treatment.</li> </ul> Episode Resources: <a href="https://www.amazon.com/Read-This-Die-Persuading-Yourself/dp/0063074869/ref=tmm_hrd_swatch_0" rel="nofollow" target="_blank"> Read This or Die</a> on Amazon <a href="https://www.amazon.com/How-to-Write-Copy-That-Sells-audiobook/dp/B07VHRMKXX/ref=sr_1_1?crid=QA77RPM7KL89&amp;keywords=how+to+write+copy+that+sells&amp;qid=1686498634&amp;s=books&amp;sprefix=how+to+write+copy%2Cstripbooks%2C174&amp;sr=1-1" rel="nofollow" target="_blank"> How to Write Copy That Sells</a> on Amazon <a href="https://catalystsale.libsyn.com/size/5/?search=ray+edwards" rel="nofollow" target="_blank">Episode 238</a> of the Find My Catalyst podcast - Ray Edwards - Copywriting, Sales and Coffee Catch up on our last 3 episodes: <a href="https://catalystsale.libsyn.com/tiffani-bova-experience-mindset" rel="nofollow" target="_blank">Experience Mindset</a> with Tiffani Bova <a href="https://catalystsale.libsyn.com/dan-bradley-333" rel="nofollow" target="_blank">Building a Winning Culture: Lessons from the Frontlines</a> with Dan Bradley <a href="https://catalystsale.libsyn.com/jacquelyn-nicholson-332" rel="nofollow" target="_blank">Slap Shots and Sales Strategies</a> with Jacquelyn Nicholson Connect With Us! <a href="https://www.instagram.com/catalystsale" rel="nofollow" target="_blank">Instagram</a> <a href="https://www.youtube.com/@catalyst_sale" rel="nofollow" target="_blank">YouTube</a> <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">Twitter</a> <a href="https://www.linkedin.com/in/mikesimmons" rel="nofollow" target="_blank">LinkedIn</a> <a href="http://www.findmycatalyst.com/" rel="nofollow" target="_blank">w</a><a href="http://www.findmycatalyst.com/" rel="nofollow" target="_blank">ww.</a><a href="http://www.findmycatalyst.com/" rel="nofollow" target="_blank">findmycatalyst.com</a> Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

Read This or Die with Ray Edwards - 335

Tiffani Bova

"We wanted to understand what were the key attributes within the employee that had the greatest impact on customer. Trust was one of them" - Tiffany Bova Tiffani Bova is a Growth Evenagilist at Salesforce and a 2x Author. She has over 30 years of experience in the technology industry, specializing in customer and employee experiences. Tiffani has led teams in various settings, from startups to Fortune 500 companies, and understands the importance of nurturing positive experiences for both customers and employees. She is the author of The Experience Mindset. In this episode you will learn:  How to discover the significance of merging employee and customer experiences for mutual growth. How to declutter technological processes while enhancing data management. Foster a culture of innovation to propel your business beyond the competition.    Episode Resources:​ Tiffani on  LinkedIn Tiffani on  Twitter Tiffani on Instagram What’s Next Podcast The Experience MIndset   Catch up on our last 3 episodes: Building a Winning Culture: Lessons from the Frontlines with Dan Bradley Slap Shots and Sales Strategies with Jacquelyn Nicholson Breaking Through Goal-Setting Roadblocks   Connect With Us! Instagram YouTube Twitter LinkedIn www.catalystsale.com Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

"We wanted to understand what were the key attributes within the employee that had the greatest impact on customer. Trust was one of them" - Tiffany Bova Tiffani Bova is a Growth Evenagilist at Salesforce and a 2x Author. She has over 30 years of experience in the technology industry, specializing in customer and employee experiences. Tiffani has led teams in various settings, from startups to Fortune 500 companies, and understands the importance of nurturing positive experiences for both customers and employees. She is the author of The Experience Mindset. In this episode you will learn: <ul> <li>How to discover the significance of merging employee and customer experiences for mutual growth.</li> <li>How to declutter technological processes while enhancing data management.</li> <li>Foster a culture of innovation to propel your business beyond the competition.</li> </ul> Episode Resources:​ Tiffani on <a href="https://www.linkedin.com/in/tiffanibova?challengeId=AQFIjyIsH06HkAAAAYiIAiYEcVeh0UP1Ve4gZC4KOPOAQ5lGf5sW10WYvp6uMjZUastgzuVOiX-KJImL-HLIxUwc_6_JQwrqLQ&amp;submissionId=55b9ccb1-528d-6517-ba82-05eee192f566&amp;challengeSource=AgGKYi5Phg_dEgAAAYiIAmNEPopqKWH5KnJDo9C87kWh03Cxtu-9oOVjQQ8cuuk&amp;challegeType=AgHk2j7ysjfOtQAAAYiIAmNHkiIjoXysVcHh1zyBgDiU7v271yMMYGE&amp;memberId=AgEPyJwz_dw8IAAAAYiIAmNLEqIpxjOcMHECcQEtQBBlHhw&amp;recognizeDevice=AgHnObLXEl02AgAAAYiIAmNOS4RwiQ7BPymISyzIkgifBaA7xF3M" rel="nofollow" target="_blank"> LinkedIn</a> Tiffani on <a href="https://twitter.com/Tiffani_Bova?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor" rel="nofollow" target="_blank"> Twitter</a> Tiffani on <a href="https://www.instagram.com/tiffanibova/?hl=en" rel="nofollow" target="_blank">Instagram</a> What’s Next <a href="https://www.tiffanibova.com/whats-next-podcast/" rel="nofollow" target="_blank">Podcast</a> <a href="https://www.tiffanibova.com/experiencemindset/" rel="nofollow" target="_blank">The Experience MIndset</a> Catch up on our last 3 episodes: <a href="https://catalystsale.libsyn.com/dan-bradley-333" rel="nofollow" target="_blank">Building a Winning Culture: Lessons from the Frontlines</a> with Dan Bradley <a href="https://catalystsale.libsyn.com/jacquelyn-nicholson-332" rel="nofollow" target="_blank">Slap Shots and Sales Strategies</a> with Jacquelyn Nicholson <a href="https://catalystsale.libsyn.com/find-my-catalyst-project-lab" rel="nofollow" target="_blank">Breaking Through Goal-Setting Roadblocks</a> Connect With Us! <a href="https://www.instagram.com/catalystsale" rel="nofollow" target="_blank">Instagram</a> <a href="https://www.youtube.com/@catalyst_sale" rel="nofollow" target="_blank">YouTube</a> <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">Twitter</a> <a href="https://www.linkedin.com/in/mikesimmons" rel="nofollow" target="_blank">LinkedIn</a> <a href="http://www.catalystsale.com/" rel="nofollow" target="_blank">www.catalystsale.com</a> Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

Experience Mindset with Author Tiffani Bova - 334

Dan Bradley

“Temporary failures carry lessons that we can then apply to what we're going off to do next. That's how we win.” Dan Bradley   Dan Bradley Dan Bradley made a name for himself in the entrepreneurial world after transitioning from the public sector into the private sector. As the CEO of CATI Striping and Coating, Dan has taken his company from a two-person operation to a growing team that's built on strong core values and a solid culture. With a background in the Air Force and unique insights into leadership and people management, Dan is the perfect person to discuss how to create a culture around core values and maintain them for entrepreneurial success.   In this episode you will learn:  The key aspects of people management and team building for success. The method of instilling a culture guided by fundamental values and their maintenance. The connection between military experience and the skills needed for entrepreneurship and networking.    Episode Resources: Dan on LinkedIn Dan’s email - dbradley@catistriping.com CATI Striping   Catch up on our last 3 episodes: Slap Shots and Sales Strategies with Jacquelyn Nicholson Breaking Through Goal-Setting Roadblocks Transform Your Life with Jerry Dugan’s Five F’s Approach to Intentional Living with Jerry Dugan   Connect With Us! Instagram YouTube Twitter LinkedIn www.findmycatalyst.com Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

“Temporary failures carry lessons that we can then apply to what we're going off to do next. That's how we win.” Dan Bradley Dan Bradley Dan Bradley made a name for himself in the entrepreneurial world after transitioning from the public sector into the private sector. As the CEO of CATI Striping and Coating, Dan has taken his company from a two-person operation to a growing team that's built on strong core values and a solid culture. With a background in the Air Force and unique insights into leadership and people management, Dan is the perfect person to discuss how to create a culture around core values and maintain them for entrepreneurial success. In this episode you will learn: <ul> <li>The key aspects of people management and team building for success.</li> <li>The method of instilling a culture guided by fundamental values and their maintenance.</li> <li>The connection between military experience and the skills needed for entrepreneurship and networking.</li> </ul> Episode Resources: Dan on <a href="https://www.linkedin.com/in/danbradley15" rel="nofollow" target="_blank">LinkedIn</a> Dan’s email - <a>dbradley@catistriping.com</a> <a href="https://catistriping.com/" rel="nofollow" target="_blank">CATI Striping</a> Catch up on our last 3 episodes: <a href="https://catalystsale.libsyn.com/jacquelyn-nicholson-332" rel="nofollow" target="_blank">Slap Shots and Sales Strategies</a> with Jacquelyn Nicholson <a href="https://catalystsale.libsyn.com/find-my-catalyst-project-lab" rel="nofollow" target="_blank">Breaking Through Goal-Setting Roadblocks</a> <a href="https://catalystsale.libsyn.com/jerry-dugan" rel="nofollow" target="_blank">Tr</a><a href="https://catalystsale.libsyn.com/jerry-dugan" rel="nofollow" target="_blank">ansform Your</a> <a href="https://catalystsale.libsyn.com/jerry-dugan" rel="nofollow" target="_blank">Life with Jerry Dugan’s Five F’s Approach to Intentional Living</a> with Jerry Dugan Connect With Us! <a href="https://www.instagram.com/catalystsale" rel="nofollow" target="_blank">Instagram</a> <a href="https://www.youtube.com/@catalyst_sale" rel="nofollow" target="_blank">YouTube</a> <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">Twitter</a> <a href="https://www.linkedin.com/in/mikesimmons" rel="nofollow" target="_blank">LinkedIn</a> <a href="http://www.findmycatalyst.com/" rel="nofollow" target="_blank">www.findmycatalyst.co</a><a href="http://www.findmycatalyst.com/" rel="nofollow" target="_blank">m</a> Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

Building a Winning Culture: Lessons from the Frontlines with Dan Bradley - 333

We all have problems we are looking to solve. We know that there are solutions out there, but we struggle with this. How do we find the solution, where does the nudge come from to help us take the next step, and start solving tough problems.  The intention of this podcast is to help you find your catalyst and take that next step.The Find My Catalyst Podcast is a weekly podcast with Catalyst Sale founder Mike Simmons.  We discuss real stories with practical application, in the context of leadership, problem solving, decision making, thinking, goal setting and execution.Other topics discussed include - Systems, Frameworks, Sales Strategy, Revenue Operations, Training, Onboarding, Sales Enablement, Organization Enablement, Workforce Development, Coaching, and Mentoring.

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.

Sales Strategy & Execution Advice

Great Sales Podcast

We all have problems we are looking to solve. We know that there are solutions out there, but we struggle with this. How do we find the solution, where does the nudge come from to help us take the next step, and start solving tough problems. The intention of this podcast is to help you find your catalyst and take that next step. The Find My Catalyst Podcast is a weekly podcast with Catalyst Sale founder Mike Simmons. We discuss real stories with practical application, in the context of leadership, problem solving, decision making, thinking, goal setting and execution. Other topics discussed include - Systems, Frameworks, Sales Strategy, Revenue Operations, Training, Onboarding, Sales Enablement, Organization Enablement, Workforce Development, Coaching, and Mentoring.

Find My Catalyst Podcast

The Art &amp; The Science of Sales - Leveraging Data to Take Action. This week Steve Will, Revenue Champion &amp; 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 &amp; 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 &amp; 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 &amp; Customers are a great source of information when it comes to industry knowledge Ask your prospects &amp; 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 &amp; 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 &amp; 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  LinkedIn Crucial Conversations Jill Rowley Catalyst Sale Twitter  Call to Action How do you distinguish between the Art &amp; 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 &amp; 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 twitter, facebook 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.

The Art &amp; The Science of Sales - Leveraging Data to Take Action. This week Steve Will, Revenue Champion &amp; 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 <ul> <li>How does Steve define success in sales?</li> <li>How do you distinguish between the Art &amp; Science of Sales?</li> <li>How can you improve functional product knowledge?</li> <li>What are common mistakes companies make when thinking about data?</li> <li>What are some of the questions you should be asking when looking at data? </li> <li>How can technology be leveraged to help improve Marketing &amp; Sales alignment?</li> <li>What does the sales professional of tomorrow look like?</li> </ul> Key Takeaways <ul> <li>When Thinking of the Art - three things come to mind for Steve. <ul> <li>Sales Skills</li> <li>Product Knowledge </li> <li>Industry Knowledge</li> </ul> </li> <li>Talk to your peers - Peer &amp; Customers are a great source of information when it comes to industry knowledge</li> <li>Ask your prospects &amp; customers where they go for information.</li> <li>Separate yourself from the norm in your space, put your product through the use cases, work through the practical application.</li> <li>When Thinking about the Science of Sales - consider the data that is available. <ul> <li>The ability to uncover the story that the data is telling is critical.</li> <li>Putting the information into practical use is the next step.</li> </ul> </li> <li>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.</li> <li>The Funnelwise playbook is a good example of where the Art &amp; the Science of Sales come together in a successful partnership.  Leveraging the data in context to take action.</li> <li>Crucial Conversations <ul> <li>You need to have a good understanding of each others role &amp; responsibilities</li> <li>Give your team member the benefit of the doubt</li> <li>Treat people with respect</li> <li>Be patient</li> </ul> </li> <li>Most of the time, conflict occurs when goals do not align.</li> <li>As sales leaders, we are comfortable with being measured by revenue.</li> <li>Jill Rowley - talks about the traits of the modern seller. <ul> <li>Leverage Data</li> <li>Seek Collaboration</li> <li>Communicate Effectively</li> <li>Exhibit Business Acumen</li> <li>Share New Ideas</li> <li>Embrace Technology</li> </ul> </li> <li>The root of sales evil is poor discovery</li> </ul> Show Links <ul> <li><a href="https://www.linkedin.com/in/stevewill/" rel="nofollow" target="_blank">LinkedIn</a></li> <li><a href="https://a.co/7NrTIhb" rel="nofollow" target="_blank">Crucial Conversations</a></li> <li><a href="https://twitter.com/jill_rowley" rel="nofollow" target="_blank">Jill Rowley</a></li> <li><a href="https://twitter.com/catalystsale?lang=en" rel="nofollow" target="_blank">Catalyst Sale Twitter</a></li> </ul> Call to Action How do you distinguish between the Art &amp; Science of Sales?  Let us know via twitter @catalystsale or email us directly. Please share your stories with us @catalystsale on twitter or via <a href="mailto:hello@catalystsale.com">hello@catalystsale.com</a> ---------------------- Thank you Ratings &amp; 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 <a href="mailto:hello@catalystsale.com">hello@catalystsale.com</a> or contact us directly on <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">twitter</a>, <a href="https://www.facebook.com/CatalystSaleAZ/" rel="nofollow" target="_blank">facebook</a> or <a href="https://www.linkedin.com/company-beta/10326011/" rel="nofollow" target="_blank">LinkedIn</a>. Catalyst Sale Service Offerings <a href="https://info.catalystsale.com/growth-acceleration" rel="nofollow" target="_blank">Growth Acceleration - Plateau Breakthrough</a> <a href="https://info.catalystsale.com/product_market_fit_lp" rel="nofollow" target="_blank">Product Market Fit</a> <a href="https://info.catalystsale.com/predictable_sales_success-0" rel="nofollow" target="_blank">Catalyst Sale - Sales Fundamentals Training Program</a> ---------------------- Subscribe to the Catalyst Sale Podcast <a href="https://goo.gl/T1ghPq" rel="nofollow" target="_blank">Subscribe via iTunes</a> <a href="https://goo.gl/27NdPr" rel="nofollow" target="_blank">Subscribe via Google Play</a> 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.   <a href="https://catalystsale.com/sales-is-a-thinking-process/" rel="nofollow" target="_blank">Sales is a Thinking Process.</a>

The Art & The Science of Sales - Leveraging Data to Take Action - 90

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 twitter, facebook 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  OneNote Google Docs Calendar/Calendly Slack Whiteboards Catalyst Sale Account Plan Catalyst Sale Call Plan Yellow Legal Pads/Pilot G2 Pen (Jody) Notecards/Pencil (Mike)   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  Catalyst Sale Call Planning Template Send us your Questions  Twitter hello@catalystsale.com    Catalyst Sale - Live Chat Catalyst Sale - Podcast List  Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings &amp; 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 twitter, facebook 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.

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 <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">twitter</a>, <a href="https://www.facebook.com/CatalystSaleAZ/" rel="nofollow" target="_blank">facebook</a> or <a href="https://www.linkedin.com/company-beta/10326011/" rel="nofollow" target="_blank">LinkedIn</a>. Questions Addressed <ul> <li>How is consistency a tactic and not a strategy?</li> <li>How do we treat consistency a tactic?</li> <li>How important are tools when thinking about consistency?</li> <li>What are some of the tools we use to support consistency?</li> </ul> Key Takeaways <ul> <li>Consistency is actually both a strategy and a tactic.</li> <li>Saying what you do, and doing what you say.</li> <li>This is important both in building rapport and trust.</li> <li>Start with your calendar - block out time to accomplish the things you plan to deliver.</li> <li>Think about the expectations you are setting with your customer based on the behaviors you demonstrate.</li> <li>It is better to be consistent than to average out.</li> <li>You create patterns, these patterns help to create expectations.</li> <li>You can design the approach you take with your customer base.</li> <li>This consistency will help you reveal risk when things that are not consistent pop-up.</li> <li>The Account Planning template can help improve execution through consistent application.</li> <li>Tools can support consistent results.  Some of the tools I use follow <ul> <li>OneNote</li> <li>Google Docs</li> <li><a href="https://calendly.com/simmons_catalystsale/30min" rel="nofollow" target="_blank">Calendar/Calendly</a></li> <li>Slack</li> <li>Whiteboards</li> <li><a href="https://catalystsale.libsyn.com/episode-32-account-planning" rel="nofollow" target="_blank">Catalyst Sale Account Plan</a></li> <li><a href="https://catalystsale.com/call_plan/" rel="nofollow" target="_blank">Catalyst Sale Call Plan</a></li> <li>Yellow Legal Pads/Pilot G2 Pen (Jody)</li> <li>Notecards/Pencil (Mike)</li> </ul> </li> <li>Use the tool that is right for you.</li> <li>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.</li> <li>Good things happen when you do the work, not when you think about the work.</li> </ul> Call to Action <ul> <li>What are some of the tools, techniques, or tactics you use to increase Consistency?</li> <li>Send Listener Questions to us at <a href="https://catalystsale.com" rel="nofollow" target="_blank">https://catalystsale.com</a> </li> </ul> Show Links <ul> <li><a href="https://catalystsale.com/call_plan/" rel="nofollow" target="_blank">Catalyst Sale Call Planning Template</a></li> <li>Send us your Questions <ul> <li><a href="https://twitter.com/simmons_m" rel="nofollow" target="_blank">Twitter</a></li> <li><a href="mailto:hello@catalystsale.com">hello@catalystsale.com</a> </li> </ul> </li> <li><a href="https://catalystsale.com/" rel="nofollow" target="_blank">Catalyst Sale - Live Chat</a></li> <li><a href="https://catalystsale.com/podcast" rel="nofollow" target="_blank">Catalyst Sale - Podcast List</a></li> </ul> Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings &amp; 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 <a href="mailto:hello@catalystsale.com">hello@catalystsale.com</a> or contact us directly on <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">twitter</a>, <a href="https://www.facebook.com/CatalystSaleAZ/" rel="nofollow" target="_blank">facebook</a> or <a href="https://www.linkedin.com/company-beta/10326011/" rel="nofollow" target="_blank">LinkedIn</a>. Catalyst Sale Service Offerings <a href="https://info.catalystsale.com/growth-acceleration" rel="nofollow" target="_blank">Growth Acceleration - Plateau Breakthrough</a> <a href="https://info.catalystsale.com/product_market_fit_lp" rel="nofollow" target="_blank">Product Market Fit</a> ---------------------- Subscribe to the Catalyst Sale Podcast <a href="https://goo.gl/T1ghPq" rel="nofollow" target="_blank">Subscribe via iTunes</a> <a href="https://goo.gl/27NdPr" rel="nofollow" target="_blank">Subscribe via Google Play</a> 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.  <a href="https://catalystsale.libsyn.com/sales-process" rel="nofollow" target="_blank">Sales is a Thinking Process.</a>

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

Camille Clemons

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:  Camille on Twitter Camille on LinkedIn  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

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: <ul> <li>Are there quotes you like to lean on or triggers you use to help you maintain focus?</li> <li>How do you find the tool to help you if you don’t know what it is?</li> <li>Why don’t we ask questions?</li> <li>How do you navigate the intersection between work and home?</li> </ul> Key Takeaways: <ul> <li>"Work Hard, Be Nice" - Camille</li> <li>Subtle reminders can trigger thought</li> <li>If you keep it simple and the statements resonate, it’s easy to execute.</li> <li>Don’t be afraid to reach out to people.</li> <li>We tend to forget to look back at the things we did</li> <li>We are all our best when we own up to who we truly are.</li> <li>Core foundational concepts apply to our work and personal environments.</li> </ul> Show Links: <ul> <li>Camille on <a href="https://twitter.com/camilleeclemons?lang=en" rel="nofollow" target="_blank">Twitter</a></li> <li>Camille on <a href="https://www.linkedin.com/in/camilleclemons" rel="nofollow" target="_blank">LinkedIn</a></li> </ul> Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">twitter</a>, <a href="https://www.facebook.com/CatalystSaleAZ/" rel="nofollow" target="_blank">facebook</a> or <a href="https://www.linkedin.com/company-beta/10326011/" rel="nofollow" target="_blank">LinkedIn</a>. 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. <a href="https://info.catalystsale.com/growth-acceleration" rel="nofollow" target="_blank">Growth Acceleration - Plateau Breakthrough</a> <a href="https://info.catalystsale.com/product_market_fit_lp" rel="nofollow" target="_blank">Product Market Fit</a> <a href="https://catalystsale.mykajabi.com/" rel="nofollow" target="_blank">Demystify Sales - the course</a>

Work Hard, Be Nice with Guest Camille Clemons - 170

Jeff Noel

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  If Disney Ran Your Life Podcast  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 

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 <ul> <li>What is Mindset?</li> <li>What are some common mistakes we make when thinking about Mindset?</li> <li>Why do we make these mistakes?</li> <li>How can we avoid these mistakes?</li> <li>How does this change when thinking about Mindset in the context of working from home or remote work?</li> <li>How does this change when thinking about Mindset in the context of Teams, Customers, and Self?</li> </ul> Show Links <ul> <li><a href="https://podcasts.apple.com/us/podcast/if-disney-ran-your-life/" rel="nofollow" target="_blank">If Disney Ran Your Life Podcast</a></li> </ul> Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">twitter</a>, <a href="https://www.facebook.com/CatalystSaleAZ/" rel="nofollow" target="_blank">facebook</a> or <a href="https://www.linkedin.com/company/catalyst-sale" rel="nofollow" target="_blank">LinkedIn</a>. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at <a href="https://www.catalystsale.com" rel="nofollow" target="_blank">https://www.catalystsale.com</a>

Mindset with Jeff Noel - a Practical Discussion - 186

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, &amp; the Catalyst Sale Website.

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 <a href="https://www.linkedin.com/company/catalyst-sale" rel="nofollow" target="_blank">LinkedIn</a>, <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">Twitter</a>, &amp; the <a href="https://www.catalystsale.com" rel="nofollow" target="_blank">Catalyst Sale Website</a>.

Customer Churn - 32

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 twitter, facebook 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  Send us your Questions  Twitter hello@catalystsale.com    Catalyst Sale - Live Chat Catalyst Sale - Podcast List  Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings &amp; 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 twitter, facebook 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.

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 <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">twitter</a>, <a href="https://www.facebook.com/CatalystSaleAZ/" rel="nofollow" target="_blank">facebook</a> or <a href="https://www.linkedin.com/company-beta/10326011/" rel="nofollow" target="_blank">LinkedIn</a>. Questions Addressed <ul> <li>Why do we struggle with execution?</li> <li>Do you set larger goals?</li> <li>How does fitness goals relate to executing professional goals?</li> <li>How can we improve on execution?</li> </ul> Key Takeaways <ul> <li>Start with one thing.</li> <li>We tend to overcomplicate goal setting, trying to accomplish too much.</li> <li>If you can execute on the first goal, then establish two more.</li> <li>Push your capacity to the limit, then determine your actual capability.</li> <li>There are always some larger overarching goals. However, there still should be some smaller, more short term objectives that help keep you on track.</li> <li><a href="https://catalystsale.libsyn.com/jeff-noel" rel="nofollow" target="_blank">Jeff Noel discusses goals and</a> focus <a href="https://catalystsale.libsyn.com/jeff-noel" rel="nofollow" target="_blank">on this episode of the Catalyst Sale Podcast</a></li> <li>Tactical things you can do to get closer to executing on your goals. <ul> <li>Be realistic</li> <li>Deconstruct success - break things down</li> <li>1st establish goals</li> <li>2nd establish measurements</li> <li>3rd identify tools</li> </ul> </li> <li>Reevaluate your KPIs often - Measure what matters</li> <li>Think of daily, monthly, quarterly measurements and guideposts <ul> <li>Establish step goals</li> <li>Let's say we set a goal to lose 12 lbs in a year.</li> <li>Break this down to 1 lb a month</li> <li>.25 lbs a week</li> <li>Factor in the seasonality</li> <li>Design for the changes</li> </ul> </li> <li>Application to sales - think about your daily, weekly, monthly, and quarterly goals - Are you creating the number of opportunities necessary to hit your number?</li> <li>Application to product - Are you shipping enough features to hit your major objectives?</li> <li>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.</li> <li>Ask this question - Am I making progress or do I need to course correct?</li> <li><a href="https://catalystsale.libsyn.com/one-thing" rel="nofollow" target="_blank">Keller - The One Thing - Book Review Podcast</a></li> <li>You can readjust, reassess, failure is ok.</li> <li>Is it better to set 10 goals, and execute on none?  Or, establish one goal and execute on that one?</li> <li>Losing control of your days can significantly impact goal execution <ul> <li>Control the day</li> <li>Setting success criteria</li> <li>Measuring success</li> <li>Evaluate the data</li> <li>Shine the lens backward / ask what did I accomplish?</li> </ul> </li> <li>Things will happen, obstacles will occur - compartmentalize</li> <li>Time management is critical - assess your current state - document. <ul> <li>List out the things you are currently spending time on.</li> <li>List out the things you should be spending time on.</li> <li>Connect the dots between the things you are doing, and your goals.</li> <li>Eliminate obstacles.</li> </ul> </li> <li>Evaluate your goals - Be willing to let go</li> <li>Goal setting and execution are a process</li> <li>You will fail, You will learn from the mistakes</li> <li>You can't change the past, you can create in the future</li> <li>Start with one thing</li> </ul> Simmons - Professional Goals <ul> <li>Onboard 5 New Clients in 2019</li> <li>Launch a Digital Subscription Program</li> <li>Launch 2 New Productized Services</li> <li>Speak at 6 Events</li> </ul> Show Links <ul> <li>Send us your Questions <ul> <li><a href="https://twitter.com/simmons_m" rel="nofollow" target="_blank">Twitter</a></li> <li><a href="mailto:hello@catalystsale.com">hello@catalystsale.com</a> </li> </ul> </li> <li><a href="https://catalystsale.com/" rel="nofollow" target="_blank">Catalyst Sale - Live Chat</a></li> <li><a href="https://catalystsale.com/podcast" rel="nofollow" target="_blank">Catalyst Sale - Podcast List</a></li> </ul> Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings &amp; 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 <a href="mailto:hello@catalystsale.com">hello@catalystsale.com</a> or contact us directly on <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">twitter</a>, <a href="https://www.facebook.com/CatalystSaleAZ/" rel="nofollow" target="_blank">facebook</a> or <a href="https://www.linkedin.com/company-beta/10326011/" rel="nofollow" target="_blank">LinkedIn</a>. Catalyst Sale Service Offerings <a href="https://info.catalystsale.com/growth-acceleration" rel="nofollow" target="_blank">Growth Acceleration - Plateau Breakthrough</a> <a href="https://info.catalystsale.com/product_market_fit_lp" rel="nofollow" target="_blank">Product Market Fit</a> ---------------------- Subscribe to the Catalyst Sale Podcast <a href="https://goo.gl/T1ghPq" rel="nofollow" target="_blank">Subscribe via iTunes</a> <a href="https://goo.gl/27NdPr" rel="nofollow" target="_blank">Subscribe via Google Play</a> 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.  <a href="https://catalystsale.com/sales-is-a-thinking-process/" rel="nofollow" target="_blank">Sales is a Thinking Process.</a>

Regaining Momentum and Kicking Off the New Year - Again - 128

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  StoryBrand Framework - Don Miller Episode Christie Walters - Transparency Drew D'Agostino - Crystal Knows Rush to Demo Empathy vs Sympathy Catalyst Sale Website Catalyst Sale Workshops &amp; Training  Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings &amp; 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 twitter, facebook 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.

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 <a href="https://catalystsale.com" rel="nofollow" target="_blank">https://catalystsale.com</a> Questions Addressed <ul> <li>What does empathy mean?</li> <li>What is the difference between empathy and sympathy?</li> <li>What does it mean to communicate with empathy?</li> <li>What do you think of when you reflect on Lee Cockerell’s quote – “Candor is Truth with Empathy”</li> <li>How does Empathy impact Sales?</li> </ul> Key Takeaways <ul> <li>Empathy - Putting yourself in someone else’s shoes.</li> <li>Empathy - Evaluating a situation through their eyes.</li> <li>Being empathetic is doing what you can to put yourself in the shoes of others.</li> <li>Focus on how others may receive the message based on their experiences, where they are at a given point in time.</li> <li>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.</li> <li>Jody’s Granny – “When you communicate, you are responsible for what someone hears”</li> <li>The same comment, in different places, at different times, can be received differently.</li> <li>Lee Cockerell quote – “Candor is Truth with Empathy”</li> <li>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.</li> <li>Put the person you are communicating with first.</li> <li>In the context of sales, whatever challenge you are helping the customer overcome, you need to realize it is their challenge.</li> <li>What can we do today to help us communicate with empathy? <ul> <li>Ask this question - Do I really understand what my customer is going through right now?</li> <li>Leverage tools like Crystal Knows (<a href="https://crystalknows.com/" rel="nofollow" target="_blank">https://crystalknows.com/</a>)</li> </ul> </li> </ul> Show Links <ul> <li><a href="https://catalystsale.libsyn.com/don-miller" rel="nofollow" target="_blank">StoryBrand Framework - Don Miller Episode</a></li> <li><a href="https://catalystsale.libsyn.com/christie-walters" rel="nofollow" target="_blank">Christie Walters - Transparency</a></li> <li><a href="https://catalystsale.libsyn.com/drew-dagostino" rel="nofollow" target="_blank">Drew D'Agostino - Crystal Knows</a></li> <li><a href="https://catalystsale.libsyn.com/demos" rel="nofollow" target="_blank">Rush to Demo</a></li> <li><a href="https://www.dictionary.com/e/empathy-vs-sympathy/" rel="nofollow" target="_blank">Empathy vs Sympathy</a></li> <li><a href="https://catalystsale.com" rel="nofollow" target="_blank">Catalyst Sale Website</a></li> <li><a href="https://info.catalystsale.com/workshops" rel="nofollow" target="_blank">Catalyst Sale Workshops &amp; Training</a></li> </ul> Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings &amp; 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 <a href="mailto:hello@catalystsale.com">hello@catalystsale.com</a> or contact us directly on <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">twitter</a>, <a href="https://www.facebook.com/CatalystSaleAZ/" rel="nofollow" target="_blank">facebook</a> or <a href="https://www.linkedin.com/company-beta/10326011/" rel="nofollow" target="_blank">LinkedIn</a>. Catalyst Sale Service Offerings <a href="https://info.catalystsale.com/growth-acceleration" rel="nofollow" target="_blank">Growth Acceleration - Plateau Breakthrough</a> <a href="https://info.catalystsale.com/product_market_fit_lp" rel="nofollow" target="_blank">Product Market Fit</a> ---------------------- Subscribe to the Catalyst Sale Podcast <a href="https://goo.gl/T1ghPq" rel="nofollow" target="_blank">Subscribe via iTunes</a> <a href="https://goo.gl/27NdPr" rel="nofollow" target="_blank">Subscribe via Google Play</a> 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.  <a href="https://catalystsale.com/sales-is-a-thinking-process/" rel="nofollow" target="_blank">Sales is a Thinking Process.</a>

Communicate with Empathy - 103

Amy Volas

Taking the Cringe Out of Recruiting Sales Pros with Guest Amy Volas This week Amy Volas, Founder &amp; 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  Amy's LinkedIn Work with Amy through Avenue Talent Partners Amy's Twitter Catalyst Sale  Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings &amp; 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 twitter, facebook 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.

Taking the Cringe Out of Recruiting Sales Pros with Guest Amy Volas This week Amy Volas, Founder &amp; 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 <ul> <li>What does Amy love about recruiting?</li> <li>Why should someone (organization or professional) want to work with a recruiter?</li> <li>What are common mistakes companies make when hiring sales professionals?</li> <li>How are recruiting and sales shifting?</li> <li>Why do we make recruiting/sales difficult?</li> <li>What are some of the guideposts Amy uses to evaluate if a relationship is going in the right direction?</li> <li>If I get a call from a recruiter, what should I be thinking about?</li> <li>What can we do if we want to make it easier for a recruiter to contact us?</li> <li>If you are the person trying to move into a new role, how can you elevate yourself, and gain new experience?</li> </ul> Key takeaways <ul> <li>Amy loves working with compelling businesses</li> <li>For recruiters that are doing it well, they understand the company, they understand the core business, they can provide feedback.</li> <li>Recruiting is not cheap - you earn your fees "I need to do it better than you can do it yourself" - Amy</li> <li>Know the buyer profile and the buyer journey</li> <li>Common mistakes <ul> <li>Looking at this as a vendor/client relationship</li> <li>Some organizations take the approach of needing a butt in a seat</li> </ul> </li> <li>Discovery is critical - it is our job to connect the dots</li> <li>Clearly define the thought process and objectives</li> <li>Unfortunately, we live in a world where it is a numbers game, take a pause, be intentional.</li> <li>Be your own best advocate</li> <li>Don't waste your time</li> <li>Hacking is not lasting - What you put in, is what you get out</li> <li>Do the work</li> <li>We don't live in a world of pitching anymore. Pitching does not work.</li> <li>The buyer is more informed - By the time we want to engage, we are well informed</li> <li>In the 90's (as sales reps) we would inform on the front end, now the customer is further down the path.</li> <li>Stop making it difficult - Make it easy on the buyer</li> <li>Bad habits start from the top - There are gaps in expectations</li> <li>Have a conversation, a playbook is a guide.</li> <li>Sales is not plug and play</li> <li>Questions to ask <ul> <li>How do I help solve a problem?</li> <li>How do I help you get to your goal?</li> </ul> </li> <li>Do the right things. Success will follow.</li> <li>It's ok to say no, to redefine success</li> <li>Spend time where you do your best work</li> <li>Be human - Don't be afraid to have the tough conversations</li> <li>Set expectations</li> <li>Define the task at hand, listen, establish success looks like</li> <li>Discovery, milestones, communication, ensure we are on pace.</li> <li>Ask questions.</li> <li>Go through the process, don't skip steps - skipping steps increases risk.</li> <li>Think critically</li> <li>Create an environment of trust and respect</li> <li>When you are contacted by a recruiter, ask questions, identify if they did their homework?</li> <li>When trying to help recruiters find you, keywords matter, specificity is critical.</li> <li>Remember - recruiters serve their clients - the job seeker is not the client.</li> <li>They do not work on behalf of candidates</li> <li>The recruiter and rep should be the right fit for each other.</li> <li>People crave feedback.</li> <li>Be your own best advocate, identify those who have experience, learn from them.</li> </ul> Call to Action/Engagement Question <ul> <li>How do you use recruiters in your business?</li> <li>What will you change about the way you work with recruiters?</li> </ul> Important Show Links <ul> <li><a href="https://www.linkedin.com/in/amyvolas/" rel="nofollow" target="_blank">Amy's LinkedIn</a></li> <li><a href="https://avenuetalentpartners.com/" rel="nofollow" target="_blank">Work with Amy through Avenue Talent Partners</a></li> <li><a href="https://twitter.com/AvenueTP" rel="nofollow" target="_blank">Amy's Twitter</a></li> <li><a href="https://catalystsale.com/" rel="nofollow" target="_blank">Catalyst Sale</a></li> </ul> Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings &amp; 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 <a href="mailto:hello@catalystsale.com">hello@catalystsale.com</a> or contact us directly on <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">twitter</a>, <a href="https://www.facebook.com/CatalystSaleAZ/" rel="nofollow" target="_blank">facebook</a> or <a href="https://www.linkedin.com/company-beta/10326011/" rel="nofollow" target="_blank">LinkedIn</a>. Catalyst Sale Service Offerings <a href="https://info.catalystsale.com/growth-acceleration" rel="nofollow" target="_blank">Growth Acceleration - Plateau Breakthrough</a> <a href="https://info.catalystsale.com/product_market_fit_lp" rel="nofollow" target="_blank">Product Market Fit</a> ---------------------- Subscribe to the Catalyst Sale Podcast <a href="https://goo.gl/T1ghPq" rel="nofollow" target="_blank">Subscribe via iTunes</a> <a href="https://goo.gl/27NdPr" rel="nofollow" target="_blank">Subscribe via Google Play</a> 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.  <a href="https://catalystsale.com/sales-is-a-thinking-process/" rel="nofollow" target="_blank">Sales is a Thinking Process.</a>

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

Personal Relationships - Do they help in Sales? Is this the first time Mike &amp; Mike are going to have conflicting viewpoints on the podcast? This week on the podcast, Mike &amp; 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  Catalyst Sale Twitter Mike Simmons Twitter LinkedIn  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 &amp; 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 twitter, facebook 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.

Personal Relationships - Do they help in Sales? Is this the first time Mike &amp; Mike are going to have conflicting viewpoints on the podcast? This week on the podcast, Mike &amp; 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 <ul> <li>What is the place of personal relationships in sales?</li> <li>What’s the difference between surface level engagements, and true friendships?</li> <li>Have you ever purchased a product even when you do not like the sales rep?</li> </ul> Key Takeaways <ul> <li>The impact a personal relationship has on an opportunity is different based on the complexity and scope of the problem you are solving.</li> <li>SDR - their job is to get people in the door, the AE - then tasked the discussion deeper into the sales process.</li> <li>The perspective we are seeing - many folks are too focused on “making friends” as a quick way to sell.</li> <li>We are not looking for friends, we are looking to solve problems.</li> <li>If you are not able to build rapport, build a relationship based on a foundation of trust, you are going to have blind spots.</li> <li>Be an extension of the customer’s team - where appropriate.</li> <li>In a scenario where the problem is similar, and your product provides the solution, the trust can help accelerate the path to success.</li> <li>In a more transactional relationship, this may not work.</li> <li>Even if those within your network may no longer be the buyer,  you can still leverage the relationship.  Ask for help.</li> <li>A relationship does not entitle you to do business with someone.  Sadly, many folks think that it does.</li> <li>Get back to the fundamentals - what works in sales, how you can hone your skills.</li> <li>Sometimes companies may want to buy the product - they may not want to buy from you.</li> </ul> Call to Action <ul> <li>How do you leverage relationships in sales or your current role?</li> </ul> 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 <ul> <li><a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">Catalyst Sale Twitter</a></li> <li><a href="https://twitter.com/simmons_m" rel="nofollow" target="_blank">Mike Simmons Twitter</a></li> <li><a href="https://www.linkedin.com/company/10326011/" rel="nofollow" target="_blank">LinkedIn</a></li> </ul> 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 <a href="mailto:hello@catalystsale.com">hello@catalystsale.com</a> 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 &amp; 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 <a href="mailto:hello@catalystsale.com">hello@catalystsale.com</a> or contact us directly on <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">twitter</a>, <a href="https://www.facebook.com/CatalystSaleAZ/" rel="nofollow" target="_blank">facebook</a> or <a href="https://www.linkedin.com/company-beta/10326011/" rel="nofollow" target="_blank">LinkedIn</a>. Catalyst Sale Service Offerings <a href="https://info.catalystsale.com/growth-acceleration" rel="nofollow" target="_blank">Growth Acceleration - Plateau Breakthrough</a> <a href="https://info.catalystsale.com/product_market_fit_lp" rel="nofollow" target="_blank">Product Market Fit</a> ---------------------- Subscribe to the Catalyst Sale Podcast <a href="https://goo.gl/T1ghPq" rel="nofollow" target="_blank">Subscribe via iTunes</a> <a href="https://goo.gl/27NdPr" rel="nofollow" target="_blank">Subscribe via Google Play</a> 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.   <a href="https://catalystsale.com/sales-is-a-thinking-process/" rel="nofollow" target="_blank">Sales is a Thinking Process.</a>

Personal Relationships - Do they help in Sales? - 81

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 &amp; 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.

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 &amp; 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 <a href="mailto:hello@catalystsale.com">hello@catalystsale.com</a> Please send listener questions and feedback to <a href="mailto:hello@catalystsale.com">hello@catalystsale.com</a> or contact us directly on twitter, <a href="https://www.facebook.com/CatalystSaleAZ/" rel="nofollow" target="_blank">facebook</a> or <a href="https://www.linkedin.com/company-beta/10326011/" rel="nofollow" target="_blank">LinkedIn</a>. <a href="https://www.catalystsale.com/contact/" rel="nofollow" target="_blank">Contact us today to learn more.</a> ---------------------- Subscribe to the Catalyst Sale Podcast <a href="https://goo.gl/T1ghPq" rel="nofollow" target="_blank">Subscribe via iTunes</a> <a href="https://goo.gl/27NdPr" rel="nofollow" target="_blank">Subscribe via Google Play</a> 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.   <a href="https://catalystsale.com/sales-is-a-thinking-process/" rel="nofollow" target="_blank"> Sales is a Thinking Process.</a>

Mentoring in Sales - 42

Carol Quinn

Carol Quinn, CEO of Hire Authority and the Founder &amp; 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 &amp; behavior-based interviewing? How do you identify/reveal passion? What is the difference between an internal &amp; 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 &amp; 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 &amp; 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 &amp; 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  Hireauthority.com Hire Authority - free resources tab Phone Number - 561-231-0313 LinkedIn LinkedIn group Twitter  Anniversary edition of MBI - Motivation-Based Interviewing - published by SHRM  Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings &amp; 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 twitter, facebook 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.

Carol Quinn, CEO of Hire Authority and the Founder &amp; 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 <ul> <li>What are the differences between motivation-based interviewing &amp; behavior-based interviewing?</li> <li>How do you identify/reveal passion?</li> <li>What is the difference between an internal &amp; an external locus of control?</li> <li>What's wrong with "one-upmanship" in the interviewing process</li> <li>What are companies doing when it comes to keeping track of data in their hiring process?</li> <li>How do you bring passion, attitude, and skills into the interview process?</li> </ul> Key Takeaways <ul> <li>Hypothetical questions create hypothetical answers</li> <li>With Behavior-Based Interviewing, the expectation is that past behavior will be indicative of future behavior.</li> <li>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.</li> <li>MBI - designed to identify high performers - someone who will go above and beyond to get the best results</li> <li>High performers have great skills, passion, and attitude.</li> <li>You can hire someone with great skills, and they could be a poor, average, or high performer - It's not just about skills.</li> <li>The interview process has evolved.  MBI looks at what all high performers have in common. <ul> <li>They have the Skill</li> <li>They have the Passion</li> <li>They have the Attitude (how a person responds to on the job challenges)</li> </ul> </li> <li>Passion <ul> <li>You cannot assess passion directly</li> <li>Interviewers have to get wiser about the questions they ask, they need to understand how to assess attitude &amp; passion.</li> <li>Passion is usually tied to self-motivation</li> <li>Find out what the candidate likes doing the most - ideally, match this to the role.</li> <li>MBI includes a series of 5 questions that focus in on what the person likes doing the most, the least, etc.</li> <li>Weaknesses tell you about skill deficits and tell you about passion.</li> <li>Passion is not something you can teach.</li> <li>Passion helps you get through the adversity.</li> </ul> </li> <li>Attitude <ul> <li>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 &amp; empowering</li> <li>The high performer goes into a problem-solving mode</li> <li>They have an optimistic perspective that keeps them in the game</li> <li>This is a split second decision "I can't" or "I can"</li> <li>The "I can't" is representative of an external locus of control</li> <li>The "I can't" person begins a to build a case for why they cannot be successful.</li> <li>No one is pure "I can" or "I can't"</li> </ul> </li> <li>Skill, Knowledge, IQ combined predict the successful hire approximately 7% of the time, while Attitude accounts for the remaining 93%.</li> <li>A hiring mistake can set you back, not only due to the cost of the hire, but the time that is lost.</li> <li>As interviewers, we want to be able to identify the high-performer despite their interviewing skills.</li> <li>CareerBuilder - 68% of employers surveyed struggle with interviewing.</li> <li>Interviewing for a sales role is one of the most interesting of all interviews because you have candidates who are prepared to interview &amp; 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.</li> <li>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.</li> <li>Quality of hire is the most important factor.</li> <li>It does not take any longer to evaluate the quality of a hire. (See link below)</li> <li>Short-term turnover is tied to the hiring process - MBI reduces short-term turnover by ~50%</li> <li>If you have a "quality of hire" problem, and you end up retaining low performers, you will create a culture problem.</li> <li>Attitude is 80% formed by age 5.  The person who has the attitude has to change it, not the employer.</li> <li>The #1 reason for the metrics - to motivate positive change in the hiring process.</li> <li>"Training is not going to fix what the interviewer missed" - Carol Quinn</li> <li>The average interviewer either (A) asks questions off the cuff, or (B) asks canned questions that are ineffective. </li> </ul> Show Links <ul> <li><a href="https://www.hireauthority.com/" rel="nofollow" target="_blank">Hireauthority.com</a></li> <li><a href="https://www.hireauthority.com/free-mbi-resources/" rel="nofollow" target="_blank">Hire Authority - free resources tab</a></li> <li>Phone Number - 561-231-0313</li> <li><a href="https://www.linkedin.com/in/carolquinn/" rel="nofollow" target="_blank">LinkedIn</a></li> <li><a href="https://www.linkedin.com/groups/8290045/profile" rel="nofollow" target="_blank">LinkedIn group</a></li> <li><a href="https://twitter.com/CQAttitude" rel="nofollow" target="_blank">Twitter</a></li> <li><a href="https://store.shrm.org/motivation-based-interviewing-a-revolutionary-approach-to-hiring-the-best.html" rel="nofollow" target="_blank"> Anniversary edition of MBI - Motivation-Based Interviewing - published by SHRM</a></li> </ul> Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings &amp; 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 <a href="mailto:hello@catalystsale.com">hello@catalystsale.com</a> or contact us directly on <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">twitter</a>, <a href="https://www.facebook.com/CatalystSaleAZ/" rel="nofollow" target="_blank">facebook</a> or <a href="https://www.linkedin.com/company-beta/10326011/" rel="nofollow" target="_blank">LinkedIn</a>. Catalyst Sale Service Offerings <a href="https://info.catalystsale.com/growth-acceleration" rel="nofollow" target="_blank">Growth Acceleration - Plateau Breakthrough</a> <a href="https://info.catalystsale.com/product_market_fit_lp" rel="nofollow" target="_blank">Product Market Fit</a> ---------------------- Subscribe to the Catalyst Sale Podcast <a href="https://goo.gl/T1ghPq" rel="nofollow" target="_blank">Subscribe via iTunes</a> <a href="https://goo.gl/27NdPr" rel="nofollow" target="_blank">Subscribe via Google Play</a> 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.  <a href="https://catalystsale.com/sales-is-a-thinking-process/" rel="nofollow" target="_blank">Sales is a Thinking Process.</a>

Motivation Based Interviewing with guest Carol Quinn - 96

Anne Wolf

Storytelling, Entrepreneurship, and Lessons Learned from Working with Steve Jobs - Guest Anne Wolf Anne is the President &amp; 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 &amp; 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  LinkedIn Twitter  Crossing the Chasm Think Different Campaign  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 &amp; 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 twitter, facebook 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.

Storytelling, Entrepreneurship, and Lessons Learned from Working with Steve Jobs - Guest Anne Wolf Anne is the President &amp; 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 <ul> <li>What is the difference between Brand Story &amp; Authentic Story?</li> <li>What are some of the things a sales rep can do when trying to understand their story, or their customers' story?</li> <li>What was it like working with Steve Jobs?</li> <li>What are some common misperceptions among your students about entrepreneurship?</li> <li>What are some common challenges that you see when working with founders?</li> <li>What are some of the things that people do well when it comes to the exit?  Where do they fail?</li> </ul> Key Takeaways <ul> <li>Brand Story - sometimes this is confusing - entrepreneurs tend to focus on feature functionality vs why they are doing this.</li> <li>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</li> <li>Mistakes happen when you think of the pitch as a focus on feature/functionality.  </li> <li>Investors want to hear the "why" behind it</li> <li>Your Authentic Story takes a lot of transparency, some people fear this.  Your customers are smart.</li> <li>SHaring the good, the bad, the ugly is better than painting the picture that everything is perfect)</li> <li>Reps tend to focus on presentation of the information, they should focus more on listening.</li> <li>Listen to solve problems.  Anne's success in sales was a function of understanding her customer's story</li> <li>Think of brands we admire - you usually can tell a great story - this is what makes them interesting.</li> <li>Start with the Why</li> <li>Go Where they Live? - Why? (pressure, Problems, Location, Put yourself in the customer's shoes)</li> <li>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.</li> <li>Be Brutally Honest. When in Doubt, Tell the Truth. Be Trustworthy</li> <li>Changing human behavior is very difficult.</li> <li>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</li> <li>In Steve's mind, Apple was breaking their promise, they were not delivering great technology.</li> <li>Working with Steve helped Anne recognize the value in "doing something great."</li> <li>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.</li> <li>This led to the "Think Different" Campaign</li> <li>The sales team was focused on product, the business was focused on changing behavior, changing mindset.</li> <li>This was about releasing something new, something different, which ultimately was the iMac.</li> <li>As reps, sometimes we have a tendency to color inside the lines, embrace the rebellious spirit, use your own story as a tool.</li> <li>Entrepreneurship - it's not as easy as you think. <ul> <li>Know who the customer is.</li> <li>Know why will they buy.</li> <li>Know how will you fund it.</li> </ul> </li> <li>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"</li> <li>There is such a lack of communication across functions. CEO can be surrounded by people who just tell them what they want to hear.</li> <li>Do you feel awkwardly uncomfortable with what you are communicating? If so, that is a good thing.</li> <li>Over-communication can help with commitment.  Staff may feel awkwardly uncomfortable, communication can help overcome this.</li> <li>Great leaders do not create followers, they create other great leaders.</li> <li>Common theme - students, others, executives - you need to build a level of trust, the foundation of trust is based on intention.</li> <li>Exits are taking longer than in the past.</li> <li>~70% of startups will fail, Crossing the Chasm takes longer than you think it will take, and many organizations will not get there.</li> <li>The ones who exit manage the exit successfully... <ul> <li>Don't count their "coin" too early</li> <li>Maintain a maniacal focus</li> <li>Keep the exit as a closely guarded secret</li> <li>When everyone is talking about the IPO, it takes people off task</li> </ul> </li> <li>Failure is an accomplishment</li> <li>Leverage mentors</li> <li>Build your personal brand</li> </ul> Show Links <ul> <li><a href="https://www.linkedin.com/in/anne-wolf-mba-1902a1/" rel="nofollow" target="_blank">LinkedIn</a></li> <li><a href="https://twitter.com/annekwolf?lang=en" rel="nofollow" target="_blank">Twitter</a></li> <li><a href="https://www.amazon.com/Crossing-Chasm-Marketing-Technology-Mainstream/dp/B00A2ZHMKY" rel="nofollow" target="_blank"> Crossing the Chasm</a></li> <li><a href="https://www.youtube.com/watch?v=cFEarBzelBs" rel="nofollow" target="_blank">Think Different Campaign</a></li> </ul> 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 <a href="mailto:hello@catalystsale.com">hello@catalystsale.com</a> ---------------------- Thank you Ratings &amp; 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 <a href="mailto:hello@catalystsale.com">hello@catalystsale.com</a> or contact us directly on <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">twitter</a>, <a href="https://www.facebook.com/CatalystSaleAZ/" rel="nofollow" target="_blank">facebook</a> or <a href="https://www.linkedin.com/company-beta/10326011/" rel="nofollow" target="_blank">LinkedIn</a>. Catalyst Sale Service Offerings <a href="https://info.catalystsale.com/growth-acceleration" rel="nofollow" target="_blank">Growth Acceleration - Plateau Breakthrough</a> <a href="https://info.catalystsale.com/product_market_fit_lp" rel="nofollow" target="_blank">Product Market Fit</a> ---------------------- Subscribe to the Catalyst Sale Podcast <a href="https://goo.gl/T1ghPq" rel="nofollow" target="_blank">Subscribe via iTunes</a> <a href="https://goo.gl/27NdPr" rel="nofollow" target="_blank">Subscribe via Google Play</a> 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.   <a href="https://catalystsale.com/sales-is-a-thinking-process/" rel="nofollow" target="_blank">Sales is a Thinking Process.</a>

Insights and the Importance of Story - Guest Anne Wolf - 84

Laurie Ruettimann

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  Let's Fix Work Podcast Laurie's Website Laurie on Twitter Laurie on LinkedIn  Call to Action What processes, roles, systems, do you want to "blow-up" in your organization? Let us know via twitter, facebook or LinkedIn. Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings &amp; 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 twitter, facebook 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

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 <ul> <li>Why don't we blow HR up?</li> <li>Why do you we struggle with thinking critically?</li> <li>What are some things we can do to help with root cause analysis?</li> <li>What's the difference between compassion and empathy?</li> <li>Why is the HR function incomplete?</li> <li>How can we identify our fundamental flaws at an organization level?</li> <li>How did Laurie make the transition from being uncomfortable with sales to selling?</li> <li>What comes to mind when Laurie thinks about goal setting?</li> <li>How do you reconcile with mistakes?</li> <li>Did Laurie apply a premortem when she started her tech startup?</li> <li>What's a premortem?</li> <li>How can a premortem apply in sales?</li> <li>What are some lessons Laurie learned from building her podcast?</li> </ul> Key Takeaways <ul> <li>Some times systems are broken beyond repair</li> <li>Recognize the humanity - then you can have a core conversation.</li> <li>Understand what makes people human</li> <li>Go to compassion</li> <li>Moments of tension can create a feeling of being trapped. Double down on these moments.</li> <li>HR can be a bridge <ul> <li>You can't do it on your own.</li> <li>Leverage relationships.</li> </ul> </li> <li>HR as a consultative body - specialist</li> <li>The way of work is changing.</li> <li>You have to listen.</li> <li>You need to shut up.</li> <li>Corporations do not have imposter syndrome - Companies put themselves first.</li> <li>Consumption does not fix problems</li> <li>Know who you are, set reasonable goals.</li> <li>Do the hard and honest work of feeling the thing that is holding you back.</li> <li>The thing that makes us human is our capacity to try.</li> <li>We fail. We learn. We grow.</li> <li>Behavior changes can disrupt habits.</li> </ul> Show Links <ul> <li><a href="https://laurieruettimann.com/podcast/" rel="nofollow" target="_blank">Let's Fix Work Podcast</a></li> <li><a href="https://laurieruettimann.com/" rel="nofollow" target="_blank">Laurie's Website</a></li> <li><a href="https://twitter.com/lruettimann" rel="nofollow" target="_blank">Laurie on Twitter</a></li> <li><a href="https://www.linkedin.com/in/laurieruettimann/" rel="nofollow" target="_blank">Laurie on LinkedIn</a></li> </ul> Call to Action What processes, roles, systems, do you want to "blow-up" in your organization? Let us know via <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">twitter</a>, <a href="https://www.facebook.com/CatalystSaleAZ/" rel="nofollow" target="_blank">facebook</a> or <a href="https://www.linkedin.com/company-beta/10326011/" rel="nofollow" target="_blank">LinkedIn</a>. Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings &amp; 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 <a href="mailto:hello@catalystsale.com">hello@catalystsale.com</a> or contact us directly on <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">twitter</a>, <a href="https://www.facebook.com/CatalystSaleAZ/" rel="nofollow" target="_blank">facebook</a> or <a href="https://www.linkedin.com/company-beta/10326011/" rel="nofollow" target="_blank">LinkedIn</a>. Catalyst Sale Service Offerings <a href="https://info.catalystsale.com/growth-acceleration" rel="nofollow" target="_blank">Growth Acceleration - Plateau Breakthrough</a> <a href="https://info.catalystsale.com/product_market_fit_lp" rel="nofollow" target="_blank">Product Market Fit</a> <a href="https://catalystsale.mykajabi.com/" rel="nofollow" target="_blank">Demystify Sales - the course</a> 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

Let's Fix Work with Laurie Ruettimann - 156

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"  Size of organization Market/Vertical Link to Territory Planning that Works   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 &amp; 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  Catalyst Sale  Twitter LinkedIn hello@catalystsale.com   Territory Planning that Works Catalyst Sale Workshops &amp; Training  Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings &amp; 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 twitter, facebook 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.

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 <ul> <li>Where do you start with prospecting?</li> <li>What are some best practices in building pipeline?</li> <li>How do you identify the appropriate vocabulary for a given vertical?</li> <li>What about prospecting within your existing client base?</li> </ul> Key Takeaways <ul> <li>Pipeline saves lives</li> <li>Start first by defining your "Ideal customer" <ul> <li>Size of organization</li> <li>Market/Vertical</li> <li>Link to <a href="https://catalystsale.com/sales-territory-planning-that-works/" rel="nofollow" target="_blank">Territory Planning that Works</a></li> </ul> </li> <li>Identify where the people who will use the product, purchase the product, or influence those who may purchase, hang out.</li> <li>Hunting requires that you go where the customer is.</li> <li>Best Practices <ul> <li>Stay engaged with the community that you serve</li> <li>Read analyst reports &amp; research relevant to the given market</li> <li>What are some common problems that your ideal customer profile experience?</li> <li>Use the vocabulary that the community uses</li> </ul> </li> <li>Tools <ul> <li>Google</li> <li>LinkedIn/Sales Navigator</li> <li>Questions</li> </ul> </li> <li>Deliver value to the audiences and communities with whom you engage.  Share experience, be genuine about your interest in solving problems within their market.</li> <li>Ask questions with a genuine intention to learn.</li> <li>Think about growing business within your account base as hunting within the base.</li> <li>Use the same process, when hunting within the base.  Identify ways to expand your network within your account base.</li> <li>Ask these questions <ul> <li>Who else cares about the problems we solve?</li> <li>How are they addressing those problems today?</li> <li>Who is experiencing those problems?</li> </ul> </li> <li>Act as an extension of your client/customer's team</li> <li>Take a humble approach, be genuinely interested in solving problems. When you do the right things, good things tend to follow.</li> <li>Focus on the customer</li> <li>Prospecting is hard, but you have to keep doing it, put in the reps, do the work.</li> <li>Set aside specific time to focus on prospecting.</li> </ul> Show Links <ul> <li><a href="https://catalystsale.com/" rel="nofollow" target="_blank">Catalyst Sale</a> <ul> <li><a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">Twitter</a></li> <li><a href="https://www.linkedin.com/company-beta/10326011/" rel="nofollow" target="_blank">LinkedIn</a></li> <li><a href="mailto:hello@catalystsale.com">hello@catalystsale.com</a></li> </ul> </li> <li><a href="https://catalystsale.com/sales-territory-planning-that-works/" rel="nofollow" target="_blank">Territory Planning that Works</a></li> <li><a href="https://info.catalystsale.com/workshops" rel="nofollow" target="_blank">Catalyst Sale Workshops &amp; Training</a></li> </ul> Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings &amp; 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 <a href="mailto:hello@catalystsale.com">hello@catalystsale.com</a> or contact us directly on <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">twitter</a>, <a href="https://www.facebook.com/CatalystSaleAZ/" rel="nofollow" target="_blank">facebook</a> or <a href="https://www.linkedin.com/company-beta/10326011/" rel="nofollow" target="_blank">LinkedIn</a>. Catalyst Sale Service Offerings <a href="https://info.catalystsale.com/growth-acceleration" rel="nofollow" target="_blank">Growth Acceleration - Plateau Breakthrough</a> <a href="https://info.catalystsale.com/product_market_fit_lp" rel="nofollow" target="_blank">Product Market Fit</a> ---------------------- Subscribe to the Catalyst Sale Podcast <a href="https://goo.gl/T1ghPq" rel="nofollow" target="_blank">Subscribe via iTunes</a> <a href="https://goo.gl/27NdPr" rel="nofollow" target="_blank">Subscribe via Google Play</a> 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.  <a href="https://catalystsale.com/sales-is-a-thinking-process/" rel="nofollow" target="_blank">Sales is a Thinking Process.</a>

Prospecting - Building Pipeline - 97

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.

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 <a href="mailto:hello@catalystsale.com">hello@catalystsale.com</a> schedule a call with us to discuss our practice areas. <a href="https://www.catalystsale.com/contact/" rel="nofollow" target="_blank">Schedule a call with us to discuss our practice areas.</a> Please send listener questions and feedback to <a href="mailto:hello@catalystsale.com">hello@catalystsale.com</a> or contact us directly on twitter, <a href="https://www.facebook.com/CatalystSaleAZ/" rel="nofollow" target="_blank">facebook</a> or <a href="https://www.linkedin.com/company-beta/10326011/" rel="nofollow" target="_blank">LinkedIn</a>.

Establishing KPIs and Measuring Success - 41

Anthony Iannarino

Guest - Anthony Iannarino - International Speaker, Author, Podcast Host &amp; 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 &amp; 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 &amp; 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 &amp; 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 &amp; 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  Only Sales Guide You'll Ever Need The Lost Art of Closing  In the Arena Podcast The Sales Blog Anthony's YouTube Channel Jocko Willink- Discipline Equals Freedom - Field Manual Ken Wilber - A Theory of Everything  ---------------------- Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings &amp; 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 twitter, facebook 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.

Guest - Anthony Iannarino - International Speaker, Author, Podcast Host &amp; 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 <ul> <li>Who is Anthony Iannarino?</li> <li>What is Anthony's writing process?</li> <li>How do you distinguish between signal &amp; noise?</li> <li>How can you build business acumen?</li> <li>How often have you asked others for help, and had the person you asked say no?</li> <li>What is wrong with presenting the solution but not getting the next commitment?</li> <li>How do you distinguish between Objections &amp; Concerns?</li> <li>What does Anthony mean by using price as an advantage?</li> <li>Why do we tend to overcomplicate things?</li> </ul> Key Takeaways <ul> <li>Book #3 - planned for October 2018</li> <li>Self-Discipline is a differentiator in sales.  Anyone who is successful in any endeavor, they have a set of practice, a set of disciplines.</li> <li>The market is crowded. Anthony does not spend a lot of time-consuming &amp; instead focuses on things that have stood the test of time.  (i.e. caring, resourcefulness, discipline - these have not changed much over time)</li> <li>Timeliness principles that have served people for thousands of years.</li> <li>The most dangerous thing is to maintain the status quo.</li> <li>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.</li> <li>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)</li> <li>You need to know how to produce business results for your customers.</li> <li>We are pack animals, we are a part of communities, don't go it alone.</li> <li>Time tends to accelerate &amp; exacerbate concerns</li> <li>The Objection is what you hear, the Concern is the underlying thing between the lines.</li> <li>When price is lower, it means we are taking money out of solution.</li> <li>The best salesperson is the person who can get the client to invest the right amount of money to produce the outcome they need.</li> <li>There are three business strategies. <ul> <li>Lowest Price Strategy</li> <li>Best Product Strategy</li> <li>Customer Intimacy Strategy</li> </ul> </li> <li>Sometimes your salespeople are outstanding negotiators, however, they are channeling that skill internally.</li> <li>Be somebody worth doing business with.</li> </ul> Show Links <ul> <li><a href="https://a.co/8K1HUvQ" rel="nofollow" target="_blank">Only Sales Guide You'll Ever Need</a></li> <li><a href="https://a.co/5cwvCUn" rel="nofollow" target="_blank">The Lost Art of Closing</a></li> <li><a href="https://itunes.apple.com/us/podcast/in-arena-podcast-anthony-iannarino-sales-marketing/id597232843?mt=2" rel="nofollow" target="_blank"> In the Arena Podcast</a></li> <li><a href="https://thesalesblog.com/" rel="nofollow" target="_blank">The Sales Blog</a></li> <li><a href="https://www.youtube.com/user/iannarino" rel="nofollow" target="_blank">Anthony's YouTube Channel</a></li> <li>Jocko Willink- <a href="https://a.co/7znRhnl" rel="nofollow" target="_blank">Discipline Equals Freedom - Field Manual</a></li> <li>Ken Wilber - <a href="https://a.co/4rZxYwh" rel="nofollow" target="_blank">A Theory of Everything</a></li> </ul> ---------------------- Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings &amp; 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 <a href="mailto:hello@catalystsale.com">hello@catalystsale.com</a> or contact us directly on <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">twitter</a>, <a href="https://www.facebook.com/CatalystSaleAZ/" rel="nofollow" target="_blank">facebook</a> or <a href="https://www.linkedin.com/company-beta/10326011/" rel="nofollow" target="_blank">LinkedIn</a>. Catalyst Sale Service Offerings <a href="https://info.catalystsale.com/growth-acceleration" rel="nofollow" target="_blank">Growth Acceleration - Plateau Breakthrough</a> <a href="https://info.catalystsale.com/product_market_fit_lp" rel="nofollow" target="_blank">Product Market Fit</a> ---------------------- Subscribe to the Catalyst Sale Podcast <a href="https://goo.gl/T1ghPq" rel="nofollow" target="_blank">Subscribe via iTunes</a> <a href="https://goo.gl/27NdPr" rel="nofollow" target="_blank">Subscribe via Google Play</a> 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.   <a href="https://catalystsale.com/sales-is-a-thinking-process/" rel="nofollow" target="_blank">Sales is a Thinking Process.</a>

Anthony Iannarino - Author - The Lost Art of Closing - 75

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   Demystify Sales - Sales for Non-Sales Professionals - Podcast Listener Link Catalyst Sale Courses Catalyst Sale  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 &amp; 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 twitter, facebook 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

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: <ul> <li>Don’t let the last shot beat you</li> <li>You must be able to compartmentalize and move on</li> <li>You can plan a couple of shots ahead</li> <li>Be careful about how you rush into things</li> <li>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</li> <li>Assess and execute</li> <li>Take advantage of what you have in front of you. Stay focused</li> <li>Establish clear guideposts to ensure that you are constantly moving forward</li> <li>Realize that you have a number of tools that you can apply to the problem you are trying to solve</li> </ul> Show Links <ul> <li><a href="https://catalystsale.mykajabi.com/offers/5gSLoDt2?coupon_code=PODCAST" rel="nofollow" target="_blank"> Demystify Sales - Sales for Non-Sales Professionals - Podcast Listener Link</a></li> <li><a href="https://catalystsale.com/courses/" rel="nofollow" target="_blank">Catalyst Sale Courses</a></li> <li><a href="https://catalystsale.com/" rel="nofollow" target="_blank">Catalyst Sale</a></li> </ul> 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 &amp; 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 <a href="mailto:hello@catalystsale.com">hello@catalystsale.com</a> or contact us directly on <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">twitter</a>, <a href="https://www.facebook.com/CatalystSaleAZ/" rel="nofollow" target="_blank">facebook</a> or <a href="https://www.linkedin.com/company-beta/10326011/" rel="nofollow" target="_blank">LinkedIn</a>. Catalyst Sale Service Offerings <a href="https://info.catalystsale.com/growth-acceleration" rel="nofollow" target="_blank">Growth Acceleration - Plateau Breakthrough</a> <a href="https://info.catalystsale.com/product_market_fit_lp" rel="nofollow" target="_blank">Product Market Fit</a> <a href="https://catalystsale.mykajabi.com/" rel="nofollow" target="_blank">Demystify Sales - the course</a> 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

Lessons from Golf That We Can Apply In Business - 157

Dan Peter

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 Validation, Qualification, Fit, and Feasibility, Proposal, Closed Won &amp; the Confirmation Step.  You can learn more about Catalyst Sale by following us on LinkedIn, Twitter, &amp; via the Catalyst Sale Website.

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 <a href="https://www.meetup.com/ForceDotCom/" rel="nofollow" target="_blank">https://www.meetup.com/ForceDotCom/</a> <a href="https://twitter.com/forcedevmeetup" rel="nofollow" target="_blank">https://twitter.com/forcedevmeetup</a> Snowforce (Salt Lake City, UT) conference recap: <a href="https://macgyverforce.com/2017/03/26/snowforce-2017-the-salesforce-crossroads-of-the-west/" rel="nofollow" target="_blank"> https://macgyverforce.com/2017/03/26/snowforce-2017-the-salesforce-crossroads-of-the-west/</a> Punta Dreamin’ (Punta del Este, Uruguay) conference recap: <a href="https://macgyverforce.com/2017/04/23/a-salesforce-conference-in-uruguay-yes/" rel="nofollow" target="_blank"> https://macgyverforce.com/2017/04/23/a-salesforce-conference-in-uruguay-yes/</a> Listing of all the Salesforce community conferences <a href="https://allthedreamin.wordpress.com/" rel="nofollow" target="_blank">https://allthedreamin.wordpress.com/</a> Salesforce Trailhead “Cultivate Equality at Work” <a href="https://trailhead.salesforce.com/trails/champion_workplace_equality" rel="nofollow" target="_blank"> https://trailhead.salesforce.com/trails/champion_workplace_equality</a> Women in Technology Sandy Kurtzig - <a href="https://www.kenandy.com/leadership/sandy-kurtzig/" rel="nofollow" target="_blank">https://www.kenandy.com/leadership/sandy-kurtzig/</a> About Us Page - <a href="https://www.kenandy.com/about/" rel="nofollow" target="_blank">https://www.kenandy.com/about/</a> Salesforce Einstein - The impact of AI on data, and creating Superhuman capabilities. <a href="https://www.salesforce.com/products/einstein/overview/" rel="nofollow" target="_blank">https://www.salesforce.com/products/einstein/overview/</a> Catalyst Sale Sales is a Thinking Process. Our sales process includes <a href="../../../podcast/podcasts/validation-step" rel="nofollow" target="_blank">Validation</a>, <a href="../../../podcast/podcasts/catalyst-sale-qualification-step" rel="nofollow" target="_blank">Qualification</a>, <a href="../../../podcast/podcasts/catalyst-sale-fit-feasibility-steps" rel="nofollow" target="_blank">Fit, and Feasibility</a>, <a href="https://blog.catalystsale.com/podcast/podcasts/proposal" rel="nofollow" target="_blank">Proposal</a>, Closed Won &amp; <a href="../../../podcast/podcasts/confirmation-step" rel="nofollow" target="_blank">the Confirmation Step</a>.  You can learn more about Catalyst Sale by following us on <a href="https://www.linkedin.com/company/catalyst-sale" rel="nofollow" target="_blank">LinkedIn</a>, <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">Twitter</a>, &amp; via the <a href="https://info.catalystsale.com/thank-you" rel="nofollow" target="_blank">Catalyst Sale Website</a>.

Salesforce MVP - Dan Peter - 35

Jody Maberry

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  Jody Maberry Show Come Rain or Shine Podcast If Disney Ran Your Life Podcast Creating Magic Podcast Catalyst Sale Podcast  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 

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 <ul> <li>What is Communication?</li> <li>What are some common mistakes we make when thinking about Communication?</li> <li>Why do we make these mistakes?</li> <li>How can we avoid these mistakes?</li> <li>How does this change when thinking about Communication in the context of working from home or remote work?</li> <li>How does this change when thinking about Communication in the context of Teams, Customers, and Self?</li> </ul> Show Links <ul> <li><a href="https://jodymaberry.com/podcast/" rel="nofollow" target="_blank">Jody Maberry Show</a></li> <li><a href="https://podcasts.apple.com/us/podcast/come-rain-or-shine" rel="nofollow" target="_blank">Come Rain or Shine Podcast</a></li> <li><a href="https://podcasts.apple.com/us/podcast/if-disney-ran-your-life/" rel="nofollow" target="_blank">If Disney Ran Your Life Podcast</a></li> <li><a href="https://www.leecockerell.com/podcast/" rel="nofollow" target="_blank">Creating Magic Podcast</a></li> <li><a href="https://catalystsale.com/podcast/" rel="nofollow" target="_blank">Catalyst Sale Podcast</a></li> </ul> Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">twitter</a>, <a href="https://www.facebook.com/CatalystSaleAZ/" rel="nofollow" target="_blank">facebook</a> or <a href="https://www.linkedin.com/company/catalyst-sale" rel="nofollow" target="_blank">LinkedIn</a>. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at <a href="https://www.catalystsale.com" rel="nofollow" target="_blank">https://www.catalystsale.com</a>

Communication with Jody Maberry - a Practical Discussion - 184

Rand Fishkin

Transparency, Investment, and Struggle - with Rand Fishkin Rand is an author, founder, recent founder/ceo of SparkToro.  His book "Lost and Founder" is one that I wish I would have been able to read before we started Catalyst Sale. This episode has a fair amount of range, we cover a number of topics including investment, learning, diversity, and struggle. Thank you Rand for the awesome discussion. Questions Discussed  Do Founders feel like they are the only ones struggling with their problem? Why should Founders not think that the organization who is going to provide some funding has their best interest at heart? How do you explain the different types of investment? Is there something you can do to help inspire curiosity? Where does diversity play in all of this? How do the MVP and EVP concepts apply to intrapreneurs?  Key Takeaways  When Founders take capital or attempt to raise capital, they don’t fully understand the mechanics of the investors from which they are raising and they don’t understand how priorities can shift from year to year. VC is kind of a default for a lot of Founders when it probably shouldn’t be. Only 20% of capital firms that beat the market This changes the fundamental incentives of what you need to do as a business It enforces the importance of communication, transparency and alignment Sometimes the story you want to tell, isn’t the one they want to hear I cannot think of a good reason to intentionally impair the most important part of your job which is decision making Find four or five people that you have a connection with who do the same work as you, but are not directly competitive and ask if you can join an e-mail/slack/what’s app group to share your experiences There is a ton of opportunity in doing some extra work in order to get a better outcome If you know you are going to launch to a large audience, don’t launch until people are truly impressed  Show Links  Rand on Twitter SparkToro Lost and Founder  Call to Action What processes, roles, systems, do you want to "blow-up" in your organization? Let us know via twitter, facebook or LinkedIn. Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings &amp; 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 twitter, facebook 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

Transparency, Investment, and Struggle - with Rand Fishkin Rand is an author, founder, recent founder/ceo of SparkToro.  His book "Lost and Founder" is one that I wish I would have been able to read before we started Catalyst Sale. This episode has a fair amount of range, we cover a number of topics including investment, learning, diversity, and struggle. Thank you Rand for the awesome discussion. Questions Discussed <ul> <li>Do Founders feel like they are the only ones struggling with their problem?</li> <li>Why should Founders not think that the organization who is going to provide some funding has their best interest at heart?</li> <li>How do you explain the different types of investment?</li> <li>Is there something you can do to help inspire curiosity?</li> <li>Where does diversity play in all of this?</li> <li>How do the MVP and EVP concepts apply to intrapreneurs?</li> </ul> Key Takeaways <ul> <li>When Founders take capital or attempt to raise capital, they don’t fully understand the mechanics of the investors from which they are raising and they don’t understand how priorities can shift from year to year.</li> <li>VC is kind of a default for a lot of Founders when it probably shouldn’t be.</li> <li>Only 20% of capital firms that beat the market</li> <li>This changes the fundamental incentives of what you need to do as a business</li> <li>It enforces the importance of communication, transparency and alignment</li> <li>Sometimes the story you want to tell, isn’t the one they want to hear</li> <li>I cannot think of a good reason to intentionally impair the most important part of your job which is decision making</li> <li>Find four or five people that you have a connection with who do the same work as you, but are not directly competitive and ask if you can join an e-mail/slack/what’s app group to share your experiences</li> <li>There is a ton of opportunity in doing some extra work in order to get a better outcome</li> <li>If you know you are going to launch to a large audience, don’t launch until people are truly impressed</li> </ul> Show Links <ul> <li><a href="https://twitter.com/randfish" rel="nofollow" target="_blank">Rand on Twitter</a></li> <li><a href="https://sparktoro.com/" rel="nofollow" target="_blank">SparkToro</a></li> <li><a href="https://amzn.to/2MTmUdn" rel="nofollow" target="_blank">Lost and Founder</a></li> </ul> Call to Action What processes, roles, systems, do you want to "blow-up" in your organization? Let us know via <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">twitter</a>, <a href="https://www.facebook.com/CatalystSaleAZ/" rel="nofollow" target="_blank">facebook</a> or <a href="https://www.linkedin.com/company-beta/10326011/" rel="nofollow" target="_blank">LinkedIn</a>. Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings &amp; 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 <a href="mailto:hello@catalystsale.com">hello@catalystsale.com</a> or contact us directly on <a href="https://twitter.com/catalystsale" rel="nofollow" target="_blank">twitter</a>, <a href="https://www.facebook.com/CatalystSaleAZ/" rel="nofollow" target="_blank">facebook</a> or <a href="https://www.linkedin.com/company-beta/10326011/" rel="nofollow" target="_blank">LinkedIn</a>. Catalyst Sale Service Offerings <a href="https://info.catalystsale.com/growth-acceleration" rel="nofollow" target="_blank">Growth Acceleration - Plateau Breakthrough</a> <a href="https://info.catalystsale.com/product_market_fit_lp" rel="nofollow" target="_blank">Product Market Fit</a> <a href="https://catalystsale.mykajabi.com/" rel="nofollow" target="_blank">Demystify Sales - the course</a> 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

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

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