A Buyer-Centric Approach to Sales Mike is joined by Tom Williams, CEO of DealPoint. They discuss sales process, common mistakes and taking a buyer-centric approach to Sales. Questions Discussed: What does trusted advisor mean? Why are we uncomfortable with the silence? What is buyer-centric selling? How can a buyer-centric approach help to reduce the risk of a stalled sales cycle? How do you build trust with customers? Key Takeaways: When we are talking “at” the customer, we are making a lot of assumptions. Ask mindfully, “what about what I said made you want to take this meeting?”  Don’t be afraid of the pause. Trust comes from your ability to show that you are in it for their success. Have a consistent set of questions for your Sales Reps to use If you truly care about the problem you solve, you can take a buyer-centric approach. Be sure to determine if their initiatives align with the problem you solve. As you solve problems with multiple customers, you start to see things that your customer cannot. Take a vested interest in others and good things tend to happen. Show Links: www.dealpoint.io Tom on LinkedIn Thank You  Please send listener questions and feedback to [email protected] 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 and Jody discuss the importance of communication in sales and the steps we can take to improve. Questions Answered: Why do we struggle with communication? How can we practice? What can we do to ensure that what people hear is what we believe we said? When it comes to asking questions, what is your favorite approach? Key Takeaways: We can always get better Record role play sessions with members of your team and then listen to the session Ask reflective questions Ask questions to validate Get back to basics and use who, what, where, why, when and how. Don’t try to over-think the room Qualification should focus on understanding the customer story Understanding how and when to ask questions is really powerful Thank You  Please send listener questions and feedback to [email protected] 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

Create Togetherness - Author Jeff Davis On this episode, Mike is joined by Jeff Davis. Jeff is the author of the new book, Create Togetherness. He is also an international keynote speaker. Questions Answered: Why write the book now? If we are all operating within the same environment/domain, why the disconnect between Sales and Marketing? How does vocabulary play a role in communication? How can we be more empathetic to the needs of the customer base? What is the cost of mis-alignment? What questions should we be asking within our business? What should we be thinking about from a process perspective? Key Takeaways: In B2B, data has become more valuable than oil. It is important to align the 2 data sets so we see the same version of reality. We need to agree on not only terminology, but the definition of the terminology. Find a way to partner with colleagues. The customer is looking for someone to help guide them. Be mindful of not just doing more, but understanding how we need to connect with the modern buyer. It’s amazing what happens when you bring a team together and have the team leverage the strengths in their specific area. Lead with value = persistent We need to see the full revenue funnel to understand where opportunities exist. Show Links: www.createtogethernessbook.com Thank You  Please send listener questions and feedback to [email protected] 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: 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 [email protected] 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  

Getting 2020 off to a Great Start 2020 is just about here (well, less than 18 hours away).  How are you prepared, what will you do differently, and how will you get the year off to a great start? Mike and Jody discuss on this episode. Questions Discussed How do we get the year off to a good start? What are you doing differently? Why do we continue to struggle with focus and execution? Key Takeaways Every day is a new day You can't change the past - you can use the information to inform approach going forward. Planning is a critical component - Sit down, plan things out using a 30., 60, 90, 180, 270, 365 day plan. Decide what you do NOT want to do, what do you want to intentionally avoid/say no to. "Excellence is the Next 5 min" - Tom Peters If the next 5 min are going to be excellent - what am I going to do? Execution - it is important to have a long term focus (knowing where we are going), and still execute on the next step that is in front of you (short term execution) Catalyst Sale Sprints 15 day sprints Focused on putting concepts discussed into practice Daily practice Sharing of information Clear calls to action Examples of what the previous day's work looks like Call to Action Let us know what you do to prioritize, maintain focus, and execute.  Send your comments to us via Twitter at https://twitter.com/catalystsale or chat directly via https://catalystsale.com/ Show Links YouTube Playlist - 25 days of Sales Tips from Christmas Movies Blog Post - https://catalystsale.com/what-do-christmas-movies-have-to-do-with-sales/ The One Thing - Book Review Thank you for listening to the Catalyst Sale Podcast - If you know someone who would find value in this episode - please share it, and let us know by tagging on us on Twitter, LinkedIN, or Facebook. This episode was brought to you by the Catalyst Sale series of Sprints.  The sprint of the month series kicks off in January with "Getting the Year off to a Great Start". You can join the interest list here. https://catalystsale.mykajabi.com/pl/131443 Thank you & Let's Get To Work.  

Continuing with the 25 days of Christmas Movies with Lessons that apply to Business, Sales, and Life - Here are episodes 21 through 25. Also, the links to the original YouTube Videos follow. if you'd like to see me in costume. Day 21 - Let Your Team Dance - Charlie Brown Christmas Day 22 - Know Your Metrics - Elf Day 23 - Island of Misfit Toys - Rudolph Day 24 - Be World Class - Elf Day 25 - Roles and Details - Die Hard This series is brought to you by the Catalyst Sale Courses & Sprints - Watch for the 2020 Sprint of the Month Club to be Announced Soon. Catalyst Sale

Continuing with the 25 days of Christmas Movies with Lessons that apply to Business, Sales, and Life - Here are episodes 16 through 20. Also, the links to the original YouTube Videos follow. if you'd like to see me in costume. Day 16 - Narrative and Storytelling - A Christmas Story Day 17 - Know Your Strengths - Elf Day 18 - Problem Solving - Christmas Vacation Day 19 - Commercialization - A Christmas Story Day 20 - Expectations - Christmas Vacation This series is brought to you by the Catalyst Sale Courses & Sprints - Watch for the 2020 Sprint of the Month Club to be Announced Soon. Survey to choose your favorite video & register to win a Catalyst Sale t-shirt Catalyst Sale

Design with User Experience in Mind On this episode, Mike and Jody discuss user experience and designing with the user in mind. Questions Answered: Where are some areas that we may have designed without thinking about the user experience? How do we identify where we can improve our approach to designing for the end user experience? Key Takeaways: If you empathize with the user, put yourself in their shoes, you can identify so many challenges that you may not have considered. We get so focused on the outcome that we forget what the journey looks like and the experience that the customer goes through. User experience testing is so important. A mistake we make is sometimes we look at the problem through the wrong lens. Embrace and engage in the operation. Listen with intention to understand. The only way to overcome blind spots is to shift perspective. If you can reduce the amount of friction your customer goes through, you can create experiences that are significantly better than your competition. Show Links: Design of Everyday Things Pictures of the Honda Pilot battery compartment Thank You  Please send listener questions and feedback to [email protected] 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  

Continuing with the 25 days of Christmas Movies with Lessons that apply to Business, Sales, and Life - Here are episodes 11 through 15. Also, the links to the original YouTube Videos follow. if you'd like to see me in costume. Day 11 - Break the Pattern - Christmas Story Day 12 - Level Up - Elf Day 13 - Overcoming Fear - Home Alone Day 14 - Question Timing - Christmas Vacation Day 15 - Rapport Building - Charlie Brown Christmas This series is brought to you by the Catalyst Sale Courses & Sprints - Watch for the 2020 Sprint of the Month Club to be Announced Soon. Catalyst Sale

Continuing with the 25 days of Christmas Movies with Lessons that apply to Business, Sales, and Life - Here are episodes 6 through 10. Also, the links to the original YouTube Videos follow. if you'd like to see me in costume. Day 6 - Bias - Elf Day 7 - Advocate - Christmas Story Day 8 - Creativity and Innovation - Christmas Vacation Day 9 - Teamwork - Charlie Brown Christmas Day 10 - Guiding Principles - Elf This series is brought to you by the Catalyst Sale Courses & Sprints - Watch for the 2020 Sprint of the Month Club to be Announced Soon. Catalyst Sale

The period between Thanksgiving & Christmas is one of my favorite times of year.  It is a time for reflection, family, food, faith, and preparation. This year I'm running a 25 Days of Lessons we can takeaway from Holiday Movies.  My objective with this project is to improve my comfort with video, highlight the small things that we may miss in some of our favorite movies, and have some fun. Here are the links to the original YouTube Videos, if you'd like to see me in costume. Day 1 - Kickoff & Don't Be A Washing Machine Day 2 - Simplify - Peanuts Day 3 - Know Your Path - Elf Day 4 - Communication without Words - Christmas Story Day 5 - Reflection - Christmas Vacation This series is brought to you by the Catalyst Sale Courses & Sprints - Watch for the 2020 Sprint of the Month Club to be Announced Soon. Catalyst Sale

On this episode, Mike is joined by Evo Terra. Evo is a podcast strategist with Simpler Media Productions. Questions Answered: Should organizations take advantage of podcasting as a way to communicate to employees? Why do organizations struggle with the idea of putting together a podcast? What are some advantages of communicating through the spoken word? How long does a podcast need to be? How can we avoid analysis paralysis?  What happens if you change the style mid-stream? What are some common mistakes people make when starting on this journey? How do you look at audio as a secondary activity? How can content be reused? What can I do if I want to get started podcasting? Key Takeaways: Podcasting is a lot easier than most people think. We are natural storytellers. Each episode should have a theme Design is important Intent is important Think about it as content marketing Figure out a structure first 25 - 30% of people listen to a podcast weekly Podcasting can be a dedicated communication channel for your business, but it is also ubiquitous. You can do totally private podcasting if you want.  You don’t want it to appear random.  There is very little correlation between how long it takes to enjoy a podcast and how long it takes to assemble a podcast. The best microphone to use is the one that you have and know how to use properly. Podcast listening is a found time activity. Show Links: www.evoterra.com Evo on Twitter Evo on Facebook  PHX Podcast Club Podcast Pontifications Thank You  Please send listener questions and feedback to [email protected] 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

How Do You Select Your Sales Stack? Mike is joined by Dan Cilley and Steven Wright of Vendor Neutral. Dan is the Co-Founder of Vendor Neutral and Steven is a Certification Analyst. The Vendor Neutral mission is to simplify the Sales Tech selection at all levels.  This is a follow-up from an earlier podcast where Mike discusses the stack we use and implement with our Catalyst Sale clients. Questions Answered: Why do organizations come to Vendor Neutral for help? What is the Vendor Neutral S.T.A.C.K. framework? What are some internal questions we can start with? Why do folks struggle with these questions? What are the challenges with stakeholder alignment? How does empathy play a role? Key Takeaways: Vendor Neutral assessments are buyer facing Understand your own process first. What we need to look for more often than not is the emotional transfer, the buyer journey. Invest some of this thinking into both the Buyer and the Seller journey.  Remember your internal customers Show Links: www.vendorneutral.com Is Your Tech Stack Enabling Your Sales Org? Thank You  Please send listener questions and feedback to [email protected] 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

Habit Creation, Workforce Performance, Communication - with guest Luke Thomas This week I am joined by Luke Thomas. Luke is the Co-Founder of Friday and a former colleague. Friday is building software that aids high-performing people in the habit creation process and improving performance at work. We discuss creating habits, communication tools we all use and how to get people motivated to start a habit. Questions Answered: How do we build and form habits? How do we get technology to compliment the people doing the work? How do we know which communication tool to use? Why do frameworks resonate with us? Key Takeaways: Having a trigger dramatically improves the probability that people will do the “thing” (task, habit, etc..) People process seeing emojis as a facial reaction. Text can be easily misinterpreted. Communication channels need to adapt. If you deliver the right thing on the wrong channel, it may not work. When you ask for information that people can provide behind a screen, you tend to get better data. In-person is the richest communication channel Show Links: www.friday.app [email protected] Luke on Twitter Thank You  Please send listener questions and feedback to [email protected] 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

The Distress of Busyness Mike and Jody discuss how to combat the stress of busyness and eliminate feeling as though you are underwater.  “Stress is good, it’s distress that makes us feel bad.” - Lee Cockerell  Questions Answered: Is this distress real or is it manufactured? How do I get a handle on all that needs to be done? If we are feeling distressed, what do we do? Key Takeaways: Put a date or deadline on your to-do items. Otherwise, you are likely to put the task off again or never return to it. Be sure to have a process you use and then trust your personal processes. Focus on high impact items By pushing things off to tomorrow, you don’t actually address the challenge you have out there. Have a day to focus on the things that aren’t urgent but are important. Identify opportunities to do things that you really enjoy. Realize that you are not alone. You aren’t the only one who has had this level of stress.  We would love to hear how you combat stress in your life/business. Share your tips via twitter. Show Links: Link to Tweet Mentioned in the Podcast Gather Data Assess the Data Eliminate the Noise Ask For Help Start Moving Forward Reassess Mike on Twitter Thank You  Please send listener questions and feedback to [email protected] 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

What can you find on the other side of risk? This week is a bit different, this episode was recorded live at Disney's Wilderness Lodge.  Jeff Noel and I had an awesome conversation around risk, what you'll find on the other side of risk, and the importance of doing things that are scary. I hope you enjoy the conversation as much as I did.  Make sure you engage with Jeff via Twitter or LinkedIn, to continue the discussion. Show Links Jeff's Podcast - If Disney Ran Your Life Jeff's Blogs Mind Body Spirit Family Health Work Health Jeff's Twitter Jeff's first episode on the Catalyst Sale podcast Call to Action Take Jeff's challenge, grab a piece of paper, write at the top of it, "I was put on this world to...", complete this sentence, paragraph, etc. until you bring yourself to tears. Thank You  Please send listener questions and feedback to [email protected] 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

What happens when you get out of your office, and step into the operation? This week Justin Welsh joins me on the podcast to discuss a number of topics.  We discuss success and failure in sales, burnout and imposter syndrome, the transition from individual contributor to manager and leadership, and the importance of getting out and working in the operation. I hope you enjoy the conversation as much as I did.  Make sure you engage with Justin via Twitter or LinkedIn, to continue the discussion. Show Links Justin on Twitter Justin on LinkedIn The Official Justin - Justin’s Website   Call to Action How are you thinking about innovation in your organization?  How can you improve your capabilities and understanding by working within other groups, by putting yourself in their shoes? Thank You  Please send listener questions and feedback to [email protected] 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  

#161 - Common Mistakes in Sales This week on the Catalyst Sale Podcast, Jody and Mike discuss three common mistakes in Sales.  We tend to focus on the solution instead of the customer problem We forget that the customer is the hero in their story We try to have one solution fit all challenges Key Takeaways: We forget that it’s all about the customer We continue to miss on empathizing with the customer We don’t take the time to design our interactions with the customer based on an understanding of how they go through the process You don’t come in and save the day, you help out on their big adventure Be a catalyst that helps them with their success Make the buyer look like the hero If you try to solve for each of them using the same lens, you are going to create some risk that is not necessary for the organization Use the right tool for the right problem inside your organization and realize that there are different perspectives that are necessary in order to look at each of these problems Show Links Dan Tyre Episode Donald Miller Episode Building a Storybrand Podcast Sun Tzu Quote  “If you know the enemy and know yourself, you need not fear the result of a hundred battles. If you know yourself but not the enemy, for every victory gained you will also suffer a defeat. If you know neither the enemy nor yourself, you will succumb in every battle.” Call to Action How are you thinking about revenue operations inside your organizations and do you see the distinction between the customer decision-making process and your sales process? How are you overcoming those challenges? Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] 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

Pricing, Productizing Services, and Creating a Product Ladder - with guest Paul Klein This week Paul Klein joins me on the podcast to discuss pricing, time, value, and making the transition from W2 to K1. Paul is the host of the Pricing is Positioning podcast, a Keynote speaker, and business consultant. Thanks Paul for the awesome discussion. Questions: What does the transition from W2 to K1 typically look like? How do you think about productizing services? Why do we fall into the hourly rate trap? If value is subjective, how can that help or hurt us? What are some common misperceptions around pricing when moving from W2 to K1? Why do we over complicate the process? Key Takeaways: Most people undervalue their services, their expertise The first sale is to yourself Recognize that there is value in what you do You can’t serve every client in every vertical Make it easy for customers to do business with you Give your customers three (3) choices when it comes to pricing - the sweet spot At the end of the day, it’s about the value to the client Value is very subjective People buy outcomes, not time Every brand should have a product ladder Leverage your expertise to build out your design Not all customers are created equally, not all services are created equally Show Links PaulKlein.net Pricing is Positioning Podcast 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 & 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 [email protected] 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

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

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 & 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 [email protected] 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: 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 & 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 [email protected] 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 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 & 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 [email protected] 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

Demystify Sales - a Catalyst Sale Course I'm really excited to announce the launch of Demystify Sales - Sales for Non-Sales Professionals.  The intention is to help folks like you with a framework, approach, methods, and tools that will improve your capability, confidence, and success when it comes to generating revenue in your business. I look forward to your questions, your participation, and hearing about your success. Questions Discussed Why a course? How was the content was developed? Who is the course for? How did we decide what to include and what to cut? Where can we find the course? Key Takeaways There is a framework, approach, set of tools that you can use to increase your capability Sales is about helping people solve problems. Problems are known or unknown Solutions are unknown or known Practical application - We share how you can put this into practice, and demonstrate this via digital whiteboarding, using the tools provided in the course. Tools you can use in your business Call Plan Account Plan Territory Plan Time Tracker Note Cards Revenue Operations Model Sales Skills Get the course, do the work, put it into practice. Show Links Demystify Sales - Sales for Non-Sales Professionals 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 & 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 [email protected] 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

Asking Questions, Preparation, and Gap Selling with Keenan This is an episode that was a long time in the making.  Keenan, author of Gap Selling, and CEO of A Sales Guy Consulting, joins me on the podcast this week.  This is another conversation where you may want to turn the volume down if the kids are around. Keenan is awesome, he cares about the problems he solves, and he helps organizations and sales reps gain a better understanding of how to do this with their customers. We cover a lot of ground, including the fundamentals, Keenan's book, yard work, skiing, and simplifying the process.  Thanks Keenan. Questions Discussed Why do organizations focus on product over the problem? Why do we struggle with questions? How many problems can an organization solve really well? How many problems will you take action on in a given day? How do we help customers reveal problems? Why do we complicate this stuff? Why do we focus on Us instead of the Customer? How can we do better? Why is it important to ask Why? How does Keenan help to create alignment in organizations? What lessons did Keenan learn from the social ski lesson/networking product he created? What one law does Keenan want to pass? Key Takeaways Sales has evolved over time, selling was... People on the side of the road (barking) As complication increased, we started talking about the solution Rackman - Spin Selling first started to get folks thinking about the problem Questions highlight your understanding of the concepts.  Statements demonstrating an understanding of the words. Rarely can an organization solve more than 3 problems at once. Focus on the major problems.  The ones that have the greatest negative impact, create the most pain. We make buying decisions on the problems we cannot solve ourselves. Stop guessing, start asking questions to reveal problems. Your customers care about the end result - they will go with genie if the output is what we want.  Confidence is key. Keenan - 3 questions to support qualification Do they have the problem? Do they want to solve? Are they willing to go on the journey with you to fix it? The buyer journey is about the organization, less than it is about the individual - be aware. Pay Attention You need to understand the problem that you solve. Spend time training on the problems that exist The best salespeople know what they need to get out of the customer, they need to validate it, and get the customer to share it. Show Links Keenan Twitter Keenan LinkedIn A Sales Guy Consulting Gap Selling Seth Godin Drill Bit Story Call to Action Please let us know how you will apply at least one of the concepts or stories discussed today, in your business.  Share this via Twitter or LinkedIn, and tag both of us. Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit Demystify Sales - the course

Own the Outcome I'm owning the outcome - last week we missed the first weekly podcast release since our launch. This episode demonstrates how far in advance we record many of these episodes. One of my favorite quotes/mantras/sayings is "Control what you can Control" - this is related to the serenity prayer. This week - I'm going to go light on the show notes.  Let me know if you value the more detailed notes we provide, or if the short summary is valuable enough. And yes - Jody's team won the cup. Show Links Catalyst Sale Catalyst Sale Course Interest List - Demystify Sales Catalyst Sale Podcast 7-Ps Podcast Episode Call To Action How do you own the outcome? - Let us know via Twitter, LinkedIn or Facebook Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit Demystifying Sales - Sales for Non-Sales Professionals

Break Your Routine, Testing, and Specialization with Gaetano DiNardi This week Gaetano DiNardi joins me on the podcast.  This episode has a couple of guys with NY roots, so don't listen to it with the kids in the car. We cover a lot of ground in this podcast, including testing, what works, pushing boundaries, and getting out of your comfort zone.  I hope you enjoy the conversation as much as I did. Questions Addressed Why is it important to break your routine? What are some mistakes early-stage companies make? What's wrong with generalization? What is the risk of CEO intuition? What can we learn from the HBR Milkshake Story? How does Storytelling play into Sales & Marketing? What are some common mistakes sales orgs make when they pitch you? How does the creative process apply to business? Key Takeaways Break your routine - Business, personal, step out of your comfort zone Getting comfortable asking for help Bande  a paisa Early-stage mistakes - Product messaging fit Product channel fit Specialize - No generalists Scope creep is real. Risk of CEO intuition - Bias is real Connect the gaps between real-world and CEO visionary world. "Jobs to be Done" Framework Milkshake example - keep their car clean Drill deep into the problem There is always a deeper reason why Get to the root of the problem Know what your customer cares about Start at the end Future state Transition The story does not need to be long & drawn out Allow visualization Four Parts - Beginning, Gap, Future State, & End Symptoms are not actual problems - Know the difference  Marketing automation does not work for sales Good methods… Show me you know me Skip the BS Get back to blocking and tackling, do the work. The creative process in business. Start with a formula Question based Know the bars, verse, and tempo Show Links Nextiva Gaetano - LinkedIn Gaetano - Twitter Gaetano's Website Call To Action How will you challenge the status quo and break your routine?  Let Us Know. Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit Demystifying Sales - Sales for Non-Sales Professionals ---------------------- 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.

Networking, Community, and Learning - with Guest Scott Ingram This week on Scott Ingram rejoins us on the Catalyst Sale Podcast to talk about community, networking, learning, and an event he has coming up in October in Austin. The Sales Success Summit will be held on October 14th and 15th in Austin. It is a curated list of experts who are the top performers in sales. Questions Addressed Why is it important to surround yourself with good people? How can I start building my own personal network? Why is Sales a dirty word? What was the catalyst for the Sales Success Summit? What are some of the core things Scott looks for when inviting speakers to the event? Key Takeaways Leverage the experience of others If you have applied yourself, and become an expert, it's gratifying to be able to give back and share that experience. Sharing provides a looping process to continue learning. You are not only taping that broader experience that they have, you are also tapping experience and insight that they have about you. "The Let's Figure It Out" approach is better than the "My Way" The challenging process can help inspire thought Questions provoke thought It comes down to ownership - If I come up with the answer, I own the process, I own the solution, it was my idea. If you are a seller - you need to get into the communities of your buyers. Bring in the right expertise and resources from within your organization Build Your Network Every week - have lunch or coffee with one new person outside of the sales organization - build your internal network Go find the number 1 person on the team - learn from them. Look outside of your sales team and look to other sales pros. Find complementary sellers. When you bring in others from within your organization to the sales discussion, you can leverage their experience to ask better questions. It's one thing to interview a top performer, it's another thing to hear one top performer ask another top performer a question. The summit is not your traditional conference - it is held in a full-service movie theater in Austin, it is an experience. Day 1 - Process Day 2 - Mindset & Managing Your Sales Career There are many opportunities to connect with speakers in an intentional way. We are all in this together - we can learn from others by leveraging their expertise.  The more that you invest in your own development - the better. Do the Work - It's one thing to listen, another to learn, another to put it into practice. Show Links Sales Success Summit Sales Success Stories HBR article on Networking Call To Action Let Scott and I know what tip discussed you are putting into practice. Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit Demystifying Sales - Sales for Non-Sales Professionals ---------------------- 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.

Mindset, Competition, Recovery, and Performance This week, Katherine Adamek joins me on the podcast.  Katherine is a two-time Olympic medalist, World champion, Performance Mindset Coach, and owner of Fix Your Mindset. We cover a number of topics, including recovery, mindset, team, individual performance, self-talk, and many other things.   Thank you, Katherine, for the awesome discussion. Questions Addressed How important is team, when it comes to mindset? What are some of the things we should think about when to comes to goal setting? Why is it that we are uncomfortable with the idea of learning? What are some exercises we can do to regain focus? Where does mindset come into play when thinking about change management? Why is recovery so important? What is the difference between meditation and mindfulness? Key Takeaways Competence builds confidence There is an inner wheel of self-judgment that gets in the way - watch out for the negative self-talk. Don't say things to yourself that you would not say to others. Habits and Routines are important "Experience is the thing you get, when you don't get the thing you want" "You're either in control, you are not in control, or you can influence but not control the situation" - Katherine Adamek "Embrace the suck" Cultivate that feeling of good enough every single day - fix your mindset. Taking the time to fix your mindset is what puts you in that space that you really truly want to be Call To Action Share with us how you are applying meditation and mindfulness to keep focus, and improve your performance.  You can share this with us on twitter, facebook or LinkedIn. Show Links Fix Your Mindset Coaching Katherine on Twitter Vision Pursuit App Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit Catalyst Sale - Demystifying Sales Course ---------------------- 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.  

Mastermind - Creating Space to Shift Your Perspective This week on the podcast, Jody and I discuss the recent mastermind that he and Lee Cockerell facilitated earlier this year.  I was one of the attendees, and it was an awesome experience.  The experience was so valuable that Jody and I are planning on hosting a mastermind in Orlando next month.  We announce the event during the podcast.  If you are in Orlando, or happen to be in the area on August 17th, please head to https://catalystsale.com/mastermind to learn more. Questions Addressed Was it worth it to fly from Phoenix to Orlando to attend the April Mastermind? How did joining a group of people, who do not know anything about Catalyst Sale, help you? What were some of the lessons Mike learned from participating in the Mastermind? If you have gone to one Mastermind, why is it valuable to go to another? Key Takeaways The mastermind created an opportunity to create space, to focus on the important but not urgent things. A mastermind can be a replacement for a management retreat for a soloprenuer, founder, consultant You are not unique - you are not the only one who is struggling with many of the problems that are challenging you. The wisdom of the crowd and their experiences provide an opportunity to shift your mindset and perspective. Show Links Sales and Marketing Mastermind in Orlando on August 17th Announcing the Catalyst Sale Course - Demystifying Sales for Non-Sales Professionals Chat with Catalyst Sale - Live Chat Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit Sales is a Thinking Process.

Storytelling and Sales This week on the podcast we revisit storytelling and sales, and share some practical examples of how the story applies in the context of sales. Stories support engagement, they help gain attention, they can help your customer envision a better tomorrow. Links to the episodes we have recorded with Donald Miller and JJ Peterson are included in the show notes as well. Questions Discussed Why does storytelling matter in sales? How important is the villain in the story?  How do we identify the characters in the story? How do we uncover what success looks like for the customer? Key Takeaways Story can help the customer envision a future that is different than the current reality/current experience. Communicating with empathy is not about sympathy, it's about immersing yourself in their perspective.  Looking at the world through their lens. Sales is about connecting a solution (known or unknown) to a problem (known or unknown) Any challenge your customer runs into is the "Villian". Stop guessing - ask more questions. Identify the right villain in the story. Validate this with the customer. Sometimes people change roles within the organization. Risk increases with assumption. Helping with the Transition Know where they are today Know where they want to be Be the Guide - share your expertise, help them navigate the obstacles, provide a plan - don't assume, validate. Share examples of success with your customers. It's not about you, it is about your customer. Focus on helping your customer, know that there is a process that they will need to go through. You can map out the journey (see the Revenue Operations Model below) Highlight opportunities for success, provide a plan. Learn More about the Catalyst Sale Approach to the Revenue Operations Model Show Links Announcing the Catalyst Sale Course - Demystifying Sales for Non-Sales Professionals EP #65 with Donald Miller - Story Brand EP #105 with JJ Peterson - Story Brand Building a Story Brand Chat with Catalyst Sale - Live Chat Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit Sales is a Thinking Process.

Revenue Collective, Self Awareness, and Sales and Community - with Guest Sam Jacobs Sam Jacobs is the host of the Sales Hacker Podcast and founder of the Revenue Collective. Sam and I discuss a number of topics this week, including his time as a DJ, the catalyst for the Sales Hacker Podcast, why he started the Revenue Collective, and how we can do better when it comes to building teams, creating focus, leading, and executing. Thank you Sam. Questions Addressed Why did Sam not go the DJ route? What does the process look like as you identify fit for a person in a given role? How did the Revenue Collective get from identified problem to current business? Why is there this gap between those who want to be in the community, and the unknown that community exists? How do we improve alignment within our organizations? Key Takeaways Interesting fact - Sam was a DJ in college The importance and value of mimicking Good things take time to build Ask this question - Do they have the skill or do they have the will? Revenue Collective - A Career Enablement Platform Too much pressure on revenue, puts too much pressure on sales, puts too much pressure on... Start with the key questions Who is the right Customer? How much should we charge them? Are we charging the right amount? Are there enough of those people at that price to build a big company? How do we get a meeting with our prospect/ideal customer? Sales should be the end - invest first in customer success and marketing. Revenue Operations - navigating the process from unknown/known problem to unknown/known solution, and looking at this through the lens of the customer, the organization, the team, and the customer-facing rep.  This is Hard. Keep things simple.  Strategy is, "here is where we are trying to go", "here are the boundaries", go execute. Align goals - The KPIs should inform the objective statements. Show Links Sam's Linkedin Sales Hacker Podcast Sam's Twitter Revenue Collective - A Career Enablement Platform Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] 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.

The Account Plan - a Tactical Discussion This is the third in a series of discussions around tactics.  This week we discuss the tactical side of building an Account Plan.   The Account Plan is a living, breathing document, it is not static.  It serves multiple purposes.  It helps the account rep/account executive/account manager maintain focus. It can be used as a project management tool. It can be used for reflection. It can support collaboration. It can be used as an Executive Summary. Questions Addressed Why do we use an Account Plan? Where do we start with the Account Plan? How can the Account Plan support onboarding a new rep? What are the major components that make up the account plan? Where do the Call Plan, Account Plan, and Territory Plan fit into the Catalyst Sale approach? The Catalyst Sale Account Plan Start with Why - Why does it make sense for the customer and the organization to enter into a business relationship. Document the Project Plan/Major Milestones Capture the Story - Who, What, Why, When, How - Identify the Stakes Possible Impact Questions Call to Action How do you apply Account Planning in your current role?  Share your feedback and approach with us via twitter, facebook or LinkedIn. Show Links Catalyst Sale Account Plan Template Catalyst Sale Mastermind in Orlando in August Send us your Questions Twitter [email protected]  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 & 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 [email protected] 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.  

SalesTruth with Author Mike Weinberg Mike Weinberg is a consultant, speaker, and has recently authored his 3rd book #SalesTruth.  Both of his first two books have been Amazon bestsellers, and Mike has spoken and consulted on 5 continents in the past year. This discussion hits a number of the items covered in #SalesTruth.  Additionally, we discuss hockey, the NY public school system, sales, sales management, critical thinking, and doing the work.  I hope you enjoy the discussion as much as I did. Questions Discussed Why #SalesTruth? Why do we struggle with doing the work? What can we learn from mimicking those who are successful? Why do we rush to present and demo? What can we learn from Tom and Ron? We discuss these questions and many others. Key Takeaways The majority of the sales population today is under mentored and under coached. Watch the top producers in your company or industry.  Watch what they are doing to secure early-stage meetings with potential customers and mimic their approach.  Learn from them. The best practices they are deploying look a whole lot like the best practices of a decade ago or even more. Don't try to solve nine problems at once. Solve one problem at once. Stick to the fundamentals. Don't rush to the Demo. There is no "easy button". Be careful who you listen to, and who you are following on LinkedIn and Twitter. Ask the hard questions - is there practical application of the concepts that work? Think critically and reflect. Call(s) to Action How do you distinguish between the signal and the noise in social media? What practices have you put into place that work? Share your answers with us via twitter, facebook or LinkedIn. Show Links LinkedIn Twitter mikeweinberg.com Sales Truth via Amazon The episode with Anthony Iannarino Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] 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.

Digital Empathy, Marketing, Sales, and Influence with Guest - Brian Fanzo Brian is a Pager-Wearing Millennial Keynote Speaker | Podcaster| Empowering Digital Empathy & Inspiring You to #PressTheDamnButton.  His brand is iSocialFanz Digital Empathy, Data, Influence, Sales, Questions, Research, Taking a Personal Approach, and Getting Back to Basics, are all topics we discuss during the conversation.  I hope you enjoyed the conversation as much as I did. Questions Addressed What are some key mistakes people make when thinking about Digital Empathy? Why is it important to understand your customer, and make it easy for customers to work with you? How do we balance between the listening, spreading the word, and testing? Why is it important to ask your audience? What if I am just starting out, where do I start? Where can you find Brian? Key Takeaways  Be Willing to Ask More Questions - Revisit What You Know. Ask the Simple Question - Why? The things that worked 9-10 years ago in Sales and Marketing - work today. Technology amplifies both good and bad behavior. Empathy is not agreeing, it is an ability to feel. Imagine if your customers were saying "we" when they talk about your products. Enable customers to share your content. Market to where customers are today, listen to where they will be tomorrow. It is your job to tell your story. The audience determines what is great. Field of Dreams Marketing is Over. Go to where your customers are. We test, We tweak, and We test again. Stop adding to the noise. Just Start - YOU Have to Start - "Press the Damn Button" - Fanzo Start where you are most comfortable Start curating content Don't just share - share and add value/insight 81% of all internet traffic will be video by the end of next year It takes a lot to get used to talking into your phone - start practicing After you start to get comfortable - then go to where your audience is. Care about others first. What works offline - works online. Social can accelerate offline rapport. It is up to us/you to start now. Call(s) to Action Take small steps - When you get feedback, or see feedback, respond to the positive feedback - spend time with the good feedback, and share examples. Ask the Audience - Where do you prefer to engage with Catalyst Sale? Share your examples via twitter, facebook or LinkedIn. Show Links Brian on LinkedIn Brian on Twitter Brian on Instagram Work with Brian Just Try This - Podcast Chat with Catalyst Sale Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] 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.

Learning, Culture, Alignment, and Process with Guest Cyndi Laurin - Chief Training Officer - AMP Cyndi is the Chief Training Officer at AMP Business Systems, and the author of Catch! and Rudolph Factor.  She also keynoted TLDC19.  This discussion is a follow-up from the information shared during the keynote. Process improvement, training, learning, systems, education, operations, are all topics we discuss during the conversation.  I hope you enjoyed the discussion as much as I did. Questions Addressed Why do we fail at process? What are some things Cyndi likes to consider when beginning her process? Why is it important to be on the floor? What does the mapping out process look like for Cyndi? How do you distinguish between training and learning? Where does the scorecard come into play? What are some common mistakes organizations make with KPIs? Why do organizations struggle with alignment? How does Cyndi think about culture change within organizations? What if you could improve 1% each day? Call to Action Take small steps - tomorrow at work spend 4 min 48 seconds identifying something that you can do to improve your work within your organization.  Share what you decided to work on via twitter, facebook or LinkedIn. Show Links Cyndi Laurin - LinkedIn Cyndi's email - [email protected] Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] 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.

Technology and Sales - Is the Technology Enabling Something? This week Jody and Mike discuss technology adoption, and the process Mike uses to evaluate technology that we may consider implementing at Catalyst Sale, and within our client base. 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 Discussed How do you evaluate technology in sales? How do we know if the technology will be relevant?  Where do we start? What if you are reluctant to add technology into your workflow? Where/how do older tools/technology still have a place today? Key Takeaways Go to your network - and ask some questions about the technology - i.e. Have you used it, have you heard about it? Will the tool/tech augment something you are doing today? If you are a laggard when it comes to tech, still ask questions.  Identify the early adopters in your organization and your network. Think about the things that repeat in your business.  These might be tasks, activities, etc.  How can you automate these items?  What tools can support this automation? There is a time and a place for everything. Don't stick with a tool, just for the sake of using it. Don't add technology into your stack, just for the sake of adding it. Use your OODA loop, and test/iterate/test/iterate. Tools We Use at Catalyst Sale Notecards & Pencils Whiteboards & Markers Trello Slack Google Docs Calendly OneNote Hubspot Salesforce Nimbly Zoom Call To Action What tools/technology are you using today? What are you excited about? What's not working? Send Listener Questions to us at https://catalystsale.com  Show Links Catalyst Sale Call Planning Template Catalyst Sale Mastermind in Orlando in August Vendor Neutral Sales for Non-Sales Professionals Cohort interest list. 40% of companies that said they had AI in their platform - actually have AI in their tech Send us your Questions Twitter [email protected]  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 & 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 [email protected] 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.

Emerging Technologies, Salesforce, and Learning with guest Dan Peter This week, another guest joins the podcast.  Dan Peter, the Salesforce Practice Lead with Robots and Pencils joins us to discuss a broad range of topics.  We get into Dan's break from traditional work, and venture down the consulting path.  We also discuss the group he is building out at Robots and Pencils, and we touch on a number of emerging technologies. Some of the topics discussed include AI, blockchain, data, emerging technologies, Salesforce release schedules, AI as an argumentation of human capability, the importance of teaming, organization systems, software, automation, communication between the front lines and operations within sales teams, the notion of the "60-year curriculum", and the student at the center of learning,  "Be forward thinking" Dan Peter Questions Discussed What's new with Dan Peter? What are some of the things from an emerging technology perspective that are interesting to Dan, both in the Salesforce ecosystem and outside of it? What are some of the mistakes people make when thinking about or discussing Artificial Intelligence (AI)? How is Blockchain impacting the CRM space? What did Dan learn from his time in India in 2018? How can sales professionals better interact with the technical folks within sales ops? How does Dan see the learning space continue to be disrupted as we go forward? Show Links Dan Peter Robots and Pencils Prediction Machines Bay Area Salesforce developer group Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] 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.  

Complexity in Work and the Challenges We Create for Ourselves Ted Bauer joins me on the Catalyst Sale Podcast this week.  We discuss a number of different topics including universal evils in work, why they persist, manager/employee relationships, onboarding, and interviewing. Ted turns the table at the end of the discussion, and asks Mike a couple of questions as well, which was an awesome surprise. I hope you enjoy the conversation as much as I did. Questions Addressed What is the catalyst for the questions Ted asks on Twitter? What are some topics that tend to get the most activity? Why do universal evils continue in the workplace? Why do we overcomplicate this stuff? What are some things that I can keep in mind as a manager of a team, and how we will impact the business? What can I do as an employee to help my manager be better? What are some of the challenges with onboarding today? Ted's Questions Why do companies struggle with retaining revenue? Do you think that short term focus is inherently a bad thing in sales? Key Takeaways Ted uses social media to initiate discussions. Most engagement from Ted's perspective comes from universal experiences/evils and emotional events/personal narratives. Everyone has their own set of struggles. We are trained not to discuss these things. You would think that the universal evils would evolve out, unfortunately, this is not the case. Bad processes are similar to viruses within organizations. Control and relevance are important in a work setting Define success around some parameter. Some of the negative stuff does not cycle out because of these biases. We want to make an impact. Risk, and our interest in mitigating risk, can lead to reinforced complexity. There are psychological components that impact this in work. Mary Barra - commencement - Stanford Business School Do not make it painful to get the simple things done. Manager Understand how the company makes money, and communicate this to your team. Day/Day, Week/Week, start with "What is harder than it should be, what is taking more time than it should be?" - How can I get rid of these things? Know your team, know how they like to be recognized - Adapt and Execute. Employee Know the business Communicate Know where you make an impact Volunteer Own your own development Onboarding - Things to do differently Design the onboarding experience Onboarding should be more transformative, not transactional Document success An interview process is not a one-way street.  You are interviewing the customer as well. Customer revenue retention in organizations - why do companies struggle? #1 - we deliver something into the organization to solve a problem, and we actually can't solve the problem.  #2 - we set the wrong expectations #3 - we failed on the customer success side of things, we failed to ask if "did we do what we said we would do" Is short-termism a bad thing in sales? Take a long-term oriented focus. Treat people like people Don't make your problems your customer's problems. Look at things through the lens of the customer. Show Links Ted Bauer on LinkedIn Ted on Twitter Ted's Blog - The Context of Things Call To Action How are you changing your workplace for the better? 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 & 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 [email protected] 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.  

Infinite Learning - How Can You Apply It To Your Role? (Repost) This week on the Catalyst Sale Podcast, we discuss Infinite Learning. Specifically, what is it, how you can apply it to your job, how it applies to sales, and how we apply it within Catalyst Sale. Mike Simmons first heard the phrase Infinite Learning on a recent Masters of Scale podcast with Reid Hoffman and Barry Diller. A link to that episode is included in the notes below. Questions Addressed What is the difference between Continuous Learning & Infinite Learning? Is it just another marketing thing? Some learning builds upon other learning.  How do you apply infinite learning in this context? How does Infinite Learning impact sales? What can we do differently? Key Takeaways This is a concept discussed on Master's of Scale Podcast w/ Barry Diller Continuous Learning - Natural curiosity, desire to keep learning.  If I'm not learning, I'm not getting better Infinite Learning - more of a learning loop - the importance of starting with a beginners mind when you move into a new situation If we anticipate the things we expect to see, it clouds our judgment Jody's experience at the law enforcement academy.  The people who were already good, sometimes struggled.  Learned behavior/knowledge can result in bad habits that need to be broken You have to "unlearn what you have learned" - Yoda Beginning with a blank slate in customer environments, in other words, a blank whiteboard. Preconceived notions can cloud your judgment Force your mind to empty Stick to the simple questions - who is impacted, how are they impacted, why..., where... Let the story unfold There will always be a fit for Successive Approximation - "The concept was first developed and used by B.F Skinner, who is known for his theories that involve learning behaviors through reinforcement. The theory involves reinforcing behavior that are successively closer and closer to the approximations of the desired, or targeted, behavior." There will always be a place for building on previous knowledge. You are going to learn to walk before you run, learn to run before you sprint. Creativity can be stifled by assumptions - A beginners mind can support and reinforce creativity and innovation. It forces a pause, forces a check to see what you are missing, where are your gaps. Remind yourself to go back to the early curiosity that you had as a beginner. Get back to the basics, ask questions. Call to Action Ask yourself - what can I do differently? Engage with the community via twitter @catalystsale - how are you applying infinite learning concepts? Show Links Masters of Scale Podcast w/ Barry Diller Episode 1 Episode 2 Catalyst Sale Twitter LinkedIn Catalyst Sale Product - Initial Cohort Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] 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 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 [email protected]  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 & 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 [email protected] 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.    

Is Sales an Agile Process? - Repost Is sales agile?  Mike and Mike tackle this question of sales in the context of agile methodologies.  We also discuss how this development approach applies within the Catalyst Sale Process.  Successful sales professionals are agile by design.  Whether thinking about how we work with customers or how we work with our team, critical thinking and iteration are core requirements of the job.   Mike & Mike also share some experience with cross-functional team communication, process application, setting expectations, and the importance of listening to your customer.  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. Call To Action How Agile is your Sales Environment? Send Listener Questions to us at https://catalystsale.com  Show Links Catalyst Sale Call Planning Template Send us your Questions Twitter [email protected]  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 & 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 [email protected] 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.

Thinking Differently to Do the Impossible with Jeff Noel Jeff joined us on a previous podcast episode (First Noel) at the end of 2018.  It's April 1st, and Jeff is back to help us think differently and do the impossible. Embrace the freedom of April Fools day to challenge your thoughts, push your limits, ask questions, and do the impossible. I hope you enjoy the conversation as much as I did. Questions Addressed What does it mean to Think Differently to Do the impossible? Why do we struggle with doing the impossible? How often is Jeff trying to do impossible things? Does Jeff design space during the day to address the impossible? Where does Jeff go for Inspiration? How can you overcome external obstacles? Where does journey play a role in thinking differently and doing the impossible? What questions can we ask to help us think differently to do the impossible? Key Takeaways Thinking differently is about Envisioning a future that is much better than now. Move in the direction of that impossible dream Impossible is not something that "no one" has done, it is something that you have not done. Sometimes self-doubt gets in the way.  Don't let that script get in the way. Waiting, and doing nothing are the twin siblings of self-destruction. Do the work one step at a time, one day at a time. Jeff thrives on three things. Taking Risks Thinking Differently Envisioning a future much better than now Jeff goes to bed knowing what the first couple of hours of any day are going to look like. Take the day, or evening before, to map out how the day is going to unfold. It is through our rituals that we develop habits. Michael Eisner - A Work in Progress. All of us are a work in progress. Be motivated by a vision of the future that is much better. The future is going to be worth it. 2008/09 - "I should have a plan B" - Jeff. Take the time to self-reflect. The bad things can be a catalyst, a nudge, a wake-up call. Latch on to your dreams. This stuff is hard - push through. Get uncomfortable - you will have to be uncomfortable to do your own impossible. "Comparison is the death of joy" - teacher quote Jeff's Hack for this - follow, read, listen to the stories of people who are the most unlikely candidates for doing something great. It all happens with one step - the first step. One day at a time. This takes time though, it is hard work. Ask this question - How can I be the best (insert thing you want to do) that I can be? Know what your expertise is, know where your experience is. Take risks, test, iterate. "Teach is to learn twice" - Jeff Noel Know your blind spots. Do the work for you, and the people that you serve. It is a journey, if you look too far ahead, you may neglect the small victories you can achieve every day. Be the best "you" that you can be. Identify what feels like you get to do it, not have to do it. Ask this question - What do I get by not changing? Start small, stay at it. Launch, learn, revise. Did it get better, did it stay the same, did it get worse? Show Links Jeff's Podcast - If Disney Ran Your Life Jeff's Blogs Mind Body Spirit Family Health Work Health Jeff's Twitter Jeff's first episode on the Catalyst Sale podcast Call To Action Think Differently and Do the Impossible, and share your impossible accomplishments with us via Twitter & LinkedIn Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] 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.      

Call Planning - How do you Execute? This is the first of a series of podcast episodes where we will focus on sales tactics.  This week we discuss the call plan.  As has been quoted many times - "Failure to Plan is a Plan to Fail" - Ben Franklin. This prompts the question - how come we often fail to plan for our sales calls?  How come each of those calls tend to look the same? Many of the concepts discussed can apply to meeting planning and SME discussions as well. Thank you for sharing the Catalyst Sale Podcast with a colleague.  Please let us know how you apply the concepts discussed in this episode, via twitter, facebook or LinkedIn. Questions Addressed How many of us fail to plan for their calls? What's the difference between a template and a script? What happens if you don't plan? Key Takeaways Most folks fall into two categories when it comes to planning. Category 1 - The Plan Looks the Same - it's the same script. We have discussed the dangers of this approach. Category 2 - They Do Not Plan - or, they wing it. Catalyst Sale Call Plan Template Who will be there? What are the general objectives? What are the next steps? Start with some key questions Who will be in the call? What will they like to accomplish? What do we want to accomplish? What's the difference between a template & a script? A planning template provides guideposts and allows for creativity. A script provides focused direction.  A little bit of research goes along way. Create clear call objectives One objective may be to schedule the next call  Identify the potential objectives of the other person - They may also be interested in figuring out fit. Don't try to close the deal on the first call (depending on the business you are in) Focus on the customer first Take a service-oriented approach with the person on the other end.   Do the research Be clear about objectives At the end of the call, both should feel like it was a good use of time.  What happens if you don't plan? You may ask the wrong questions You may make assumptions You create risk  Be clear about your criteria for succuss Be respectful of your customer's time Set expectations and execute Call To Action How do have you applied the Catalyst Sale Call Plan to improve your call outcomes? Send Listener Questions to us at https://catalystsale.com  Show Links Catalyst Sale Call Planning Template Send us your Questions Twitter [email protected]  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 & 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 [email protected] 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 & 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 & 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 [email protected] 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.

Blindspots - We all Have Them This week on the Catalyst Sale Podcast, we have a listener question from Ann in San Diego.  Ann asks - What is something you consistently find within organizations you work with? One of the most consistent things we see across all of the organizations we work with, are the blind spots they have created.  Many times these blindspots are a function of focus, attention, and passion.  The challenge with blindspots, everyone has them, they require help to identify, and they bring risk if not addressed.   Questions Addressed Can you provide an example? How can you avoid/overcome blind spots? How can consultants/coaches help with blindspots? How can we find out more about Catalyst Sale? Key Takeaways On a positive side the organizations it is clear, that the organizations we have worked with are committed to their customers. They have identified a need in the market and they are passionate about addressing the need. On the negative side - there are blindspots that many of these organizations "Can't" see. One of the biggest blindspots is missing the perspective of the customer. Be aware of the risks of being caught in your own echo chamber Lean on others, don't fail alone We assume outcomes, and fail to pay attention, many times this approach creates those blindspots. Ask your network for help. Do the work, take the perspective of your customer, work through the use cases. If you are in a room, and everyone is saying yes, find someone who can say "no" Everyone has blindspots - you are not unique. If you think you do not have blindspots - you may have some really big blindspots. Consider creating SWOT teams within your organizations to help you identify and overcome blind spots. Consultants can come in with an unbiased, beginners mind, perspective. A coach, a consultant, can draw attention to things that you may not be paying attention to. The coach/consultant is likely not tied to the political baggage that exists within the organization. Show Links Smokey Bear Episode Basketball Passes Video Don Miller Podcast Episode Catalyst Sale Twitter LinkedIn [email protected] Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] 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.

  Sales Process - Do You Need One? Continuing our series on common listener questions, this week we discuss Sales Process, why it is important to have one, common mistakes made when defining sales process, and why the Sales Process is different from the Customer Decision Making Process. Thank you for sharing the Catalyst Sale Podcast with a colleague.  Please let us know how you apply the concepts discussed in this episode, via twitter, facebook or LinkedIn. Questions Addressed What are some misconceptions when discussing Sales Process? How does Buyer Journey differ from Sales Process? Do most organizations have a defined process? What are some common mistakes in documenting a Sales Process? Key Takeaways The Catalyst Sale Process (Links to previous episodes) Validation – do I see the potential for a business relationship between both organizations? Qualification – This is where we build out the customer story Fit – Based on what we know about the customer, can we solve their problem? Feasibility – Can the customer implement? Proposal – The solution in the context of the customer, costs, timeline, etc. Closed Won – Contract is executed. Confirmation – Did we do what we said we were going to do? Distinguish between buyer journey (decision-making process) and sales process. Be aware of your biases and the lens you use to evaluate the problem/process/solution. You can improve predictably with an established and well-defined process. A defined process will help with organization alignment Common Mistake - we applying our process to the customer.  Don't do this. The Sales Process, from a Catalyst Sale perspective, is a tool to help with communication and create predictability in forecast.  It is an internal tool B2B (Buying on behalf of others) vs B2C (Buying for our self) - The decision-making journey may be the same, the influence is different. Be the guide, remember that the customer is the hero Liz - Selling Without Selling Your Soul The customer decision-making process is usually a linear path. Demo is not a stage in the sales process Recommendations Design backward Identify patterns Don't skip steps If you are delivering multiple proposals, you are likely skipping steps Don't remove or skip steps - you will increase risk. Don't over complicate the sales process, customer decision-making process, or expected/anticipated sales rep behavior. Call To Action How do you distinguish between Sales Process & Customer Decision Making Process? Send Listener Questions to us at https://catalystsale.com  Show Links Send us your Questions Twitter [email protected]  StoryBrand Framework Discussion with JJ Peterson Sell Without Selling Your Soul with Liz Wendling 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 & 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 [email protected] 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.

Connecting Security, Technology, Leadership and Sales with Guest Mike Kail Mike Kail is the CTO of Everest.org, with over 25 years working in technology companies from large to early-stage startups.  We discuss Security, SecDevOps, Sales and Software Development Alignment, Sales Rep Outreach, Compensation, Leadership, Focus, etc.  This discussion crosses a number of different critical areas that will impact your organization. Thank you Mike for joining us this week - the discussion was awesome. Questions Addressed What are some lessons Mike learned as he has become more experienced on the sales side of the equation? Why do sales reps forget empathy? If Mike's working with a vendor, what are some questions a rep can ask to reveal timeline, focus, plan? How often does Mike delegate research to other members of the team?  Where does collaboration fit? How can we build better rapport? How often does Mike see the same type of outreach communication? What is DevSecOps? Why do people worry about security teams in the organization? What Leadership traits are necessary in successful organizations? How do you create better alignment to support the building of culture? Key Takeaways Technical founders tend to focus on the how.  Alternatively, focus more on the why, the business problems that you address.  Maintain a partnership vs a hands-off relationship. It is difficult to read the context. Hope and desperation fuel sales tactics, this is never good. Layout the "Why Strategy" on a proper timeline. Spamming and hoping something sticks does not work. "Don't make your problem my problem" - Mike There is nothing magical in the end of quarter theory. Questions to consider. Is this tied to something larger? What are the side-effects? Who are the cast of characters? How will this impact the business? Ask questions, set expectations. Establish communication protocol sooner rather than later. Play poker - learn how to read tells. Transparent conversations are important, build relationships, earn trust. Be personal, do the work. If you are going to send canned messages - remember to edit. DevSecOps - helps to make security a first-class citizen. There has been a shift from control based to more contextual Sometimes security is perceived as a weapon.  In less forward-thinking orgs it may be perceived as a checkbox. Involve security early in the discussion. The security team does not need to be software engineers, but they need to understand how security impacts or should be considered in the pipeline. Software engineers should be aware of security hygiene. Culture of transparency, open communication, empathy, are all important.  You can't play the blame game. In a disagreement, take the position of the other person, start solving problems, and not worry about who is right. In many organizations, the sales data is about reporting up, and does not include context.  Design is important in security, operations, and sales. Empathy - in the DevOps world you have a post mortem, which is blameless.  Think about how this can apply to your sales organization. Post-Mortems - there is value in having them not be "anonymous" Two foundational leadership traits - Trust & Respect You are on the same team. Identify your north star, and remind people of that. Everybody is human. Early technical founder - trying to improve sales - focus on the why, the value proposition, the business impact. Call to Action/Engagement Question How are you taking an operational oriented approach to your business? Think about how you can apply the post mortem in your organization. Important Show Links Mike Kail on Twitter What they are working on Everest.Org Mike Kail on Medium Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to [email protected] 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.