Find My Catalyst Podcast

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The Stanley Cup Playoffs are heating up, and Mike Simmons is joined by Jacquelyn Nicholson and Constantine Johns to break down every Round 2 matchup, react to the drama from Round 1, and make bold predictions for the road to the Stanley Cup Final.

From Colorado Avalanche hype and Buffalo Sabres Cinderella dreams to debates about Tampa Bay, Carolina, Vegas, and Anaheim, this episode dives deep into playoff hockey, team momentum, coaching, fan culture, legendary arenas, and the unforgettable energy of postseason hockey.

The crew also talks NHL broadcasters, playoff traditions, Miracle on Ice stories, and what makes hockey the best playoff sport in the world.

Three Key Quotes

"We're hockey fans first and foremost. I'm gonna root for my teams, but if there's a cool Cinderella story, I will see it." — Constantine Johns
"I don't think anybody stops Carolina." — Mike Simmons
"Going to Mullet Arena with you to watch that game was my best hockey experience." — Jacquelyn Nicholson

Five Key Takeaways

Why do NHL playoff Game 7s feel so intense? Game 7 hockey creates unmatched pressure, emotion, and momentum swings that make the Stanley Cup Playoffs one of the most exciting events in sports.
What makes the Colorado Avalanche dangerous in the playoffs? The Avalanche combine elite speed, offensive firepower, strong defense, and playoff experience, making them one of the top Stanley Cup contenders.
How can a Cinderella team like Buffalo make a deep playoff run? Young talent, momentum, strong coaching, and confidence can help underdog teams like the Buffalo Sabres surprise experienced opponents in the NHL Playoffs.
Why does coaching matter so much in the Stanley Cup Playoffs? Coaches like Jon Cooper and Rod Brind'Amour adjust quickly, manage pressure well, and help teams stay disciplined during long playoff series.
What makes live NHL playoff hockey special? Arena atmosphere, passionate fans, overtime drama, and the speed of the game create an experience that feels completely different from watching on TV.

Call to Action & Links

Enjoying the playoff conversation? Share your Stanley Cup predictions and let us know which team you think will win it all.

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Ryan Milligan is the VP of Sales at QuotaPath, where he leads sales within a unified go-to-market organization alongside marketing and revenue operations. His career spans Wayfair, data science, performance marketing, and RevOps, giving him a systems-driven approach to sales leadership. Ryan focuses on using clear incentives, aligned teams, and data-backed planning to drive revenue retention and sustainable growth.

Ryan's catalyst has been learning how to connect systems, people, and incentives to create better outcomes for both reps and the business.

Three Key Quotes from Ryan Milligan 1. On clarity and results

"What follows that clarity is a level of focus, and that focused attention actually leads to results." 2. On compensation as a tool

"You can actually use the comp plan to change how your team's performing and operating daily." 3. On career growth

"A lot of the biggest amount of growth I've had in my career has been in identifying those projects that don't live in the bullet point list of things that they hired me to do."

Ryan Milligan, VP of Sales at QuotaPath, explains how RevOps thinking can be a catalyst for better sales leadership, smarter quota setting, and stronger revenue retention. This episode covers comp plan design, cross-functional alignment, rep confidence, and how data-driven sales teams win in today's market.

VP of Sales, quota setting, RevOps, revenue retention, sales leadership, compensation plans

Five Key Takeaways: Find Your Catalyst 1. Compensation Can Be a Catalyst for Sales Behavior * Comp plans should guide daily actions * Simple plans drive clearer decisions * Bigger incentives change real behavior

Better Customers Create Better Retention * Sales shapes retention before the deal closes
Quality pipeline matters more than volume
Incentives should reward long-term fit
Career Growth Is Not a Straight Line * Raise your hand for cross-team projects
Small initiatives build big skills
Curiosity creates new opportunities
RevOps Thinking Makes Better Sales Leaders * Look at the whole system, not just deals
Data helps remove emotion from decisions
Neutral thinking builds trust across teams
Alignment Is the Catalyst for Scale * Assume positive intent across teams
Talk directly to solve problems faster
Shared goals reduce silos

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Matt Ferguson is a seasoned sales leader and coach with a global reach, having worked with clients in over seven countries. Known for his direct, story-driven teaching style, Matt focuses on sales fundamentals, leadership alignment, and the importance of clear communication. He joins the podcast to unpack the noise in modern sales, the misuse of technology, and the role of fundamentals in driving consistent success.

Three Key Quotes from the Podcast with Matt Ferguson 1. "Stories that other people go through benefit people way more, and I think that's in your head." 2. "We all have the same problems in some way…because you're dealing with people." 3. "You saying stuff all the time—you're almost kinda looked at as dad. Like, 'Oh, there goes dad again.'"

In this lively and thoughtful conversation, Matt Ferguson and host Mike explore the true fundamentals of sales—storytelling, project management, communication, and mindset. They tackle AI tools, fake content, and the importance of real human connection in leadership and selling. The episode is packed with insights, humor, and authentic experiences.

ales fundamentals, sales leadership, AI in sales, sales tools, sales communication

5 Key Takeaways and Their Catalyst Connection 1. The Right Tools Only Work When You Use Them Intentionally * AI note-takers like Elephant are only helpful if you revisit and apply what they capture. * Sales leaders often hoard tools without gaining insight—intent matters more than tech. * Use tools like rangefinders in golf: they're useful when aligned with real awareness.

Catalyst Connection: Intentional use of tools sparks clarity and momentum.

Fundamentals Beat Noise in Sales * Fundamentals include: asking questions, storytelling, time management, and project management.
The sales world is filled with "fake fundamentals" that distract from what matters.
Clarity in fundamentals is what helps reps and leaders progress confidently.

Catalyst Connection: Re-centering on true fundamentals activates consistent growth.

Communication is the Core of Everything * Misalignment in teams and sales processes usually stems from poor communication.
Clarify, verify, and create space for others to share—especially in leadership.
Don't assume people understood what you said; ask them to reflect it back.

Catalyst Connection: Clear communication removes blocks and empowers action.

Storytelling Makes Lessons Stick * Matt brings client stories into conversation to make abstract lessons real.
Stories create emotional connections and help teams remember and apply learnings.
Don't hide lessons from clients—share them (respectfully) to help others grow.

Catalyst Connection: Storytelling ignites empathy and shared learning.

Leadership Doesn't Mean Doing It Alone * Leaders often believe they must solve every problem solo.
Team alignment and shared ownership make challenges easier to overcome.
Create space for "players-only meetings" and organic collaboration.

Catalyst Connection: Asking for help or offering collaboration can be the spark that changes everything.

Find Your Catalyst at findmycatalyst.com

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Marcus Chan is the founder of Venli Consulting Group and a top sales coach known for transforming underperforming teams into high-performing machines. With a background that spans individual sales excellence and large-scale team leadership, Marcus brings a laser focus to diagnosing the real problems behind poor sales results—and solving them with intention, systems, and deep-rooted discipline.

"Are you solving a symptom or are you solving the problem?" "Preparation creates precision." "Eighty, ninety percent of people float. They just float. They're not intentional."

Marcus shares how sales teams can stop fixing the wrong problems. He explains how better planning, strong systems, and smart leadership lead to real results. With a focus on doing the right work, Marcus shows how to stop floating through the day and start making real progress in sales and life.

5 Key Takeaways 1. Solve the Real Problem, Not Just the Symptoms * Most teams focus on more activity, not better outcomes. * Real change starts with finding the root cause, not guessing. * Diagnose first—then fix the problem that matters most.

Most People Float—Intentionality is the Catalyst * 80–90% of people "float" without a clear plan.
Build routines and systems to stay focused on big goals.
Being intentional helps you win the day before it starts.
Fixing Frontline Leadership with CHARGE * Many sales managers were never taught how to lead.
The CHARGE model outlines six key leadership skills: Coach, Hire, Align, Run pipeline, Grade performance, Engineer culture.
Good leadership creates strong teams that perform with purpose.
Not Every Manager Role Fits—and That's Okay * Some top reps struggle in leadership roles.
Honest, safe conversations help leaders find the right fit.
It's better to step back into your strength than stay stuck.
Build These 3 Essential Skills * Emotional intelligence to understand yourself and others.
Communication to lead and connect across any team.
Adaptability to grow through change, not get stuck in it.

Learn more about Marcus Chan and his work at: ➡️ https://www.venliconsulting.com

Looking for that nudge to do the things you are meant to do? Find Your Catalyst at https://www.findmycatalyst.com Subscribe to our weekly newsletter and view previous versions at findmycatalyst.com

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Jamie Vinck is a seasoned behavioral health executive, therapist, and author of The Rehab Playbook. With a background in corporate HR and a powerful personal journey through family, leadership, and loss, Jamie brings a unique blend of clinical insight and real-world business acumen. As the CEO of The Meadows and a board leader in national addiction treatment efforts, she is passionate about helping people find healthier coping mechanisms and create lasting change. Her work bridges professional success and personal healing — a true catalyst for transformation.

Three Key Quotes 1. "Addiction is a chronic brain disease" 2. "We all have coping strategies — they're healthy until they're not." 3. "We heal in community. We're all hardwired for connection."

Jamie Vinck shares her journey from corporate HR to behavioral health leadership, highlighting the realities of addiction, coping mechanisms, and life transitions. She unpacks how trauma, stress, and even success can mask addiction — and how finding a healthy outlet can be the catalyst for real healing and lasting transformation.

5 Key Takeaways 1. Redefining Addiction * Addiction is not about willpower; it's a chronic disease with biological and psychological components. * Misconceptions about addiction can delay treatment and increase stigma. * Understanding addiction's complexity helps us become better allies and support systems.

Cross-Addiction is Real * Switching from one addiction (e.g., opioids) to another (e.g., gambling or shopping) is common.
The brain seeks dopamine, not the specific substance.
Healthy coping mechanisms must be intentional and structured.
The Danger in Life Transitions * Moments like empty nesting, divorce, or job loss can trigger relapse or new addictions.
Many people don't see these changes as high risk, but they are.
Awareness and preparation during transitions can prevent maladaptive behaviors.
Healthy Coping Isn't Always Healthy * "Healthy" outlets like work or exercise can become addictions if they harm relationships or self-care.
Self-reflection questions (e.g., "Am I hurting anyone?") help determine if habits are problematic.
Balance is the key — passion shouldn't overshadow wellbeing.
Exposure Creates Possibility * In treatment, people are introduced to new passions — journaling, sports, horses, music, and more.
Discovery is key to replacing negative patterns with fulfilling practices.
The light in someone's eyes when they find joy is a powerful catalyst for growth.

Looking for that nudge to do the things you are meant to do? Find Your Catalyst at https://www.findmycatalyst.com/ Subscribe to our weekly newsletter and view previous versions of the newsletter at findmycatalyst.com

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Todd Caponi is a sales historian, author, and transparency advocate. With decades of experience in leadership and sales strategy, Todd is best known for transforming how people think about negotiation. His latest book, "The Four Levers of Negotiation," introduces a refreshingly honest, trust-building framework that empowers sellers and buyers alike to make better, faster decisions together.

"Every for profit company in the world - they run their business based on four things, and that's, where four levers negotiating comes from." - Todd Caponi Todd Caponi joins the show to share how sales teams can stop lying, start building trust, and negotiate smarter using four clear business levers. He explains how transparency, mutual value, and long-term thinking outperform short-term tactics. From pricing to procurement, Todd reframes negotiation as a collaborative, data-backed, and trust-driven process.

🔑 5 Key Takeaways 1. Negotiation is a Process, Not an Event * Like marathon training, successful negotiation starts long before the final conversation. * Set clear expectations from the beginning to avoid surprises later. * Stop treating negotiation as a high-stakes showdown—collaborate early and often.

The 4 Levers That Drive Business Decisions * Every for-profit company depends on:
1. Volume
2. Timing of cash
3. Length of commitment
4. Predictability
5. These four factors can be traded like currency during negotiation.
6. Playing your "cards face up" creates mutual benefit and trust.
Why Transparency Builds Trust (and Better Deals) * Stop hiding pricing logic—buyers can see through the games.
A transparent approach leads to fewer discounts and more accurate forecasting.
Trust equals speed. Buyers move faster when they understand the "why" behind your terms.
Real People Have Real Problems * Personas are imaginary. Focus on helping actual people with specific pains.
Use discovery to understand what matters most to the individual—not just the company.
Help buyers prioritize their problems, even if it's something they've ignored for months.
Storytelling Beats Data in Driving Change * Stories connect; data divides. Use storytelling to shift mindsets.
Structure your message like a reality makeover show:
1. Understand the current state
2. Teach and educate
3. Lead them to a better future
4. Make the customer the hero—not your brand.

Looking for that nudge to do the things you are meant to do? Find Your Catalyst at https://www.findmycatalyst.com/ Subscribe to our weekly newsletter and view previous versions of the newsletter at findmycatalyst.com

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DeShawn Wynn is a veteran event strategist, entrepreneur, and transformational retreat leader. With nearly 30 years of event planning experience and 15 years as the founder of Winning Touch Event Design, she blends logistics and heart-centered transformation. Her mission? To help people pause, ask deeper questions, and reconnect with the why behind their actions.

"An event is supposed to cause change — people should leave different than when they came in."

"Don't wait for a tragedy to be your catalyst. Let a luxurious retreat be your wake-up call."

"Value means putting yourself in the equation — not after the job, the family, or the to-do list, but now."

DeShawn Wynn shares the behind-the-scenes truths of event planning and the powerful inner work needed to live with intention. She discusses her transformational retreats, the importance of mindset, and how understanding your "why" can shift everything. This episode is a roadmap for moving from autopilot to purposeful action — without waiting for crisis.

🔑 5 Key Takeaways (Connected to "Find Your Catalyst") 1. True Transformation Begins with Questions * Asking "why" helps uncover hidden motivations. * Self-reflection is the start of real change. * A catalyst doesn't need to be a crisis — it can be a conscious pause.

Events Should Spark Change * The purpose of an event is to create transformation.
Planners must consider every stakeholder's expectations.
Cookie-cutter agendas fail to meet evolving human needs.
Mindset is More Than Motivation * Mindset = Attitude + Belief + Clarity of Definition.
Most people live reactively instead of intentionally.
Your mindset shapes how you value yourself and others.
Serve, Don't Just Show Up * Speakers should align with the event's mission, not just their topic.
Responsiveness and reliability build trust with event planners.
Add value by being available beyond your scheduled time.
Retreats as Catalysts for Realignment * DeShawn's retreats are designed to help people rediscover purpose.
Reflection time is often the missing piece in a busy life.
Real breakthroughs happen when you're surrounded by intention and community.
How Event Planning Can Be Your Catalyst for Change — with DeShawn Wynn
From Logistics to Legacy: DeShawn Wynn on Purposeful Living
Don't Wait for a Crisis: Transform Now with DeShawn Wynn's Retreats

Looking for that nudge to do the things you are meant to do? Find Your Catalyst at https://www.findmycatalyst.com/ Subscribe to our weekly newsletter and view previous versions of the newsletter at findmycatalyst.com

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Ravi Rajani is a master of impactful communication, storytelling, and leadership development. He is the author of Relationship Currency and helps professionals unlock their influence through the power of intentional storytelling. From theater and investment banking to keynote stages and coaching rooms, Ravi's journey is a testament to finding alignment and embracing authenticity.

https://www.theravirajani.com/

"Charisma is an innate superpower we all possess, which allows others to feel significant in our presence."
"Your daughters will marry your example. Your sons will follow it."
"The more you do the inner work, the more the dream works."

In this heart-led and insight-packed conversation, Ravi Rajani dives into storytelling, authenticity, and personal transformation. He explores how inner alignment fuels outward success, the power of leading with vulnerability, and how storytelling can be the catalyst for influence and connection. It's a masterclass in communication that truly resonates.

Parenthood * Becoming a parent reshaped Ravi's perspective on leadership and legacy.
Children reflect the examples we set—our integrity, actions, and mindset matter.
Personal growth becomes urgent when others look to you as a model.
Masks, Authenticity, and Alignment * We wear masks to protect ourselves, but they often block genuine connection.
True growth happens when we embrace who we are, not who we pretend to be.
Removing the mask can be the catalyst to meaningful relationships and self-leadership.
Redefining Charisma * Charisma isn't about attention—it's about making others feel they matter.
Ravi's ASI framework (Authenticity, Specificity, Impact) turns compliments into transformations.
When people feel seen and heard, they unlock their own potential.
From Pain to Story to Influence * Ravi guides listeners to turn personal challenges into powerful stories.
His "Acorn Checklist" (Attention, Conflict, Outcome, Relevance, Narrative) helps craft stories that stick.
Your story is a bridge—when shared well, it invites others to step into their own journey.
Technology and Human Connection * AI can support growth, but it must not replace human reflection and depth.
Fast results without inner work risk shallow success.
Use tools like AI to make space for deep conversations, not avoid them.
Unlock Your Charisma: How Ravi Rajani Uses Storytelling as a Catalyst for Change
Why Your Story Matters: Building Influence Through Authentic Communication
From Masks to Meaning: Ravi Rajani on Living and Leading with Integrity

Looking for that nudge to do the things you are meant to do? Find Your Catalyst at https://www.findmycatalyst.com/ Subscribe to our weekly newsletter and view previous versions of the newsletter at findmycatalyst.com

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Mike Simmons and Brent Schlenker are learning and enablement veterans with a deep passion for helping professionals connect, prepare, and get the most out of events. Mike brings expertise in sales enablement and field learning, while Brent is a long-time learning and development (L&D) leader known for building communities and driving conversation in the L&D space.

Together, they dive into how to make the most of DevLearn 2025 — from tactical planning to real-time strategies for networking, booth visits, and personal performance at large conferences.

"Go in with a plan. Take a leadership position, identify your top ten." – Mike Simmons
"Training is an event. Learning is a process. Technology supports them both." – Brent Schlenker
"You're not measured by the number of booths you visit. You're measured by the quality of conversations you have." – Mike Simmons

Mike Simmons and Brent Schlenker offer a real-time breakdown of how to prep for DevLearn 2025. With humor and experience, they share tips for navigating expo halls, creating intentional booth strategies, and focusing on meaningful conversations. It's about finding your catalyst through connection, clarity, and curiosity at conferences.

🔑 5 Key Takeaways 1. Have a Clear Conference Strategy * Identify your top 10 booths before entering the expo hall. * Use the conference app to scan vendors and set goals. * Approach with purpose, not just curiosity.

Know Who You Want to Meet * Research vendor teams on LinkedIn.
Look for people in product, sales, and marketing roles.
Ask to speak with specific people to drive deeper conversations.
Plan, But Be Flexible * Set intentions, but be okay when plans change.
Great conversations often happen by chance.
Let spontaneity and connection guide you.
Make Your Time Count * Avoid the food lines—go talk to vendors during peak break times.
Take notes and prioritize what matters most.
Track who you talk to and why to follow up meaningfully.
Support and Enable Performance * Focus on learning tools that drive real outcomes.
Look for vendors tackling onboarding, enablement, and everboarding.
Remember: improving human performance is the goal, not just collecting tech.
"How to Crush DevLearn 2025: Pro Tips from Industry Veterans"
"Expo Strategy, Connection, and Performance: Your DevLearn Game Plan"
"Why You Need a Top 10 List for DevLearn (And How to Use It)"

Looking for that nudge to do the things you are meant to do? Find Your Catalyst at https://www.findmycatalyst.com/ Subscribe to our weekly newsletter and view previous versions of the newsletter at findmycatalyst.com

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Kate Morgan is the author of Custom-Fit, and the founder of BostonHCP. She is a no-nonsense, passionate voice in the world of HR, culture, and team development. With a background in scaling teams, Kate focuses on helping small business owners build thriving organizations from the inside out. She's a Forbes-published author, EO Accelerator Chair, and a firm believer in people as the ultimate competitive advantage.

"A core value isn't a value unless you can say…you'll be fired if you don't live up to it."
"Execution rests with your people. Get that right and you're going to be head and shoulders above your competition."
"Your culture will evolve regardless—but it won't necessarily be good unless you design it."

Kate Morgan joins the podcast to discuss why HR gets messy, how culture can be intentionally designed, and what it takes to move from solopreneur to entrepreneur. With sharp insights on performance reviews, core values, and team alignment, she brings clarity to the chaos many small business owners face when scaling. https://www.bostonhcp.com/

🔑 5 Key Takeaways 1. HR Isn't Just Foosball and Perks * HR's role evolved from talent attraction to compliance and development. * Misaligned expectations between business and HR cause friction. * Clear strategy and purpose must guide HR, not just "being nice."

Core Values Are Not Marketing Material * If you can't fire someone for violating a "core value," it's not real.
Culture becomes real when values are non-negotiable edicts.
Culture misalignment causes costly turnover and performance issues.
Performance Reviews Aren't Optional * Avoid lawsuits by documenting honest performance feedback.
Managers often give inflated scores to avoid discomfort.
A simple PIP (Performance Improvement Plan) can protect the business.
From Solopreneur to Entrepreneur * True entrepreneurship involves replicating yourself and hiring others.
Let go of control—your team can do it better with guidance.
Growth means shifting dopamine from personal success to team wins.
Building a Culture in Remote Teams * Start with daily "Word of the Day" huddles to check mindset.
Open books and open conversations lead to stronger connections.
People thrive with transparency, structure, and shared values.

From Solopreneur to CEO: Kate Morgan on Building Culture That Scales

Why HR Fails—and How to Fix It: Kate Morgan's Guide for Small Businesses

The Culture Mistakes Killing Your Company (And How to Avoid Them)

Looking for that nudge to do the things you are meant to do? Find Your Catalyst at https://www.findmycatalyst.com/ Subscribe to our weekly newsletter and view previous versions of the newsletter at findmycatalyst.com

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Donald Forgione — Former Director of 175 Florida State Parks, with 40+ years in ecotourism, leadership, and public service. Now a business owner, speaker, and coach, Donald connects leadership lessons from nature to business. Mike Simmons — Founder of Find My Catalyst, leadership coach, and sales strategist, helping people identify and act on their catalyst for change.

Three Key Quotes 1. Donald Forgione: “Trust is the key to absolutely everything… If they’re not feeling what I’m saying, I might as well throw it out the window.” 2. Mike Simmons: “A revenue challenge is often a culture challenge in disguise. Culture starts with leadership. Leadership starts with self.” 3. Donald Forgione: “Superman ain’t coming. You have to be your own Superman, your own Wonder Woman — and figure it out.”

Mike and Donald explore the deep connections between nature and leadership, revealing how adaptability, trust, and asking the right questions can transform teams and culture. They share real-world lessons from state parks to sales, showing leaders how to align purpose, overcome obstacles, and create environments where people thrive.

5 Key Takeaways – Finding Your Catalyst in Leadership 1. Adaptability is Essential * Nature changes daily, sometimes hourly — so do business environments. * Leaders must adjust “sails” when conditions shift, not fight the wind. * Like a river finding a new path, flexibility keeps momentum moving forward.

Trust is the Foundation * Without trust, communication falls flat — people must feel you’re genuine.
Consistent standards and fairness build credibility.
Trust enables teams to follow direction, even in tough changes.
Ask Better Questions * Leaders have an obligation to ask questions others won’t.
Tone, timing, and context matter — the “tailgate” setting often works best.
Asking opens doors to insight; telling can shut them.
Sales is Everyone’s Job * Selling is solving problems, not pushing products.
Every role in an organization impacts customer experience.
Internal and external “customers” both require thoughtful service.
Break Down Silos * Customers don’t care which department “owns” the problem.
Internal collaboration is as important as external service.
Remove political barriers so the mission comes first.

Find your Catalyst at https://findmycatalyst.com

Check out Tailgate Talks at https://tailgate-talks.com/speaker-experience/podcasts/

You Can Put the Work in to Practice, and we'd love to hear about it.

Listener Challenge: Your Catalyst Connection This week, take 15 minutes to connect one lesson from nature to your work.

Step 1 – Observe: Go for a walk in a park, your neighborhood, or any outdoor space. Notice one thing that stands out — a tree’s growth pattern, the way water flows, how animals interact, or even the weather.

Step 2 – Reflect: Ask yourself:

What obstacle is this natural element facing?
How is it adapting or overcoming?
How does this mirror challenges in my team or business?

Step 3 – Act: Identify one small change you can make in your leadership or work this week inspired by that observation.

Example: If you see water rerouting around rocks, consider how you can redirect your team’s energy around a roadblock rather than trying to push through it.

Share Your Story: Email Mike and Donald with your insight — you might inspire the next podcast conversation.

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Fidel Cache Flow is an account executive at a public company and an influential voice in the "burner verse" – the world of anonymous social media accounts. Through his Twitter profile, he openly shares unfiltered takes on tech sales, job stacking, leadership, and career strategies, while also building a thriving community that helps others grow in tech sales.

Follow Fidel here: https://x.com/FidelCacheFlow

"There’s freedom in being anonymous. It lets me speak truthfully without fear."
"Job stacking isn’t about cheating. It’s about working smarter, not harder."
"Leadership starts with yourself—even if you don’t have a title."

In this episode, Fidel Cache Flow explains why he built an anonymous online persona, the rise of job stacking, and how community drives success in tech sales. He shares bold ideas about career growth, leadership, and building trust while staying authentic. This episode challenges traditional work models and inspires independent thinking.

5 Key Takeaways 1. The Power of Anonymity * Freedom to share raw, unfiltered ideas * Builds confidence to challenge norms * Encourages finding your voice despite risks

Job Stacking as a Catalyst * Multiple income streams create independence
Requires strong personal accountability
Forces you to rethink time and value
Leadership Starts with Self * Leadership is influence, not just titles
Self-awareness improves teamwork and results
Learning leadership early changes your future
Community Drives Growth * Mentorship accelerates your learning curve
Peer groups help solve tough problems
Teaching others strengthens your own skills
Rethinking Career Paths * Big companies provide a strong foundation
Smaller roles offer freedom and creativity later
Strategic moves can be your career catalyst

Find Your Catalyst at https://findmycatalyst.com

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Bill Kantor is the co-founder of Funnelcast, a forecasting platform designed to help businesses understand, optimize, and act on their sales pipelines. With decades of experience in sales operations and revenue analytics, Bill is on a mission to shift how companies use forecasting — from chasing accuracy to driving meaningful change.

💬 3 Key Quotes from Bill Kantor: 1. "The job of the forecast is to tell you what to change in order to make the outcome better." 2. "People think the job of the forecast is to tell you what you're going to close. But your sales are not like the weather. You can control the outcome." 3. "Don’t chase hyper-accuracy in forecasts — focus on what you can control to change the outcome."

Bill Kantor joins the show to challenge the conventional view of forecasting. Rather than striving for accuracy, Bill advocates for forecasts as tools for change. He explains the math behind pipelines, common mistakes in sales forecasting, and how better definitions and insights can empower sales teams to improve outcomes — not just predict them.

🔑 5 Key Takeaways 1. Forecasting Is a Catalyst for Change * Forecasts should help you identify where to take action, not predict perfectly. * Think of forecasting like coaching — it’s about improvement, not prediction. * Use forecasting to find leverage in your pipeline, not just to report numbers.

You Can’t Predict Individual Deals — And That’s Okay * The idea that you can call specific deals is flawed and statistically impossible.
Treat your pipeline as a portfolio — not a list of “yes” or “no” bets.
Focus on the distribution of outcomes, not just the “commit list.”
Pipeline Math is Simple but Powerful * Three levers drive outcomes: number of deals, size of deals, and win rate.
These factors are dynamic and function over time.
Modeling those time-based variables correctly uncovers more accurate and actionable insights.
Sales Stages Must Be Clearly Defined * Poor stage definitions lead to forecast noise and misalignment.
Consistent definitions enable higher forecast fidelity.
Clarify criteria for entering and exiting each stage to drive accountability and insight.
Tools Don’t Replace Thinking * Too many teams buy tools before building skills.
Forecasting tools like Funnelcast amplify insight but aren’t a magic fix.
Simplify your model before layering in complexity — get the basics right first.

“Why Accurate Sales Forecasts Are Overrated with Bill Kantor”

“The Forecast Is Not the Goal: How to Change Outcomes with Bill Kantor”

“Forecasting for Impact: Ditch the Guesswork, Embrace the Math”

Find your catalyst at https://findmycatalyst.com

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St. John “Sinjin” Cramer is a dynamic sales strategist, keynote speaker, and host of the Rural Sales Success podcast. A UK native now based in New Zealand, Sinjin helps businesses understand how to sell with empathy, especially in high-stakes, rural environments. His philosophy? Stop selling. Start serving.

“If you don't like where you are—move. Even a small shift can be a catalyst for growth.”
“Don’t sell to farmers—or anyone. Help them make informed decisions.”
“Be a buyer’s assistant. If you're not helping people feel safe in a purchase, you're not selling—you’re pushing.”

Sinjin Cramer shares wisdom from decades in rural sales, exploring why trust and understanding context matter more than tactics. From metaphors on movement and mindset to book recommendations and rugby strategy, this episode uncovers how small actions, curiosity, and service can create lasting transformation—for both buyers and sellers.

🔑 5 Key Takeaways 1. Movement Creates Momentum * Small shifts, like rearranging your desk or changing your routine, can spark meaningful change. * “Little and often over the long haul” beats intense bursts of action. * Movement—literal or metaphorical—fuels growth.

Help, Don’t Sell * Farmers and other buyers don’t want to be sold to; they want help making smart, lasting decisions.
Shift from “salesperson” to “buyer’s assistant” to build trust and long-term success.
Sales is a service, not a transaction.
Context is Everything * Understand the world your customers live in—their risks, community, and long-term vision.
Farmers, for example, live with their purchases—literally seeing them every day.
Specificity in how you serve different buyers makes all the difference.
Trust Is Earned, Not Titled * Becoming a “trusted adviser” isn’t a label you give yourself—it’s a role others bestow on you.
It takes time, reps, and a true focus on the buyer’s needs.
Curiosity and service build credibility over time.
Books as Catalysts * Books like Man’s Search for Meaning, Legacy, and The Talent Code offer timeless insights on mindset, resilience, and leadership.
Rereading key books can reinforce principles you’re working to live.
Reading fiction, too, can ignite creativity and empathy—critical tools for any change-maker.

Why You Should Stop Selling and Start Serving: A Masterclass with Sinjin Cramer

Little Changes, Big Impact: Sales, Trust, and Movement with Sinjin Cramer

Selling to Farmers & Leading with Empathy: Lessons in Rural Sales from Sinjin Cramer

Find your Catalyst at https://findmycatalyst.com

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Seth Goldstein is a 15-year podcast pro, coach, and former journalist. He runs “Podcast Mastery” and helps new hosts skip common mistakes. Seth’s big message: have a simple plan, keep the show real, and hit record—because action is the true catalyst.

“If you have a plan and a cadence, it works. When you don’t, it usually doesn’t.”
“Your first ten episodes are practice—most people won’t even know they exist.”
“People listen because they want to feel part of the conversation.”

Seth Goldstein and host Mike Simmons swap straight-talk tips on starting and growing a podcast. They cover gear, planning, guest fit, and why breathing and pressing record beat perfection. The chat shows how small, steady steps turn ideas into a real show—your catalyst for sharing big ideas.

5 Key Takeaways 1. Start Small, Start Now

* A low-cost mic and headphones are enough.
* Zoom works—don’t wait for fancy tools.
* Hitting record is the catalyst that moves dreams to action.

Make a Simple Plan
- Pick a release rhythm (weekly, twice-a-month).
- Know your ideal listener and guest.
- A clear plan sparks steady progress.
- Practice Builds Confidence
- First episodes are mostly for you.
- Reps polish voice, pace, and stories.
- Each episode becomes a mini catalyst for the next.
- Keep It Real
- Light edits—leave natural pauses and laughs.
- Listeners bond with honest sound.
- Authentic voice is a trust catalyst.
- Measure and Iterate
- Check basic stats: downloads and listens.
- Test formats—solo, guest, or hybrid.
- Data-driven tweaks act as feedback catalysts.

“Podcast Beginner? Seth Goldstein’s 3-Step Plan to Launch Fast”

“From Idea to Mic: Seth Goldstein Reveals the Catalyst for Podcast Success”

“Skip the Rookie Mistakes - Podcast Mastery Tips from Seth Goldstein”

Find your Catalyst at https://findmycatalyst.com

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Mike Simmons, founder of Catalyst and host of the “Find Your Catalyst” podcast, returns for a solo Q&A session. In this episode, he explores how ADHD shows up in leadership, strategies for clear communication, and why coaching is an essential part of personal and business growth. Mike shares personal experiences and systems that help him and others focus, execute, and lead effectively.

💬 3 Key Quotes "Don't diagnose people—understand behaviors and build systems that reduce chaos."

"There are things that are said, things that are heard, and things that are remembered—and rarely are they the same."

"A coach helps people think differently, see differently, and ultimately do differently."

Mike Simmons dives into leadership with ADHD, how communication often breaks down, and the critical role coaching plays in helping people move faster and smarter. With practical tools like priority lists and communication preferences, Mike shows how clarity and systems can be a catalyst for better business and personal outcomes.

🔑 5 Key Takeaways 1. Leading with ADHD: Embrace Focus and Flexibility * Leaders with ADHD often juggle many ideas, creating confusion for their teams. * Systems and priority lists can reduce stress and clarify direction. * Asking “Where does this fit in our priorities?” curbs the chaos of chasing new ideas.

Communication is a Two-Way Street * Don’t assume understanding—validate what was heard.
Ask: “What did you hear me say?” to catch misalignment early.
Clear definitions help reduce frustration and improve team trust.
Define Accountability Clearly * Use the framework: Who will do what by when.
Color-code notes to track priorities, ideas, and action items.
Avoid assumptions—clarity builds accountability.
Build and Share Communication Preferences * Leaders should express how they prefer to receive information (e.g., text over email).
Encourage team members to share their preferences too.
Revisit these preferences regularly to improve efficiency.
Coaching as a Catalyst * Coaching helps people go from where they are to where they want to be.
A coach shifts perspectives and simplifies next steps.
Mike emphasizes making coaching more visible and accessible for leaders and teams.

How to Lead with ADHD: Focus, Systems & Coaching Tips

The ADHD Boss: Clear Communication and Why Coaching Matters

Said, Heard, Remembered: Mastering Team Communication with Mike Simmons

Find Your Catalyst at https://findmycatalyst.com

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Mike Rizzo is the founder of MarketingOps.com and the vibrant Mo Pros community—a 6,500+ member strong network dedicated to elevating marketing operations professionals. With a background in martech and a passion for building systems that scale, Mike champions the art of connecting strategy, technology, and people.

“Marketing operations is the backbone of strategic success.”
“Slow down to speed up—operational rigor helps eliminate chaos.”
“Invest in your community, and it will invest back into you.”

Mike Rizzo shares how marketing operations drives business success by combining strategy with execution. He explores how the Mo Pros community helps professionals connect, grow, and share. Through clear systems, thoughtful collaboration, and investment in self and others, Mike shows how ops can become a true catalyst for innovation and clarity.

🔑 5 Key Takeaways: 1. Marketing Ops as a Strategic Catalyst * It's not just tactical; it underpins strategy and growth. * Clear systems and aligned definitions unlock momentum. * Marketing ops professionals translate business goals into technical execution.

Slow Down to Speed Up * Operational rigor avoids repeated mistakes.
Standardized onboarding, process, and measurement create efficiency.
The best systems are built to support speed through structure.
Community is the Shortcut to Growth * The Mo Pros community offers peer support, advice, and shared experiences.
Professionals thrive when they ask for help and offer it to others.
Engagement fuels growth: ask, share, listen, repeat.
Invest in Self to Find Your Catalyst * Learning communities and workshops accelerate development.
Real growth comes from applying skills like communication and problem-solving.
Participation leads to deeper insight, connections, and opportunity.
The Future of Ops: From Execution to Architecture * The goal is not just using tools but designing systems that work.
Understanding the "why" behind tools matters more than knowing how to use them.
Leadership in ops comes from curiosity, critical thinking, and clarity.

“Marketing Ops as a Catalyst: Building Strategy Through Systems with Mike Rizzo”

“From Chaos to Clarity: Why Community and Ops Are the Key to Growth”

“The Hidden Power of Marketing Ops: Why It’s More Than Just Execution”

Find Your Catalyst at https://findmycatalyst.com

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Benyamin Holley is a “GTM engineer” who blends technical tools and creative problem-solving to revolutionize go-to-market strategies. With a background in music tech and a passion for scrappy, AI-driven workflows, Benyamin brings a fresh, practical approach to solving sales and operations problems. Currently at Sift, he’s helping shape how startups use automation to scale smarter, not just faster.

"Sales is a thinking process. And if you think well, you can build better systems."
"Less is more — I don’t want more leads; I want better ones."
"Fear of being wrong holds people back. But if you're doing something good, the world conspires in your favor."

Benyamin Holley joins the show to share how he's redefining sales and go-to-market strategies using AI and automation. From his roots in music education tech to pioneering GTM engineering at Sift, Benyamin dives deep into what it means to proactively solve problems, embrace tools like Clay, and find true product-market fit.

🔑 5 Key Takeaways 1. GTM Engineering Is a Thinking Process * GTM (go-to-market) engineering isn't just a buzzword—it's a mindset. * It involves problem-solving across the sales funnel using AI and automation. * You don’t need to be a coder, just scrappy and optimistic.

Start with the Right Fit * Whether it's customers, culture, or tools, fit reduces friction.
Good fits feel like "no-brainers"—they flow without forcing.
If you’re constantly battling resistance, it may not be the right match.
Fear Stops Progress * People often hesitate to act because they fear being wrong.
Startups thrive when people tackle problems without waiting for approval.
Building confidence through small wins helps overcome this fear.
The List Is the Strategy * Outbound success depends on building a high-quality, well-qualified list.
Tools like Clay help isolate the right leads with fewer but better targets.
Relevance in outreach increases connection and reduces noise.
Let Robots Do the Busywork * Automation isn’t about replacing humans, but enhancing them.
Benyamin shares how AI tools manage waitlist follow-ups automatically.
Freeing time from manual tasks lets people focus on meaningful conversations.

“From Music Tech to GTM Engineer: Benyamin Holley on Sales Innovation with AI”

“Why Less Is More in Sales: Benyamin Holley’s Playbook for Smarter Outreach”

“GTM Engineering Explained: Automation, AI & Fearless Thinking with Benyamin Holley”

Find Your Catalyst at https://findmycatalyst.com

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Steve Heroux is a sales thought leader, author of The Sales Contrarian, and founder of The Sales Collective. Known for his humorous and no-fluff approach, Steve challenges outdated sales methodologies and champions a people-first philosophy. With roots in comedy and admiration for icons like Bob Ross and Larry David, Steve brings heart and honesty into the world of sales, coaching, and leadership.

"He didn’t paint to show you how good of a painter he was. He painted to show you how good of a painter you could be." – On Bob Ross’s influence and philosophy.
"Selling ice to an Eskimo doesn’t make you a great salesperson. It makes you an asshole." – On ethical, value-driven sales.
"You have to teach people how to swing like them, not like you." – On individualized coaching and leadership.

Steve Heroux joins the podcast to dismantle traditional sales myths, challenge robotic training, and advocate for purpose-driven selling. From detaching from outcomes to building self-awareness, Steve shares personal stories and strategies that ignite self-leadership and redefine success—proving that joy, ethics, and humility are the real game changers in sales.

🔑 5 Key Takeaways 1. Sales Isn’t About Scripts—It’s About Humanity * Robotic scripts kill connection; human presence builds trust. * Salespeople should call audibles, just like smart quarterbacks do. * Be you—your unique voice is your catalyst.

Detach from Outcomes to Drive True Performance * Obsessing over quotas leads to burnout and misalignment.
Focus on inputs you can control: preparation, practice, and care.
Daily performance indicators (DPIs) matter more than KPIs.
Failure Is Not the Opposite of Success—It’s Part of It * Real learning comes from being wrong, not being right.
Self-awareness starts with admitting mistakes.
Humor and humility unlock better performance.
Gamify What Matters—The Process, Not Just Results * Use point systems to reward meaningful actions (thank you notes, learning).
Make the work fun and joyful—like fishing or painting.
Execution creates consistency; passion sustains it.
Leaders Must Coach the Individual, Not the Group * One-size-fits-all training is outdated and ineffective.
Great leadership develops the person’s swing, not the leader’s swing.
Sales DNA assessments reveal unique strengths and blind spots.

"Why Sales Quotas Are Broken: Steve Heroux on Ethical Selling and Self-Leadership"

"Sales Without Scripts: Steve Heroux on Finding Your Voice and Letting Go of Outcomes"

"From Bob Ross to Sales Boss: Steve Heroux Redefines Success in Business"

Find Your Catalyst at https://findmycatalyst.com

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Dale Dupree is the founder of The Sales Rebellion and a dynamic thought leader in modern sales. Known for his rebellious mindset and deeply human approach, Dale challenges traditional business thinking. He shares his love for nature, the power of curiosity, and his vision for Totality—a transformative experience that’s reshaping what a business conference can be.

“Change exists on a daily basis for me. So I don’t live in comfort or stagnation.”
“We can’t reflect on what we’re going to do—you have to do it, then reflect.”
“Totality is a mix of medicine and enlightenment. It’s about thinking much deeper about your existence.”

Dale Dupree reflects on his journey from urban life to the mountains, the importance of community and discomfort, and how these lessons shaped Totality 2025. He reimagines business experiences by emphasizing creativity, human connection, and inner exploration. This episode is about finding your catalyst by embracing unpredictability and authenticity.

🔑 5 Key Takeaways 1. Discomfort Is a Catalyst for Growth * Leaving comfort zones leads to personal clarity and transformation. * Dale’s story—from city life to mountain quiet—reflects this principle. * Challenges force us to reevaluate what really matters.

Authenticity Fuels Connection * Dale values genuine interaction over polished personas.
Small-town experiences gave him meaningful community bonds.
Totality mirrors this by removing conference fluff in favor of real talk.
Curiosity Is the Rebel’s Tool * Asking “what else is there?” breaks the cycle of complacency.
Exploration is not just physical—it's emotional and intellectual.
Rebelling isn’t destruction; it’s deep curiosity in action.
Creativity Transforms Sales and Life * Creativity is often undervalued in sales, but it’s a game changer.
Totality brings hands-on, unexpected experiences to foster it.
Real innovation starts by doing things differently—and with feeling.
Designing Experiences Creates Lasting Impact * Pairing music and scent with moments enhances memory and meaning.
Dale blends sensory cues and mystery to create Totality’s magic.
People remember how you made them feel—not just what you said.

“Dale Dupree on Why Discomfort Is the Key to Living Fully”

“Totality 2025: Reinventing the Sales Conference Experience”

“The Rebellion Begins: Dale Dupree on Curiosity, Community & Creativity”

Find your Catalyst at https://findmycatalyst.com

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Tim Dyck is the founder of Best Culture Solutions and a seasoned expert in leadership development, employee engagement, and culture transformation. With a strong background in designing meaningful customer and team experiences, Tim is passionate about helping businesses thrive through intentional design and fractional leadership.

"Leadership starts with self. Leaders build leaders." – Highlighting the importance of designing a process that begins with personal discipline.
"If you don't have a process, how can you expect to achieve repeatable results?" – Emphasizing the foundational role of process in business and leadership success.

Mike and Tim explore how fractional work can help businesses fill critical gaps fast, manage uncertainty, and create memorable customer experiences. They break down leadership mindset, designing for success, and why managing expectations matters. This episode helps leaders rethink how they structure their team, processes, and strategy with clarity and intent.

🔑 5 Key Takeaways 1. Fractional Work Is Strategic, Not Temporary * Fractionals help close gaps quickly without long-term commitment. * They offer deep expertise in areas the business needs most. * Fractional roles allow companies to stay agile during uncertain times.

Designing for Experience Builds Trust * Consistency in customer and team experience increases loyalty.
Details matter—like the entrance to a ballpark or a product touchpoint.
Poorly designed experiences break trust and create risk.
“Weenies” Keep Momentum * Borrowing from Disney, “weenies” are milestones or visuals that pull people forward.
Every process should include visible progress markers to reduce confusion.
These checkpoints build confidence and clarity in a journey.
Process Creates Repeatable Results * Jumping from A to Z rarely works—stepping stones reduce risk.
Leaders should design backward (from the goal) and execute forward.
A thoughtful process builds momentum and enables consistent delivery.
Mindset and Self-Discipline Drive Success * Many leaders struggle due to lack of focus and process.
True leadership begins with managing oneself effectively.
Clear mindset = clarity of goals + consistent actions + defined expectations.

Why Fractional Leaders Drive Faster Business Impact

Designing for Experience: Lessons from Disney and Fractional Strategy

The Power of Process: How Fractional Work Builds Clarity and Trust

📈 Podcast Improvement Suggestions * Add a listener story or case study: Real-world success from a fractional project would deepen connection and credibility. * Use audio chapters: Segmenting by topic (mindset, design, process) improves replay value. * Summarize steps visually: A one-page PDF download of the “design backward, execute forward” model could increase engagement.

Learn. Think. and Act. with us every Sunday. Our Sunday email is filled with sections dedicated to helping leaders Learn. Think. and Act. These short weekly emails will help you make a difference and accelerate speed to impact at work, with self, and within your family. Subscribe here: https://www.findmycatalyst.com/learn-think-act-opt-in

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Jacquelyn: “It honestly looked like a high school or college team was playing a professional team.”

Constantine: “Passion. Commitment. Tenacity. These guys live and breathe this shit.”

The crew recaps Round 2 of the Stanley Cup playoffs, confessing their inaccurate picks and celebrating Constantine's 50% accuracy. With deep hockey insight and hilarious banter, they preview the East and West Conference Finals, reveal their personal favorites, and emphasize the emotional, strategic, and human side of playoff hockey.

🔑 5 Key Takeaways 1. Finding a Catalyst in Failure * Jacquelyn admits picking the Leafs was a mistake—owning failure leads to better choices. * The group learns from incorrect picks to sharpen predictions for the next round. * Recognition of poor team performance (like the Caps) becomes a call to realign and refocus.

Performance Under Pressure * Constantine praises players like Ottinger and Bobrovsky for stepping up in high-stakes moments.
The playoffs reveal which players rise when it counts most.
Success is tied not just to talent but to composure under fire.
Respect and Resilience in Sport * The team highlights the powerful sportsmanship seen in handshakes and honoring personal struggles (e.g., Scheifele’s loss).
Emotional intelligence and empathy make great athletes greater.
Team support and unity often become the catalyst for comeback performances.
The Power of Passion * “Live and breathe this shit”—Constantine’s line underscores the deep love for hockey.
The community’s passion, including fans and commentators, fuels the game's momentum.
Passion is infectious; it inspires action and elevates purpose.
Bold Predictions Drive Engagement * All three make distinct, thoughtful predictions, showing conviction despite past mistakes.
Debating outcomes encourages critical thinking and creative confidence.
Even incorrect calls create opportunities to reflect, learn, and improve—hallmarks of catalyst-driven thinking.

Learn. Think. and Act. with us every Sunday. Our Sunday email is filled with sections dedicated to helping leaders Learn. Think. and Act. These short weekly emails will help you make a difference and accelerate speed to impact at work, with self, and within your family. Subscribe here: https://www.findmycatalyst.com/learn-think-act-opt-in

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This lively roundtable features hockey fans Mike, Constantine, and Jacqueline as they break down the 2025 NHL Conference Finals. From unexpected losses to bold predictions and favorite hockey movies, their passionate insights and friendly banter bring energy to every play and player discussed.

🗣️ Key Quotes 1. "Sales is a thinking process. Business is a thinking process. Life is a thinking process. How are you thinking different about your process?" – Mike 2. "It honestly looked like a high school team was playing a professional team." – Jacqueline on the Capitals' performance. 3. "Connor McDavid deserves the chance to earn a Stanley Cup." – Constantine

In this episode, the crew dives into the NHL Conference Finals with unfiltered opinions, emotional takes, and hilarious side commentary. They revisit missed predictions, analyze key players and coaches, and share their picks for who moves on. It's all about hockey, heart, and how perspective can be your catalyst.

🔑 5 Key Takeaways 1. Bold Predictions & Upsets * No one saw the Jets getting dominated by Dallas. * Edmonton’s strong playoff showing surprised the group. * Everyone chose the Panthers to win, even if they secretly rooted for the Hurricanes.

Mental Game is the Real Game * The Leafs' emotional collapse highlighted playoff pressure.
The Caps looked lost on the ice—poor positioning and ineffective power plays.
Focus and mental resilience were discussed as crucial catalysts.
Respect Runs Deep in Hockey * The handshake line after Game 7 was praised for its emotional weight.
Mark Scheifele’s emotional performance reminded listeners of hockey’s human side.
Respect and tradition were spotlighted as hidden catalysts for unity and growth.
Coaching as a Catalyst * Brind’Amour and Paul Maurice received high praise for leadership.
Coaching decisions and team mentality are game-changers in playoffs.
Great coaching bridges talent and execution under pressure.
Pop Culture Meets Passion * Favorite hockey movies? “Miracle” and “Mighty Ducks” win hearts.
Lundqvist’s Netflix doc and commentary team banter added depth to the fandom.
Loving the game—on and off the ice—is a reminder that passion is the true catalyst.

Learn. Think. and Act. with us every Sunday. Our Sunday email is filled with sections dedicated to helping leaders Learn. Think. and Act. These short weekly emails will help you make a difference and accelerate speed to impact at work, with self, and within your family. Subscribe here: https://www.findmycatalyst.com/learn-think-act-opt-in

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This episode features a lively, hockey-fueled roundtable with Jacquelyn Nicholson, Constantine Johns, and host Mike Simmons. The trio dives into the second round of the 2024 Stanley Cup Playoffs, sharing personal stories, team loyalties, spirited banter, and insightful predictions—all through the lens of sports as a catalyst for connection, memory, and emotion.

“Playoff hockey, hands down, is the best entertainment I’ve ever seen.” – Constantine Johns

In this high-energy episode, Jacquelyn, Constantine, and Mike dissect round one of the Stanley Cup Playoffs and make bold predictions for round two. With deep personal ties to the sport, they explore how hockey has shaped their memories and identity, proving sports can be a powerful catalyst in life.

🔑 5 Key Takeaways: 1. Sports Create Catalytic Memories * Constantine recalls growing up watching Patrick Roy and the Avalanche lift the Cup. * Jacquelyn shares childhood memories of fuzzy-TV Blackhawks games and tabletop hockey. * Mike remembers frozen pond skating and the thrill of playoff intensity.

Shared Passion Builds Community * The team has fun tracking predictions, brackets, and emotional team support.
Friendly rivalries and shared experiences form strong bonds.
Their family traditions (like mailing a plastic Stanley Cup) reinforce connection.
Resilience as a Game Changer * Mike highlights how goalie Connor Hellebuyck overcame adversity in Game 7 as a catalyst moment.
Constantine expresses heartbreak over the Avalanche loss, linking emotion to team loyalty.
They emphasize how players grow stronger under playoff pressure.
Bias, Loyalty, and Fun Drive Engagement * The crew openly admits their emotional (not always logical) picks.
Teams like the Leafs, Oilers, and Panthers stir heated opinions.
The playful tension among the group reveals how personal investment drives deep passion.
Change and Transition Spark Strong Reactions * The Arizona Coyotes' move to Utah triggered strong emotional reactions.
Nostalgia for local teams and childhood connections fueled frustration and loss.
These changes highlight how teams often serve as emotional anchors.

Learn. Think. and Act. with us every Sunday. Our Sunday email is filled with sections dedicated to helping leaders Learn. Think. and Act. These short weekly emails will help you make a difference and accelerate speed to impact at work, with self, and within your family. Subscribe here: https://www.findmycatalyst.com/learn-think-act-opt-in

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The Accidental CISO (AC) is an anonymous voice in cybersecurity who stumbled into the Chief Information Security Officer role through a mix of timing, skill, and necessity. With a background in IT operations and service delivery, AC found unexpected purpose, community, and a platform for candid reflection on security, leadership, and personal growth. He now hosts The Mindful Business Security Show, educating SMB leaders on practical security.

🧠 Three Key Quotes "I was just looking for a place to vent. I didn’t want to get fired for telling the truth."

"Security exists at the confluence of people, process, and technology—it's not just about tools."

"I'm more me under the persona than I actually am in real life."

✏️ 50-Word Summary In this episode, The Accidental CISO shares how he unintentionally stepped into a security leadership role, the power of anonymity, and how embracing his alter ego helped him find community, confidence, and a calling. He dives into the human side of cybersecurity, masking, and helping others through authenticity and honesty.

🔑 5 Key Takeaways 1. You Can Find Purpose Through Unplanned Paths * AC became a CISO by accident, not ambition. * He leaned into unfamiliar responsibilities and grew into the role. * Sometimes, your catalyst finds you before you find it.

Anonymity Can Be a Catalyst for Authenticity * Online anonymity gave AC a safe space to express frustrations and truth.
He found a vibrant community that shared his struggles and passions.
His persona became more “real” than the masked version of himself at work.
Security Is a Business Enabler, Not a Barrier * AC believes in collaborative security—not saying “no” but saying “yes, and…”
Security must align with business goals and risk tolerance.
He views security as a multiplier when built with context and care.
Risk Is Inevitable—Managing It Is Leadership * Risk is part of doing business and drives innovation.
A mature approach balances safety with operational freedom.
Security teams should advise, not own, risk decisions—that belongs to leadership.
Self-Awareness and Community Fuel Growth * AC’s journey helped him understand and support his own neurodiversity.
His experiences empowered deeper connection with his children, who face similar challenges.
Real leadership starts with knowing who you are and finding your people.

Learn. Think. and Act. with us every Sunday. Our Sunday email is filled with sections dedicated to helping leaders Learn. Think. and Act. These short weekly emails will help you make a difference and accelerate speed to impact at work, with self, and within your family. Subscribe here: https://www.findmycatalyst.com/learn-think-act-opt-in

Follow AC at - https://www.accidentalciso.net/

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"It is playoff hockey time—the best time of year."
"If you're not a hockey fan, become one during the playoffs; the intensity is absolutely amazing."
"Find a player, find a team, find a story—and enjoy your playoff hockey journey."

Mike and Jacqueline break down the opening round of the 2025 NHL Stanley Cup Playoffs. They compare their brackets, share hockey fandom stories, and highlight key players to watch. It's a mix of friendly banter, expert insights, and encouragement for new fans to fall in love with playoff hockey’s unmatched excitement.

Passion Powers Persistence * Playoff hockey demands unmatched intensity—players dig deep to win.
Fans' passion creates lasting loyalty, driving deep team connections.
Find your personal "playoff moment" to ignite passion in your work or life.
Embrace the Unexpected * Playoff upsets and overtime games show that anything can happen.
Embracing uncertainty builds resilience and reveals hidden strengths.
Catalysts often emerge from surprising, pressure-filled moments.
Choose Heart Over Logic Sometimes * Heart picks (like cheering for the Senators) bring joy even if risky.
Emotional decisions, when thoughtful, can lead to meaningful experiences.
Don't be afraid to follow your heart when finding your catalyst.
Community Strengthens the Journey * Hockey communities create bonds that last beyond the season.
Shared experiences and team spirit are vital for long-term motivation.
Building a community around your catalyst can speed up your growth.
Love the Process, Not Just the Outcome * Win or lose, playoff hockey is about the journey, not just the Cup.
Progress, learning, and enjoyment are key parts of finding fulfillment.
Focus on the small wins and personal growth along your catalyst journey.

Learn. Think. and Act. with us every Sunday. Our Sunday email is filled with sections dedicated to helping leaders Learn. Think. and Act. These short weekly emails will help you make a difference and accelerate speed to impact at work, with self, and within your family. Subscribe here: https://www.findmycatalyst.com/learn-think-act-opt-in

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Mike Simmons is a leadership and operations expert who helps organizations drive growth through clarity and execution. He leads initiatives through Find My Catalyst, offering services in leadership, revenue, and operations. Tim Dyck brings deep experience in recruitment and people strategies. He is the founder of Best Culture Solutions, helping companies build great teams with purpose.

Together, Mike and Tim dive into the nuances of fractional leadership, sharing hard-won lessons, memorable metaphors, and actionable insights.

💬 Three Key Quotes "Don’t mistake knowledge for experience. And don’t mistake experience for expertise."

"If you’re hiring a fractional leader, make sure they’ve run out of gas before—because they’ll know how to get you back on the road."

"Learning is great. But presenting yourself as an expert without experience can do more harm than good."

📌 50-Word Summary Mike Simmons and Tim Dyck unpack the world of fractional work, using real-life analogies to explain the value of experience and the risk of surface-level knowledge. They share the difference between knowing, doing, and mastering—and how true expertise accelerates impact. A must-listen for leaders hiring with intention.

🔑 5 Key Takeaways 1. The Fuel Tank Metaphor for Expertise * Experience is knowing how far your vehicle can go on empty. * True experts have broken down before—and know how to recover fast. * Awareness, experience, and expertise are not the same—and each plays a different role.

Beware of Shallow Expertise * Surface-level learners can use the right words but may not deliver results.
Using tools like ChatGPT doesn't replace real-world experience.
Misrepresented expertise can harm organizations and delay progress.
Fractional Leadership is Not for Learners * Fractional leaders must already know how to solve the problem you have.
They're not there to “figure it out”; they’re there to execute.
Expecting quick results means you need someone who’s already done the work.
Simplify to Accelerate Speed to Impact * Complexity slows progress; simplify by removing what’s unnecessary.
Clear next steps fuel momentum in leadership and operations.
Fractional experts help reduce overwhelm and focus on what matters.
Align Role with Readiness * Use readiness assessments before hiring fractional talent.
Match the right expert to the right job—based on proven track record.
Fractional success is rooted in fit, not just availability.

Learn. Think. and Act. with us every Sunday. Our Sunday email is filled with sections dedicated to helping leaders Learn. Think. and Act. These short weekly emails will help you make a difference and accelerate speed to impact at work, with self, and within your family. Subscribe here: https://www.findmycatalyst.com/learn-think-act-opt-in

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Shira Abel is a marketing and sales expert with over 25 years of experience, having built a seven-figure agency specializing in account-based marketing (ABM). She is the creator of the Perception Formula, a framework that helps people understand trust, communication, and decision-making in business and relationships. Shira’s expertise spans startups, team dynamics, and behavioral economics, making her a powerful speaker and consultant.

Key Quotes: 1. "Trust isn’t just about intent—it’s about understanding how someone thinks." 2. "If your business relies on manipulation, it won’t last—trust builds long-term success." 3. "The golden rule isn’t enough; you need to adapt to how others think and perceive the world."

Shira Abel shares the Perception Formula, a framework built on heuristics, hormones, history, and heritage, to improve trust, sales, and team dynamics. She discusses cultural communication differences, feedback, and how perception shapes success. Whether in startups, leadership, or personal growth, understanding how people think can be your greatest catalyst.

https://www.linkedin.com/in/shiraabel/

5 Key Takeaways: 1. The Perception Formula: Understanding How People Think * Perception is shaped by heuristics (mental shortcuts), hormones, history, and heritage. * Without emotional connection, people won’t remember or trust you. * Aligning with someone's background improves communication and decision-making.

The Role of Trust in Sales, Marketing, and Teams * Trust isn’t about manipulation—it’s about delivering real value.
High-value sales rely on relationships, not tricks.
Cultural differences impact trust (e.g., "ask" vs. "hint" communication styles).
Feedback: The Key to Growth and Learning * Feedback helps you iterate and improve faster.
"Nice" people avoid tough conversations; "kind" people tell the truth to help others grow.
The best teams and leaders actively seek and apply feedback.
Hormones and Decision-Making: The Science Behind Influence * Dopamine drives excitement and engagement (e.g., notifications, rewards).
Cortisol (stress hormone) blocks clear thinking—positive reinforcement is key.
Oxytocin and serotonin create trust and belonging in teams and customer relationships.
Coachability: The Differentiator Between Success and Failure * Coachability is not about instant agreement—it’s about long-term adaptation.
The most successful people take feedback, reflect, and adjust.
Leaders should observe who listens, applies feedback, and improves over time.

Want to level up your thinking and leadership?

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Christina Brady is a sales leader, entrepreneur, and the CEO of Luster.ai, a company dedicated to measuring and improving sales proficiency through AI. With 18 years of experience in sales, she is passionate about fixing broken hiring and onboarding processes and enabling professionals to succeed. Christina is also the Chicago Chapter Head of Pavilion and serves on the executive team at Women in Sales.

Three Key Quotes from Christina Brady 1. “If you don’t measure proficiency, you don’t know who you’re hiring, how to up-level them, or why they struggle.” 2. “AI isn’t here to replace you—it’s here to make you better at what you do.” 3. “Founders have ‘magic’ because they know the mistakes that have been made and the risks they’re willing to take. You can’t expect a new hire to replicate that.”

In this insightful conversation, Christina Brady discusses why hiring and onboarding in sales are fundamentally broken and how AI can transform proficiency measurement. She also breaks down the “founder magic” that makes transitioning from founder-led to AE-led sales so difficult. This episode is a must-listen for leaders looking to scale effectively.

5 Key Takeaways on Finding Your Catalyst 1. The Hiring Process is Fundamentally Broken * Companies often hire without a clear understanding of what makes a candidate successful. * The interview process is subjective, leading to mismatches between candidates and roles. * Relying on past success (e.g., quota attainment at another company) does not predict future success.

Onboarding Needs to Be Personalized and Continuous * Most onboarding programs are generic and fail to address individual deficiencies.
Employees are often left confused after onboarding, with no clear roadmap for success.
The best organizations move from "onboarding" to "everboarding," offering continuous training and development.
Measuring Proficiency is the Key to Success * Companies struggle because they don’t objectively measure proficiency at the skill level.
AI tools can now map skills, identify deficiencies, and predict performance gaps before they become issues.
Without measurement, companies rely on subjective “gut feelings,” leading to inefficiencies and lost talent.
AI is a Tool for Enablement, Not Replacement * AI should be used to enhance human capability, not replace it.
The right AI tools help sales teams avoid revenue-impacting mistakes before they happen.
Leaders must shift their mindset from fear to experimentation when adopting AI.
Founder-Led Sales is a Different Game * Founders have “magic” because they understand the product deeply and can flexibly adjust deals.
Expecting an AE to replicate a founder’s selling process is unrealistic.
The transition from founder-led to AE-led sales requires a structured process, proper tooling, and realistic expectations.

Final Thought Learn. Think. and Act. with us every Sunday. Our Sunday email is filled with sections dedicated to helping leaders Learn. Think. and Act. These short weekly emails will help you make a difference and accelerate speed to impact at work, with self, and within your family. Subscribe here: https://www.findmycatalyst.com/learn-think-act-opt-in

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Jordan Benjamin is a mindset and sales expert passionate about helping people unlock their full potential. With a background in sales leadership and coaching, Jordan shares insights on resilience, professional growth, and the power of mindset. He emphasizes the importance of taking action, embracing failure, and building a strong network for success.

Three Key Quotes from Jordan Benjamin: 1. “The best ideas don’t come from grinding at your desk—they come when you create space, like taking a walk or being in the shower.” 2. “Authenticity is showing up as an imperfect human. None of us have all the answers—we’re all making it up as we go.” 3. “It’s not about winning or losing—it’s about winning or learning. Every failure is a chance to grow.”

Jordan Benjamin joins the podcast to explore the power of mindset, resilience, and authenticity in professional and personal growth. He shares actionable strategies for overcoming fear, embracing failure, and developing habits that lead to success. From taking small steps to seeking coaching, Jordan’s insights help listeners find their catalyst for lasting change.

Five Key Takeaways: 1. The Power of Nature and Taking Breaks * Stepping away from work for a walk or time in nature can spark creativity and reduce stress. * Short breaks can be more effective than grinding through mental blocks. * Small moments of mindfulness, like deep breathing, can improve focus and decision-making.

The Mindset Shift: Growth vs. Fixed Thinking * A growth mindset helps you see obstacles as opportunities rather than dead ends.
Failure is not the opposite of success—it’s a part of the process.
Reframing challenges as learning experiences builds long-term resilience.
The Importance of Coaching and Accountability * A coach provides an outside perspective that helps you see blind spots.
Real change happens between coaching sessions, through consistent action.
Accountability helps reinforce new habits, making long-term transformation possible.
Authenticity as a Strength, Not a Weakness * True leaders embrace their imperfections and encourage vulnerability in others.
Everyone struggles with self-doubt—imposter syndrome is normal, even for top performers.
Asking for help is a sign of strength, not weakness.
Taking Small, Consistent Steps Toward Change * Massive change starts with small, manageable actions (e.g., one deep breath, one extra sales call).
Repetition strengthens habits and rewires the brain for success.
Making a goal easy and achievable increases the likelihood of long-term commitment.

Join Us Every Sunday! Learn. Think. Act. with us every Sunday. Our weekly email is filled with insights to help leaders accelerate their impact in work, life, and family. Subscribe here: Find My Catalyst - Learn, Think, Act

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In this episode, host Mike Simmons dives into the complexities of leadership—how to lead up to difficult leaders, work effectively across teams, and lead teams with clarity and purpose. Mike shares personal experiences, leadership philosophies, and actionable strategies to help listeners navigate leadership challenges at all levels.

Key Quotes: 1. "Leadership starts with self. If you're looking for leadership, start with a mirror." 2. "If you think different, you can do different. If you do different, you can be different." 3. "Sometimes, the hardest part of leadership is managing the assumptions we make about others."

Episode Summary (50 Words): Leadership isn’t just about managing others—it’s about self-awareness, clear communication, and building trust. In this episode, Mike Simmons explores how to lead up to difficult leaders, collaborate across teams, and inspire those we manage. He shares tools and insights to navigate leadership challenges with confidence, clarity, and a service-oriented mindset.

5 Key Takeaways: 1. Leading Up to Leadership Challenges * Understand your leader’s background, concerns, and goals before making assumptions. * Improve communication by aligning with their priorities and preferred methods. * If a leader is ineffective, decide if you can help—or if it’s time to move on.

Building Strong Cross-Team Relationships * Empathy is key: understand what other teams care about and what challenges they face.
Transparent communication fosters collaboration, even in competitive environments.
Align team efforts with business goals to create a unified direction.
Leading Your Team with Clarity * Get to know your team’s goals, communication styles, and career aspirations.
Provide opportunities for cross-functional learning to build leadership skills.
Lead with transparency, trust, and a willingness to adapt.
The Importance of Effective Communication * Leadership is built on clear, purposeful communication.
Miscommunication happens—what’s said, what’s heard, and what’s remembered are rarely the same.
Tools like structured feedback loops and regular check-ins prevent misunderstandings.
Leadership as an Act of Service * Leadership isn’t about control—it’s about enabling others to succeed.
Sometimes, leaders struggle due to insecurity; build trust to help them delegate.
If leadership doesn’t align with your values, it’s okay to step away.

Final Thoughts: Leadership is a journey of continuous growth. Whether leading up, across, or down, it starts with self-awareness and service. This episode provides practical insights to help you lead with confidence, no matter your position.

Learn. Think. and Act. with us every Sunday. Our weekly email helps leaders accelerate their impact at work, in life, and within their families.

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Jody Maberry is a seasoned podcaster, content creator, and business strategist known for his work with high-profile executives like Lee Cockerell. He has helped launch and grow numerous podcasts, build impactful courses, and guide senior executives in shaping their post-corporate careers. In this episode, Jody shares insights into podcasting, content creation, and the evolution of his work in helping leaders transition to their next chapter.

Key Quotes 1. "When you have to show up every week with something to say, you actually start to find out what you believe in." 2. "There’s nothing new except what has been forgotten." 3. "If you even have a little bit of interest in podcasting, just start doing it."

Episode Summary In this episode, Jody Maberry and Mike Simmons dive deep into the evolution of podcasting and content creation. Jody shares how podcasting has changed over the years, why it’s easier than ever to get started, and how he helps executives transition from corporate careers to creating their own platforms. They also explore the power of AI in content creation and why having a podcast—even if you don’t monetize it—is a valuable tool for personal and professional growth.

Key Takeaways 1. Podcasting as a Catalyst for Clarity * Recording a podcast regularly forces you to articulate and refine your ideas. * The discipline of speaking weekly helps shape and develop strong viewpoints. * Even if you don’t publish episodes, podcasting is a powerful way to process thoughts.

The Evolution of Podcasting Technology * Tools like pocket-sized microphones make recording easier than ever.
AI-generated show notes save time and improve efficiency.
New platforms like NotebookLM summarize content and generate podcast-style conversations.
Navigating the “What’s Next” for Senior Executives * Many executives struggle with feeling less relevant after leaving corporate roles.
The challenge is translating decades of experience into a digestible, engaging format.
Creating content—whether podcasts, books, or courses—helps preserve and share their expertise.
The Power of Relationships in Content Creation * Jody met Mike through their mutual connection with Lee Cockerell.
Communities formed around content—whether podcasts or masterminds—have long-term impact.
Shared experiences and collaboration lead to new ideas and opportunities.
The Realities of Podcast Longevity * While millions of podcasts exist, only a small fraction are consistently updated.
Success in podcasting comes from consistency, not necessarily the number of listeners.
The average podcast fades out after just 10 episodes—sticking with it is a differentiator.

Final Call to Action Learn. Think. and Act. with us every Sunday. Our Sunday email is filled with sections dedicated to helping leaders Learn. Think. and Act. These short weekly emails will help you make a difference and accelerate speed to impact at work, with self, and within your family. Subscribe here: https://www.findmycatalyst.com/learn-think-act-opt-in

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Tim Dyck is an expert in HR and recruiting, specializing in fractional leadership—a growing approach that helps organizations get high-level expertise without committing to full-time hires. As the founder of Best Culture Solutions, Tim provides fractional HR services to help businesses build strong teams efficiently.

Mike Simmons, host of Find Your Catalyst, is a leader in revenue growth and business strategy, guiding organizations to achieve operational excellence through fractional leadership and strategic execution.

Top 3 Quotes: 1. "Fractional leadership isn’t new—it’s just getting a name. Leaders have been doing this for years without calling it 'fractional.'" 2. "The goal isn’t to stay forever—it’s to create movement and momentum, then step away so the business can thrive without you." 3. "If you’re struggling with leadership, operations, revenue, or execution, you don’t need to struggle—there are operators who can help."

Fractional leadership is gaining traction as a powerful way for businesses to get high-level expertise without long-term commitments. Tim Dyck and Mike Simmons break down what fractional leadership is, why it matters, and how it can be applied effectively. They discuss different fractional models, success strategies, and the key to finding the right fit.

5 Key Takeaways: 1️⃣ What is Fractional Leadership? * Fractional leadership allows businesses to hire experienced leaders for specific needs without full-time costs. * It has existed for years under different names, such as consulting or contract leadership. * The right fractional fit depends on the business's goals, structure, and existing team.

2️⃣ Why Companies Choose Fractional Leaders * Small businesses benefit from executive expertise without hiring a full-time executive. * Startups and scaling companies use fractional roles to fill gaps until they can hire full-time. * Fractional leaders bring fresh insights and cross-industry experience, accelerating growth.

3️⃣ The Different Models of Fractional Work * Some fractional leaders work hourly, while others charge per project or outcome. * The best model depends on the business’s needs—operational execution vs. strategic guidance. * A good fractional leader integrates into the organization while maintaining independence.

4️⃣ How to Find the Right Fractional Leader * Leaders should assess their organization’s specific needs before hiring fractionally. * A clear scope of work ensures alignment and success in fractional engagements. * Businesses must avoid hiring a fractional leader just to “fill a gap” without a clear strategy.

5️⃣ The Leadership Mindset in Fractional Roles * The best fractional leaders set up systems and processes to succeed without them. * Success isn’t about staying long-term—it’s about enabling the organization to move forward. * Strong communication and alignment with the company’s goals drive the best results.

Resources & Links: 📌 Take the Fractional Readiness Assessment: https://FindMyCatalyst.com/fractional 📌 Learn more about Best Culture Solutions: bestculturesolutions.ca

Learn. Think. and Act. with us every Sunday. Our Sunday email helps leaders accelerate their impact in work, life, and leadership. 👉 Subscribe here: FindMyCatalyst.com/learn-think-act-opt-in

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Morgan Ingram is a sales strategist, content creator, and keynote speaker known for his innovative approach to outbound sales and personal branding. A three-time guest on the podcast, Morgan shares insights on continuous experimentation, leveraging LinkedIn for business growth, and the importance of faith and flow in both personal and professional life.

Key Quotes from Morgan Ingram 1. "You cannot lose if you do an experiment. It’s near impossible." 2. "Most people who say something is ‘dead’ just aren’t good at it." 3. "Faith is believing in something bigger than yourself, that is hard to describe, but you know it’s there."

Morgan Ingram returns to discuss the power of continuous testing in business and personal growth. He dives into his structured approach to LinkedIn outreach, the role of faith in navigating life’s challenges, and how finding flow has transformed his daily routine. A must-listen for anyone seeking clarity, strategy, and inspiration.

5 Key Takeaways 1. The Power of Experimentation * Treat every test as a learning opportunity—you can’t lose. * Keep refining strategies based on real-world data. * Be patient and persistent—what doesn’t work today might evolve into tomorrow’s breakthrough.

Embracing an "And" Mindset in Sales & Business * Outbound and content marketing are not either-or; they work best together.
Success comes from adapting strategies, not declaring them obsolete.
A blended approach increases efficiency and builds stronger relationships.
Faith and Personal Growth * Faith provides grounding when external circumstances are uncertain.
Relying on something bigger than yourself reduces stress and increases clarity.
Investing in spiritual growth can positively impact other areas of life.
Leveraging LinkedIn for Business Success * Engage only with people who have posted in the last 30 days for higher response rates.
Use a CRM-like system for tracking sales conversations and outreach.
Video content stands out—executives rarely receive personal videos, making them a game-changer.
Finding Flow in Life and Work * A well-structured routine creates balance across fitness, relationships, spirituality, and career.
Eliminating distractions leads to better focus and increased productivity.
Seeking mentorship and coaching accelerates growth and provides accountability.

Final Thought Learn. Think. and Act. with us every Sunday. Our Sunday email is filled with sections dedicated to helping leaders Learn. Think. and Act. These short weekly emails will help you make a difference and accelerate speed to impact at work, with self, and within your family. 📩 Subscribe here: https://www.findmycatalyst.com/learn-think-act-opt-in

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Heli Nehama-Ozery, an expert in leadership development and organizational design, dives into the transformative power of feedback in leadership. From strategies for giving and receiving feedback to using it as a catalyst for growth, Heli shares her insights on creating cultures that thrive on learning, reflection, and effective communication.

Key Quotes from Heli Nehama-Ozery

"Feedback is the most marvelous leadership tool that is usually not used enough or correctly. It elevates performance by providing an outside perspective."
"The real control comes from asking questions, not from what you say. Questions let you understand where the other person is and build better communication."
"When we put growth and learning as our main focus, that's where real behavioral change happens."

In this episode, Heli Nehama-Ozery explores the art and science of feedback as a leadership tool. She explains how to overcome common fears around giving and receiving feedback, the importance of separating facts from interpretations, and using feedback to unlock individual and team growth. Heli also discusses actionable ways to improve communication, self-awareness, and organizational learning.

Find your Catalyst at https://findmycatalyst.com

5 Key Takeaways 1. The Power of Feedback in Leadership * Feedback reveals blind spots that improve individual and team performance. * Fear often prevents leaders from delivering feedback; preparation can overcome this. * Intentional feedback strengthens relationships when approached with empathy.

Receiving Feedback with Openness * Focus on extracting actionable insights, even if the delivery is flawed.
Use Stephen Covey’s Circle of Influence to identify what’s within your control.
Ask clarifying questions to fully understand feedback and avoid emotional reactions.
Giving Feedback Effectively * Prepare the recipient to avoid triggering defensive responses.
Combine facts and interpretations while remaining open to discussion.
Encourage reflection with specific, actionable examples to build understanding.
The Role of Communication in Feedback * Silence is a tool; give space for the recipient to think and process.
Differentiate between fact-based observations and subjective interpretations.
Tailor feedback to the recipient’s communication and processing style.
Cultivating a Growth-Oriented Feedback Culture * Balance strengths and areas for improvement; aim for a 50/50 focus.
Use feedback to highlight positive behaviors for team-wide learning.
Leaders must model lifelong learning and embrace feedback to inspire teams.

Heli Nehama Ozery is the founder of Artemis OD, a consulting firm that empowers frontline managers and trainers to elevate performance and build meaningful relationships. Through tailored leadership development programs, experiential learning, and practical communication tools, she helps global teams thrive and achieve lasting impact.

Website: https://www.artemisod.com/

LinkedIn: https://www.linkedin.com/in/helinehamaozery/

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Pianpian Xu Guthrie is an innovator at the intersection of AI and leadership coaching. With a background in product management at companies like Ticketmaster and GoDaddy, Pianpian has translated her experiences into building AI tools designed to enhance workplace collaboration and individual growth.

Her latest venture, Amotions, delivers real-time coaching for professionals, aiming to make AI a trusted partner in team dynamics and sales effectiveness.

Three Key Quotes 1. "AI makes it possible to have a coach with you 24/7—no judgment, just guidance." 2. "When building AI products, we have to address skepticism by showing clear, measurable results." 3. "If someone has a burning problem, they’re often willing to use a solution—even if it’s not perfect."

Pianpian Xu Guthrie shares her journey from product management challenges to creating cutting-edge AI solutions for leadership and sales coaching. She discusses the transformative potential of AI in professional growth, strategies for integrating AI tools into organizations, and how real-time feedback can improve communication, productivity, and emotional intelligence in the workplace.

Find your Catalyst at https://findmycatalyst.com

Five Key Takeaways 1. Why Build Amotions

* Pain points in early career fueled Pianpian’s vision for AI-driven coaching.
* She saw AI as a solution to bridge gaps in leadership communication.
* Real-world challenges inspired scalable, accessible solutions for professionals.

AI's Role in Collaboration and Coaching
- AI can analyze emotions and provide actionable insights during meetings.
- Coaching tools offer real-time and post-meeting feedback to users.
- Personalized AI tools address diverse preferences for learning and adaptation.
- Balancing Product Vision with Customer Needs
- Successful product development requires balancing user feedback with strategic priorities.
- Prioritization tools like structured feedback systems help maintain focus.
- Open communication between sales, engineering, and product teams is crucial.
- Embracing AI in a Skeptical World
- Challenges include concerns over data security and AI accuracy.
- Early adopters have spurred broader acceptance by showcasing clear benefits.
- Transparency and measurable results are vital to overcoming skepticism.
- The Future of AI Coaching
- Young professionals increasingly prefer AI as a non-judgmental tool.
- Amotions innovations include role-playing scenarios and real-time coaching.
- AI’s potential lies in its ability to enhance human interactions and outcomes.

Connect with PianPian at - https://www.amotionsinc.com/

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Coach K (Jonathan) is an AI and Enablement expert and business consultant, deeply engaged in how emerging technology reshapes industries. Known for his sharp insights into leveraging AI for efficiency, scalability, and innovation, Jonathan shares transformative ideas about staying ahead in a rapidly evolving tech landscape.

Key Quotes: 1. "AI isn't just a tool; it's an amplifier for human potential. It's about taking what makes you unique and multiplying it by ten." 2. "Are you willing to think and do things differently from what you've done before?" 3. "The moat of the future will be humans and what one person can do with a fleet of AI agents."

Jonathan (Coach K) explores the transformative power of AI agents, challenging listeners to rethink their approaches to business and technology. From automation to amplifying human skills, he unpacks the mindset shifts needed to thrive in a future where innovation is constant, and adaptability determines success.

Find your Catalyst at https://www.findmycatalyst.com/

5 Key Takeaways: 1. The Role of AI as a Catalyst:

* AI amplifies individual capabilities, turning a person’s expertise into scalable results.
* Effective prompting and expertise produce exponentially better AI outputs.
* Companies leveraging AI for automation experience dramatic efficiency gains.

Thinking Differently in the AI Era:
- Adopting a beginner's mindset allows exploration and continuous learning.
- Old strategies may not apply—AI opens doors for innovative solutions.
- Success requires being uncomfortable and testing boundaries.
- The Power of Agents in Automation:
- Agents go beyond chatbots by making decisions and executing tasks autonomously.
- They can create workflows, analyze results, and iterate without constant input.
- Businesses must learn to trust and train AI for complex operations.
- AI as a Revenue Plumber:
- AI can identify inefficiencies and leaks in business processes.
- Outcome-based approaches ensure technology is aligned with measurable results.
- Thinking of AI as a partner, not just a tool, maximizes its potential.
- Bridging the Comfort Gap:
- Start small but aim for large-scale innovation by testing AI in safe areas.
- Challenge limiting mindsets, such as seeing AI as an "intern."
- Encourage teams to view AI as an extension of expertise, not a replacement.

Connect with Coach K: Find Jonathan (Coach K) on LinkedIn for updates, insights, and resources. Stay tuned for his upcoming projects on leveraging AI agents to create transformational change.

Connect with Coach K at https://www.linkedin.com/in/jmkmba/

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In this solo episode, host Mike Simmons kicks off 2025 with a focus on leadership, personal growth, and impactful goals. Drawing from experiences in business, family, and life, Mike shares insights into building better leaders, fostering collaboration, and addressing the persistent leadership gap.

Key Quotes from Mike Simmons: 1. "Leadership starts with self. Build self-worth, self-awareness, and self-confidence, and then earn the right to lead others." 2. "Stop wasting your team’s time with ineffective meetings—engage them in solving real problems with clear next steps." 3. "Think different so that you can do different, and ultimately, be different."

Mike Simmons reflects on the successes and lessons of 2024 while setting an ambitious agenda for 2025. With two key goals—expanding the Leader Lab and hosting 200 guided whiteboard sessions—Mike emphasizes the importance of leadership development and effective collaboration. He also shares personal aspirations and strategies for achieving clarity and impact.

Key Takeaways: 1️⃣ Leadership Starts with Self * Build a foundation of self-worth, self-awareness, and self-confidence. * Assess and align personal values to lead authentically. * Leadership isn’t a title—it’s a practice you earn and refine.

2️⃣ Effective Collaboration in Meetings * Differentiate between communication, decision-making, and collaboration meetings. * Use structured tools to focus meetings on problem-solving or alignment. * Clear next steps and accountability prevent wasted time and effort.

3️⃣ The Leader Lab’s Mission * A community for leaders who want to think and act differently. * Focus on building leaders at every level—not just executives. * Goal: 100 members by June 2025 to inspire and sustain a global leadership movement.

4️⃣ Guided Whiteboard Sessions for Results * Facilitate 90-minute virtual sessions for teams to solve problems or design strategies. * Engage team expertise to drive results with clarity. * Develop team-building and sales skills using catalyst tools.

5️⃣ Goals Beyond Business * Personal Goal: Achieve under 200 lbs. and 14% body fat by April. * Family Focus: Create lasting impact and strengthen bonds through intentional action. * Apply tools and systems to personal life for holistic growth.

Action Steps for Listeners: * Join the Leader Lab: Build your leadership capabilities. * Book a Guided Whiteboard Session: Transform how your team collaborates. * Reflect on how you can think differently about your leadership and process.

📧 Questions or Suggestions? Email podcast@findmycatalyst.com 🌐 Learn More: FindMyCatalyst.com

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Vincent Pugliese, a former sports photographer turned entrepreneur, shares his transformative journey of creating meaningful experiences, building connections, and inspiring others to live with intention. From his spontaneous trip to the Rose Bowl to the deeply personal lessons learned from his late brother, Vince embodies the power of living authentically. His work focuses on helping people find freedom through creativity, community, and recurring revenue.

Three Key Quotes: 1. "Live your life. Eliminate the excuses. Do the work to make it happen." 2. "Sales is not about doing something to someone; it's about doing something for someone." 3. "You don’t need funnels or big budgets; conversations and relationships are what create meaningful impact."

Vincent Pugliese dives into his philosophy of living a life rich in experiences, honoring loved ones, and inspiring action through connection. Sharing personal stories and actionable advice, Vince challenges us to reframe how we approach decisions, social media, and community building to create freedom and purpose in our lives.

Check out Vince at - https://mymembershipfreedom.com/

Find Your Catalyst at - https://www.findmycatalyst.com/

5 Key Takeaways: 1. The Power of Spontaneous Experiences

* Don’t wait for the "perfect time"—make the decision and act.
* Experiences leave lasting memories, not regrets.
* Facing loss can inspire a renewed commitment to living fully.

Building a Legacy Through Stories
- Share personal stories to honor loved ones and connect with others.
- Vulnerability strengthens bonds and creates impact.
- Legacy is shaped by the relationships and experiences we leave behind.
- Reframing Social Media as a Tool for Connection
- Treat social platforms as a way to build attention, trust, and connections.
- Focus on creating valuable, authentic content.
- Personal engagement can lead to deeper relationships and greater impact.
- Embracing Mistakes and Uncertainty
- Mistakes are the greatest teachers; embrace them.
- Fear of imperfection often prevents meaningful action.
- Reframe challenges as opportunities for growth and learning.
- Freedom Through Recurring Revenue
- Prioritize recurring income streams to free your time for what matters most.
- Align your business with personal values like family and creativity.
- True freedom is the ability to choose experiences over obligations.

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Mike Simmons, founder of Find My Catalyst, reflects on 2024's milestones, challenges, and lessons learned. He dives into leadership, communication clarity, and strategies for personal and professional growth while sharing insights on building the Leader Lab and addressing leadership challenges.

Three Key Quotes from Mike Simmons:

"Stop what you would not start." Emphasizing the importance of eliminating activities and relationships that no longer serve your goals.
"If you're looking for leadership, start with a mirror." Leadership begins with self-awareness and personal growth.
"The revenue challenge inside your business is likely a culture challenge in disguise." Highlighting the deep connection between culture and financial success.

Mike Simmons recaps 2024, exploring what worked, what didn’t, and where he’s stuck. From refining leadership strategies in the Leader Lab to improving communication clarity, Mike discusses creating space for growth, focusing on self-leadership, and the ongoing challenge of turning abstract concepts into actionable steps for personal and organizational success.

Find Your Catalyst at https://www.findmycatalyst.com/

Key Takeaways:

Leadership is a Personal Journey
- Leadership begins with self-awareness and self-improvement.
- Build clarity and focus to simplify decision-making and execution.
- Eliminate distractions and relationships that don’t align with your goals.
- The Power of Reflection
- Use a "start, stop, continue" framework to evaluate progress.
- Reflect on time management to prioritize meaningful experiences.
- Recognize and celebrate milestones to sustain momentum.
- Communication and Clarity
- Bridge the gap between abstract ideas and actionable plans.
- Use tools like whiteboards or soundbites for effective communication.
- Test and iterate on messaging to ensure alignment with your audience.
- Overcoming Business Challenges
- Address leadership and cultural challenges to unlock revenue growth.
- Create systems that facilitate autonomous conversions without direct involvement.
- Seek expert advice in areas like copywriting and marketing for improvement.
- Fostering Growth and Impact
- Engage in intentional outreach to amplify reach and influence.
- Leverage platforms like YouTube and LinkedIn for broader engagement.
- Focus on accelerating the transition from insight to action for clients and audiences.

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Terence Daniels is an experienced golfer, community-builder, and business strategist. A former college athlete, Terence shares how his love for golf evolved into a passion for connecting people and leveraging lessons from the sport to enhance both personal and professional growth. He recently launched The Cactus Club AZ, a local golf community initiative aimed at fostering connections and sharing insights within Arizona’s vibrant golf scene.

Key Quotes 1. "Golf is a long journey, just like business. You might birdie one hole and bogey the next, but it's about how you plan and adjust that determines your success." 2. "Community is the best part of golf—connecting with people you wouldn’t meet otherwise while learning and growing together." 3. "Confidence is key in golf and business. If you believe in your approach, the likelihood of success is much higher."

In this episode, Terence Daniels explores the parallels between golf and business, emphasizing the value of community, data-driven improvement, and strategic planning. He discusses his journey from competitive golf to building The Cactus Club AZ and shares tips for beginners, including the importance of group lessons and practicing with purpose.

FInd Your Catalyst at https://www.findmycatalyst.com/

Key Takeaways 1. Golf as a Catalyst for Growth

* Embrace the challenge: Golf teaches patience and resilience, traits essential for personal growth.
* Learn from others: Play with better golfers to improve, just as mentorship accelerates professional development.
* Focus on small wins: Like improving a single skill in golf, success in life builds incrementally.

Community Drives Success
- Shared interests build connections: Golf brings together diverse people, fostering lifelong relationships.
- Group lessons ease intimidation: For beginners, community learning reduces pressure and builds confidence.
- Cross-community opportunities: Golf creates overlap with other interests, sparking unexpected collaborations.
- Parallels Between Golf and Business
- Strategic planning matters: In golf, as in business, understanding the “course” ahead leads to better results.
- Use data to improve: Track performance to identify weaknesses and focus your practice.
- Learn to fail fast: Both golf and business require resilience and quick recovery from setbacks.
- Confidence and Perspective
- Trust your preparation: Confidence in tested methods increases success in high-pressure situations.
- Adjust your lens: A fresh perspective, like setting the camera correctly in golf, changes how you solve problems.
- Avoid comparison: Stay focused on your journey, whether in golf or business.
- Starting Your Golf Journey
- Begin at the range: Use rental clubs and explore options like Topgolf for fun introductions.
- Join group clinics: Affordable and beginner-friendly, clinics build skills in a supportive environment.
- Celebrate progress: Success comes in small steps, like hitting the sweet spot or mastering one club.

Links and Resources * Connect with Terence Daniels: + https://x.com/terencedaniels + https://www.instagram.com/terencedaniels/ + http://thecactusclubaz.com + https://www.linkedin.com/in/terencedaniels/ * Tools and Apps Discussed: Garmin Golf App, Arccos Golf

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Jonathan Moss, a thought leader in AI and emerging technologies, dives into how AI can help streamline processes, empower individuals, and unlock creative potential. As a passionate advocate for leveraging AI as a "thought partner," Jonathan shares insights on practical use cases, the future of AI agents, and strategies for overcoming adoption hurdles.

Key Quotes from Jonathan Moss

"AI is not going to replace your job, but someone who uses AI in the same job as you will replace you."
"Think of AI as an intern; it needs clear instructions, context, and practice to deliver great results."
"The tools we use today are enabling humans to do better human things—they simplify and empower."

In this episode, Jonathan Moss explains how AI tools can revolutionize workflows, from eliminating mundane tasks to supporting strategic decision-making. By viewing AI as an extension of human creativity, Jonathan emphasizes the importance of integrating these tools thoughtfully to achieve measurable outcomes while managing risks effectively.

Key Takeaways 1. AI as a Thought Partner * AI excels at augmenting human creativity by handling repetitive tasks. * It can brainstorm solutions and highlight blind spots in decision-making. * A successful approach to AI requires learning and refining prompts.

Enhancing Efficiency Across Functions * AI tools reduce time spent on non-strategic tasks like meeting preparation.
Conversational intelligence platforms can automate coaching workflows.
Documenting and optimizing processes with AI saves significant time and resources.
Exploring Practical AI Applications * AI simplifies research for market analysis, strategic planning, and onboarding.
Platforms like ChatGPT and Notebook LM enable dynamic learning and adaptation.
Real-world use cases include creating recipes, designing workflows, and enhancing customer interactions.
Mitigating Risks in AI Adoption * Ensure data security by leveraging private models or walled garden setups.
Address workforce concerns by emphasizing AI as a tool for enhancement, not replacement.
Regularly validate AI outputs to prevent inaccuracies or over-reliance.
Future Trends: Custom LLMs and AI Agents * Smaller, customized large language models (LLMs) tailored to specific needs will dominate.
AI agents can autonomously accomplish objectives, such as travel bookings or process automation.
Tools like Relevance AI and Notebook LM offer glimpses of this future potential.

Actionable Challenge for Listeners Start small with AI: use a tool like ChatGPT or Canva for a personal task, such as brainstorming ideas or creating visuals. Reflect on how the tool simplifies the process and builds confidence for professional applications.

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Mike Simmons explores the art of effective meetings using a "Jobs to Be Done" framework. As a leadership coach and expert in organizational dynamics, Mike breaks down common meeting challenges, offers actionable strategies, and introduces practical tools for fostering clarity, engagement, and collaboration.

Three Key Quotes from Mike Simmons 1. "Clarity is key—if you don't have a specific objective for the meeting, you're setting everyone up for frustration." 2. "Stop combining decision-making, information-sharing, and collaboration into one meeting—it wastes time and energy." 3. "Leverage the collective intelligence of your team to solve problems and design solutions collaboratively."

Mike dissects meeting inefficiencies and introduces an approach that leverages a "Jobs to Be Done" framework to improve the effectiveness of your meetings. Categorizing meetings into decision-making, information-sharing, and collaborative types. By avoiding multitasking and fostering clarity, leaders can eliminate wasted time, enhance engagement, and drive meaningful outcomes. Tools like guided whiteboard sessions and clear next steps improve team alignment and accountability.

Five Key Takeaways 1. Define Meeting Objectives Clearly

* Meetings without objectives lead to confusion and wasted time.
* Use tools like a call plan to set the purpose and desired outcomes.
* Align the team on specific goals before starting.

Different Types of Meetings Serve Different Purposes
- Decision-making: Share criteria and ensure alignment in advance.
- Information-sharing: Prepare pre-read materials and anticipate Q&A.
- Collaboration: Solve problems, design solutions, or align strategies as a group.
- Avoid Combining Meeting Types
- Multitasking meetings dilute focus and reduce effectiveness.
- Assess each meeting’s purpose and categorize accordingly.
- Create specialized agendas for each meeting type to enhance efficiency.
- Clarify and Assign Next Steps
- Use tools like color-coded notes or whiteboards to document decisions.
- Specify “who will do what by when” to ensure accountability.
- Publicly document agreements to eliminate misunderstandings.
- Harness the Power of Collaboration
- Guided whiteboard sessions enhance problem-solving and team cohesion.
- External facilitators can neutralize biases and encourage fresh perspectives.
- Leverage team diversity to innovate and tackle complex challenges effectively.

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Tim and Mike dive into the challenges businesses face in hiring, the importance of leadership, and how fractional leadership can be a game-changer for organizations. They explore common hiring pitfalls, misconceptions about experience and skills, and the role mindset plays in leadership and business success. Their conversational style combines humor and actionable insights.

Three Key Quotes: 1. "If you think your leadership is defined by how much you meddle in day-to-day operations, you're doing it wrong." 2. "Experience doesn’t predict future performance or motivation to succeed." 3. "Hiring isn’t about finding a perfect resume—it’s about finding someone motivated and passionate to grow with your organization."

Tim and Mike tackle hiring challenges, from assessing candidates effectively to crafting meaningful job descriptions. They emphasize the need for clear, repeatable hiring processes and the importance of mindset in leadership. With practical advice and engaging anecdotes, they shed light on overcoming biases, redefining "fit," and leveraging fractional leadership to drive growth.

Find Your Catalyst at https://www.findmycatalyst.com/fractional

Key Takeaways: 1. Hiring Right is Critical:

* Success begins with the right team; everything else builds from there.
* Misguided job descriptions often exclude exceptional candidates.
* Skills matter, but motivation and passion are the ultimate drivers.

Common Hiring Challenges:
- Overreliance on experience instead of transferable skills.
- Ineffective interview processes fail to reveal true potential.
- Biases and unrealistic expectations hinder decision-making.
- Building Better Hiring Processes:
- Map out processes to ensure consistency and measurable outcomes.
- Incorporate feedback loops to refine hiring strategies.
- Align job descriptions with real organizational needs, not templates.
- Fractional Leadership as a Solution:
- Fractional leaders provide specialized expertise without long-term commitments.
- They can elevate internal teams by modeling forward-thinking practices.
- Suitable for various roles, including HR, operations, and marketing.
- The Power of Mindset:
- Leadership challenges often stem from insecurity and lack of focus.
- Embracing openness and adaptability fosters better hiring and team dynamics.
- Leaders who think differently can inspire innovation and drive change.

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John Karsant, founder of LevelUp Leads, shares his journey from tennis coaching to establishing a successful lead generation agency. With years of experience in sales development, John provides insights on building pipelines, hiring sales development representatives (SDRs), and the importance of aligning sales processes with organizational goals.

Key Quotes: 1. "If you don’t have a sales process and expect an SDR to figure it out, you’re setting them up for failure." 2. "A lot of outbound campaigns fail because companies overlook the small things—like having a professional website and a clear social presence." 3. "Don’t rely on one channel for leads; diversifying your approach is the key to long-term success."

John Karsant discusses the essentials of building a scalable sales pipeline and the pitfalls of outsourcing sales development too early. He highlights the importance of leadership, process documentation, and aligning marketing and sales efforts. John also emphasizes the role of consistent branding and creating trust with potential clients.

Find Your Catalyst at https://www.findmycatalyst.com/

5 Key Takeaways: 1. Start with the Basics:

* Document processes early, even if they evolve over time.
* Ensure internal resources are in place before outsourcing.
* SDRs need direction and tools to succeed; don’t hire without a solid sales framework.

Outsourcing Sales Development:
- Pros: Faster go-to-market, reduced overhead, and immediate access to expertise.
- Cons: Risk of misalignment without clear internal processes.
- Choose outsourcing when the focus is on rapid scalability and experimentation.
- Building a Professional Presence:
- A polished website builds trust and credibility.
- Case studies and customer testimonials are critical for proving your value.
- Social media activity enhances visibility and establishes authority in your field.
- The Right Time for SDRs:
- Ensure product-market fit before scaling outreach.
- SDRs thrive when companies provide clear guidelines and ICP (Ideal Customer Profile).
- Avoid hiring if your company lacks a defined process or materials to support sales.
- Effective Lead Generation Strategies:
- Combine inbound and outbound efforts for maximum impact.
- Use data-driven insights, like growth rates and employee turnover, to identify prospects.
- Diversify lead-generation tactics to adapt to market changes and reduce risk.

Connect with John Karsant on LinkedIn or visit LevelUp Leads to learn more about streamlining your sales development process. If you enjoyed this episode, share it with someone who would benefit and tag John and the host on LinkedIn or Twitter.

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Mike Simmons, leadership advisor, coach, guide and host of the "Find My Catalyst" podcast, emphasizes self-leadership as the foundation for guiding others. With years of experience helping leaders and teams achieve alignment and success, Mike shares actionable tools and insights for effective decision-making, communication, and goal execution.

Key Quotes 1. "Leadership starts with self. If you're looking for leadership, start with a mirror." 2. "Use these tools as your lever, know where to place it based on your skills, and you will start moving the world." 3. "The journey of 10,000 steps starts with one. Take one step aligned with your strategy to achieve your goals."

In this episode, Mike explores the importance of self-awareness, confidence, and self-worth in leadership. He introduces practical tools like the 2x2 decision-making matrix and the game plan framework to improve execution and achieve meaningful results, encouraging listeners to adopt a mindset of continuous learning.

Find your Catalyst at https://www.findmycatalyst.com/

5 Key Takeaways 1. Self-Leadership is the Foundation of Success

* Start with self-awareness, self-confidence, and self-worth.
* Leadership is a mindset: focus on controlling the controllables.
* Strong self-leadership attracts others and builds trust.

Effective Decision-Making with the 2x2 Matrix
- Prioritize tasks by urgency and importance to manage time.
- Use energy and impact as criteria to focus on fulfilling and effective work.
- Delegate tasks that are high-impact but drain energy to create partnerships.
- Communication is a Two-Way Process
- Understand both your objectives and the audience’s needs.
- Use the "who, what, and next steps" framework for effective meetings.
- Clear communication fosters trust and ensures alignment.
- Goal Setting and Execution Simplified
- Break big goals into manageable steps to maintain focus.
- Align daily tactics with overarching strategies for maximum efficiency.
- Always define the "where," "how," and "when" for achieving goals.
- Leverage Tools to Drive Results
- Leadership is about using the right tools in the right context.
- Develop problem-solving, decision-making, and communication skills.
- Regularly iterate and refine strategies in a collaborative environment.

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Mike Simmons explores the intersection of leadership and meetings, focusing on how intentional planning and effective communication transform gatherings into powerful catalysts for success. He shares insights on running impactful meetings, leveraging collaboration, and cultivating leadership from self-awareness to organizational influence.

3 Key Quotes from Mike Simmons 1. "Leadership starts with self. Once you lead yourself well, you earn the right to lead others." 2. "Design backward and execute forward—clarity on objectives leads to impactful meetings." 3. "Collaboration thrives when the right people are in the room, listening and engaging authentically."

In this episode, Mike shares how leadership principles can transform meetings into catalysts for action. From decision-making to collaboration, he outlines strategies to align teams, solve problems, and achieve goals. Mike highlights tools like guided whiteboard sessions and the importance of starting with self-leadership to build stronger, thriving organizations.

Find Your Catalyst at https://www.findmycatalyst.com/

5 Key Takeaways 1. 1. Leadership in Meetings

    * Effective leadership starts with self-awareness and self-confidence.
    * Leading others is earned through personal growth and success.
    * Leadership extends from individuals to teams, then organizations.
2. Types of Meetings


    * Decision-making: Provide clarity and criteria for group choices.
    * Information-sharing: Engage through Q&A while conveying structured content.
    * Collaboration: Solve problems or align on strategies collectively.
3. Meeting Design Principles


    * Have a call plan: Know objectives, participants, and desired outcomes.
    * Design backward: Plan meetings to achieve specific next steps.
    * Limit action steps: Keep follow-ups focused and manageable.
4. Guided Whiteboard Sessions


    * Enhance engagement using visual collaboration tools.
    * Leverage group intelligence to align on tactics and strategies.
    * Outside facilitators bring unbiased perspectives to problem-solving.
5. Event and Meeting Preparation


    * Define goals: Outline clear objectives for every interaction.
    * Utilize tools: Event apps can facilitate connections and planning.
    * Be curious: Engage with others authentically to build lasting relationships.

Schedule a Guided Whiteboard Session with your team at https://www.findmycatalyst.com/whiteboard

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Tiger Joseph is the founder of Video Builders, a company that helps businesses create effective video content for B2B audiences. With a background in documentary filmmaking, Tiger emphasizes authentic storytelling and concise messaging, aiming to connect on an emotional level with viewers.

Key Quotes 1. "Storytelling is about transforming beliefs or behaviors. If your content doesn’t have a clear message, it just becomes noise." 2. "Creating video content is about being real—picking up your phone and sharing one thing that will help your audience." 3. "Every video should start with a strong hook; it’s a promise to the viewer about what they’re going to get."

5 Key Takeaways 1. The Power of Storytelling in Business * Storytelling helps people connect by breaking down complex ideas into relatable narratives. * It transforms beliefs or behaviors by focusing on emotional connections rather than just tasks or metrics. * Using a clear structure (beginning, problem, solution) keeps audiences engaged and leads to better message retention.

Importance of Simplicity in Content Creation * Start by addressing one problem and providing one solution to keep the message clear.
Avoid overcomplicating; focus on how your content will help the audience change or think differently.
Simplicity leads to action—each piece of content should encourage viewers to make a change.
Hooks and Structure for Engaging Video Content * The hook should clearly define the problem and hint at the solution to grab attention immediately.
Break content into small points and always answer the "so what?" to keep it engaging and informative.
Closing with a clear action item helps turn interest into action.
Adapting Your Message for Different Mediums * Visual media (video) can convey tone and personality better than text, which requires imagination.
Consistent video posting helps build trust and allows viewers to feel connected to you over time.
Using text elements, like captions, enhances understanding and makes content accessible across platforms.
Video Production Basics for Business * Lighting and camera setup are important but secondary to the message and content quality.
Start with the equipment you have and focus on delivering valuable ideas rather than perfect visuals.
Bullet points or brief scripts help keep the content focused and reduce overthinking.

By following Tiger Joseph’s advice on video content creation, listeners can better understand how to craft meaningful, action-oriented videos that resonate with their audience.

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James Buckley, sales leader and host of the Daily Sales Show via Sell Better brings energy and passion to the world of sales. Known for his insightful, high-energy hosting style, James leverages daily interactions with sales experts to provide accessible advice for both new and seasoned sales professionals. With a background that spans from cold-calling to guiding in-depth sales panels, James emphasizes the power of experimentation, contextual outreach, and genuine connections in the sales world.

Key Quotes 1. "It’s not your job to convince or persuade people to buy what you have; it’s your job to sell what you have to the people that need it." 2. "Reputation is so important…you are the first impression." 3. "Pragmatism is the religion of sales—we do what works. When you find what works, double down on it."

James Buckley discusses the importance of authenticity, targeted communication, and reputation in sales. He emphasizes experimentation, value-driven content, and creating genuine relationships with clients. By embracing a mindset of pragmatism and understanding buyer needs, James explains how sales professionals can refine their approach to thrive in modern sales.

Connect with James on LinkedIn and at https://sellbetter.xyz/

Find your Catalyst at https://www.findmycatalyst.com/

Key Takeaways 1. Build Relationships and Reputation

* Engage with genuine, value-driven interactions that prioritize client needs.
* Avoid "transactional" language; build trust through understanding and adaptation.
* Remember: Your reputation starts with the first impression; credibility is earned over time.

Master Contextual Outreach
- Tailor outreach to be specific and relevant, focusing on the prospect's needs and timing.
- Use recent developments in your industry as touchpoints to reach out meaningfully.
- Contextual interactions create "forward momentum," making follow-ups more natural and valuable.
- Embrace Pragmatism and Experimentation
- Test different approaches and double down on strategies that show results.
- Use data to refine your methods continuously, adapting based on feedback.
- Every interaction is an opportunity to learn; approach each one with curiosity.
- Focus on the Buying Cycle, Not Just the Sales Cycle
- Align your process with the customer’s buying journey, respecting their timing and steps.
- Avoid imposing timelines on clients—listen to understand their process and respond accordingly.
- Recognize that buyers may have unique organizational hurdles; adapt your approach as needed.
- Use Content as a Tool for Connection
- Creating or curating content that resonates with potential buyers can act as a "magnet" for sales.
- Share insights relevant to your industry to become a trusted resource, not just a salesperson.
- Develop your brand in a way that attracts the right clients and repels those who aren’t a fit.

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"You can't reflect on what you're going to do or what you've read in a book. You have to go out there and do the work."
"Humility is realizing that I was trying to be pretty good at a lot of things, but you can't be great at everything."
"You don't realize how burned out you are until you stop, and suddenly, you're not obligated to report to work."

Jeff Bajorek joins Mike this week, and dives into lessons learned from burnout, the critical role of humility, and the importance of staying focused. He shares personal stories about navigating ego, asking for help, and regaining balance after being overextended. The episode offers practical advice for aligning personal and professional growth.

Find your catalyst at https://www.findmycatalyst.com/

5 Key Takeaways: 1. Embrace Humility for Growth:

* Understand that you can't excel at everything.
* Humility enables you to ask for help when needed.
* Success comes from focusing on fewer things and mastering them.

Overcoming Burnout:
- Recognize the signs of burnout before it's too late.
- Take time to rest and reflect on your experiences.
- Burnout recovery is gradual—give yourself space to recharge.
- The Importance of Doing the Work:
- Real learning comes from experience, not theory.
- Reflection is only valuable after action.
- Feedback loops are crucial for continuous improvement.
- The Balance Between Ego and Asking for Help:
- Let go of the need to do everything yourself.
- It's okay to ask for help—it strengthens relationships.
- Being open to feedback fosters growth and clarity.
- Finding Your Catalyst in Setbacks:
- Challenges can serve as catalysts for personal growth.
- Take setbacks as opportunities to reassess your path.
- Use humility and reflection to make meaningful adjustments in life.

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In this solo episode of Find Your Catalyst, host Mike Simmons explores the concept of leadership, focusing on how true leadership begins with self. He emphasizes the importance of self-awareness, self-confidence, and self-worth in building strong leadership skills. Mike shares practical insights on how to develop essential leadership qualities like problem-solving, decision-making, communication, and execution. This episode is brought to you by the Leader Lab - learn more at https://www.findmycatalyst.com/leaderlab Three Key Quotes: 1. "Leadership is how we move forward—how we advance from where we are today to where we want to go." 2. "If you're looking for leadership, start with a mirror. Leadership starts with self." 3. "Self-confidence, self-awareness, and self-worth—these are the foundations of leadership."

Mike shares practical tips for improving leadership by honing skills like problem-solving, decision-making, communication, and execution. Mike emphasizes that understanding personal values and leading oneself is crucial before successfully leading others.

5 Key Takeaways: 1. Leadership Begins with Self: * Leadership starts by looking in the mirror and recognizing your potential. * Self-awareness is key to personal growth and leadership. * Building self-confidence and self-worth lays the foundation for effective leadership.

Developing Core Leadership Skills: * Focus on problem-solving to tackle challenges head-on.
Improve decision-making to drive positive outcomes.
Strong communication skills are essential for leading yourself and others.
Understanding Personal Values: * Reflect on what you value most in life—time, relationships, or energy.
Align your values with your actions for authentic leadership.
Recognize that values change as you grow and evolve.
The Power of Thinking: * Critical thinking helps solve problems and make better decisions.
Creative thinking opens the door to innovation and new ideas.
Life, like business, is a thinking process—embrace it.
Continuous Self-Improvement: * Work on yourself first before leading others.
Build leadership skills through experience and practice.
Effective leaders are always learning and growing.

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"Leadership is how we move forward. It's about making progress and maintaining momentum."
"If you give people the tools to lead themselves, you unlock their ability to act and drive results for your business."
"Leaders fall short when they focus on preference over principle. It's about principles that guide decision-making."

Mike Simmons and Tim Dyck discuss leadership's core components, emphasizing forward momentum and decision-making autonomy. They share personal experiences, analyze leadership failures, and advocate for implementing guiding principles. By empowering people to lead themselves, they argue, organizations can foster better leadership from the ground up.

Find your Catalyst at https://www.findmycatalyst.com/

5 Key Takeaways on Leadership: 1. Leadership is Movement Forward

* Leadership isn't about position; it's about progress.
* Forward momentum depends on clear direction and decision-making.
* Leaders help guide teams by offering clarity and purpose.

The Power of Guiding Principles
- Clear principles create a framework for better decision-making.
- Without them, teams face confusion and inefficiency.
- Leaders must ensure everyone understands the rules guiding decisions.
- Empowerment Creates Stronger Leaders
- Empowering people to make decisions increases their confidence.
- Autonomy helps people feel valued and trusted.
- Teams become more proactive when they are given clear guidelines.
- Fractional Leadership for Long-Term Success
- Fractional leadership brings expertise without long-term commitments.
- It can accelerate growth by addressing immediate leadership gaps.
- Experts can help develop internal capabilities for sustained success.
- Effective Communication is Key
- Miscommunication leads to wrong decisions and lost opportunities.
- Leaders must ensure alignment in language and expectations.
- Clear, consistent communication strengthens organizational culture.

This episode focuses on how leadership impacts both organizational performance and personal growth, encouraging listeners to reflect on how they lead themselves and others.

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In this episode, Mike Simmons breaks down key leadership skills, emphasizing how leaders can move teams forward through guidance, direction, and motivation. He stresses the importance of communication, decision-making, and problem-solving. Leadership starts with leading oneself, and when done effectively, it translates into leading others and organizations successfully.

Mike shares insights on the fundamentals of leadership, pulling from personal experiences and lessons from leaders like Chuck Schluter. He explains how understanding objectives, knowing your current state, and designing a path forward are core to effective leadership.

Key Quotes: 1. "Leadership is how we move forward—ourselves, our teams, and our organizations." 2. "Leaders provide guidance, direction, and motivation." 3. "Start with a mirror. If you want to find a leader, begin with yourself."

5 Key Takeaways: 1. Leadership is about Movement

* Leaders drive progress by setting a clear direction.
* Achieving results comes from planning with both short-term and long-term goals.
* To move forward, leaders must know where they stand and where they want to go.

Core Skills of Leadership
- Communication: Clear, effective exchanges drive team success.
- Problem Solving: Identify problems, evaluate solutions, and make decisions.
- Decision-Making: Prioritize tasks and take action to advance toward goals.
- Leadership Starts with Self
- Begin by developing self-leadership skills.
- Focus on self-awareness and personal improvement.
- Once you lead yourself, you earn the right to lead others.
- Building Leaders Creates More Leaders
- Leadership isn’t just about personal success; it's about developing others.
- Strong leaders elevate their teams, organizations, and communities.
- Effective leaders build a legacy by creating more capable leaders around them.
- Design and Execution are Essential
- Know your objectives and create a plan to reach them.
- Consider both the strategies and the tactics that lead to success.
- Design for long-term success by aligning actions with broader organizational goals.

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Tracey Cesen is the founder of Forever Human AI, a professional services company focused on ServiceNow solutions. With a background in both business and technology, Tracey’s ability to connect the two has defined her career. In this episode, she discusses her journey as an entrepreneur and the lessons she's learned balancing business and family.

Three Key Quotes from Tracey: 1. "You're not just raising kids; you're raising adults. That mindset shift is important in both parenting and business." 2. "Busy is a word we throw around too much. The real question is—are we focusing on what matters?" 3. "Starting my own company gave me the chance to create something I believed the world needed, even if it was scary."

In this episode, Tracey Cesen, founder of Forever Human AI, shares her journey as a first-time business owner. She talks about balancing family, overcoming challenges, and bridging the gap between business and technology. Tracey also highlights the importance of purposeful actions over being "busy" and leading with empathy.

5 Key Takeaways: 1. Entrepreneurship Takes Courage

* Starting a business is exciting but also filled with moments of self-doubt.
* Entrepreneurship is a dream Tracey held since childhood, despite becoming a teen mom.
* It’s never too late to chase your dream and build something meaningful.

Bridging Business and Technology
- Tracey excels at connecting business goals with technical solutions, creating more value for clients.
- There's a high demand for professionals who understand both sides of the tech-business spectrum.
- Building empathy between teams can lead to smoother communication and better outcomes.
- Parenting and Business Are Similar
- In both roles, you're focused on the end result—whether it's raising capable adults or running a successful business.
- Clear communication is crucial in both family and work environments.
- Decision-making and time management are critical in balancing personal and professional life.
- Purpose Over Busyness
- Tracey challenges the common use of the word "busy," urging people to focus on meaningful tasks.
- Setting clear priorities helps avoid the feeling of being overwhelmed.
- Regularly checking in on your goals allows you to reassess and adjust where necessary.
- Adapting to Changing Work Models
- Fractional roles allow professionals to bring their expertise to multiple clients without long-term commitments.
- This model can offer companies flexibility and experienced professionals without the overhead of full-time staff.
- The gig economy offers new ways to work and deliver value.

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Paul Michelman, Editor in Chief with Boston Consulting Group (BCG), has a deep background in content curation and digital transformation. He shares insights into the development of GENE, a conversational AI agent co-hosting podcasts, and how generative AI is reshaping content creation, management, and executive engagement at BCG.

Key Quotes

"Necessity is the mother of the best kind of invention."
"GENE...wasn't a traditional technology product. It was built to be fit for purpose."
"The future of management is managing the bots that are managing the business." – Tim O'Reilly, quoted by Paul.

Paul Michelman discusses the creation of GENE, a conversational AI co-host at BCG, and its role in helping executives envision the future of business. He delves into how AI is transforming content development, emphasizing the importance of blending technology with human creativity for better outcomes and fostering innovation.

Find Your Catalyst at https://www.findmycatalyst.com/

5 Key Takeaways

The Catalyst of Necessity
- Innovation is often driven by a clear need or problem.
- GENE was born out of a desire to make podcasts futuristic and engaging.
- Necessity sparks creativity when talented teams collaborate on a shared goal.
- AI as a Creative Partner
- GENE is more than a tech tool; it functions as a co-host trained on human co-host behaviors.
- AI can be trained not only to respond but to foster deeper conversations.
- Collaborative creation between AI engineers and creative teams leads to more effective tools.
- Stakeholder Buy-in and Change Management
- Securing leadership support early on is crucial for driving AI innovation within an organization.
- Introducing GENE was a stepping stone to securing broader executive buy-in for content transformation at BCG.
- Effective change management involves aligning technology initiatives with business objectives and scaling with organizational support.
- Iterative Learning and Innovation
- Developing AI tools like GENE involves constant iteration and feedback.
- GENE's ability to surprise its creators reflects the learning process of AI.
- Encouraging openness to failure and iteration is essential for innovation.
- Shaping the Future of Work with AI
- AI will increasingly assist with content creation, freeing up human resources for strategic tasks.
- Companies like BCG are exploring AI-driven platforms like "Scribe" to streamline written content creation.
- The future of management lies in integrating AI into decision-making processes.

Podcasts mentioned in the episode:

Imagine This... Podcast This BCG podcast, co-hosted by GENE, explores the future of business and leadership, delving into disruptions like AI and how they will shape the next decade.
CEO Digest - This podcast focuses on helping CEOs navigate emerging trends and innovations, often featuring GENE as a conversational partner.

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In this episode, host Mike Simmons shares insights on 2025 business planning. He discusses the importance of early planning, aligning strategies with objectives, and using tactics to achieve goals. He also introduces the 30-Day Blueprint to Success and the rebranding of The Phoenix Club to The Leader Lab, designed for leaders seeking to think and do differently.

Three Key Quotes: 1. "If you're doing the work but not making progress, something's wrong." 2. "Speed to impact is more important than going fast." 3. "Leadership is about moving things forward."

Mike Simmons emphasizes the importance of 2025 planning, encouraging listeners to start early, define clear objectives, and align strategies with tactical actions. He also introduces the Leader Lab, a community designed to support leaders in making strategic progress. The episode provides a framework for goal-setting and execution.

The Phoenix Club is now The Leader Lab - go to https://www.findmycatalyst.com/ to learn more

5 Key Takeaways: 1. Early Planning is Crucial

* Begin 2025 planning now, rather than delaying until late in the year.
* Clarify where you are (current state) and where you want to go (desired state).
* Use a planning framework to bridge the gap and achieve your goals.

Set Clear Objectives
- Objectives guide your strategy; without them, you may feel stuck.
- Break down large goals into smaller, achievable tasks.
- Align your team or individual efforts with these goals to maintain focus.
- Align Strategy with Tactics
- Strategy outlines how to achieve objectives; tactics define specific actions.
- Focus on 2-3 strategies to avoid confusion and misalignment.
- Adjust tactics as needed, but maintain a consistent strategy to drive progress.
- Utilize Accountability Tools
- Implement short-term (30, 60, 90-day) plans to track incremental progress.
- Regularly review your progress to ensure alignment with goals.
- Use feedback loops to assess what’s working and where adjustments are needed.
- Join a Supportive Community
- The Leader Lab provides a space to learn from like-minded leaders.
- Collaborate with others to uncover blind spots and share strategies.
- Leadership is about helping others succeed while achieving personal and business growth.

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Tim Dyck is the founder of Best Culture Solutions, a company focused on aligning people with the right roles in organizations. Tim specializes in recruitment, career transitions, and people strategies, helping businesses optimize their workforce for success.

3 Key Quotes: 1. “Every problem in every business is a people problem.” 2. “People are choosing more control over how, when, and where they work.” 3. “Fractional work can drive greater value for both sides when done well.”

In this episode, Mike Simmons and Tim Dyck discuss how work is evolving, focusing on recruitment, people strategies, and fractional work. They highlight the importance of aligning talent with company needs and the benefits of hiring fractional professionals to solve specific business problems efficiently.

Find Your Catalyst at https://findmycatalyst.com

5 Key Takeaways: 1. People Strategies are Critical to Success:

* Every business issue ties back to people.
* Aligning people with the right roles improves productivity.
* Effective people strategies include hiring, training, and clarity in roles.

Fractional Work Offers Flexibility:
- Businesses can bring in experts part-time for specific needs.
- Fractional professionals may provide faster impact.
- Smaller companies benefit from high-level skills without full-time salaries.
- Workplace Evolution Post-Pandemic:
- Remote work isn't new but has become more mainstream.
- The shift allows workers to have more control over their work-life balance.
- Employers must adapt to these changes or risk losing top talent.
- Scope Creep in Fractional Roles:
- Both businesses and freelancers must define roles clearly to avoid scope creep.
- Success in fractional roles depends on sticking to agreed-upon responsibilities.
- Misaligned expectations can derail both parties.
- Finding the Right Fit in Recruitment:
- It’s essential for businesses to identify the specific roles they need.
- Hiring the right person can solve problems faster.
- Companies should avoid forcing unqualified individuals into roles just to fill vacancies.

This episode offers insights for both business leaders and professionals seeking more flexibility in their work, providing practical strategies for the modern workplace.

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In this solo episode, Mike Simmons discusses leadership from the perspective of self-leadership. He emphasizes the importance of looking inward before seeking leadership from others. Mike provides practical insights into building leadership skills through self-reflection, goal-setting, and problem-solving. He also touches on how mindset plays a crucial role in the journey to effective leadership.

Key Quotes 1. “If you're looking for leadership, start with a mirror.” 2. “Leadership is how we move forward, and to do that, we must first know where we are and where we want to go.” 3. “Before we can lead others, we must first demonstrate that we can lead ourselves well.”

In this episode, Mike explores the essence of leadership by starting with self-leadership. He shares practical tools for decision-making, goal-setting, and problem-solving, all while reinforcing the importance of mindset. Simmons encourages listeners to take personal responsibility and develop the skills necessary to move themselves and others forward.

Find Your Catalyst - and Learn. Think. Act. - at https://findmycatalyst.com 5 Key Takeaways 1. Leadership Starts with Self

* Leadership begins by looking inward.
* Know where you are and where you want to go.
* Develop the ability to lead yourself before leading others.

Clarity and Goal-Setting
- Define clear objectives and goals for yourself.
- Reflect on where you are versus where you want to be.
- Use goal-setting frameworks to guide your decisions.
- Problem-Solving
- Define the problem clearly before seeking solutions.
- Consider different perspectives to avoid blind spots.
- Use frameworks like the Catalyst A.C.T.S. hexagon to solve problems effectively.
- Mindset and Continuous Learning
- Adopt a growth mindset; be open to learning and feedback.
- Avoid complacency by continuously applying new skills.
- Learn, think, act, and reflect regularly to maintain progress.
- Leadership as Service
- Leadership is about serving others, not about titles.
- Lead by example, doing your own work well.
- Build trust through clear communication and alignment of goals.

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Jen Bergren is an expert in process documentation and operations, with a strong focus on helping organizations become more efficient. She’s passionate about simplifying processes, improving onboarding experiences, and ensuring that organizations can operate smoothly and creatively through thoughtful documentation. Jen is a key voice in operational strategy and process improvement, especially in remote and asynchronous work environments.

3 Key Quotes: 1. "If you follow a process, you can be even more creative and more innovative." 2. "Start small... don’t try to document your entire sales process the first time." 3. "The fear is that documenting will take time, but not doing it wastes more time in the long run."

Jen dives into the importance of process documentation and its impact on business efficiency. She discusses overcoming the resistance to documenting procedures, how to prevent overcomplicating processes, and the benefits of strong onboarding. Her insights focus on creating clarity and efficiency, which helps teams operate more effectively.

The Find My Catalyst Podcast is brought to your by Catalyst A.C.T.S.

Find your Catalyst at https://www.findmycatalyst.com/

5 Key Takeaways: 1. Start Small with Documentation * Begin by documenting smaller, routine tasks to build the habit. * Focus on processes that occur frequently to improve quickly. * Avoid overwhelming yourself by trying to document everything at once.

Process Documentation Improves Creativity * Having clear, repeatable steps frees up mental space for creative problem-solving.
Following a structured process reduces time spent on routine tasks.
It creates room for innovation without the burden of repetitive decisions.
Efficient Onboarding Creates a Self-Service Culture * Clear documentation empowers new employees to find answers independently.
A structured onboarding process reduces the need for repetitive questions.
It helps remote and asynchronous teams operate smoothly without constant hand-holding.
Avoid Overcomplicating Processes * Get early feedback from peers to ensure processes are clear and simple.
Document only what's necessary—efficiency comes from eliminating unnecessary steps.
Continuously improve processes without adding unnecessary complexity.
Operations People Are Key to Success * Operations often work behind the scenes but are vital to keeping everything running.
Recognizing their work can prevent burnout and improve company-wide efficiency.
Encourage transparency and collaboration by elevating operations roles in the organization.

Find Jen on LinkedIn - https://www.linkedin.com/in/jenbergren/

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In this episode, host Mike Simmons dives into event strategies and tactics. He shares insights on different types of events, how to plan for them, and how to make the most out of attending or speaking at events. Whether you’re attending a massive trade show or a small niche event, this episode offers actionable advice for maximizing your impact.

Key Quotes from Mike Simmons: 1. "Participating in events is an investment—time, energy, and money—so make sure it’s the right fit for you." 2. "One of the best ways to meet people is to attend sessions, observe, and engage with them afterward." 3. "Going to an event as an attendee is just as valuable as being a sponsor, especially for smaller businesses."

Mike Simmons shares strategies to maximize the value of attending or hosting events. He covers the types of events, such as large trade shows, vendor-specific, and smaller niche events, and offers tips on pre-event preparation, making connections, and post-event follow-up. This episode is packed with practical, actionable advice.

This episode is brought to you by Catalyst A.C.T.S. - check out our weekly newsletter - Learn. Think. Act. - https://www.findmycatalyst.com/learn-think-act

5 Key Takeaways: 1. Types of Events: Choose Wisely

* Large trade shows have expo halls and keynote sessions that offer networking opportunities.
* Vendor-specific events help you learn from others using the same tools and systems.
* Small, niche events provide targeted networking and more meaningful interactions.

Pre-Event Planning: Prepare for Success
- Visit the event website to understand the theme, agenda, and who will be speaking.
- Identify key people you want to meet—speakers, vendors, or peers.
- Create a "must-meet" list to stay focused and make meaningful connections.
- Networking: Engage with Purpose
- Focus on attending sessions where your target audience is likely to be.
- Introduce yourself to others after breakout sessions or during lunch.
- Be strategic—don’t pitch, but ask questions to learn more about the person and their challenges.
- Post-Event Follow-Up: Build Relationships
- Send personalized messages following the event to maintain the connection.
- Reference the sessions they attended or the conversations you had.
- Schedule follow-up calls or meetings to further discuss mutual interests.
- Attendee vs. Sponsor: Know Your Role
- Attending events for research or networking can be as valuable as sponsoring.
- Bring a team of 2-3 people to an event to cover more ground and gather diverse insights.
- Don’t over-invest in booths unless you know the event attracts your target audience.

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"Start. Right…you can make a lot of plans, but sometimes it's just about jumping into the cold water and seeing if you can swim."
"Partnerships are not a transactional relationship. It's about working together towards a mutual goal."
"Revenue is not a goal—it's a result. Understand what you want to achieve and how you can align with your partner's goals."

In this episode, Martin Scholz discusses the importance of partnerships and the complexities involved in building them. He emphasizes the need for alignment within organizations, clear communication, and the value of just starting when it comes to creating community initiatives. Martin shares insights on leadership, alignment, and incentivization strategies.

5 Key Takeaways 1. The Power of Starting

* Don't wait for the perfect plan—sometimes, you just need to begin.
* Building a community starts with initiative and grows through consistent effort.
* Experimentation is key; learn as you go.

Understanding Partnerships
- Partnerships are about mutual benefit, not just profit.
- Aligning goals with partners is crucial for long-term success.
- Communication and understanding are the foundations of a strong partnership.
- Importance of Internal Alignment
- Internal conflicts can sabotage external partnerships.
- Clear communication within teams helps in managing expectations and reducing conflicts.
- Aligning incentives across departments ensures everyone works towards the same goal.
- Effective Incentivization
- Incentivize behaviors that align with long-term goals, not just short-term wins.
- Consider team goals over individual bonuses to encourage collaboration.
- Compensation structures should reflect the desired outcome, whether that’s growth, stability, or innovation.
- Leadership in Partnerships
- Leadership plays a critical role in fostering a healthy partnership ecosystem.
- Leaders must ensure that their teams understand and follow partnership guidelines.
- Address conflicts early and clearly to maintain trust within partnerships.

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Three Key Quotes 1. "If you want to fail, pitch without context. Your customers care about solving their problems, not your product." 2. "Don’t try to be the hero. Remember, your customer is the hero, and you’re the guide helping them solve their problems." 3. "If you always make it about you, you will fail. Focus on the needs of others to truly succeed."

This episode highlights ten behaviors that can lead to failure in sales and business, from pitching without context to always focusing on personal gain. The host encourages listeners to avoid these mistakes and instead adopt a service-oriented, customer-focused mindset that enhances success and leads to more fulfilling work.

The Top 10 List: How to Fail at Business and Sales 1. Pitch Without Context

* Ignore the customer’s specific problems.
* Present your solution without understanding their needs.
* Fail to connect your pitch to what’s important to the customer.

Assume Instead of Validate
- Make assumptions about what the customer wants.
- Skip asking clarifying questions.
- Focus on things not directly related to the customer’s problem.
- Overpower the Conversation
- Dominate the discussion without listening.
- Make the conversation all about your opinions.
- Fail to engage the customer in meaningful dialogue.
- Attempt to Solve Everything
- Try to address every issue at once.
- Spread yourself too thin and lose focus.
- Lack clarity in your approach, leading to confusion and failure.
- Work Alone
- Go solo without involving others.
- Miss out on different perspectives and collaborative solutions.
- Fail to build a supportive network that could help you succeed.
- Stick to the Script
- Rigidly follow a script or template without adapting.
- Ignore the unique aspects of each situation.
- Miss opportunities for personalization and creativity.
- Try to Be the Hero
- Take on all the responsibility instead of guiding the customer.
- Forget that the customer is the hero of their own story.
- Overstep your role, leading to customer disengagement.
- Wing It Without a Plan
- Enter situations without preparation or strategy.
- React to problems as they arise instead of anticipating them.
- Increase the risk of failure by lacking a clear plan.
- Take a “Me First” Approach
- Focus on your own needs rather than the customer’s.
- Prioritize personal gain over providing value.
- Alienate customers by making it all about you.
- Always Be Closing
- Constantly push for the sale without considering the customer’s readiness.
- Focus on closing deals rather than building relationships.
- Develop a reputation as a pushy salesperson who is more interested in profit than people.

5 Key Takeaways 1. Contextualize Your Pitch

* Understand your customer’s unique needs before pitching.
* Connect your solution to what truly matters to them.
* Avoid generic pitches that lack relevance.

Validate, Don’t Assume
- Ask questions to confirm your understanding of the customer’s problem.
- Ensure your solutions are aligned with their needs.
- Increase predictability by clarifying expectations.
- Listen More, Talk Less
- Engage the customer by actively listening.
- Make the conversation about them, not you.
- Foster a more productive dialogue by valuing their input.
- Plan and Collaborate
- Prepare thoroughly before meetings or pitches.
- Involve others to gain different perspectives and avoid blind spots.
- Work with a plan, but remain flexible to adjust as needed.
- Empower the Customer
- Let the customer be the hero of their story.
- Act as a guide, helping them navigate challenges.
- Focus on enabling their success rather than taking control.

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Sean Barnes is a business leader who recently transitioned into full-time entrepreneurship. With a background in IT and a passion for helping others grow, Sean now leads a small but dedicated team. His insights into leadership, business strategy, and personal development make him a valuable resource for those looking to find their catalyst in both professional and personal growth.

Key Quotes: 1. On Support and Expectations: "I quickly realized that it doesn't matter how great we are at the thing we do if we don't know how to get our brand out there and sell." 2. On Building Relationships: "I spent years pouring and helping and supporting others, but when I went out on my own, I quickly realized that not everyone would support me in the way I had supported them." 3. On Growth: "Growth is uncomfortable. It’s going to suck. But the last thing we want to do is look back on our life and think, 'I could have done more.'"

In this episode, Sean Barnes dives into the realities of entrepreneurship, from the challenges of brand building to the importance of setting boundaries. He shares personal experiences and lessons learned, emphasizing the need for persistence, self-awareness, and the willingness to grow despite discomfort. A must-listen for aspiring entrepreneurs.

Key Takeaways: 1. The Reality of Entrepreneurship:

* Building a business is more than just having a good product; it's about effective branding and sales.
* Not everyone who you support will support you in return.
* You need to be prepared for a steep learning curve and embrace every challenge.

Setting Boundaries:
- As an entrepreneur, it's crucial to balance giving value with ensuring you are compensated.
- Establish clear boundaries to avoid being overwhelmed by non-paying clients.
- Prioritize those who respect your time and are willing to invest in your services.
- Networking and Building Relationships:
- Networking as a business owner is different from networking as an employee.
- Focus on creating and curating a strong personal brand, both online and offline.
- Cultivate relationships with intention, understanding that most won't result in immediate business.
- The Importance of Self-Awareness:
- Leaders must be aware of their own ego and how it impacts decision-making.
- It’s essential to maintain deep connections within your organization to avoid blind spots.
- Regular self-reflection and feedback from trusted individuals can help mitigate the negative effects of ego.
- Embracing Growth:
- Personal and professional growth often comes with discomfort and challenges.
- Push yourself to do more and overcome fears, like public speaking, to achieve your full potential.
- At the end of the day, it’s about striving to accomplish everything you’re capable of, despite the obstacles.

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"Mindset is critical. Your Attitudes and beliefs — what attitude do you bring to each situation, and how do your beliefs impact or influence that attitude?"
"Use tools to create leverage and improve problem-solving. It's about moving from your current state to your desired state."
"First, make sure you get your mind right, get that mindset going, and then take advantage of the skills you've already built to move things forward."

Mike discusses the importance of mindset, skill set, and tool set in successfully navigating life’s transitions, using his personal experience as an empty nester. He highlights the value of a positive attitude, continuous skill development, and effective tools in overcoming challenges and moving toward a better future.

5 Key Takeaways: 1. Mindset Matters

* A positive attitude helps navigate challenges.
* Belief in a better future motivates action.
* A strong mindset prevents getting stuck during transitions.

Continuous Skill Development
- Always build and refine skills.
- Effective communication is key: ask questions and listen.
- Applying old skills to new situations fosters innovation.
- Leveraging Tools
- Tools like effective communication plans reduce risk.
- Problem-solving frameworks guide action toward goals.
- Limiting analysis paralysis by focusing on key action points.
- Navigating Life Transitions
- Personal transitions, like empty nesting, require emotional and practical preparation.
- Assessing current state vs. desired state is crucial.
- Clear, realistic steps help manage overwhelming changes.
- Creating Impact
- Reflect on new learning and apply it immediately.
- Action plans accelerate progress and impact.
- Continuous reflection and adjustment ensure alignment with goals.

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On Leadership: "We all want our employees and our loved ones to do the right things, but often we don't get a chance to see that. We are very aware when they screw up, but the day-to-day—boy, I hope they make the right decision today."
On Vulnerability in Leadership: "As a leader, if you show vulnerability, it shows weakness, which is absolutely B.S., in my opinion. Knowing your employees is the absolute best practice you can do."
On Learning from Nature: "The natural environment and the work environment are so similar. The ecosystem thrives because of disaster, just like businesses can grow stronger after challenges."

Donald Forgione shares insights from his extensive career as a park ranger, emphasizing the importance of leadership, vulnerability, and understanding the environment—both natural and professional. His stories highlight how observing and learning from nature can inform better business practices and stronger, more resilient teams.

5 Key Takeaways: 1. Leadership Through Example:

* Employees often learn more from what you do than what you say.
* Demonstrating good practices, like safety, encourages others to follow.
* Leadership is about being visible and consistent in your actions.

The Power of Vulnerability:
- Sharing personal challenges can build stronger connections.
- Vulnerability is not a weakness but a tool for authentic leadership.
- Oversharing can burden others; know when and what to share.
- Understanding and Observing Your Environment:
- The work environment changes daily, much like natural ecosystems.
- Observing small changes can help you anticipate larger shifts.
- Leadership requires being attuned to the needs of your team, like a ranger to their park.
- Designing for Success:
- Proper design, whether in parks or business, is crucial for smooth operations.
- Capacity planning ensures that resources and experiences are not overstretched.
- Good design enhances customer satisfaction and safety.
- Adapting to Change:
- Nature's response to disasters shows resilience—businesses can learn from this.
- Challenges in the workplace should be seen as opportunities for growth.
- Leaders must be flexible, adapting rules and policies to fit real-world scenarios.

https://tailgate-talks.com/speaker-experience/podcasts/

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"Everything is theoretical until you put it into practice; then it becomes practical."
"To maintain focus, I gain clarity—clarity around what’s important to me and those I work with."
"You learn more with the questions you ask than with the statements you make."

Find your Catalyst at https://www.findmycatalyst.com/

Mike discusses the transition from theory to practice, emphasizing that clarity is key to maintaining focus. He provides actionable advice on applying theory, setting priorities, and effective hiring practices. By asking the right questions and understanding what truly matters, you can drive better results in business and life.

5 Key Takeaways:

Theory to Practice
- Everything starts as theory; it becomes practical through action.
- Learn, think, and act—understand the theory, reflect on its application, and then apply it.
- Personal experience and reflection are crucial in making theory useful.
- Maintaining Focus
- Clarity is essential for maintaining focus—know what’s important.
- Regularly ask, “What’s important?” and “Why is it important?”
- Reevaluate goals and priorities every 90 days to stay aligned.
- Effective Hiring
- Leverage networks and referrals for finding the right candidates.
- Understand where your ideal candidates congregate and engage with them there.
- Ask your team for insights on where to find and recruit new talent.
- Job Searching Strategy
- Be clear on what you want and the problems you want to solve.
- Identify companies that align with your goals and reach out to leaders within them.
- Tailor your approach to each company to increase your chances of getting a conversation.
- Power of Questions
- Asking better questions leads to better understanding and results.
- Use questions to clarify objectives, expectations, and next steps.
- In conversations, end the call when objectives are met or if misalignment occurs.

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Jeff Conroy is a seasoned nonprofit leader with over 20 years of experience as a CEO. He recently authored the book Nonprofit Leadership Success, which delves into the challenges and strategies of leading nonprofit organizations. Jeff is passionate about effective leadership, the importance of coaching, and the unique dynamics that drive nonprofit success.

Key Quotes: 1. "Coaching is someone who has experience that I can have conversations with, who understands what I need as a nonprofit CEO." 2. "Leadership begins with a relationship—your influence depends on the kind of relationship you have with people." 3. "Nonprofits need to act like a business; otherwise, they won't be in business."

In this episode, Jeff Conroy discusses the importance of leadership in nonprofit organizations, drawing from his book Nonprofit Leadership Success. He emphasizes the need for strong relationships, the role of coaching, and how nonprofits can thrive by adopting business-like practices while staying true to their mission.

5 Key Takeaways: 1. The Role of Coaching in Leadership:

* Coaching offers guidance from experienced individuals who understand specific challenges.
* A good coach can provide the tools needed to overcome leadership hurdles.
* It's important to regularly evaluate and choose the right coach for your current needs.

Building Strong Relationships:
- Effective leadership is rooted in building solid relationships.
- Trust is the foundation of any successful leadership dynamic.
- Strong relationships between board members and staff are crucial for nonprofit success.
- Nonprofits Must Operate Like Businesses:
- Nonprofits need to implement business practices to survive and thrive.
- This includes creating budgets, conducting internal audits, and ensuring transparency.
- Effective financial management is essential to maintain trust and accountability.
- The Importance of a Diverse Board:
- A successful nonprofit requires a board with varied expertise.
- Board members should be selected based on how their skills can advance the nonprofit's mission.
- Developing committees with experts helps in making informed decisions.
- Succession Planning in Nonprofits:
- Nonprofits should have a succession plan in place for board members.
- Committees serve as a farm system to groom future board members.
- This ensures continuity and stability within the organization.

Find Your Catalyst at https://www.findmycatalyst.com/

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"Leadership starts with self, so you are all leaders."
"Enable and empower people to achieve the results they want to achieve through a combination of people and process."
"If your people aren't getting fired up about the work that they're doing, something's wrong."

Find Your Catalyst at https://www.findmycatalyst.com/

Mike Simmons discusses the concepts of enabling and empowering others by providing clear communication, objectives, and processes. The host outlines practical strategies for leaders to help their teams succeed, emphasizing that leadership begins with self-awareness and the proper alignment of goals. The discussion is practical, actionable, and rooted in personal experience.

5 Key Takeaways:

Define Objectives Clearly
- Clear objectives are crucial for empowerment.
- Aligning goals helps everyone understand their roles.
- Simple tools like goal-setting cards can clarify objectives.
- Set Timelines
- Deadlines provide structure and accountability.
- Setting a timeline helps manage expectations.
- It’s not micromanagement; it’s clarity in purpose.
- Utilize Effective Processes
- Processes are step-by-step guides to achieving goals.
- Tools and processes together form systems that drive success.
- Regularly assess and adjust processes to ensure progress.
- Leadership Begins with Self
- Self-leadership is the foundation of enabling others.
- Lead yourself well to earn the right to lead others.
- Continuous self-improvement is key to effective leadership.
- Design Backward, Execute Forward
- Start with the end goal in mind and plan steps backward.
- This approach ensures clarity and alignment in execution.
- Regular assessment during execution keeps the team on track.

Find Your Catalyst at https://www.findmycatalyst.com/

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"Leadership is more about empowering others to do the thing than doing the thing yourself."
"If you're collaborating, their goals are your goals."
"The cool thing about fractional roles is you're addressing a specific problem or specific need."

Summary: In this episode, Jared Robin discusses the importance of leadership, collaboration, and personal development in business. He explores how empowering individuals can drive organizational success and shares insights from his own journey in building RevGenius. Jared also touches on the evolving role of fractionals and the significance of alignment and integrity in leadership.

Key Takeaways: 1. The Importance of Leadership:

* Leadership involves empowering and enabling team members.
* Successful leaders set reasonable expectations and allow teams to figure things out.
* Empathy and honesty are crucial in building strong relationships within teams.

Collaboration and Alignment:
- Aligning goals between collaborators is key to achieving success.
- True collaboration involves understanding and working towards the goals of others.
- Misalignment in collaboration can lead to a lack of integrity and ineffective outcomes.
- Fractional Roles and Their Impact:
- Fractional roles address specific business needs and bring in specialized expertise.
- They provide flexibility for companies to scale and adapt quickly.
- Clear communication about objectives and expectations is essential in fractional work.
- Personal Growth and Overcoming Fear:
- Personal growth requires awareness, presence, and a deliberate approach.
- Overcoming fear involves meditation, self-care, and being open to change.
- Balancing personal relationships and work commitments enhances overall leadership effectiveness.
- Building a Community:
- RevGenius aims to create trusted spaces for revenue leaders to collaborate and grow.
- The community supports individual growth and leverages the power of collective knowledge.
- Collaboration among diverse individuals fosters innovation and new opportunities.

This episode is brought to you by The Phoenix Club & Catalyst A.C.T.S. - learn more at https://www.findmycatalyst.com/

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In this episode, Mike Simmons delves into the strategic process of hitting sales targets. He discusses the importance of understanding your numbers, creating multiple pathways to achieve goals, and building a solid pipeline. Mike shares insights from his experience, emphasizing the need for detailed planning and execution to drive sales success.

Key Quotes 1. "Think a bit like fractals; it's the same process repeating itself over and over again to create scale inside your business." 2. "I want to design a plan with certain numbers that gives me three paths to hitting my number." 3. "If you're not creating pipeline or developing it, you're missing the mark."

Mike Simmons discusses the art of hitting sales targets by breaking down the process into manageable parts. He explains how to identify ideal customers, create effective outreach strategies, and develop a robust sales pipeline. The episode offers practical tips on aligning efforts to achieve sales goals efficiently.

Key Takeaways 1. Know Your Numbers * Define Targets: Break down annual goals into specific deal sizes and numbers to achieve clarity. * Pathways to Success: Develop three distinct paths to hit your targets, ensuring flexibility and adaptability. * Personalize Metrics: Use your own sales metrics rather than industry benchmarks to guide your strategy.

Build a Robust Pipeline * Identify Opportunities: Use existing relationships and potential new leads to fill your pipeline.
Develop Relationships: Focus on building long-term relationships with target accounts for sustained growth.
Regular Assessment: Continuously evaluate your pipeline to ensure it aligns with sales objectives.
Effective Outreach * Target Accounts: Prioritize a list of 25 key accounts and engage with them consistently.
Multi-Channel Engagement: Use various communication channels to reach decision-makers effectively.
Measure Success: Track the effectiveness of outreach activities to refine strategies and improve results.
Strategic Event Participation * Networking: Attend events where potential clients congregate to expand your network.
Proactive Engagement: Design a strategy for engaging with prospects at events rather than relying on chance meetings.
Leverage Community Groups: Utilize community and industry groups to connect with potential leads.
Continuous Improvement * Iterative Process: Regularly review and refine your sales approach to adapt to market changes.
Feedback Loops: Use feedback from interactions to enhance communication and sales tactics.
Personal Development: Invest in learning and growth to stay ahead in the sales field.

By following these structured strategies, sales professionals can effectively align their actions with their targets, ensuring progress and success in hitting their sales goals.

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"The biggest mistake people make when starting content creation is overthinking before doing."
"It's amazing what happens when people smile; a joke can break down walls and start genuine conversations."
"You don't know what you're good at until you actually go out there and start doing it."

In this episode, Will Aitken discusses the journey of content creation and the importance of authenticity and creativity. He shares insights on overcoming self-doubt, the power of humor, and how to start creating with intention. Will encourages listeners to find their catalyst by embracing what makes them unique and experimenting with their content.

5 Key Takeaways:

Overcoming Self-Doubt:
- Don't overthink your initial steps; start creating and learn as you go.
- Reflection is crucial: analyze what works and what doesn't, but don't dwell on perfection.
- Embrace failures as learning experiences to grow and improve.
- The Power of Humor and Authenticity:
- Use humor to build rapport and break down barriers in communication.
- Self-deprecation can be a tool to connect with others, making you relatable and approachable.
- Authenticity in content attracts genuine engagement and fosters trust.
- Intentional Content Creation:
- Consistency and experimentation are key; try different approaches to find what resonates.
- Be intentional about your content's purpose and the value it provides.
- Reflect on successful content to double down on what works.
- Leveraging Technology:
- Use accessible tools and technology to enhance content quality without overextending budgets.
- Continuously learn and adapt to new editing techniques and tools.
- Balance creative input with outsourcing to focus on strategic aspects of content creation.
- Finding Your Catalyst:
- Discover what energizes and excites you, using it as a catalyst for creativity.
- Align your content creation goals with personal and professional objectives.
- Create for the joy and fulfillment it brings, rather than solely for external validation or financial gain.

This podcast is brought to you by The Phoenix Club & Catalyst A.C.T.S. - for more information head to https://www.findmycatalyst.com/

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Leslie Greenwood is community builder, known for her work with Pavilion and her consulting firm, Chief Evangelist Consulting. Jen Simmons and Mike Simmons are the leaders of the Phoenix Club, a community aimed at connecting professionals from diverse backgrounds.

Three Key Quotes: 1. Leslie Greenwood: "Connection, growth, and expanding your reach are what truly excite me about community." 2. Jen Simmons: "We're trying to put a lot of thought into what our members are looking for and why they came to a community in the first place." 3. Mike Simmons: "People rise together by contributing to others, helping each other work through their challenges."

In this episode, Leslie Greenwood, Jen Simmons, and Mike Simmons discuss the intricacies of building and maintaining a successful community. They share insights on setting up foundational guidelines, engaging members, and the importance of continuous feedback. The conversation highlights strategies for fostering connections and driving meaningful interactions.

Five Key Takeaways: 1. Foundation and Structure:

* Set Clear Mission and Values: Start with a clear mission, vision, and values to guide the community's purpose.
* Create Community Guidelines: Establish terms of service, privacy policies, and community guidelines to set expectations.
* Develop a Content Calendar: Plan content in advance to keep members engaged and provide continuous value.

Engagement and Interaction:
- Encourage Introductions: Create a welcoming environment where new members feel comfortable sharing about themselves.
- Foster Connections: Act as a relationship broker, connecting members with similar interests or goals.
- Social Listening: Regularly monitor conversations to understand member needs and interests.
- Challenges and Solutions:
- Manage Member Expectations: Clearly communicate what the community offers and continuously gather feedback.
- Address Non-Engagement: If posts receive little interaction, explore ways to make content more relevant and engaging.
- Handle Difficult Situations: Address any violations of community guidelines promptly and transparently.
- Growth and Sustainability:
- Phased Migration: When moving platforms, plan a phased approach to ensure smooth transition and member retention.
- Member Participation: Highlight and reward active members to encourage participation and create a sense of belonging.
- Long-Term Vision: Understand that building a mature community takes time and consistent effort.
- Value and Feedback:
- Conduct Interviews: Regularly interview members to understand their needs and how the community can serve them better.
- Iterate Based on Feedback: Use feedback to make continuous improvements and keep the community relevant.
- Promote Inclusivity: Ensure that all members feel valued and heard, fostering a culture of inclusivity and collaboration.

These key points align with the theme of "finding a catalyst," as they provide practical steps for creating and sustaining a vibrant, engaged community.

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Key Quotes:

"Your north star can change over time. And it's okay."
"Strategy from my perspective…is how will we do it? Not what will we do."
"With the right mindset, with the right skill set and the right tool set, you can move the world."

Mike Simmons discusses life and business strategies using the game metaphor. He emphasizes finding a changing North Star, creating a clear GAME PLAN with goals, actions, metrics, and execution, and using the GAME FACE as an assessment.

This approach helps individuals and businesses achieve success through structured, actionable steps.

5 Key Takeaways:

Finding Your North Star:
- Your North Star is your guiding goal.
- It can change over time, reflecting growth and new insights.
- Identifying it helps focus your efforts on what truly matters.
- Creating a Game Plan:
- A game plan includes goals, actions, metrics, and execution.
- It organizes efforts to improve the likelihood of success.
- Clarity in the plan enhances focus and progress.
- Strategy vs. Tactics:
- Strategy defines how you will achieve your goals.
- Tactics are the specific actions taken to implement the strategy.
- Both are essential for effective execution and progress.
- GAME FACE Method:
- Focus, Accountability, Clarity, and Effort are crucial.
- Regular self-assessment helps maintain progress.
- Each element ensures you stay on track towards your goals.
- Reflecting and Adjusting:
- Regular reflection ensures your efforts are effective.
- Adjustments may be needed if progress stalls.
- Simplifying processes helps manage and measure progress.

Connecting to the Theme "Find Your Catalyst":

Identify Your Catalyst:
- Understand what drives you and set clear, meaningful goals.
- Regularly revisit and refine your goals as you grow.
Strategize and Execute:
- Develop a clear plan and take actionable steps.
- Align your efforts with your long-term vision.
Continuous Improvement:
- Use the GAME FACE method to stay focused and accountable.
- Regularly assess and refine your approach for better results.

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Coach Kurt Hines, head football coach and author, shares his journey of empowering others through faith, leadership, and personal growth. With over 27 years of coaching experience, Hines emphasizes the importance of servant leadership and helping others find their strength and purpose.

Key Quotes 1. "I truly feel like I've been called to empower. That's where I get the most joy in life – when I can bless, serve, and empower others." 2. "Leadership is about serving others. It’s about creating more leaders by empowering those you lead." 3. "We need to take pride in the fact that when we face adversity, it’s an opportunity for growth and to embrace the challenges that shape us."

Episode Summary In this episode, Coach Kurt Hines discusses his new book, "Called to Empower," and shares his insights on leadership, faith, and personal growth. Hines emphasizes the importance of empowering others and how facing adversity can lead to significant personal development. The conversation highlights the transformative power of servant leadership and the impact of living with intention and purpose.

Key Takeaways 1. Embracing Empowerment

Understanding Empowerment: Empowering others brings immense joy and fulfillment.
Servant Leadership: True leadership is about serving others and creating more leaders.
Personal Growth: Helping others realize their inner strength is a profound experience.
Facing Adversity
Growth Through Challenges: Adversity is not the enemy but a friend that helps us grow.
Embracing Difficulties: Facing and overcoming challenges is crucial for success.
Resilience: Building resilience through adversity strengthens personal and professional life.
Leadership Principles
Know Your Why: Understanding and sharing your purpose is essential for effective leadership.
Building Relationships: Strong relationships are the foundation of successful leadership.
Defining Success: Clearly define what winning means for you and your team.
The Importance of Faith
Spiritual Guidance: Faith plays a significant role in providing direction and purpose.
Serving with Faith: Being a Christlike servant leader means leading with love and humility.
Greater Purpose: Recognizing a higher power helps in understanding our place in the world.
Lifelong Learning and Reflection
Continuous Improvement: Strive to get one percent better every day.
Reflective Practice: Regularly reflect on your actions and experiences to learn and grow.
Goal Setting: Setting and achieving small, concrete goals leads to significant progress over time.

Coach Kurt Hines inspires listeners with his dedication to empowering others and his commitment to servant leadership. His insights on facing adversity and living with intention offer valuable lessons for personal and professional growth. Through his experiences and faith, Hines encourages us to find our catalyst for change and make a positive impact on the lives of others.

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In this episode, Mike Simmons explores the crucial elements of mindset, skillset, and toolset, and their roles in personal and business growth. Mike emphasizes the importance of each component and how they interconnect to drive performance and success.

Three Key Quotes:

"In the absence of mindset, the other stuff doesn't work. Don't care what your skill set is and what your tool set is, if you don't have the right mindset, you're not in a position to be successful."
"Skills are our abilities and experience—what we can do and what we've done in the past. Improving these capabilities can involve learning, hiring, or testing new things."
"Tools and processes create systems that help generate leverage. This includes everything from marketing budgets to AI tools used correctly with the right skills."

Mike Simmons delves into how mindset, skillset, and toolset impact growth in business and personal life. He breaks down each element, offering insights on perspectives about money, capabilities, and leveraging tools. Mike also encourages listeners to reflect on their experiences and mindset shifts to achieve success.

5 Key Takeaways:

Mindset: The Foundation of Success
- Our attitudes and beliefs shape our perspective.
- A healthy relationship with money views it as a tool or resource.
- Success begins with the right mindset; it influences everything else.
- Skillset: Building Capabilities
- Skills are based on our abilities and past experiences.
- Identify gaps in skillset and seek opportunities for learning and growth.
- Strengthen skillsets by hiring, learning, or testing new methods.
- Toolset: Creating Leverage
- Tools, processes, and systems enhance efficiency and effectiveness.
- Effective use of tools requires understanding and skill.
- Combining tools and processes creates robust systems for growth.
- Perspective on Money and Investments
- How we view money impacts our financial decisions and growth.
- Perspectives change with different investment scales ($5 to $500,000).
- Understand your views on money to make better financial choices.
- Applying Mindset, Skillset, and Toolset
- Each element plays a crucial role in performance and success.
- Start with mindset, then build necessary skills, and finally leverage tools.
- Reflect on personal stories to understand the impact of these elements.

For more insights and practical tips, sign up for the "Learn Think Act" newsletter, and don't forget to share this episode with someone who might benefit from it!

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David Landis is a seasoned firefighter turned entrepreneur and self-mastery advocate. With a unique blend of practical experience and creative insight, David emphasizes the importance of mindset, resilience, and growth in both personal and professional realms. His journey from a structured firefighting career to navigating the uncertainties of entrepreneurship provides valuable lessons on adaptability and self-leadership.

Three Key Quotes 1. "We don't rise to the level of our expectations; we fall to the level of our training." 2. "Confidence isn't about knowing everything; it's about knowing you can figure it out." 3. "Move. Keep moving. Figure it out as you go."

David Landis shares his transformative journey from firefighting to entrepreneurship, highlighting the importance of mindset, resilience, and growth. He discusses overcoming challenges, embracing change, and the critical role of self-mastery. His insights offer practical advice for navigating transitions and developing a resilient mindset.

5 Key Takeaways 1. Embracing Change

* Change is inevitable and necessary for growth.
* Initial excitement can be followed by uncertainty, but perseverance is key.
* Transition periods require a shift in mindset and self-leadership.

Developing Self-Mastery
- Self-mastery involves clear values, priorities, and self-discipline.
- Preparation and practice are essential for handling unpredictable situations.
- Building personal systems and structures enhances resilience.
- Building Confidence
- Confidence comes from the ability to figure things out, not just from knowledge.
- Embrace mistakes and learn from them to grow.
- Reframe challenges as opportunities to develop new skills.
- Responsibility and Adaptability
- Radical responsibility means taking full ownership of your life and actions.
- Adaptability is crucial in an ever-changing world.
- Continuous learning and self-improvement are vital for long-term success.
- The Power of Community
- Surround yourself with supportive and forward-thinking individuals.
- Engage in conversations that promote growth and positivity.
- Choose your influences carefully to shape a constructive mindset.

By focusing on these principles, David Landis illustrates how to find your catalyst for personal and professional growth, navigating life's challenges with resilience and a positive mindset.

https://davidlandis.me

https://findmycatalyst.com

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Mike Simmons is the founder of Catalyst A.C.T.S., an organization dedicated to improving leadership, culture, and revenue execution in businesses. With a strong focus on practical tools and processes, Mike helps organizations build effective teams and achieve their goals.

Key Quotes: 1. "The revenue challenge inside your business is likely a culture challenge in disguise, and culture starts with leadership." 2. "Leadership is how we move forward; culture is how we do what we do; revenue is how we create the ability to do what we do; and execution is how we achieve results." 3. "Sales is a thinking process. Business is a thinking process. Life is a thinking process. How are you thinking different about yours?"

In this episode, Mike Simmons delves into the critical connection between leadership, culture, and revenue. He emphasizes that many revenue problems stem from cultural issues, which in turn are rooted in leadership. By focusing on self-leadership and implementing effective systems and tools, organizations can create a positive culture and drive successful execution.

Key Takeaways: 1. Leadership and Culture:

* Leadership starts with self-awareness and a clear vision.
* Culture defines how things are done within the organization.
* Effective leadership and a strong culture are foundational for business success.

Self-Leadership:
- Knowing your goals and vision is crucial for progress.
- Self-leadership involves understanding your strengths and areas for growth.
- Continuous improvement and self-reflection are key to leading others effectively.
- Tools and Processes:
- Implementing consistent tools and processes enhances team performance.
- Decision-making frameworks help in prioritizing and making informed choices.
- Communication tools ensure clarity and alignment within the team.
- Revenue and Execution:
- Revenue generation is tied to the organization's ability to solve problems and meet customer needs.
- Execution requires a clear plan with defined goals, actions, and metrics.
- Regularly assessing and adjusting the plan ensures that efforts are aligned with goals.
- Overcoming Challenges:
- Identifying internal and external customers helps in understanding the impact of your work.
- Addressing cultural challenges can remove barriers to revenue generation.
- Building a supportive community, like the Phoenix Club, provides resources and support for overcoming business challenges.

By focusing on leadership, culture, and effective execution, businesses can create a thriving environment where teams are aligned, and goals are achieved. Mike Simmons provides practical insights and tools to help organizations navigate these aspects and drive sustainable growth.

https://findmycatalyst.com

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Nick Loise is a seasoned sales leader with a passion for helping organizations enhance their sales performance. He brings a wealth of experience from various industries, focusing on building strong teams, driving revenue, and navigating complex market conditions.

Key Quotes from Nick Loise 1. "As leaders, we must rise above the minutiae and look through the tea leaves to guide our teams effectively." 2. "If you're relying solely on social media for lead generation, be prepared for rising costs as the election approaches." 3. "The cost of missed sales is the biggest expense for any business because it represents your future bank."

Nick Loise shares insights on leadership, the impact of election cycles on marketing costs, and the importance of risk management in sales. He emphasizes the need for alignment within teams, realistic goal-setting, and the value of asking the right questions to drive business success in 2024.

Key Takeaways 1. Leadership and Alignment

* Importance of having open dialogues between sales and finance teams.
* Aligning team goals with realistic and factual data.
* Building strong relationships within the organization to understand risk perspectives.

Impact of Election Cycles
- Expect increased costs for social media advertising as elections approach.
- Diversify lead generation sources to manage rising costs effectively.
- Plan ahead to mitigate budget freezes and other election-related uncertainties.
- Risk Management
- Conduct regular risk assessments to anticipate potential challenges.
- Foster a culture of transparency and factual reporting within sales pipelines.
- Understand and communicate the financial implications of business decisions.
- Effective Sales Strategies
- Focus on realistic goal-setting and avoid overinflated sales projections.
- Provide continuous coaching and support to sales teams.
- Embrace new markets and innovative strategies to drive growth.
- Future Outlook for 2024
- Anticipate market shakeouts and focus on core business strengths.
- Utilize AI tools to enhance sales processes.
- Embrace entrepreneurial opportunities and be prepared for industry changes.

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Three Key Quotes:

"Do the things you want to do better and faster."
"People want to make an impact. They want to feel valued."
"Sales is about connecting the dots between problems that are known or unknown and solutions that are known or unknown."

Mike Simmons discusses the progress and plans for Catalyst ACTS, including updates on the Phoenix Club, the podcast, and consulting projects. He emphasizes the importance of community, tools, and processes in achieving goals, and encourages listeners to think and act differently to improve their work and personal lives.

Five Key Takeaways:

Phoenix Club Growth and Goals
- Increased membership to 40 people.
- Monthly themes like independence from self-limiting beliefs.
- Aim for members to see a return on investment within 90 days.
- Podcast Relaunch and Structure
- Committed to two episodes per week: one solo and one with a guest.
- Using tools like Camtasia and Audiate for quick turnaround.
- Encourages listener feedback for continuous improvement.
- Community and Coaching Approach
- Driven to help people accomplish goals better and faster.
- Emphasizes the importance of connecting with others.
- Uses a combination of tools, processes, and coaching to support growth.
- Consulting Projects and Insights
- Shifting focus from SaaS to brick-and-mortar businesses.
- Emphasizes the importance of human elements in any industry.
- Building teams and processes to support client growth.
- Learn, Think, Act Newsletter
- Aims to accelerate speed to action and impact.
- Provides quick reads with actionable insights.
- Encourages reflection on actions to determine effectiveness.

Feel free to ask any questions or provide feedback to Mike at podcast@findmycatalyst.com. Sign up for the Learn Think Act newsletter for regular insights and updates.

https://findmycatalyst.com

https://www.findmycatalyst.com/learn-think-act-opt-in

Mike Simmons, founder of Catalyst ACTS and the Find My Catalyst Podcast, provides an update on the podcast, the Phoenix Club, and his consulting work. With nearly 400 episodes under his belt, Mike focuses on leadership, culture, revenue, and execution to help listeners think and act differently in their work.

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Karina Mikhli is a seasoned fractional COO and workflow consultant. She founded Fractionals United, a community for fractional executives, after struggling to find a supportive network for professionals in this field. Her work focuses on helping businesses transition and thrive by providing high-level leadership on a part-time basis.

Key Quotes 1. "Community to me is a place for us to connect, collaborate, and learn from each other." 2. "Fractional work is a win-win because it allows leaders to focus on their strengths and businesses to get the expertise they need without a full-time commitment." 3. "The biggest mistake you can make is hiring someone who can’t get out of their own way and then not giving them the authority to do the job you hired them for."

Karina Mikhli discusses the rise of fractional executive roles, the importance of community, and the benefits of hiring part-time leadership for businesses. She shares her journey in creating Fractionals United, insights on the challenges and rewards of fractional work, and tips for success in this evolving field.

5 Key Takeaways 1. Building and Sustaining Community * Connection: Communities thrive on strong connections between members, fostering collaboration and support. * Free Access: Ensuring accessibility helps members in transition, providing support without financial barriers. * Continuous Learning: A good community encourages ongoing learning and adaptation, essential for personal and professional growth.

Advantages of Fractional Work * Flexibility: Fractional roles offer professionals the ability to focus on preferred areas while maintaining work-life balance.
Cost Efficiency: Businesses benefit from high-level expertise without the financial commitment of full-time salaries.
Partnership: Fractional executives are seen as partners, bringing valuable outside perspectives to the organization.
Challenges and Solutions in Fractional Work * Loneliness: Finding or creating a supportive community is crucial to overcoming the isolation that can come with fractional work.
Misalignment: Clear communication and expectation setting between the fractional executive and the hiring company are vital.
Market Awareness: Understanding the current supply-demand dynamics in the fractional job market can help set realistic expectations.
Keys to Successful Fractional Roles * Overcommunication: Regular, transparent communication helps build trust and ensures alignment with business goals.
Expectation Management: Setting clear boundaries and expectations upfront prevents scope creep and misunderstandings.
Adaptability: Fractional roles require the ability to juggle multiple clients and projects efficiently.
Hiring and Integrating Fractional Executives * Strategic Fit: Ensuring the fractional executive's strengths align with the company’s needs is essential for success.
Trust and Authority: Businesses must trust and empower their fractional hires to make impactful decisions.
Cost-Benefit Analysis: Evaluating the financial and strategic benefits of fractional hires can guide effective decision-making.

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Andrea Waltz is an experienced author and co-author of the book "Go for No." She has spent over twenty years in the publishing industry and recently wrote "The Million Dollar Book Formula" with her partner, Richard Fenton. Andrea is passionate about helping others write and publish their own books, drawing on her extensive experience and unique insights.

Three Key Quotes:

"Just because you can do something doesn't mean you should do it."
"You don't have to go out there and write the Odyssey or the Iliad."
"You want a best-consumed book, not just a best-selling one."

Andrea Waltz discusses the journey of writing her book, "The Million Dollar Book Formula," emphasizing the importance of focusing on the core message, keeping books concise, and targeting the right audience. She provides insights on overcoming common writing struggles and highlights strategies for creating impactful, consumable content.

5 Key Takeaways:

Focus on Core Message:
- Narrow down the problem your book aims to solve.
- Avoid unnecessary scope creep and stick to essential content.
- Keep the book concise and to the point.
- Understand Your Audience:
- Identify your ideal customer profile (ICP) for the book.
- Cater to a specific niche rather than trying to appeal to everyone.
- Consider the needs and preferences of your target readers.
- Simplify the Writing Process:
- Use a question-and-answer format to structure your book.
- Turn key questions into chapter headers.
- Remove content that is "nice to know" but not essential.
- Embrace Unique Formats:
- Consider shorter books or different formats like workbooks.
- Be creative with the book's design and layout.
- Think about how best to deliver your message effectively.
- Strategize for Marketing:
- Focus on where you sell your book, such as using Amazon for better visibility.
- Make sure your book is easy to consume, encouraging recommendations.
- Include bonus content to engage readers and provide additional value.

By applying these principles, Andrea Waltz demonstrates how to write and publish a book that not only sells but also effectively communicates its message and resonates with its audience.

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Amir Feizpour is an experienced entrepreneur and AI enthusiast. He is the founder of a startup that focuses on leveraging AI and natural language processing (NLP) to enhance knowledge management and improve performance in various business areas. Amir is passionate about mental health, community building, and the evolving role of AI in our lives.

Key Quotes 1. "It's a marathon, not a sprint. How do you sustain performance over such a long time?" 2. "Mental health is not something that I'd be the worst on at all... learning how to deal with that is very interesting and there's a lot of room to learn." 3. "ChatGPT really changed a lot of things, including the very first thing that it changed, which was the expectation of the users from what our platform was doing."

50-Word Summary In this episode, Amir Feizpour discusses the challenges and excitement of building a startup, the importance of sustaining mental and physical health, and the transformative impact of AI on knowledge management. He shares insights on community building, cognitive health, and the evolving landscape of AI technology in business.

5 Key Takeaways 1. Sustaining Performance Over Time

* Mental Health: Regularly assess and address mental health to maintain long-term performance.
* Community Support: Building a community of like-minded individuals can provide support and motivation.
* Physical Health: Incorporating physical activities and routines helps sustain performance.

Impact of AI on Knowledge Management
- User Expectations: AI has drastically shifted user expectations, particularly with tools like ChatGPT.
- Efficiency: AI tools can streamline knowledge synthesis and proposal writing.
- Collaboration: AI can act as a collaborative assistant, integrating seamlessly into existing workflows.
- Community Building and Social Health
- Learning from Others: Engage with a community to share knowledge and support each other’s growth.
- Social Interaction: Addressing social health is crucial for overall well-being.
- Overcoming Isolation: Building communities helps combat feelings of isolation, especially in challenging times.
- Navigating the AI Evolution
- Adapting to Change: Stay adaptable as AI technology and user expectations evolve.
- Embracing Tools: Use AI tools to enhance human tasks, not replace them.
- Ethical Responsibility: Focus on responsible use of AI to ensure positive outcomes.
- Integrating Health and Technology
- Holistic Approach: Combine physical, mental, and social health strategies for overall well-being.
- AI Assistance: AI can provide personalized insights and suggestions to improve health.
- Proactive Measures: Implement proactive health measures to prevent burnout and maintain productivity.

Conclusion This episode highlights the importance of sustaining mental and physical health, the evolving role of AI in business, and the power of community support. Amir Feizpour provides valuable insights into navigating the challenges of a startup, the impact of AI on knowledge management, and the significance of holistic health strategies in achieving long-term success.

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Amy Looper is a resilience coach and transformational leader. She focuses on helping individuals navigate through life’s uncertainties by fostering resilience and well-being. Amy shares insights on breaking free from the hustle culture, finding alignment with one's purpose, and the importance of self-care.

Three Key Quotes from Amy Looper:

"Resilience is all about navigating the uncertainty of life. It’s really the core of well-being."
"You have to give permission to yourself to receive... that's important for high performance."
"Self-reflection is a huge part of the catalyst for doing that because you have to process what you're actually doing."

Amy discusses her journey of building resilience and breaking away from the hustle culture. She emphasizes the importance of self-care, spiritual alignment, and the power of self-reflection. Amy shares practical tips for managing burnout and achieving a balanced, purpose-driven life.

Five Key Takeaways:

Understanding Resilience:
- Definition: Navigating life's uncertainties and making it a core of well-being.
- Application: Building resilience through self-awareness and intentional practices.
- Outcome: Achieving a calm and confident state, ready for new challenges.
- Importance of Self-Care:
- Permission: Allow yourself to take breaks and focus on personal well-being.
- Routine: Establish a daily regimen that includes emotional, physical, and spiritual breaks.
- Impact: Increased performance and a healthier, more balanced lifestyle.
- Breaking Free from Hustle Culture:
- Shift: Move away from the 9-5 grind and embrace a more flexible, entrepreneurial mindset.
- Leverage: Utilize natural rhythms and personal strengths to optimize productivity.
- Result: More present time for family and personal interests.
- Spiritual Alignment:
- Practice: Engage in spiritual activities like prayer and reflection to align with a higher purpose.
- Guidance: Seek direction from a higher power for daily decisions and actions.
- Benefit: Enhanced clarity, focus, and a sense of purpose in life.
- Managing Burnout:
- Indicators: Recognize signs of burnout such as irritability, emotional instability, and constant busyness.
- Prevention: Implement strategies like exercise, proper nutrition, and emotional breaks.
- Recovery: Allow yourself to rest and reflect, breaking the cycle of stress and overwork.

Listeners are encouraged to share this episode with others who might benefit from Amy's insights on resilience and well-being.

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Joe Aurilia is an operations expert with a deep understanding of how community involvement, leadership roles, and efficient processes drive business success. With experience in various leadership positions, Joe shares his insights on the importance of collaboration between COOs and CROs, the role of operations in business, and the value of mentorship.

Three Key Quotes: 1. "When you stay in your silo, you block yourself from having new ideas and new back and forth. I didn't want that to happen." 2. "The COO is supposed to be there to allow the CEO to do their vision and their dreaming...to eliminate them from the day-to-day." 3. "The lack of a curator exponentially increases the quantity of tribal knowledge. When someone walks out the door, that tribal knowledge is lost forever."

Joe Aurilia discusses the critical role of operations in business, the need for community involvement, and how COOs and CROs can work together for success. He emphasizes the importance of mentorship and continuous learning, sharing his experiences and practical advice on achieving alignment and efficiency within organizations.

Five Key Takeaways: 1. Importance of Community Involvement:

* Community groups provide opportunities for personal and professional growth.
* Engaging in communities helps prevent isolation and stagnation of ideas.
* Asynchronous communication in communities can foster continuous learning and collaboration.

Role of the COO:
- COOs support the CEO by handling day-to-day operations, allowing the CEO to focus on vision.
- They act as the glue between different teams, ensuring smooth operations.
- Effective COOs enable businesses to streamline processes and reduce deal cycle times.
- Collaboration between COO and CRO:
- Successful collaboration is essential for business operations and revenue generation.
- COOs and CROs must communicate effectively to address pain points and streamline processes.
- Flexibility and maintaining compliance are key to overcoming challenges in this relationship.
- Mentorship and Leadership Development:
- Mentorship within community groups like Pavilion helps aspiring leaders grow.
- Exposure to various leadership roles enhances understanding and collaboration within the C-suite.
- Continuous learning and knowledge sharing are vital for personal and organizational growth.
- Knowledge Management and Curatorship:
- Effective knowledge management prevents loss of critical information when employees leave.
- Organizations need curators to manage and maintain essential knowledge.
- Utilizing AI tools can aid in managing unstructured data, but human input remains crucial.

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Mike Simmons is a business consultant and founder who specializes in helping organizations streamline their processes to achieve better results. With a focus on decision-making and communication, Mike provides actionable insights on how to eliminate unnecessary steps to accelerate progress.

Three Key Quotes from Mike Simmons 1. "The most common mistake with communication is believing that it actually occurred." - Jody Mayberry 2. "Start with a couple of questions. Validate understanding. Confirm that you've heard it properly." 3. "Apply the right tool in the right place to create leverage and accelerate speed to impact."

In this episode, Mike Simmons discusses the importance of eliminating unnecessary steps before accelerating progress in business. He emphasizes effective communication, proper decision-making tools, and the need to validate understanding. By organizing information and applying the right tools, organizations can improve efficiency and achieve better outcomes.

Five Key Takeaways 1. Effective Communication

* Validate understanding to avoid miscommunication.
* Ask questions to confirm the message was received correctly.
* Identify and involve the right people to solve specific challenges.

Organizing Information
- Break down tasks into manageable clusters.
- Prioritize steps to avoid feeling overwhelmed.
- Use collaborative tools to gather and organize data.
- Decision-Making Tools
- Use a two-by-two matrix to reduce blind spots and improve decisions.
- Implement a hexagon framework for problem-solving.
- Apply a simple square model for communication challenges.
- Eliminating Before Accelerating
- Identify unnecessary steps that hinder progress.
- Focus on the most critical tasks first.
- Use the right tools to streamline processes and enhance efficiency.
- Adapting to Challenges
- Be prepared to face and overcome adversity.
- Stay committed to your goals despite difficulties.
- Continuously evaluate and adjust your strategies for better results.

These takeaways, rooted in the theme of finding a catalyst, provide practical steps to improve communication, decision-making, and overall business processes. By eliminating unnecessary steps and applying the right tools, organizations can accelerate their path to success.

https://findmycatalyst.com/speaking

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Key Quotes:

"If you've been hammering nails in with a wrench your entire life and someone gives you a hammer, it will feel almost like you had discovered fire for the first time."
"Focus on doing what you're made for and delegate the rest to drive success in your life and business."
"The Eisenhower matrix helps you derisk the decision-making process by distinguishing between urgent and important tasks."

Join Mike Simmons as he explores how to simplify decision-making using the energy vs. impact quadrant and the Eisenhower matrix. Learn to focus on high-impact tasks that energize you, delegate low-impact activities, and make informed decisions to boost productivity and effectiveness in your personal and professional life.

5 Key Takeaways:

Energy vs. Impact Quadrant:
- Identify tasks that energize you versus those that drain you.
- Focus on high-impact activities that provide energy.
- Delegate or eliminate low-impact tasks that consume your energy.
- The Power of Delegation:
- Delegate tasks that drain you but might energize others.
- Use delegation to focus on your strengths.
- Enhance team productivity by assigning tasks based on energy and impact.
- Using the Eisenhower Matrix:
- Differentiate between urgent and important tasks.
- Prioritize important but not urgent tasks for long-term benefits.
- Reduce stress by managing urgent tasks effectively.
- Simplifying Decision-Making:
- Use simple tools like the energy vs. impact quadrant to make decisions.
- Reduce complexity by focusing on two key dimensions: energy and impact.
- Apply the Eisenhower matrix to streamline decision processes.
- Optimizing for Effectiveness:
- Align tasks with your strengths and passions for maximum impact.
- Balance high-energy activities with necessary tasks that might drain you.
- Continuously evaluate and adjust your tasks to optimize productivity and well-being.

By applying these principles, you can simplify your decision-making process, increase your productivity, and find a better balance in both your personal and professional life.

https://findmycatalyst.com/

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Key Quotes 1. "Support is reactive. It's something that is absolutely necessary. People are gonna break things; people are gonna need help." 2. "Success is proactive. How do we design for success given what I know about what the future looks like inside your business?" 3. "If your success team is acting reactive, they might be a support team, and you are just calling them something different."

Summary This episode delves into the differences between support and success in business, advocating for proactive success planning to ensure growth and customer retention. Mike shares practical insights on how businesses can effectively design and implement success strategies.

Key Takeaways 1. Understanding Support

* Definition: Support is reactive, addressing issues as they arise.
* Examples: Customer support, medical support, structural support.
* Importance: Essential for addressing immediate problems and providing necessary assistance.

Understanding Success
- Definition: Success is proactive, planning for future achievements.
- Examples: Implementation success, designing pathways for business growth.
- Importance: Helps in anticipating future needs and creating strategies to achieve goals.
- Designing for Success
- Backward Planning: Start from the desired outcome and plan steps backward.
- Proactive Approach: Anticipate future challenges and prepare solutions in advance.
- Implementation: Use experiences and expertise to guide planning and execution.
- Roles and Responsibilities
- Support Team: Reacts to issues and provides immediate solutions.
- Success Team: Focuses on long-term goals and proactive strategies.
- Distinction: Clear separation between reactive support and proactive success roles to avoid confusion.
- Success Metrics
- Quota Carrying: Success teams can have revenue targets to drive growth - this works best when the client/business relation is not complex.
- Customer Engagement: Ensure seamless interaction between success and sales teams.
- Growth Focus: Emphasize growth and implementation over mere renewal targets.

By understanding and clearly defining the roles of support and success teams, businesses can create more effective strategies to foster customer satisfaction and achieve long-term success.

Book Mike as Speaker for your team, org, or association.

https://www.findmycatalyst.com/speaking

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Three Key Quotes:

"The big thing is having a high level of clarity around what it is that you want to do. Do you even know what you want to do?"
"My goal when it comes to where I'm spending time, energy, and resources is to get this access to move further to the right."
"If you continue to read about things but not put those things into practice, you're going to get yourself into a situation where you will start to feel frustrated."

Mike dives into how to achieve your goals better and faster by focusing on clarity, strategy, and leveraging tools and processes. Learn to identify what energizes you, implement effective systems, and surround yourself with the right people to create a supportive and productive environment.

5 Key Takeaways:

Clarity and Focus:
- Identify what truly energizes you.
- Eliminate tasks that drain your energy.
- Focus on high-impact activities.
- Strategy and Tactics:
- Develop a clear strategy with no more than three main focuses.
- Implement specific tactics to execute your strategy.
- Measure and evaluate your work regularly.
- Leveraging Tools and Processes:
- Utilize tools to streamline tasks.
- Integrate processes to build efficient systems.
- Gain leverage by combining multiple tools and processes.
- Learning and Feedback:
- Engage in continuous skill improvement.
- Seek feedback during and after task completion.
- Reflect on feedback to refine your approach.
- Building Supportive Networks:
- Surround yourself with experienced and active individuals.
- Engage with communities like the Phoenix Club.
- Share experiences and learn from others to foster mutual growth.

By focusing on these areas, you can better align your efforts with your goals, enhancing your productivity and success.

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Mor Assouline is a seasoned sales consultant and entrepreneur, known for his expertise in B2B sales and building high-growth consulting businesses. Mor started his own consulting business, achieving six-figure success within the first year. He is particularly skilled in leveraging LinkedIn for lead generation and building a personal brand. Mor emphasizes the importance of self-awareness, effective time management, and continuous learning through communities and coaching.

Three Key Quotes:

"I always look at my calendar and move things around. There are a few things that I do on LinkedIn to generate leads, and if it weren't for LinkedIn, I would have been in trouble."
"When I speak to prospects, I'm no longer concerned with them buying someone else’s course. You can buy theirs and mine too; it's not a big deal."
"I'm optimizing for cash right now. I will burn myself out just to get the work done because I need to buy back my time."

In this episode, Mor Assouline shares his journey from being a VP of Sales to a successful entrepreneur. He discusses the nuances of managing time, building a personal brand on LinkedIn, and the importance of communities and coaching. Mor provides practical insights on balancing business growth with personal well-being.

5 Key Takeaways:

Leveraging LinkedIn for Business Growth:
- Connect with at least ten new people daily to expand your network.
- Send personalized, non-pitchy DMs to start meaningful conversations.
- Comment thoughtfully on posts to increase visibility and engagement.
- Time Management and Prioritization:
- Regularly review and adjust your calendar to focus on high-impact tasks.
- Delegate non-essential tasks to free up time for strategic activities.
- Balance workload to avoid burnout, optimizing for cash flow initially.
- Building a Personal Brand:
- Share authentic stories and experiences to connect with your audience.
- Use metrics and specific examples to add credibility to your content.
- Engage consistently on platforms like LinkedIn to increase brand awareness.
- Importance of Communities and Coaching:
- Join communities like Pavilion to network with peers and learn from others.
- Invest in coaching to gain new perspectives and validate your strategies.
- Use insights from these interactions to refine your approach and grow your business.
- Self-Awareness and Continuous Improvement:
- Recognize and accept your strengths and weaknesses.
- Outsource tasks that are outside your skill set to focus on what you do best.
- Continuously seek feedback and learn from your experiences to improve your processes.

This episode provides valuable insights for solopreneurs and aspiring entrepreneurs on finding their catalyst for growth by leveraging social platforms, managing time effectively, and investing in continuous learning and community engagement.

Focused on Growth in your organization, and not sure where to invest? Check out the Growth Assessment at https://findmycatalyst.com/growth

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Key Quotes 1. "Say what you're gonna do, and do what you say you're gonna do. It's simple to say, but really hard to do." 2. "Don't make assumptions. Validate an understanding when you're going through the process." 3. "Do your best, and then let it go. You've gotta give yourself space and time to move on to the next."

In this episode, the Mike emphasizes the critical role of setting expectations and maintaining clear communication. They share practical strategies for handling unforeseen changes, leveraging insights from "The Four Agreements," and fostering self-awareness and confidence. The discussion underscores the value of integrity and resilience in achieving personal and professional success.

Key Takeaways 1. Setting Clear Expectations

* Communication Consistency: Always follow through on your commitments.
* Adaptability: Be prepared to reset expectations when circumstances change.
* Progress Updates: Regularly update stakeholders to maintain transparency.

Effective Communication
- Active Listening: Ensure that messages are understood as intended.
- Clarification: Don't assume understanding; ask for confirmation.
- Respectful Dialogue: Allow space for others to express their views.
- Handling Changes
- Flexibility: Accept that unexpected events will occur.
- Responsiveness: Quickly communicate any changes to plans.
- Problem-Solving: Focus on finding solutions rather than dwelling on issues.
- Building Self-Awareness and Confidence
- Self-Reflection: Regularly assess your strengths and areas for improvement.
- Positive Reinforcement: Celebrate small victories to build confidence.
- Resilience: Learn from mistakes and move forward.
- Practicing Integrity
- Honesty: Be truthful in all communications.
- Accountability: Take responsibility for your actions.
- Commitment: Strive to meet your obligations and commitments consistently.

By integrating these principles into daily practices, individuals can navigate challenges effectively, foster trust, and drive success in their personal and professional lives.

Find your catalyst at https://findmycatalyst.com

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Balancing Growth & Infrastructure. Cyndi Laurin is an expert in organizational growth and development, focusing on helping businesses navigate through different stages of growth. Her insights are crucial for understanding how companies can manage their growth effectively while maintaining a healthy internal structure and culture.

Key Quotes 1. On defining growth: * "Growth means different things to different people. For a startup, it's about proving your product. For more advanced clients, it could mean regional expansion." 2. On the risk of rapid growth: * "If you keep growing fast in multiple directions, you'll find yourself running around in circles and running your team ragged." 3. On leadership and alignment: * "Taking the time to pause and gain clarity around the definition of what it is that we're talking about is really important."

In this episode, Cindy and Mike discusses the multifaceted nature of growth in businesses, emphasizing the importance of clear definitions, alignment, and balanced pacing. We highlights common challenges like misaligned goals and the dangers of rapid, unmanaged expansion, offering strategies for sustainable growth and effective leadership.

5 Key Takeaways 1. Defining Growth:

* Growth is Multifaceted: Growth can mean revenue increase, market expansion, or customer base growth.
* Context Matters: Different businesses and stages require different growth strategies.
* Clarity is Crucial: Ensure everyone in the organization shares the same definition of growth.

Common Growth Challenges:
- Misaligned Goals: Organizations need to ensure all members have a unified vision.
- Rapid Expansion Risks: Uncontrolled growth can lead to burnout and inefficiency.
- Shiny Object Syndrome: Avoid chasing every new opportunity without proper vetting.
- Leadership's Role:
- Align and Direct: Leaders must ensure the team is aligned with the organization’s goals.
- Manage Resources: Balance between pursuing growth and building capacity.
- Effective Communication: Clear definitions and goals help in smooth operations.
- Stages of Growth:
- Startup Phase: Focus on proving the product and handling chaos.
- Standardization: Implementing processes and efficiency after initial chaos.
- Accelerated Growth: Ready to pour gas on some aspects of the business & build scale.
- Autonomy and Innovation: Allowing teams to innovate while maintaining structure.
- Balancing Growth and Stability:
- Pacing Growth: Not all parts of an organization grow at the same rate.
- Infrastructure Investment: Build a robust infrastructure to support growth.
- Exhale and Inhale: Balance between periods of rapid growth and stabilization.

Head to https://findmycatalyst.com/growth to complete your assessment or book time with Cyndi and Mike.

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Mike Simmons is a seasoned facilitator and organizational consultant who specializes in enhancing the effectiveness of internal meetings through clarity and alignment. With a focus on practical strategies and actionable insights, the guest helps organizations achieve their goals, solve problems, and make informed decisions.

Key Quotes 1. "Start with a simple question: What is the specific thing we're working on?" 2. "As a leader, your job is to pull that information out of folks to ensure everyone agrees on a clear definition." 3. "In every meeting, there should be knowledge transfer, action steps, and a shift in thinking."

In this episode, we explore how to make internal meetings more effective by fostering clarity and alignment. The guest shares strategies for defining objectives, validating alignment, and ensuring actionable outcomes. By simplifying approaches and focusing on key elements, organizations can improve decision-making, problem-solving, and overall effectiveness.

5 Key Takeaways 1. Importance of Clear Objectives

* Define the specific objective or problem.
* Ensure everyone in the room agrees on the definition.
* Use simple, direct questions to clarify goals.

Role of the Facilitator
- Facilitate discussions to draw out everyone's input.
- Address and overcome biases and blind spots.
- Ensure that quiet voices are heard and vocal ones do not dominate.
- Effective Meeting Structure
- Use models like goal setting, problem-solving, and decision-making frameworks.
- Document agreed-upon definitions and next steps.
- Assign clear ownership for follow-up actions.
- Simplifying the Approach
- Focus on one or two key objectives rather than many.
- Avoid overloading meetings with too many tasks.
- Emphasize quality over quantity in meeting agendas.
- Outcome-Oriented Meetings
- Ensure each meeting results in clear next steps.
- Aim for knowledge transfer and actionable insights.
- Use follow-up questions to confirm understanding and agreement.

By implementing these strategies, organizations can enhance their meeting effectiveness, leading to better decision-making, clearer objectives, and more successful outcomes.

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Mike dives into the COM-B model of behavior change, which was developed from research conducted in the UK. The discussion centers on understanding how leaders, teams, and organizations can leverage this model to suppport behavior change among their teams.

Key Quotes 1. "The first thing we need to look at when we're trying to determine why someone does the thing that they do is first understand capability." 2. "If you're lacking any of these three, then you're gonna be in a situation where it's gonna be really really difficult to change behavior inside your organization." 3. "Sales is a thinking process. Business is a thinking process. Life is a thinking process. How are you thinking differently about your process?"

Summary This episode explores the COM-B model for behavior change, focusing on the elements of Capability, Opportunity, and Motivation. The host emphasizes how organizations can assess and enhance these factors to facilitate effective behavior change among employees.

Key Takeaways 1. Understanding Capability

* Knowledge and Skill: Assess whether individuals know what to do and have the skills to do it.
* Training and Coaching: Use these tools to address any gaps in knowledge or skill.
* Assessment: Regularly evaluate the capability of your team to ensure they are equipped for their tasks.

Creating the Right Opportunity
- Leadership: Foster a leadership style that supports and encourages desired behaviors.
- Culture: Develop a culture that aligns with the goals of the organization and supports innovation.
- Work Environment: Ensure the work environment is structured in a way that provides the opportunity for success.
- Enhancing Motivation
- Incentives: Use rewards and consequences to motivate desired behaviors.
- Alignment with Values: Ensure that the tasks and goals align with what drives individuals personally and professionally.
- Observing and Asking: Continuously observe and engage with employees to understand their motivations.
- Avoiding Assumptions
- Data-Driven Decisions: Base your assessments on concrete data rather than assumptions.
- Clear Communication: Maintain open lines of communication to understand the true barriers to behavior change.
- Consistent Evaluation: Regularly check and recheck the factors influencing behavior to adjust strategies as needed.
- Applying the Model in Various Contexts
- Workplace: Use the COM-B model to improve processes and employee engagement.
- Personal Life: The principles can also be applied to personal scenarios, such as family dynamics.
- Continuous Learning: Encourage a mindset of ongoing learning and adaptation in both professional and personal contexts.

This episode offers practical insights into leveraging the COM-B model for effective behavior change, emphasizing the importance of capability, opportunity, and motivation in driving success.

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Three Key Quotes 1. "Simplify your go-to-market strategy by compartmentalizing tactics to support various conversions." 2. "Demand, acquisition, retention, and expansion are the pillars of a successful GTM strategy." 3. "By separating customers into strategic, general, and high-turnover categories, you can optimize where to put your time and resources."

Mike covers the "Dare to Grow" model for simplifying go-to-market strategies. It emphasizes the importance of segmenting customers and processes to improve efficiency and outcomes. The model includes three main strategies: demand generation, customer acquisition, and retention and expansion, providing a structured approach to drive growth.

Five Key Takeaways 1. Demand Generation * One to Many: Focus on traditional marketing efforts such as newsletters and social media to reach a broad audience. * One to One: Engage directly with potential customers through personalized conversations and outreach. * Channel Partnerships: Leverage existing relationships and referrals to expand your reach.

Customer Acquisition * Sales Process: Implement a structured sales process with stages like validation, qualification, and client confirmation.
Forecasting: Use a consistent sales process for both acquisition and retention to avoid confusion and improve accuracy.
Probability of Sale: Understand that the probability of closing a sale increases as the customer moves through each stage of the process.
Retention and Expansion * Retention through Expansion: Expand relationships with existing customers to retain them longer.
Strategic Accounts: Focus on growing impact and relationships with key accounts.
Segmentation: Categorize customers into strategic, general, and high-turnover groups to better allocate resources.
Simplifying Processes * Compartmentalize: Break down your GTM strategy into manageable sections to focus on specific goals.
Conversion Points: Address conversion points systematically to improve overall success rates.
Data Utilization: Use data from various strategies to refine and improve your approach continuously.
Practical Implementation * Phoenix Club Example: Use a mix of marketing strategies (one to many, one to one, channel) to attract members.
Customer Journey: Ensure that each stage of the customer journey is optimized for the best experience.
Feedback Loop: Encourage customer referrals and testimonials to create a positive feedback loop that drives growth.

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Key Quotes:

"It was a beautiful thing I couldn't be happier to have been wrong in my predictions."
"McDavid's goal... it looks like a dance. He starts on one side of the offensive zone, slides across the front of the goal, and scores on a backhand shot."
"One of the cool things about this Stanley Cup final is it will be the longest trip for each team... It's Miami to all the way up to Edmonton."

Jacquelyn and Mike review the previous Stanley Cup playoff series and preview the finals between the Edmonton Oilers and the Florida Panthers. They discuss key players, thrilling moments, and make predictions while highlighting the unique aspects of this year's finals, including the extensive travel involved.

5 Key Takeaways:

Previous Series Outcomes:
- Jaclyn predicted the Panthers would win in six games, and they did.
- Mike predicted the Oilers would win against Dallas, and they did, but in six games instead of seven.
- Predictions highlight the unpredictability and excitement of the playoffs.
- Remarkable Performances:
- Connor McDavid's goal was described as a thing of beauty, showcasing his skill and agility.
- Stuart Skinner's goaltending was crucial for the Oilers, especially in games with low shot counts.
- Physical and mental endurance of players plays a significant role in playoff success.
- Finals Matchup:
- The finals will feature the Edmonton Oilers against the Florida Panthers.
- Both teams have strengths: Oilers with depth and goaltending, Panthers with physical play and experience.
- The extensive travel for both teams adds a unique challenge to the series.
- Key Players to Watch:
- Connor McDavid and Leon Draisaitl for the Oilers, known for their scoring and playmaking abilities.
- Sergei Bobrovsky, the Panthers' goaltender, playing exceptionally well and capable of stealing games.
- The depth and talent on both teams' rosters will be crucial.
- Predictions and Hopes:
- Mike predicts the Oilers will win, citing their depth and goaltending.
- Jacquelyn chooses the Panthers, valuing their physical play and experience.
- Both hope the series goes to seven games for maximum excitement and entertainment.

Stay tuned for the thrilling conclusion of the Stanley Cup finals, and share your thoughts and predictions with Jacquelyn and Mike on LinkedIn!

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Three Key Quotes:

"The first thing we want to do to get better at call planning and holding effective meetings is to know who we're communicating with."
"Start with their objectives first, not your own biases. Figure out what they are looking to accomplish."
"The desired next steps are they like, comment, share with others, and apply what they've learned."

This episode covers a simple yet powerful model for effective communication. Our guest explains the importance of understanding your audience's objectives, setting clear goals for your message, and defining actionable next steps. By applying these principles, you can improve both internal and external communications, driving better outcomes.

5 Key Takeaways:

Know Your Audience
- Identify who will be in the meeting or watching the video.
- Understand their roles and how complexity increases with more participants.
- Tailor your message to the specific needs of your audience.
- Anticipate Their Objectives
- Consider what the audience wants to achieve.
- Align your communication with their goals to ensure engagement.
- Address their needs to make your message relevant and impactful.
- Set Clear Objectives for Yourself
- Define what you want to accomplish with your communication.
- Ensure your objectives are clear, educational, and actionable.
- Focus on delivering value that meets both your goals and the audience's needs.
- Define Desired Next Steps
- Specify what actions you want the audience to take after the communication.
- Encourage engagement through likes, comments, and shares.
- Highlight practical applications of the information shared.
- Create a Call Plan and Agenda
- Use a call plan to prepare for the communication.
- Develop an agenda to structure the flow of the meeting or presentation.
- Differentiate between preparation (call plan) and execution (agenda) to streamline the process.

By following these strategies, you can simplify your approach to communication, making it more effective and impactful. Whether you are addressing a team or communicating with customers, these principles will help you achieve your objectives and foster better interactions.

To learn more - check us out at https://findmycatalyst.com

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Three Key Quotes:

"The most common mistake with any of this is lack of clarity around what the objective is."
"Work your thirty, sixty, ninety and then come back in and start to reflect and assess how you've made progress against it."
"Stop overcomplicating your approach to goal setting and execution, simplify it through the game plan."

This podcast episode delves into simplifying execution to achieve results. The Mike emphasizes clarity in setting objectives, devising strategies, and aligning tactics. By using a structured approach of thirty, sixty, ninety-day plans, listeners are encouraged to break down tasks, measure progress, and make necessary adjustments for success.

5 Key Takeaways:

Clarity in Objectives
- Clearly define what you want to achieve.
- Break down the objective into specific, manageable parts.
- Ensure everyone involved understands the goal.
- Strategic Planning
- Identify multiple paths to reach your goal.
- Limit your strategies to three to maintain focus.
- Align your actions with chosen strategies.
- Tactical Alignment
- Develop specific tactics that align with your strategies.
- Use a three-pronged approach to organize tactics.
- Regularly assess if tactics are effective in reaching your goals.
- Thirty, Sixty, Ninety-Day Plans
- Create short, medium, and long-term plans.
- Use these plans to gain momentum and track progress.
- Reflect and adjust your plans based on outcomes.
- Simplified Execution
- Avoid overcomplicating the process of goal setting.
- Use a game plan to streamline your approach.
- Seek feedback and make necessary adjustments to improve execution.

This structured method ensures you remain focused, adapt to changes, and steadily work towards your objectives, embodying the theme of finding your catalyst for success.

Go to https://findmycatalyst.com for more information

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Three Key Quotes:

"The proposal is not about you. It's about the person on the other side."
"If you can't answer these questions—what, why, how, and cost—you haven't earned the right to deliver a proposal."
"Clarity in communication leads to better feedback and successful proposals."

Mike Simmons kicks off the "Tactical Tuesday" series, focusing on how to simplify proposals using a structured approach. He highlights common proposal mistakes and offers a framework for creating client-focused proposals. Key points include identifying client problems, understanding business impacts, outlining solutions, and clearly presenting costs.

Five Key Takeaways:

Understanding Client Problems:
- Identify specific problems the client needs solving.
- List up to five key issues to maintain clarity.
- Ensure the proposal addresses these problems directly.
- Importance of Solving Problems:
- Explain the business impact of addressing the client's issues.
- Highlight the risks of not solving these problems.
- Provide clear reasons why these issues are crucial.
- How to Solve the Problems:
- Outline specific products or services offered.
- Describe the process and plan for implementation.
- Ensure the client understands the proposed solution clearly.
- Presenting Costs Clearly:
- Include financial costs early in the proposal.
- Detail all resources needed, not just financial, but also time and personnel.
- Make it easy for clients to understand the total investment required.
- Proposal Structure and Formatting:
- Start with an executive summary of the problem and solution.
- Follow with detailed costs and specific solution details.
- Then add your company information.

Engaging with the Podcast: Mike encourages listeners to provide feedback on the new format and share their thoughts on the proposal framework. He invites comments and questions, offering to discuss how to apply these strategies within different organizations. For more resources or to connect with Mike, visit findmycatalyst.com.

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Stanley Cup Playoff Predictions: Round Three Analysis and Bold Calls It's round 3 - We are down to the final 4 teams. The rest of the NHL is now on the golf course. This episode is brought to you by FairwaysHit.com

If you are looking for a last minute father's day gift for the golfer in your life - please check us out.

Jacquelyn Nicholson is back to recap our round 2 picks and dive into round 3.

Sales is a thinking process. Business is the thinking process. Life is the thinking process. How are you thinking differently about your process? - Mike Simmons

Jacquelyn on LinkedIn

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Golf Gifts for Father's Day

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Relationships, Knowledge Transfer, and Growth: Mastering Training, Coaching, and Mentoring Discover the unexpected truth about coaching, mentoring, and training! Uncover the surprising distinctions between these tools and how they can impact your personal and professional growth. Learn the key to building strong mentor-mentee relationships and effective knowledge transfer techniques. Dive into the world of leadership skill development and unlock the secrets to enhancing your leadership abilities. Are you ready to be surprised by the power of these tools? Keep reading to find out more!

In this episode, you will be able to:

Master the art of effective knowledge transfer and enhance your leadership skills.
Build strong and impactful mentor-mentee relationships for personal and professional growth.
Learn the differences between training, coaching, and mentoring to become a more versatile leader.
Elevate your personal coaching techniques for improved professional development.
Uncover powerful strategies for developing and honing your leadership skills.

The key moments in this episode are: 00:00:00 - Training vs. Coaching vs. Mentoring 00:04:52 - Importance of Relationship in Mentoring 00:08:39 - Application in Different Areas 00:12:30 - Applying the Tools 00:15:01 - The Role of a Preneur 00:16:11 - The Value of the Phoenix Club 00:16:54 - One-on-One Coaching and Game Plan Cohort 00:17:52 - Paid Programs and Audience Engagement 00:18:40 - The Power of Thinking Differently

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Stanley Cup Playoff Predictions: Round Two Analysis and Bold Calls It's round 2 - what could be better than a friendly chat with Jacquelyn Nicholson. She kicked my butt with here round 1 predications.

After the chat, we get into things to and not to do when it comes to events. If you want to fast forward to that, go to minute 20 of the podcast.

Sales is a thinking process. Business is the thinking process. Life is the thinking process. How are you thinking differently about your process? - Mike Simmons

Join the Phoenix Club

Join the next GAME Plan Cohort

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Jacquelyn and Mike are back with their round 1 predictions for the 2024 Stanley Cup Playoffs.

Who do you think makes it out of the 1st round? This episode is brought to you by Catalyst A.C.T.S. and The Phoenix Club.

The resources mentioned in this episode are:

Check out the Phoenix Club for a community of preneurs who think differently and want to do differently. Whether you're an entrepreneur, solopreneur, intrapreneur or wantrepreneur, this community is for those who want to make a difference in their work and life.
Join the Phoenix Club to connect with a group of people committed to leadership, self-improvement, and helping others. This community provides a space for individuals to come together and accomplish great things.
Support the Find My Catalyst podcast and listen to the 365 episodes available, covering evergreen content about people, culture, revenue, and execution. Check out the early episodes to see the improvement in podcast management and content creation.

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From Scientist to Sales Pro: Unlocking Your Potential for Career Growth Does this sound familiar? You're transitioning to a sales role or industry and want to excel in revenue-related positions. Perhaps you've been told to focus solely on traditional sales techniques without embracing data-driven decision-making. The pain of this ineffective action is feeling stuck in outdated methods and missing out on opportunities for growth and success. It's time to break free from this cycle and achieve real results.

My guest is Randi-Sue Deckard

Randi-Sue Deckard's career trajectory is a captivating story of transformation and resilience. Transitioning from a clinical lab scientist to the Senior Vice President of Client Engagement at Bessler, Randi-Sue's journey is a testament to the power of embracing change and leveraging data-driven decision-making. Her wealth of experience in sales, marketing, and customer success positions her as a valuable guide for professionals seeking to excel in revenue-related roles. Randi's journey and expertise offer a unique perspective on navigating career transitions and overcoming fear, making her a compelling source of inspiration for those looking to enhance sales performance and drive business growth through data-driven strategies.

Everything is figureoutable. I know I don't know all the answers, but I have a network and I have people I can ask, and I don't have no ego. Who can help me? It's not about title. It's like, who can help me?

Randi-Sue Deckard

In this episode, you will be able to:

Overcome content consumption and take meaningful action to achieve your goals.
Master the mindset to conquer fear and achieve personal growth.
Apply the scientific method to drive success in your business.
Transition to sales and embrace data-driven decision-making for enhanced performance.
Embrace customer-centricity to propel business growth and success.

Applying the scientific method Applying the scientific method in a business context involves careful data analysis and making informed decisions. Randi emphasizes the importance of having the right data set and approaching it with honesty. With her experience in sales, she further underlines the need to understand individual metrics within the larger business process and avoid common mistakes such as changing too many variables at once. This approach allows for improved decision-making and ultimately, better business performance.

Sales is just a conversation. We overcomplicate it. Everything happens human to human. And so sales is just a conversation. How can I help you? And I am a helper by nature.

Randi-Sue Deckard

The resources mentioned in this episode are:

Connect with Randi-Sue Deckard on LinkedIn to learn more about her journey and insights into sales, mindset, and professional growth.
Check out the book Sell Without Selling by Andy Paul to explore a different approach to sales and building relationships.
Explore the Ultimate Question by Fred Reichheld to gain insights into customer loyalty and the Net Promoter Score (NPS) concept.
Consider using a habit tracker to be intentional about your habits and track your progress in various areas of your life.
Reach out to professionals in your desired field for guidance and advice, and be intentional about building relationships for long-term value.

This episode is brought to you by the Phoenix Club - your community of people who are interested in Rising Together.

Ever Curious. Constantly Learning. Connected

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Getting Comfortable with Discomfort: Pushing Myself Further in 2024 Through Goals If you're feeling frustrated because your team isn't fully aligned with your vision, then you are not alone! Perhaps you've been micromanaging your team, but instead of improved collaboration, you're met with resistance. If you're feeling overwhelmed by a lack of personal and professional growth, then you are not alone! You may have set goals, but without clear objectives and a supportive community, it's difficult to make progress.

In this episode, Mike takes time to reflect and look forward. Some of the things that come up include.

Embracing successful business changes and rebranding strategies.
Uncover the importance of building a supportive community.
Gaining clarity and focus
Setting big goals.

Failure is okay. Just fail forward as you go through it. - Mike Simmons

Business Changes and Rebranding The episode reveals Mike's significant business changes throughout the year, including a shift in focus towards speaking and rebranding his business to encompass advising, coaching, training, and speaking engagements. He discusses the successful launch of a new consumer product brand, indicating his business’s flexibility and commitment to innovation. These changes underscore the importance of adaptability and strategic rebranding in achieving business goals and reaching new audiences.

The producst/services mentioned in this episode are:

Join the Phoenix Club: If you're looking for a community of diverse individuals with diverse experiences and perspectives, consider joining the Phoenix Club. The club offers in-person meetings, Zoom sessions, and asynchronous work on platforms. Visit findmycatalyst.com for more information.
Game Plan: If you need help with goal setting and execution, check out the Game Plan from Catalyst A.C.T.S. This tool simplifies goal setting and execution by helping you clarify strategy and tactics and then build a plan around it.
Book a Speaking Engagement: If you're interested in having a keynote, workshop, or facilitated discussion inside your organization, reach out for speaking engagements. Whether it's about leadership, culture, revenue, or execution, these sessions aim to simplify problem-solving, decision-making, goal setting, and communication.
Golf Products: Explore the niche golf product Fairways Hit designed to make it easier for golf enthusiasts to find the perfect gift. The product focuses on changing the state for golf lovers and offers unique and creative items like ball markers, hats, and towels. Visit the Fairways Hit website for more information.
Fractional Revenue Leadership: If your organization needs help in the areas of retention, expansion, acquisition

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I think sales is one of the most amazing professions that you can get into because you get the opportunity to give of yourself and not necessarily expect anything in return. But guess what? If you do it well, you will get rewarded.

Paul Fuller

Unlocking Growth: Aligning Sales Strategy for Results If you're feeling frustrated because your sales team's efforts are not translating into the revenue growth you desire, then you are not alone! Despite implementing various sales strategies and techniques, you may be seeing little to no improvement in your bottom line, leaving you wondering what else you can do to drive growth. Perhaps, instead of the streamlined and effective sales process you envisioned, your team is facing confusion, misalignment, and missed opportunities, hindering your ability to achieve the desired results.

Paul Fuller, a seasoned sales professional and leader, boasts a wealth of experience in refining sales processes and driving revenue growth. His passion for enhancing effectiveness and propelling growth makes him a trusted authority in the realm of sales.

"So unless you get those words defined real well, you always get that idea of somebody's failing because you always have this idea that you can blame. Right? I can blame. The other part of the marketing is just not giving me enough MQLs."

Paul Fuller

In this episode, you will be able to:

Discover how Sales can be a powerful form of Leadership.
Navigate the Sales Process with expert Wayfinding techniques.
Avoid common Mistakes in the Wayfinding journey of sales.
Uncover the impact of Applying Playbooks in Sales strategies.
Embrace Adaptability to excel in the Sales Process.

Navigating the Sales Process The concept of wayfinding is explored, likened to journeying through changing conditions and-charts a path to achieve sales goals. Fuller emphasizes the need for flexibility and adaptability in the face of changing global trends and circumstances. This approach, encapsulating cognizance of external variables, encourages sales professionals to be effective guides for their clients, navigating them from point A to point B.

The resources mentioned in this episode are:

Connect with Paul Fuller on LinkedIn to learn more about his work at Membrain and to stay updated on sales optimization tools and methodologies.
Explore Membrane's sales optimization tools to enable your sales team to improve their performance and achieve their goals.
Check out Kelly Starrett's book Becoming a Supple Leopard 2.0 and his YouTube channel for valuable insights on physical well-being and recovery, especially for back and hip issues.
Learn more about the OODA loop and its application in decision-making and competitive environments by exploring John Boyd's work.
Consider reaching out to Catalyst ACTS to discuss revenue frameworks and strategies for aligning marketing, sales, and success teams on definitions such as MQLs to drive better organizational alignment and performance.

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Who do you serve? Who has the problem that you solve for? Who is impacted by the problem you solve for? Who cares about those who have the problem, or are impacted by the problem you solve for? This happens in B2B & B2C. In B2C - the buyer typically has the problem, is impacted by the problem, and cares about the problem. In B2B - the buyer may be one or all three of these folks. In B2B - these questions may be looked at through the perspective of the type of organization AND the type of individual. Does a family operate like a B2C buyer? I'd argue that it depends. If mom is buying on behalf of the family - I'd say that's a little bit more like B2B. What do you think? Who do you serve?

Ways to work with Mike & Jen.

The Phoenix Club

Book Mike as a Speaker

Access the Catalyst A.C.T.S. Courses

Not sure where to start - Book a Clarity Call

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Launching a New Community for Growth and Connection Our goal with this is that any of the content that we share, any of the people that we bring in as speakers, any of the sessions that we have, someone will be able to take out at least one thing that applies to growth in their business, growth from a family perspective, or growth in self. - Mike Simmons

Relaunching the Phoenix Club

If you're feeling stuck in a cycle of trying to innovate on your own, only to find yourself hitting roadblocks and feeling frustrated, then you are not alone! Many entrepreneurs and professionals fall into the trap of thinking they can achieve success in isolation, only to realize that true growth comes from diverse collaboration. Instead of achieving the breakthroughs and progress they desire, they find themselves feeling stagnant and unable to reach their full potential. But there is a better way to foster innovation and achieve greater success, and it starts with building a diverse and collaborative community.

In this episode of the Find My Catalyst podcast, Mike & Jen dive into the importance of building a diverse and collaborative community for personal and professional growth. Jen shares her experiences and insights, emphasizing the value of connecting with individuals from different backgrounds and industries to foster creativity, innovation, and learning.

The conversation highlights the significance of mindset in driving success, as well as the need for continuous learning and adaptation. The guests' transparent and relatable discussion creates an open and encouraging environment for listeners, offering a glimpse into their plans for the Phoenix club and their vision for fostering growth among its members.

By tuning in, you'll gain valuable perspectives on building a supportive community, embracing change, and unlocking innovation in both personal and professional endeavors.

Embrace diversity Embracing diversity leads to the cultivation of a richer, more dynamic community. By inviting people with different backgrounds, experiences, and perspectives, we introduce a spectrum of ideas and viewpoints into the mix. This diversity fosters creativity, spurs innovation, and is key in building a multifaceted, collaborative community for growth.

Key Takeaways

Foster innovative solutions through diverse collaboration.
Achieve greater success by shifting your mindset for better outcomes.
Harness the power of positive thinking to propel your personal and professional growth.
Master the art of sales as a strategic thinking process.
Cultivate a growth mindset to unlock your full potential.

The resources mentioned in this episode are:

Join the Phoenix Club by visiting findmycatalyst.com to become a member and gain access to the community, events, and resources mentioned in the conversation.
Send a direct message to Mike Simmons or Jen Simmons on LinkedIn for more information about the Phoenix Club and how to get involved.
Follow Mike Simmons on social media platforms like LinkedIn, Instagram, or Twitter for updates and insights on community building, leadership, and growth.

Interested in the Phoenix Club?

Find more information here - https://www.findmycatalyst.com/the-phoenix-club

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So until you get there, definitely you should not automate and scale think because your reputation is behind the line here.

Wissam Tabbara

Tech-savvy CEO Wissam Tabbara reimagines sales with AI, aiming to revolutionize customer interactions while navigating the delicate balance of human expertise and automation.

Wissam Tabbara, a true technologist at heart, found himself deeply immersed in the ever-evolving journey of sales and B2B customer interactions. He realized that what worked in the past was no longer as effective, leading him to ponder how technology could be harnessed to solve these challenges at scale.

This sparked the birth of Truebase, Wissam's brainchild, aimed at leveraging AI in sales to enhance efficiency and personalize customer interactions at the top of the funnel.

His passion for engineering and systematic thinking led him to explore the intersection of revenue and AI, seeking ways to streamline processes and empower sales professionals with technology.

Wissam's journey is not just about leveraging technology for sales but also about understanding the human element in the sales process, seeking the perfect balance where automation and AI enhance human efficiency rather than replacing it.,

His expertise lies in bridging the gap between engineering and sales, advocating for a systematic approach to problem-solving and design thinking. With a keen eye for the intersection of revenue and AI, Wissam's insights offer valuable perspectives for sales professionals and business leaders looking to optimize customer interactions and enhance their sales strategies.

In this episode, you will be able to:

Uncover the intersection between AI and revenue to unlock untapped potential in sales.
Master the art of leveraging technology for B2B sales to stay ahead in the competitive market.
Streamline the sales process by harnessing the power of automation and AI for enhanced efficiency.
Embrace the future of technology with prompts as a new interface, revolutionizing sales interactions.
Harness AI tools for personalized sales communication to create meaningful connections with clients.

The resources mentioned in this episode are:

Wissam on Linkedin

truebase.io

https://www.findmycatalyst.com/podcast

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Fostering Connection: Designing Organizations for Collaboration With a profound realization, Mark Britz's journey took an unexpected turn, unveiling a hidden truth that challenges traditional workplace dynamics. As he delved deeper into the systemic issues, a compelling narrative emerged, shedding light on the barriers hindering collaboration and knowledge sharing. From his unique experiences and research, a fresh perspective on fostering a more connected and collaborative organizational culture unfolds, offering a glimpse into a future where knowledge sharing and collaboration reign supreme. But what will this newfound understanding mean for the future of organizational design and knowledge management?

Mark Britz is a renowned authority in organizational design and knowledge management. Drawing from his extensive background in education and instructional design, Mark brings a wealth of practical wisdom to the table. His engaging speaking style and insightful discussions have positioned him as a sought-after figure in the industry. Mark's dedication to nurturing collaboration and streamlining organizational processes has empowered numerous leaders to reevaluate their knowledge management strategies. Known for his knack for simplifying intricate concepts, Mark effortlessly connects with audiences across various levels. With his wealth of expertise and approachable nature, Mark continues to be a go-to source for those seeking to elevate collaboration within their organizational framework.

How do we get back to the core values of who we are? How do we get back to the core processes that made us a strong business in the first place? I'm talking about large businesses getting small again, so to speak. And that to me is optimistic because I think ultimately it leads back to people and importance and the value that people bring. - Mark Britz

In this episode, you will be able to:

Unlock the power of organizational design and knowledge management to drive success.
Overcome challenges in fostering internal collaboration for a more cohesive team.
Smooth out friction points in communication and collaboration for enhanced productivity.
Discover the impact of recognition and rewards for teamwork on organizational culture.
Navigate economic challenges and align with organizational priorities for sustainable growth.

Addressing communication friction points Effective communication is the cornerstone of a well-functioning organization. Yet, many companies stumble due to a competitive atmosphere that discourages open dialogue. This can be remedied by prioritizing a culture of trust and fostering an environment where employees feel secure in discussing their ideas and concerns. Furthermore, lean processes and clear guidelines can reduce confusion and enhance communication flow, fostering greater collaboration.

The resources mentioned in this episode are:

Check out Mark Britz's website at markbritz.com to stay updated on his speaking engagements and latest work.
Connect with Mark Britz on LinkedIn for regular updates and insights on social learning and organizational design.
Explore Social by Design, the book co-authored by Mark Britz, for practical insights on fostering social connections within organizations. The book is a quick read and offers valuable strategies for creating a more socially engaging environment.
Learn more about the events organized by The Learning Guild, where Mark Britz serves as the Director of Event Programming. These events provide opportunities to engage with industry experts and gain valuable knowledge on social learning and organizational design.
Share this podcast with individuals who would benefit from the insights shared by Mark Britz and Mike Simmons. Sharing the podcast can help spread valuable information and spark meaningful conversations about organizational design and social learning.

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What is your purpose? This is a tough question for many of us to answer. If you are struggling with answering the question, or are open to re-thinking your answer, this live podcast episode may help. What is my purpose? - Be a Catalyst for Change. What is your purpose? What gives you energy? What sucks the life out of you? When you plot the work you do, the places you spend your time, against the Energy Axis (X-Axis) - what do you see? Once you do this, and you look at those things through the lens of Impact (Y-Axis) - what do you see? Here's the link to the video.

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I think if I look back, even in the last 15 months, it's always really motivating to me to meet these leaders who recognize there needs to be a shift in how we sell and recognize that sometimes that message is best delivered by a peer and not an internal leader.

Jen Allen

Key Topics Discussed

Uncover the secrets behind effective sales leadership and motivation.
Discover the transformative impact of attending industry events.
Master the art of authentic sales communication for genuine connections.
Embrace the positive shift in sales methods for enhanced performance.

Jen Allen is a sought-after sales expert known for her authentic and impactful strategies.

With over 20 years of experience in selling to sales and marketing organizations, Jen brings a wealth of knowledge to the table. Her passion for empowering sales leaders and professionals shines through in her approach, as she emphasizes the importance of meaningful customer relationships and improved sales performance.

Jen's insights on sales kickoffs, leadership, events, and authenticity make her a valuable catalyst for change in the sales industry. Her engaging and relatable style makes her a trusted resource for those looking to elevate their sales game.

Episode Resources:

Jen Allen-Knuth on LinkedIn

Catch up on our last 3 episodes:

Leadership, Sales Process, Sales Training, and Deal Management - David Weiss - 356
45 Days to Kickstart 2024 - Game Plan 2023
Challenging Comfort Zones: The Path to Personal Growth with Letty Benavides

https://www.findmycatalyst.com/podcast

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www,findmycatalyst.com

Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

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Revolutionizing Sales Processes: Break Free from Traditional Stages - David Weiss

"The willingness to do painful, hard things causes learning. So, if you want to be successful, be willing to work harder and smarter than everyone else around you." - David Weiss

In this episode, you will be able to:

Master effective sales processes and deal management to boost your sales performance.
Gain valuable insights from military strategies applied in business for a competitive edge.
Explore impactful books on management and leadership for practical wisdom and inspiration.
Develop self-accountability in sales and business for personal and professional growth.
Uncover essential leadership development lessons to enhance your leadership skills.

My special guest is David Weiss. David Weiss is a seasoned professional with over 20 years of experience in sales processes and deal management.

He is recognized for his expertise in applying the MEDDPIC framework to sales motions, particularly inbound, budgeted, inbound, unbudgeted, and outbound categories.

Weiss emphasizes the significance of understanding the distinct approaches required for each category and stresses the importance of addressing blind spots in the sales process.

His practical insights focus on leveraging MEDDPIC as a tool for effective deal management, enabling sales professionals to enhance their sales forecasting accuracy.

Episode Resources:

David on LinkedIn

The Sales Collective

Deal Doc

Catch up on our last 3 episodes:

45 Days to Kickstart 2024 - Game Plan 2023
Challenging Comfort Zones: The Path to Personal Growth with Letty Benavides
Manage Like a Mother with Valerie Cockerell

https://www.findmycatalyst.com/podcast

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By connecting the dots between your work and your goals, and tracking your progress with metrics, you can ensure that you are making real and measurable progress towards your desired outcome. - Mike Simmons

In this episode you will learn:

The importance of systems in goal-setting and how they can supercharge your progress.
That clarity, strategy, and accountability are critical to your success
About our upcoming 45-Day Cohort

Episode Resources:

45-Day Cohort for Business Owners

45-Day Cohort for Individuals

www.findmycatalyst.com

Catch up on our last 3 episodes:

Challenging Comfort Zones: The Path to Personal Growth with Letty Benavides

Manage Like a Mother with Valerie Cockerell

Leading With Clarity: Boost Your Decision Making Skills Through Reflection with Matt Ferguson

https://www.findmycatalyst.com/podcast

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www,findmycatalyst.com

Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

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Seek out discomfort and challenge yourself daily. It's in pushing past your comfort zone that you'll discover your true potential and build the confidence to achieve your dreams. - Letty Benavides

In this episode you will learn:

How to unleash your potential and create a purposeful life
How to gain clarity and direction to accelerate your personal development
To embrace discomfort as a catalyst for growth

Letty Benavides

Letty Benavides is a respected coach and speaker in the field of personal growth and fulfillment. With a background in personal development, Letty has honed her expertise in embracing discomfort as a catalyst for personal growth. Through her own journey, she has discovered the power of courage and taking bold action in the face of challenges.

Episode Resources:

Letty on Instagram

Catch up on our last 3 episodes:

Manage Like A Mother with Valerie Cockerell

Leading with Clarity: Boost Your Decision-Making Skills Through Reflection with Matt Ferguson

Simplify Decision-Making with Strategy and Tools

https://www.findmycatalyst.com/podcast

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Instagram

YouTube

Twitter

www,findmycatalyst.com

Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

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"Just get experience" - Valerie Cockerell

In this episode you will learn:

Gain a new perspective on parenting and leadership by embracing the importance of letting go and allowing independence.
Discover the transformative power of establishing structure and organization in writing a book, unlocking your full potential as an author.
Empower children and employees to excel by providing opportunities for independent learning and exploration, fostering growth and innovation.
Enhance your leadership skills by embracing the importance of letting go and allowing independence in parenting and leadership roles.
Discover the value of establishing structure and organization in your writing, and unlock the potential to write a book that captivates and inspires.
Learn the art of accepting imperfection and gain the confidence to know when to finalize a project, leading to greater productivity and satisfaction.
Provide children and employees with the freedom to explore and learn independently, fostering growth, creativity, and motivation.
Break down silos within your organization and foster communication and collaboration, leading to improved teamwork, innovation, and overall success.

Valerie Cockerell

Valerie is a mother, daughter, speaker, leader, and the author of "Manage like a Mother."

Born and raised in France, Valerie brings a unique perspective to the topic of managing like a mother. With her extensive experience in leadership and her own personal journey as a mother, Valerie offers valuable insights and practical advice to help leaders and professionals enhance their leadership skills and find a better work-life balance.

Her book, which is set to release on October 10th, is a labor of love that took her over a year and a half to complete. Through her writing, Valerie aims to share her wisdom and experiences to help others navigate their careers and find success.

Episode Resources:

Valerie on LinkedIn
Cockerell Consulting
Manage Like a Mother

Catch up on our last 3 episodes:

Adversity, Control and Compartmentalizing

Podcasting, Entrepreneurship, Masterminds, Authenticity and Attraction with Lou Mongello

Origin Story

Connect With Us!

Instagram

YouTube

Twitter

www,findmycatalyst.com

Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

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“If I'm not getting fired up, then am I just kind of buying time and just going through the motions?”

Matt Ferguson

In this episode you will learn:

Gain the confidence to know when it's time to leave a company and navigate challenging relationships with difficult bosses or leaders.
Evaluate your personal growth and belief in the product or service being sold, leading to a clearer understanding of your career path.
Cultivate continuous learning and growth in your current role, unlocking new opportunities and expanding your skills.
Utilize an energy-impact matrix to guide decision-making, ensuring you make choices that align with your values and priorities.
Recognize and overcome the fear of change, empowering yourself to make bold decisions and pursue fulfilling roles.

Matt Ferguson

Matt is the founder of MDF Coaching and Consulting. He helps Sales Leaders and Reps Drive Predictable Sales, and New Sales Managers Turn their Sales Process into a Leadership Process.

Episode Resources:

Matt on Linkedin

GAME Plan Readiness Assessment

Catch up on our last 3 episodes:

Adversity, Control and Compartmentalizing

Podcasting, Entrepreneurship, Masterminds, Authenticity and Attraction with Lou Mongello

Origin Story

Connect With Us!

Instagram

YouTube

Twitter

www,findmycatalyst.com

Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

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In this episode you will learn:

How to simplify decision making by clarifying your strategy
How to simplify decision making by using a 2x2

Episode Resources:

Catalyst G.A.M.E. Plan Notebook

If you are struggling with a transition. Working through change. Lack a system or process. Know that there is something better but don’t know where to start.

We have something for you.

Tools
Process
Frameworks
Thinking by design

I’m available 1:1 for coaching 1:small in a workshop, facilitated discussion environment, or fractional role. 1:Many via speaking.

I want to help you find your catalyst, and take that next step.

https://www.findmycatalyst.com/

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“We have taught one another terribly when it comes to what leadership/management means.” Dan Pontefract

In this episode you will learn:

How data can shift your perspective when thinking about balance - at work, at home, and with self.
A new way to integrate our personal and professional lives
Work and Life factors that contribute to our blooming, budding, stunted, or renewal state

Dan Pontefract

With a thriving curiosity and a heart bursting with empathy, Dan Pontefract is the epitome of a benevolent nerd.

Dan's knack for understanding the dynamics of leadership in high-stress environments has made him a respected figure in this field. Seamlessly blending business strategy with empathy, Dan's approach was honed during his time at SAP, where he was part of the incredible team that improved the company culture. His insights on transparent communication and self-awareness are lauded for their practicality and foresight and his ability to balance family life and work resonates with leaders.

Episode Resources:

www.worklifebloom.com

Work-Life Bloom Assessment

Catch up on our last 3 episodes:

Adversity, Control and Compartmentalizing

Podcasting, Entrepreneurship, Masterminds, Authenticity and Attraction with Lou Mongello

Origin Story

Connect With Us!

Instagram

YouTube

Twitter

www,findmycatalyst.com

Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

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In this episode you will learn:

Two things that are always in your control - Attitude & Effort.
The importance of compartmentalizing and moving forward
Some questions you can ask to determine next logical steps

Episode Resources:

Catalyst G.A.M.E. Plan Notebook

If you are struggling with a transition. Working through change. Lack a system or process. Know that there is something better but don’t know where to start.

We have something for you.

Tools
Process
Frameworks
Thinking by design

I’m available 1:1 for coaching 1:small in a workshop, facilitated discussion environment, or fractional role. 1:Many via speaking.

I want to help you find your catalyst, and take that next step.

https://www.findmycatalyst.com/

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"I think as entrepreneurs, we need to build a real relationship with our audience, focusing on one-on-one connections instead of just chasing numbers."

Lou Mongello

In This Episode You Will Learn:

Learn to shift your perception of failure and view it as a learning catalyst, enhancing personal development.
How to cultivate meaningful relationships with listeners and audiences at various events, enhancing engagement.
The importance of authenticity and its impact on attraction.
How community and enagement can drive creativity and learning.
Why it's important to be genuinely interested in caring at scale.

Lou Mongello

Lou is a keynote speaker, coach, and content creator on a mission to share the magic of Disney and help entrepreneurs build their brand and business.

He specializes in helping organizations leverage customer service strategies from Disney, and I love bringing unique and impactful “Disney magic” to events, companies, and schools.

Episode Resources:

Lou Mongello's Momentum Conference - USE Catalyst200
Lou Mongello
WDW Radio
This episode is brought to you by the G.A.M.E. Plan Notebook

Catch Up On Our Last 3 Episodes:

Origin Story and What's Next with Mike Simmons
Marketing with Cassie Tucker
Podcasting & Sales - How They Go Together with Collin Mitchell

If you'd like information about Golf and Sales - check out this episode.

Micro Events with Jeff Bajorek, Scott Leese and Larry Long Jr.

Connect With Us!

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What is your Origin Story?

How has in informed your business & how you have adapted your approach?

What's Next? What Problems do you Solve? Who do you serve?

These are just a couple of the question we go deep on in this special episode of the Podcast.

What happens when you combine

…a move from the East to the west as a freshman in high school.

Starting at ASU at 17.

Going from…

UPS to Smartforce
SkillSoft to Safari
OReilly to Catalyst

Not wanting attention to wanting affirmation

Hockey to Football to Golf

Builder and rebuilder

From erector sets and lincoln logs to legos and cable boxes (🤫)

Oldest of seven to family of 4 + some k9s.

Curious, focused on continuous learning, deep thinker, and doer.

This is some of the experience that built me.

———————

So - allow me to re-introduce myself.

I’m Mike Simmons - some of the words that come to mind when folks here my name in conversation.

Sales
Coach
Resilient
Persistent
Dedicated
Genuine
Listener
Amazing Questions
Clarity
Simple
Strategy
Execution

We’ve shifted the business to focus on the individual first. Building culture and leadership from the front line. We believe this will positively impact revenue and execution in your business.

If you are struggling with a transition. Working through change. Lack a system or process. Know that there is something better but don’t know where to start.

We have something for you.

Tools
Process
Frameworks
Thinking by design

I’m available 1:1 for coaching
1:small in a workshop, facilitated discussion environment, or fractional role.
1:Many via speaking.

I want to help you find your catalyst, and take that next step.

https://www.findmycatalyst.com/

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“The biggest thing that I think businesses get wrong is they try to be a little bit too cute or clever or fun with their message and the clear message inside of that fun nature ends up getting lost and we confuse the customer.” - Cassie Tucker

In This Episode You Will Learn:

how strategic marketing coupled with a flexible mindset can be a game-changer.
about the tools and strategies that can transform your marketing efforts.
the importance of aligning marketing, sales and customer success.

Cassie Tucker

Cassie Tucker is an ever-curious entrepreneurial mind in strategic marketing. Known for her ability to translate grand marketing strategies into manageable steps, Cassie also emphasizes cultivating a flexible mindset – a valuable asset for both personal and professional growth.

Episode Resources:

Cassie on LinkedIn

This episode is brought to you by the G.A.M.E. Plan Notebook

Catch Up On Our Last 3 Episodes:

Strategies for Creating Valuable Content that Ranks with Seth Goldstein

Podcasting & Sales - How They Go Together with Collin Mitchell

Micro Events with Jeff Bajorek, Scott Leese and Larry Long Jr.

Connect With Us!

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YouTube

Twitter

www,findmycatalyst.com

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"Write good content for the human, not the silicon space." - Seth Goldstein

In this episode you will learn:

The importance of updating pages/posts that are getting the most traffic
That SEO is a long-term game. If you are getting results, don't stop.
That everyone goes through the same stuff you are going through, no one’s an overnight success.

Seth Goldstein

Seth Goldstein has a versatile creative mind with a passion for digital technology and its influence on businesses. As the host of Entrepreneurs Enigma podcast and foremost creative designer, Seth has skillfully navigated the ever-evolving digital landscape. With an emphasis on creating high-quality, human-focused content, he enables businesses to attract their desired audience and extend their digital imprint. His approach to content creation is refreshingly human and engaging, a quality that noticeably sets him apart.

Episode Resources:

Goldstein Media

Entrepreneur’s Enigma Podcast

Catch up on our last 3 episodes:

Podcasting & Sales - How They Go Together with Collin Mitchell

Micro Events with Jeff Bajorek, Scott Leese and Larry Long Jr.

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

Connect With Us!

Instagram

YouTube

Twitter

www.findmycatalyst.com

Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

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If you're in sales, having a podcast is a great idea. You don't have to overthink it. It doesn't have to be like the highest production value. And it literally doesn't matter if anybody listens because you will become a better seller just through consistently being a podcaster.

- Collin Mitchell

In this episode you will learn:

How active listening can skyrocket your podcasting and sales success.
About how unique and authentic connections can add substantial value to your podcasting efforts.
The power of mindfulness and meditation in fostering personal and professional growth.

Collin Mitchell

Collin Mitchell is a sales leader with an ability to decode complex sales problems. He is the vice president of Sales and Managing Partner of Leadium, and author of upcoming book, Outbound Simplified.

Episode Resources:

Sales Transformation Podcast

Catch up on our last 3 episodes:

Micro Events with Jeff Bajorek, Scott Leese and Larry Long Jr.

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

Keys to Success in Sports, Business and Life with Will Shaw

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Instagram

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Twitter

www,findmycatalyst.com

Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

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"Vulnerability is something that we probably don't talk about often enough in sales. That you have to be able to and willing to let your guard down in order to allow other people to let their respective guards down. So you can actually make the changes that you need to make"

Larry Long Jr.

"It provides the opportunity for what I believe to be the magical sweet spot of rest, relaxation and business productivity. You're getting enough of both that both of those cups are full"

Scott Leese

"We talk about how important it is to have that kind of moment, to step away. I'm getting ready to step away from my business for a couple of weeks here, and it's not until I do that stuff that I recognize the value of it"

Jeff Bajorek

"It provides that space, that we're all talking about. That space to let go that space to be creative, that space to listen to others and the things that they're going through and work through those things as a way to get out of my own stuff"

Mike Simmons

Micro Events and Golf and Sales round II are my Catalysts this week. Jeff, Larry, and Scott join me to discuss community, learning, golf and sales.

This episode is brought to you by Golf and Sales. A leadership and sales retreat for professionals who are working through tough challenges in leadership, sales, and growth.

In this episode you will learn:

How vulnerability and community create deeper relationships.
How you can combine rest, personal development, and business in a single event
Our plans for Golf and Sales Round II in October.

Golf and Sales round II is in October is at Southern Pines, North Carolina. 10-11 through 10-14, check out golfandsale.com for more information.

Episode Resources:

Golf and Sales - Round II

Catch up on our last 3 episodes:

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

Keys to Success in Sports, Business and Life with Will Shaw

NSA Influence -First Time Experience with Mike Simmons

Connect With Us!

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YouTube
Twitter
LinkedIn
www.findmycatalyst.com

Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

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"Every time I make a connection, I know that I'm making two people's days better." - Adam Pasch

In this episode you will learn:

The key role relationship-building plays in bringing about productive sales and prosperous partnerships.
How effective communication practices can pave the way to understanding and addressing your customer's difficulties.
The benefits of utilizing personal networks for fostering trust and encouraging informed decision-making.

Adam Pasch

Adam Pasch is a dynamic relationship builder with a keen understanding of the intricate complexities of the tech sales industry. Drawing on a decade of experience with the Department of Defense, Adam has developed a pragmatic approach to kick-starting problem solving — one that is rooted deeply in networking and leveraging meaningful relationships.

He stresses the importance of playing the long game, prioritizing lasting connections over short-term targets. As a strategist who values relevance over relentless pursuit, Adam’s perspective provides refreshing advice for sales teams striving for impactful results.

Episode Resources:

Adam on LinkedIn

Catch up on our last 3 episodes:

Keys to Success in Sports, Business, and Life with Will Shaw

NSA Influence - First Time Experience with Mike Simmons

Harnessing The Power of AI Tools with Dr. Lisa Palmer

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"Find a way to be above and beyond the status quo to accelerate your own performance." - Will Shaw

In this episode you will learn:

Strategies to cultivate a mentality of unwavering resilience, aiding you to tackle life's ups and downs effectively.
The value of individual and collective responsibility in boosting performance and productivity.
That role adversity, process, accountability and guiding principles play in success in sports, business and life.

Will Shaw

Will Shaw has brilliantly transitioned from his days as an NFL football player to the exciting world of entrepreneurship. Will's hard work and dedication, which were evident on the field, didn't end when he traded his jersey for a business suit.

As the CEO of Better Agency, Will has demonstrated that the strategic thinking, teamwork, and resilience honed in sports can be leveraged for success in the business arena.

Episode Resources:

Will Shaw on Twitter

Will Shaw on LinkedIn

Catch up on our last 3 episodes:

NSA Influence 2023 - key takeaways with Mike Simmons
Harnessing the Power of AI Tools with Dr. Lisa Palmer
Boost Your Video Sales Skills with Chris Bogue

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"Speaking is an act of service. When you're around people who have a want to, and a desire to, serve. You can feel it in the energy that they give off. In the conversations that you have with them."

Mike Simmons

I'm comming off the high of my first NSA Influence conference. You always remmember your first, and this was definitly an amazing experience. I'll share a couple of the lesson learned, some areas of focus in the near term, and a quick discussion with Todd Caponi.

In this episode you will learn:

Key takeaways from Influence 2023
3 questions that Mike is currently working through
How Mike is applying the G.A.M.E. Plan to achieve his speaking goals.

Episode Resources:

Catalyst G.A.M.E. Plan Notebook
Episode 311 with Todd Caponi

Catch up on our last 3 episodes:

Harnessing the Power of AI Tools with Dr. Lisa Palmer
Boost Your Video Sales Skills with Chris Bogue
Building Business Connections with Vincent Pugliese

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“The thing that I really like to encourage people to do is to think of AI as a partner in your life, in your work, and not to think of it as the enemy.” - Dr. Lisa Palmer

Dr. Lisa Palmer

Dr. Lisa Palmer is a proponent of emerging technology and an enthusiast in the field of artificial intelligence. She is passionate about harnessing the power of AI to propel the future of innovation and to break predicted patterns. Having completed her doctorate in AI, she dedicates her expertise to help individuals and businesses overcome their fears and apprehensions tied to this technology.

This episode will help you:

Enhance your understanding of how Artificial Intelligence can work in tandem with human ingenuity to create unprecedented value.
Tackle resistance and thrive on change in the dynamic tech environment.
Bring clarity to the advantages of AI tools

Episode Resources:

Lisa’s website

Lisa on LinkedIn

Catch up on our last 3 episodes:

Boost Your Video Sales Skills with Chris Bogue

Building Business Connections with Vincent Pugliese

AIR: A Blueprint for Sales & Business Success

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Twitter

www,findmycatalyst.com

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“All communication, all storytelling, has some kind of rhythm to it.” - Chris Bogue

Chris Bogue

Chris Bogue is a dynamic go-to specialist when it comes to producing engaging video content that commands attention and drives viewers to take action. Chris's experience in television and working alongside successful content creators has gifted him invaluable knowledge on how to optimize video content for maximum engagement and impact.

In this episode you will learn:

Start in the middle of a story to pique interest from the start.
Utilize various sources of feedback for refining and elevating your content
Create videos that not only inform but also entertain your audience.

Episode Resources:

Chrisbogue.io

Chris on LinkedIn

Chris Sells His Soul on Spotify

Catch up on our last 3 episodes:

Building Business Connections with Vincent Pugliese

AIR: A Blueprint for Sales & Business Success

Read This or Die with Ray Edwards

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Twitter

www,findmycatalyst.com

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“The doors that have opened, the opportunities that have happened, the stories that I get to tell, it all comes from the connections that I've been able to make and the people that have been so generous to open up worlds to me.” - Vincent Pugliese

Vincent Pugliese

Vincent Pugilese is a renowned entrepreneur and top-notch author, who has excelled in his field by tapping into the immense potential of focused networking. Vincent has gained immense experience in establishing meaningful connections with others to attain joint success. In his insightful book, The Wealth of Connection, Vincent shares valuable advice for solopreneurs and small business owners who aspire to build impactful relationships and succeed in their ventures.

In this episode you will learn:

The vital elements of entrepreneurial accomplishment and business growth.
How to unravel the blueprint to building a self-reliant income that propels your financial freedom.
The importance of networking and cultivating meaningful relationships

Episode Resources:

https://totallifefreedom.com

The Wealth of Connection: A New Approach To Making Business Personal

Catch up on our last 3 episodes:

AIR: A Blueprint for Sales & Business Success

Read This Or Die with Ray Edwards

Experience Mindset with Tiffani Bova

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Twitter

www,findmycatalyst.com

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“The doors that have opened, the opportunities that have happened, the stories that I get to tell, it all comes from the connections that I've been able to make and the people that have been so generous to open up worlds to me.” - Vincent Pugliese

Vincent Pugliese

Vincent Pugilese is a renowned entrepreneur and top-notch author, who has excelled in his field by tapping into the immense potential of focused networking. Vincent has gained immense experience in establishing meaningful connections with others to attain joint success. In his insightful book, The Wealth of Connection, Vincent shares valuable advice for solopreneurs and small business owners who aspire to build impactful relationships and succeed in their ventures.

In this episode you will learn:

The vital elements of entrepreneurial accomplishment and business growth.
How to unravel the blueprint to building a self-reliant income that propels your financial freedom.
The importance of networking and cultivating meaningful relationships

Episode Resources:

https://totallifefreedom.com

The Wealth of Connection: A New Approach To Making Business Personal

Catch up on our last 3 episodes:

AIR: A Blueprint for Sales & Business Success

Read This Or Die with Ray Edwards

Experience Mindset with Tiffani Bova

Connect With Us!

Instagram

YouTube

Twitter

www,findmycatalyst.com

Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

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“When you're building a product or a business, for that matter, a business is just a business or a product is just a product until someone or something gives it meaning.” - Cassie Tucker

AIR - Courting of a Legend

This week, Cassie Tucker joins Mke to discuss key lessons from AIR, that apply to business, life, and sales. AIR, is the recent movie directed by Ben Affleck, that covers the courting of Michael Jordan into the NIKE brand.

Cassie Tucker

Cassie is a highly-regarded marketing strategist and branding expert, known for her innovative approach to helping entrepreneurs create meaningful connections with their customers. With years of experience working with emerging businesses, Cassie brings a wealth of knowledge on creating memorable brands that resonate with target audiences.

A true believer in the power of storytelling, she understands the importance of crafting powerful narratives to drive sales and forge emotional connections with consumers.

In this episode you will learn:

The impact of an authentic, meaningful and emotional brand narrative and story.
The importance of understanding your competitors and setting expectations.
The benefits of joining forces and capitalizing on individual strengths.

Episode Resources:

Cassie on LinkedIn

Cassie on Instagram

Ford vs. Ferrari episode with Jeff Bajorek

Catch up on our last 3 episodes:

Read This or Die with Ray Edwards

Experience Mindset with Tiffani Bova

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

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Twitter

www,findmycatalyst.com

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“Integrity becomes important to you when you realize it may be one of the last things you have any control over. We can be in integrity instantly when we own up to, and fess up to, where we really are, as opposed to where we want people to think we are mentally, emotionally, physically, financially.” - Ray Edwards

Ray Edwards

Ray Edwards is a renowned copywriter and a friend. Ray's incredible journey of overcoming adversity and embracing life has been nothing short of inspiring. From redefining his identity to learning how to live the best possible life with Parkinson's, Ray has shown immense courage and resilience. He is the author of Read This or Die and How to Write Copy That Sells.

In this episode you will learn:

How to master the PASTOR framework to enhance your writing and marketing skills.
How cultivating integrity and positive self-talk for personal growth and success is vital.
About Ray's experience with groundbreaking surgery for Parkinson's treatment.

Episode Resources:

Read This or Die on Amazon

How to Write Copy That Sells on Amazon

Episode 238 of the Find My Catalyst podcast - Ray Edwards - Copywriting, Sales and Coffee

Catch up on our last 3 episodes:

Experience Mindset with Tiffani Bova

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

Slap Shots and Sales Strategies with Jacquelyn Nicholson

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Twitter

www.findmycatalyst.com

Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

How to Write Copy That Sells: The Step-By-Step System for More Sales, to More Customers, More Often

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"We wanted to understand what were the key attributes within the employee that had the greatest impact on customer. Trust was one of them"

Tiffany Bova

Tiffani Bova is a Growth Evenagilist at Salesforce and a 2x Author. She has over 30 years of experience in the technology industry, specializing in customer and employee experiences. Tiffani has led teams in various settings, from startups to Fortune 500 companies, and understands the importance of nurturing positive experiences for both customers and employees.

She is the author of The Experience Mindset.

In this episode you will learn:

How to discover the significance of merging employee and customer experiences for mutual growth.
How to declutter technological processes while enhancing data management.
Foster a culture of innovation to propel your business beyond the competition.

Episode Resources:

Tiffani on LinkedIn

Tiffani on Twitter

Tiffani on Instagram

What’s Next Podcast

The Experience MIndset

Catch up on our last 3 episodes:

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

Slap Shots and Sales Strategies with Jacquelyn Nicholson

Breaking Through Goal-Setting Roadblocks

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www.catalystsale.com

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“Temporary failures carry lessons that we can then apply to what we're going off to do next. That's how we win.” Dan Bradley

Dan Bradley

Dan Bradley made a name for himself in the entrepreneurial world after transitioning from the public sector into the private sector. As the CEO of CATI Striping and Coating, Dan has taken his company from a two-person operation to a growing team that's built on strong core values and a solid culture. With a background in the Air Force and unique insights into leadership and people management, Dan is the perfect person to discuss how to create a culture around core values and maintain them for entrepreneurial success.

In this episode you will learn:

The key aspects of people management and team building for success.
The method of instilling a culture guided by fundamental values and their maintenance.
The connection between military experience and the skills needed for entrepreneurship and networking.

Episode Resources:

Dan on LinkedIn

Dan’s email - dbradley@catistriping.com

CATI Striping

Catch up on our last 3 episodes:

Slap Shots and Sales Strategies with Jacquelyn Nicholson

Breaking Through Goal-Setting Roadblocks

Transform Your Life with Jerry Dugan’s Five F’s Approach to Intentional Living with Jerry Dugan

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Twitter

www.findmycatalyst.com

Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

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"If this hasn't convinced you to at least start watching playoff hockey, I've got nothing for you. But it's worth getting in and seeing the energy." Jacquelyn Nicholson

Jacquelyn Nicholson

Jacquelyn is an expert in sales and a devoted hockey fan. Born and raised in Illinois, Jacquelyn has been cheering for the Chicago Blackhawks since she was a little girl. Over the years, she has attended numerous hockey games, including playoff matches, and has made it her mission to convert non-hockey fans into enthusiastic supporters. Jacquelyn's love for the sport has enabled her to connect with other sales professionals, creating a unique bond that transcends the world of sales. Her ability to merge her passion for hockey with her professional life has led to the formation of a tight-knit community of like-minded individuals.

In this episode you will learn:

How to draw parallels between hockey strategies and sales techniques for improved performance.
The powerful impact of team loyalty and leadership in achieving greatness.
The appeal and thrill of playoff hockey.

Episode Resources:

Jacquelyn on LinkedIn

Catch up on our last 3 episodes:

Breaking Through Goal-Setting Roadblocks

Transform Your Life With Jerry Dugan’s Five F’s Approach to Intentional Living

Unlocking Tech Opportunities with Casey Kossack

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Twitter

www.catalystsale.com

Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

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“When you start deconstructing goals into smaller pieces, I think that most people realize that they actually are pretty goal oriented and can design for success.” -Mike Simmons

In this episode, you will:

Get acquainted with the Catalyst Sale game plan system for streamlined goal setting and achievement.
Discover how self-reflection and recognizing personal values and purpose contribute to your success.
Understand the power of feedback and community dynamics for continuous growth and learning.

Episode Resources:

Clearing Our Head Before Setting Goals Webinar

Find My Catalyst Project Lab

Catch up on our last 3 episodes:

Transform Your Life with Jerry Dugan’s Five F’s Approach to Intentional Living

Unlocking Tech Opportunities with Corey Kossack

The Power of Manifestation and Self-Awareness with Sharath Kuruganty

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Twitter

www.catalystsale.com

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“Take a step towards living the life you've always dreamed of without losing your faith or the family or your health or career in the process.” - Jerry Dugan

Jerry Dugan

Jerry Dugan is a passionate advocate for living life with intention and balance. As the author of "Beyond the Rut" and host of the podcast of the same name, Jerry has made it his mission to help individuals create a life they've always dreamed of without sacrificing their faith, family, health, or career. Drawing from his diverse experiences, including serving as a medic in the military and working in learning and development, Jerry brings a unique perspective to the conversation on personal growth. Join host Mike Simmons as he and Jerry discuss the importance of regularly evaluating life using the Five F's for intentional living.

In this episode you will learn:

The value of joining coaching groups to enhance accountability and gain support.
The significance of work-life balance and health in professional journeys.
The Five F's method for assessing and redefining life's priorities through intentional living.

Episode Resources:

Beyondtherut.com

Catch up on our last 3 episodes:

Unlocking Tech Opportunities with Corey Kossack

The Power of Manifestation and Self-Awareness with Sharath Kuruganty

Mastering Mental Resilience in Business with Paul Reilly

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Twitter

www.catalystsale.com

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"We could do so much more with the talent we have if our minds could be open." - Corey Kossack

Corey Kossack

Corey Kossack, the groundbreaking CEO of Aspireship, has made it his mission to help professionals transition into customer-facing tech roles. His insights on how to help individuals navigate the complex landscape of tech careers have earned him a reputation as a thought leader in the industry.

In this episode you will learn:

How to get on the path to transition into customer-facing tech roles through Aspireship.
The art of designing engaging learning experiences for career development.
How embracing customer success drives better results in SaaS companies.

Episode Resources:

Corey on LinkedIn

Aspireship.com

Catch up on our last 3 episodes:

The Power of Manifestation and Self-Awareness with Sharath Kuruganty

Mastering Mental Resilience in Business with Paul Reilly

Revolutionize Your B2B Marketing Strategy with Nelson Gilliat

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YouTube

Twitter

www.catalystsale.com

Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

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“Manifestation is something I practice on a regular basis, and it's all about taking simple steps towards your goals with minimal expectations.” - Sharath Kuruganty

Sharath Kuruganty

Sharath Kuruganty, a founder and head of Community at Threado, is a startup enthusiast who has experienced the roller coaster journey of failures and successes. As the host of the Undefeated Underdogs podcast, he enjoys sharing his insights on the challenges founders face and the lessons he's learned along the way. With a strong belief in self-awareness and manifestation, Sharath has honed his skills to bounce back from setbacks and pivot towards better opportunities.

In this episode you will learn:

How using self-awareness, manifestation and gratitude can enhance your journey to success.
How to turn setbacks into opportunities by learning from failures and pivoting towards promising avenues.
That balancing ambition, detachment, and long-term strategies will strengthen your entrepreneurial mindset.

Episode Resources:

Sharath on Twitter

Sharath on LinkedIn

Undefeated Underdogs Podcast

Catch up on our last 3 episodes:

Mastering Mental Resilience in Business with Paul Reilly

Revolutionize Your B2BMarketing Strategy with Nelson Gilliat

Navigating Revenue Challenges with Mary Grothe

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Twitter

www.catalystsale.com

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"Having that resilient mindset is so critical in moving forward." - Paul Reilly

Paul Reilly

Paul Reilly is a renowned speaker, sales trainer, and author. He has dedicated his career to helping businesses and professionals excel through value-based competition. As the creator of the signature program Value Added Selling, Paul's mission is to assist companies in navigating difficult times and achieving greater profitability. In his latest book, Selling Through Tough Times, Paul combines his expertise in sales with mental resilience to provide invaluable guidance for entrepreneurs, salespeople, and business owners facing challenging circumstances.

In this episode you will learn:

The importance of developing mental toughness for driving prosperity in sales and business ventures.
How to navigate adverse conditions with grounded optimism, conquering obstacles.
The reason why having hope is critical when going through tough times

Episode Resources:

Paul on LinkedIn

Toughtimer.com

Catch Up On Our Last 3 Episodes:

Revolutionize Your B2BMarketing Strategy with Nelson Gilliat

Navigating Revenue Challenges with Mary Grothe

Crafting Compelling Stories and Strategic Narrative with Chris Watson

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Twitter

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“It's marketing's job to generate leads for sales and sales job is to help those buyers." - Nelson Gilliat

Nelson Gilliat

Nelson Gilliat is a seasoned expert in B2B marketing and the founder of Marketing Led Growth, a company that champions the buyer-centric revenue model. With a keen understanding of modern buyer preferences and technology, Nelson has helped businesses adapt their sales and marketing strategies to better serve their customers. Nelson is also the host of the Buyer-Centric Revenue Model podcast, where he shares his insights and experiences with other marketing professionals, making him an influential voice in the B2B marketing world.

In this episode you will learn:

The importance of mastering the art of a buyer-centric revenue model in B2B marketing.
How to strengthen the effectiveness of marketing to generate high-quality leads, customers, and user engagement.
How to bridge the gap between marketing and sales teams for a seamless, collaborative buying experience.

Episode Resources:

Nelson on LinkedIn

Buyercentricrevenue.com

Marketing Led Growth book

The Buyer Centric Revenue Model Podcast

Catch up on our last 3 episodes

Navigating Revenue Challenges with Mary Grothe

Crafting Compelling Stories and Strategic Narrative with Chris Watson

How I’ve Failed

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“A CRO is a holistic revenue leader. They are not a glorified sales leader. They own all of revenue and they have to be able to see the entire customer lifecycle from ultra top of funnel brand awareness into the marketing funnel, into the sales funnel, into the purchase point, through implementation, adoption, retention, expansion and advocacy. A great CRO owns this and understands it.” Mary Grothe

Guest Bio

Mary Grothe is a multi-talented entrepreneur and the CEO of House of Revenue, specializing in the holistic diagnosis and resolution of complex revenue challenges. With a strong background in sales and marketing, Mary has successfully led teams in scaling businesses past their initial growth stages. As a three-time founder, she possesses extensive knowledge and experience in navigating the unique challenges that CEOs face. Mary is also the host of the thought-provoking Destination Remarkable podcast, where she shares her insights and wisdom to help businesses achieve their full potential.

In this episode you will learn:

How to embrace adversity and transform it into a catalyst for personal and spiritual growth.
To nurture a supportive culture that makes collaboration the cornerstone of lasting success.
To enhance your problem-solving skills by applying a holistic perspective to revenue issues.

Episode Resources:

MaryGrothe.com

Mary on LinkedIn

Mary on Twitter

Mary on Instagram

EMail Mary

Catch up on our last 3 episodes:

Crafting Compelling Stories and Strategic Narrative with Chris Watson

How I’ve Failed

Unpacking Content Marketing with Brooklin Nash

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Twitter

www.catalystsale.com

Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

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“If you're a leader, I would highly, highly motivate you to look at narrative, strategic narrative, because your story is your strategy." Chris Watson

Chris Watson, is an innovative entrepreneur and strategic narrative expert. Chris has a unique ability to create immersive experiences that leave lasting impressions. With a focus on disrupting the traditional event structure, Chris aims to create shared experiences that facilitate genuine connections. His passion for storytelling and the power of story listening drives his success in helping sales professionals create deeper connections with their audience.

In this episode you will learn:

The importance of creating authentic connections with clients
The importance of strategic narrative
The importance of compelling your audience and your team to action

Episode Resources:

Craft and Compel

Chris Watson on LinkedIn

Catch up on our last 3 episodes:

How I’ve Failed

Unpacking Content Marketing with Brooklin Nash

Who’s Your Mike with Kurt Wilkin

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Twitter

www.catalystsale.com

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"It's ok to fail. Pick yourself up, reflect and assess. Don't make the same mistake over and over again"

In this episode you will learn: (list 3)

My first PIP - the first and last time I was put on a performance improvement plan.
Failure in Hiring & Firing - the first failure (failure to assess), led to the next failure (hiring too early, and the last failure (having to let folks go)
Failure to Lead - specifically a failure to lead self, led to a failure to lead other.

Episode Resources:

The GAME Plan

Catch up on the last 3 episodes:

Unpacking Content Marketing with Brooklin Nash

Who’s Your Mike with Kurt Wilkin

Brand Evangelism, Self-Awareness and Clarity with Alexis Scott

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Instagram

YouTube

Twitter

www.catalystsale.com

Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

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“I don't think content marketing and inbound are synonymous anymore. I think content marketing can support a whole lot more of the go to market than just top of funnel bringing leads inbound. I mean, they can touch sales enablement, customer marketing, field marketing, social media.” - Brooklin Nash

Brooklin Nash

Brooklin Nash is the co-founder of Beam, a content marketing business committed to creating content that is not boring. He has nine years of experience in freelancing, content marketing, and go-to-market strategy.

In this episode you will learn:

How content marketing can support more aspects of a go-to-market plan than just inbound marketing
The importance of establishing processes for consistent workflow
The benefits of outsourcing content marketing to an agency

Episode Resources:

Brooklin on Linkedin

@realBrookNash on Twitter

Beamcontent.co

Catch up on our last 3 episodes:

Who's Your Mike with Kurt Wilkin

Brand Evangelism, Self-Awareness and Clarity with Alexis Scott

Community, Learning, Golf and Sales with Jeff Bajorek, Scott Leese and Larry Long Jr.

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Instagram

YouTube

Twitter

www.catalystsale.com

Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

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"Most entrepreneurs are reactive with their hiring, but I'm more of a big picture guy. I want to have more of a strategy. So we've developed a strategic approach to recruiting, including assessing your existing team against a future state chart." - Kurt Wilkin

Kurt Wilkin

Kurt Wilkin is the co-founder of HireBetter and author of Who's Your Mike? His book explores the characters entrepreneurs encounter in their journey to success.

In this episode you will learn:

How a strategic approach to recruitment can help entrepreneurs solve tough hiring problems
Why you should be wary of hiring people to be a “quick fix.”
The potential pitfalls of promoting from within

Episode Resources:

Whosyourmike.com

Who’s Your Mike Quiz

HireBetter.com

Kurt on Twitter

Kurt on LinkedIn

Catch up on our last 3 episodes:

Brand Evangelism, Self-Awareness and Clarity with Alexis Scott

Community, Learning, Golf and Sales with Jeff Bajorek, Scott Leese and Larry Long Jr.

Unlock Value with Customer Led Growth with Georgiana Laudi

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Instagram

YouTube

Twitter

www.catalystsale.com

Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.

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“While I am very aware of my blind spots and where I lack, I also beat myself up heavily for those blind spots instead of focusing on what I'm really great at.” - Alexis Scott

Alexis Scott

Since the recording of this podcast, Alexis founded The Fairy Job Mom. She is also a founding member of the Old Girls Club and a friend of Catalyst. She is a Brand Marketing Consultant, Talent Advocate and Career Connector. From being laid off to career pivoting multiple times, her experience in Corporate America has taught her that the greatest gift you can give yourself is the skills necessary to be Eternally Employable.

In this episode you will learn:

How self-awareness can help you make career decisions
The power of clarity in achieving your goals
How understanding your unique abilities can drive growth for a company

Episode Resources:

Alexis on Linkedin

TheFairyJobMom

Alexis on Linktr.ee

Catch up on our last 3 episodes:

Community, Learning, Golf and Sales with Jeff Bajorek, Scott Leese and Larry Long Jr.

Unlock Value with Customer Led Growth with Georgiana Laudi

Workshops, Cruising, Community and What’s Next

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Twitter

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The Golf and Sales event is my Catalyst this week. Jeff, Larry, and Scott join me to discuss community, learning, golf and sales.

This episode is brought to you by Golf and Sales. A leadership and sales retreat for professionals who are working through tough challenges in leadership, sales, and growth.

Show Links * Golf and Sales * Jeff on LinkedIn * Larry on LinkedIn * Scott on LinkedIn

Find My Catalyst Links * Mike on LinkedIn * The GAME Plan

Thank you - please send questions to podcast@catalystsale.com

Please add your ratings and reviews via your favorite podcast player, and share the podcast with anyone you know who is looking for their "catalyst".

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My Catalyst this week is Georgiana Laudi. She is a marketing leader in the SaaS space, and is leading the Customer Led Growth charge.

Gia joins me to discuss why we should forget the funnel, the keys to customer led growth, when research goes wrong & what to do about it, and designing for your customer.

This episode is brought to you by the Find My Catalyst - GAME Plan. for more information check out the links below.

Show Links * Forget the Funnel * Georgiana on Twitter

Find My Catalyst Links * Mike on LinkedIn * The GAME Plan

Thank you - please send questions to podcast@catalystsale.com

Please add your ratings and reviews via your favorite podcast player, and share the podcast with anyone you know who is looking for their "catalyst".

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My Catalyst this week was a recent Phoenix Cruise on Virgin.

On this episode, Jody and I discuss the cruise, some lessons learned, and three workshops I can facilitate with your team.

This episode is brought to you by the Find My Catalyst - GAME Plan. for more information check out the links below.

Find My Catalyst Links * Mike on LinkedIn * The GAME Plan

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My Catalyst this week is Leslie Greenwood. She is a community builder and evangelist.

Leslie joins me to talk about communication, community, design, and buidling advocacy.

This episode is brought to you by the Find My Catalyst - GAME Plan. for more information check out the links below.

Show Links * thechiefevangelist.com * Leslie on LinkedIn * Course on Evangelist-Led Growth https://maven.com/leslie-greenwood/evangelist-led-growth

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Thank you - please send questions to podcast@catalystsale.com

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My Catalyst this week is a Reflection & Focus.

Reflecting on 2022, and sharing clarity of focus for 2023.

This episode is brought to you by the Find My Catalyst - GAME Plan. for more information check out the links below.

What are your key reflections for 2022?

Where will you focus in 2023?

Find My Catalyst Links * Mike on LinkedIn * The GAME Plan

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My Catalyst this week is a travel experience. This travel experience provides a great opportunity to reflect on how we plan, how we communicate, how we lead, how we design, and how we move forward.

Red Teaming, Pre-mortems, post-mortems, and design - all have a place when leading and communicating through challenges.

This episode is brought to you by the Find My Catalyst - GAME Plan. for more information check out the links below.

Find My Catalyst Links * Mike on LinkedIn * The GAME Plan

Thank you - please send questions to podcast@catalystsale.com

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My Catalyst this week is Ravi Rajani. He is a master communicator that helps people find & leverage story that works.

Ravi joins me to talk about communication, story, reflection, growth, and his ACORN framework.

This episode is brought to you by the Find My Catalyst - GAME Plan. for more information check out the links below.

Show Links * Ravi on LinkedIn

Find My Catalyst Links * Mike on LinkedIn * The GAME Plan

Thank you - please send questions to podcast@catalystsale.com

Please add your ratings and reviews via your favorite podcast player, and share the podcast with anyone you know who is looking for their "catalyst".

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My Catalyst this week is Nick Capozzi. He is my go to when it comes to creating videos that draw people in.

Nick joins me to talk about creating content, imposter syndrome, shooting better video, and why collaboration works in social.

This episode is brought to you by the Find My Catalyst - GAME Plan. for more information check out the links below.

Show Links * Nick on LinkedIn * Nick on Twittter * Go To Market This Week * Social Social

Find My Catalyst Links * Mike on LinkedIn * The GAME Plan

Thank you - please send questions to podcast@catalystsale.com

Please add your ratings and reviews via your favorite podcast player, and share the podcast with anyone you know who is looking for their "catalyst".

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My Catalyst this week is Todd Caponi. Many people talk about transparency, Todd embodies it.

Todd joins me to talk about his most recent book - The Transparent Sales Leader. And, if you know Todd, you know we will get into some sales history, and practical application.

This episode is brought to you by the Find My Catalyst - GAME Plan. for more information check out the links below.

Show Links * Todd's Website * Todd on LinkedIn * The Transparency Sale on Amazon * The Transparent Sales Leader - Kindle is just $2.99

Find My Catalyst Links * Mike on LinkedIn * The GAME Plan

Thank you - please send questions to podcast@catalystsale.com

Please add your ratings and reviews via your favorite podcast player, and share the podcast with anyone you know who is looking for their "catalyst".

The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results

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My Catalyst this week is Larry Long Jr., and as usually he brings the energy. If you are looking for a JOLT - look no further.

Larry joins me to talk about his most recent book - JOLT.

This episode is brought to you by the Find My Catalyst - GAME Plan. for more information check out the links below.

Show Links * Larry Long Jr - on LinkedIn * Buy the Book Here - JOLT * Larry's Website * Larry on Twitter * Larry on Instagram * Larry on YouTube

Find My Catalyst Links * Mike on LinkedIn * The GAME Plan

Thank you - please send questions to podcast@catalystsale.com

Please add your ratings and reviews via your favorite podcast player, and share the podcast with anyone you know who is looking for their "catalyst".

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My catalyst this week is Vince Fowler. Vince is a performance coach, an enabler of great things, and a friend. This week we get into a number of things that really piss us both of, and take some time to chat through what to do about it.

We had a blast with this discussion. I hope you enjoy it as much as I did.

Mike

The Find My Catalyst podcast is brought to you by the GAME Plan - your simplified approach to goal setting, execution, and getting things done.

Show Links * Vince on LinkedIn * Mike on LinkedIn * The GAME Plan

Thank you - please send questions to podcast@catalystsale.com

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My Catalyst this week is Dale Dupree. We are going to go a bit off script and publish this as an unedited episode.

Dale is a sales coach, trainer, and consultant. He is teaching sales teams to Rebel Against "Typical" Results., and he is Founder and CSO of The Sales Rebellion.

We hit on a number of important topics, including creativity, innovation, leadership, risk, and observation.

Show Links

Dale on LinkedIn
The Sales Rebellion

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Darryl Praill is my Catalyst this week. Darryl is the CMO at Agoropulse, top 10 SaaS branding expert, top 50 social seller, and someone I'm excited to claim as a friend.

If you are interested in sales and marketing alignment, how this impacts the customer experience, common mistakes we continue to make, problem solving, the importance of team selling, and a couple of things you can do today to address the common challenges that continue to persist - this episode is for you.

We talk about groundhog day, lessons you can learn from a planning a wedding and how it applies to business, and 3 challenges that continue to persist.

We get a little off track early in this one - you can listen to the background discussion, or fast forward to the 12 min mark - your choice.

Show Links

Darryl on LinkedIn

Execute Better.

Start getting the right things done, in the right order, and grow your business.

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Cliff Simon is my Catalyst this week. Cliff is the Chief Revenue Officer at Carabiner Group, a full service Revenue Operations Agency. He is a strategic advisor, fractional revenue leader, and RevOps practitioner.

If you are interested in revenue operations, sales process, systems, data, and what's next in this space you will enjoy this discussion.

We talk about RevOps, reporting structures, design, alignment, the history, and go pretty deep on the what, why, how, and what's next.

"revops at its core is an executive function" - Cliff Simon

Show Links

Cliff on LinkedIn
Carabiner Group

Execute Better.

Start getting the right things done, in the right order, and grow your business.

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Cliff Simon is my Catalyst this week. Cliff is the Chief Revenue Officer at Carabiner Group, a full service Revenue Operations Agency. He is a strategic advisor, fractional revenue leader, and RevOps practitioner.

If you are interested in revenue operations, sales process, systems, data, and what's next in this space you will enjoy this discussion.

We talk about RevOps, reporting structures, design, alignment, the history, and go pretty deep on the what, why, how, and what's next.

"revops at its core is an executive function" - Cliff Simon

Show Links

Cliff on LinkedIn
Carabiner Group

Execute Better.

Start getting the right things done, in the right order, and grow your business.

http://catalystsale.com/game

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David Paul is my Catalyst this week. David is the Managing Director of DWP capital, an early stage growth equity firm that invests in vertical SaaS and tech-enabled services.

If you are interested in investment, new to capital, understanding the various types of capital that are available, and the implication of going down one path or another you will enjoy this discussion.

We talk about the benefits of capital, investment, types of investment, risks, mistakes, the importance of alignment, and a number of other topics.

Show Links

David on LinkedIn
David's Newsletter
The Capital Stack Podcast

Execute Better.

Start getting the right things done, in the right order, and grow your business.

http://catalystsale.com/game

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Kyle Poyar is my Catalyst this week. Kyle is an Operating Partner at OpenView Ventures, focused on SaaS revenue growth, specifically in the PLG (Product Led Growth) space.

If you are interested in PLG, innovation, enabling your customers for success, designing for success, creating alignment across your organization and your customer base, you will enjoy this discussion.

We talk about the benefits of a PLG motion, the bluring of lines between the functional areas within organizations, and the positive impact this will have on customers.

We also get into a couple of the common mistakes, and touch on a couple of areas where PLG may not make sense.

Show Links

Kyle on LinkedIn
Kyle's Newsletter
OpenView Ventures

Execute Better.

Start getting the right things done, in the right order, and grow your business.

http://catalystsale.com/game

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My Catalyst this week is Jason Vana. Jason is the Founder/Head of Content at SHFT Agency. Jason shares his insight and experience on Brand, Brand Strategy, and Branding - and why it's important to understand the difference.

We also get into a discussion on how leaders can get in the way of branding efforts, if they are not careful, and how you can avoid this trap.

Branding, communication, leadership, asking the right questions, and the value of external resources - are just a couple of the topics we get into during the discussion.

Show Links

Jason on LinkedIn
Shft Marketing Newsletter

Execute Better.

Start getting the right things done, in the right order, and grow your business.

http://catalystsale.com/game

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My Catalyst this week is Casey Graham. Casey is the Founder/CEO at Gravy and Author of The No B.S. Small Business Book.

What does it mean to be the best version of yourself - it may be something differet then you think. From Visionary Arsonist to Owner's Intent, to The Inc. of you, we go pretty deep in this conversation.

Casey shares why leaders struggle with creating the environment where employees can share their intent, and what you can let go of, to get better.

Leadership, mindset, perspective, communication - are just a couple of the topics we get into during the discussion.

Show Links

Connect with Casey
The No BS Small Business Book

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The No B.S. Small Business Book: How to Win When Most Fail

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My Catalyst this week is Jen Igartua. Jen is the CEO at Go Nimbly. She and her team help SaaS companies drive revenue by creating a frictionless, human buying experience with RevOps.

This is another one of those episodes that has a lot of range, and ends with some things you can start doing inside your organiztaion to reduce friction in the buying process with your customers.

RevOps, plants, improv, enablement - what could be better.

Show Links

Jen on LinkedIn
Go Nimbly

Execute Better.

Start getting the right things done, in the right order, and grow your business.

http://catalystsale.com/game

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Mike Simmons
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It's time to celebrate - episode 300 is here. Jody joins me to reflect on the past 299 episodes, why I will continue to invest in the podcast, and what's next.

Show Links

Improve velocity in your pipeline with Catalyst Sale process, tools, design, and methods.
Coaching
Catalyst Courses
Catalyst Sale YouTube - Whiteboard Wednesdays

Execute Better.

Start getting the right things done, in the right order, and grow your business.

http://catalystsale.com/game

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My Catalyst this week is Adam Vazquez. Adam is the founder of Heard Media, and host of the Content is for Closers Podcast. He is helping founders and creators tell their story through media.

We discuss produuctizing your service, why podcasting is a great medium and how it is evolving, where to start when thinking about content, repurposing content, and considerations when thinking about audio vs video.

Show Links

Connect with Adam
Follow Content is For Closers on Substack
The Content is for Closers Podcast

Execute Better.

Start getting the right things done, in the right order, and grow your business.

http://catalystsale.com/game

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Mike Simmons
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My Catalyst this week is Breezy Beaumont - Head of Growth at Correlated. If you are wondering what PLG is, why it matters, and what should be thinking about when it comes to Product Led Growth - this episode is for you.

Key Takeaways/Topics

What is Product Led Growth
91% of SaaS companies are looking to invest more in PLG - impact on NRR & CAC
PLG as a movement is putting things back in the hands of the enduser, the consumer.
A PLG focus can help you align across the organization, product, sales, success, and marketing.
There is a shift to cloud data warehouses - as a central source of data.
It is important to have top level buy-in, all functions will feel it.
The data tells the story. Less of a gut feeling - because the data is there for you.
True land and expand, while reducing churn.
PLG is and it's impact is shifting how we think about sales, selling, and working with customers.

Show Links

Bi-Weekly - Product Led Revenue - Peer Discussion
Breezy on LinkedIn
Correlated

Execute Better.

Start getting the right things done, in the right order, and grow your business.

http://catalystsale.com/game

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Mike Simmons
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My Catalyst this week is Caron Heady. He is the Director of Health Services at Microsoft, and author of Salesman on Fire & Birth of a Salesman.

We go deep into a number of topics including culture, leadership, building teams, building your business, process, focusing on the moment, and a couple of great movie quotes. If you are interested in the value of process, finding your fuel, and a mistake most leaders make with how they use data, you'll enjoy this conversation.

Show Links

Connect with Carson
Carson's website
Podcast Episode with Mike Weinberg

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This is a TEST - Decided to push a record an episode live on LinkedIn Live - responding to a recent question I received around - Getting over a bad year, and selling in uncertainty.

Show Links

Conducting Outreach
Catalyst Sale Tactical Playlist
Catalyst Sale Link Tree

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Jen is the Chief Evangelist at Challenger™ and the Host of Winning the Challenger Sale Podcast.

38% of complex B2B purchase attempts end in "no decision" and involve ~11 customer stakeholders. How do you overcome status quo?

We get into a number of topics in this discussion, including the Challenger Sale, a beginners mind approach, empathy, framing, and the comfort in saying I don't know.

Show Links

Connect with Jen
Listen to the "Winning the Challenger Sale" podcast
Challenger - 3 Things

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My catalyst this week is Grant Hayzlett - he helps B2B/B2C orgs sell to state and local governments.

State and local governments spend $4 trillion annually - if you are interested in learning more about B2G sales, selling into state and local governments, this conversation is for you.

Connect with Grant

On LinkedIn
Via SLED sales

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My catalyst this week is Morgan Ingram.

Morgan is empowering the sales professional of the future. He is the host of the 1UP Formula Podcast, and 3x LinkedIn Top Sales Voice.

We talk about personal development, creativity, engaging with prospects, body language, mindset, and a number of other topics on this episode.

Connect with Morgan.

Morgan on LinkedIn
Morgan on Instagram - @morganjingram
Morgan on TikTok - @morganjingram

Execute Better.

Stop wasting resources, start getting the right things done, in the right order, and grow your business.

http://catalystsale.com/game

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My catalyst on this episode is KC Cox.

KC is a marketing leader, fractional CMO, and all around great revenue focused marketer. In today's episode we get into product market fit, and KC's series on the 4 F's of strong marketing.

Foundation
Focus
Fit
Faith

Connect with KC.

KC Cox on LinkedIn

Execute Better.

Stop wasting resources, start getting the right things done, in the right order, and grow your business.

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My Catalyst this week is Lee Salz. We get pretty deep into what it means to "Sell Different" - and how you can do it in your organization and your territory.

When salespeople aren’t winning deals at desired levels or volumes, executives turn to Lee B. Salz. Lee is a leading sales management strategist and founder of Sales Architects®. He has helped hundreds of companies, in various industries and sizes, create marketplace disruption – leading to explosive, profitable growth.

Lee challenges executives to blast through the artificial barriers that impede their success. He is an entrepreneur, results-driven consultant, and dynamic keynote speaker. Clients say he has a gift for architecting sales success.

He is an award-winning, bestselling author of six books including: “Sell Different!,” "Sales Differentiation,” and “Hire Right, Higher Profits.” He is also a columnist with the Business Journals, serves on the Sales Education Advisory Board, and is the Program Advisor to Kansas State University's Strategic Selling Institute.

Connect with Lee.

Lee Salz on LinkedIn
Target Client Profile
Sell Different
Sales Architects

Create Clarity & Focus Inside your Organization.

Interested in discussing how you can create clarity and focus inside your organization, improve alignment, and "maximize your MIN"? - contact Mike via LinkedIn or the Catalyst Sale website.

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Lee Benson is my Catalyst on this episode.

With more than 25 years of experience as a CEO, Lee understands the challenging tensions that exist between putting people first while remaining focused on performance.

Over the past 25 years Lee has founded 7 companies with exits ranging from a few million dollars to well into 9 figures. He has worked with hundreds of leadership teams in companies ranging in size from 4 employees to over 40,000 employees (both for-profit and nonprofit).

In this conversation we discuss the MIND Methodology, developed by Lee and his team to help organizations gain clarity, maintain focus, and not let process become prioritized over what's "Most Important".

Connect with Lee

Lee Benson on LinkedIn
The ETW website
Max Your MIN

Interested in discussing how you can create clarity and focus inside your organization, improve alignment, and "maximize your MIN"? - contact Mike via LinkedIn or the Catalyst Sale website.

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This week - my catalyst is Tim Schurrer

Tim knows what it takes to build a winning team. He spent almost a decade of his career launching two brands— StoryBrand and Business Made Simple—as COO alongside New York Times bestselling author Donald Miller.

Before that Tim worked at TOMS as well as Apple Inc. He is the host of the Build a Winning Team podcast, where he offers listeners actionable advice as he interviews some of the top leaders in business.

Tim lives in Nashville, Tennessee, with his wife, Katie, and their two kids.

CONNECT WITH TIM

http://SecretSocietyBook.com
https://instagram.com/timschurrer/
http://linkedin.com/in/timschurrer/
https://twitter.com/timschurrer
Listen to Tim's episode with Katie on the One Spark Solutions podcast - https://onespark.libsyn.com/discovering-the-secret-society-of-success-tim-schurrer

This episode is brought to you by the Catalyst G.A.M.E Plan. Thank You Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter or LinkedIn.

You can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com.

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In this episode, Mike is joined by Coach Kurt Hines. If you are a coach, an athlete, a parent, a teacher or a leader, this episode is a must listen.

Key Takeaways:

The process of building a successful team is a living, breathing organism.
My passion for coaching is empowering as many people as I can.
People want to know that they make a difference, that they would be missed if they didn’t show up.
Life doesn’t happen to us, it happens for us.
A huge key to success is loving your life.
Be where your feet are.
Find people that are passionate about life and spend time with them.
Growth is painful but necessary.
The world is overpopulated with people who are self proclaimed experts. There aren’t enough people who are passionate.
We need more humble leaders.
We are all leaders. The questions are, who are we leading and where are we leading them?
It’s our job as coaches to selflessly serve others.
Getting players to know their worth as people gets me fired up.
Sports build character when coaches intentionally teach and model character.
Leaders have to model accountability as a blessing and an opportunity to grow.
The way to build relationships is to spend time with people -don’t over complicate it. It doesn’t need to be fancy. Share moments with people.
We miss so much of life by looking ahead.

Links:

Coach Kurt Hines on Twitter
Coach Kurt Hines on Instagram
Coach Kurt Hines on TikTok
CoachKurtHines.com

Work With Catalyst Sale:

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

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

You can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com.

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Samantha McKenna joins me this week on the podcast. We talk about Sam's trademark - Show Me You Know Me™, authenticity, trust, transparency, being yourself, copywriting, and why 85% of copy should be written by someone else.

Check out Sam and her team at SamSales.
Connect with Sam on LinkedIn
See the #samshorts here

You can make an impact through helping others.

This episode is brought to you by the Catalyst G.A.M.E Plan.

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Greg Head joins me this week on the podcast. We talk about connecting people, building networks, building business, and making an impact.

There are people who can help you address the acute problem you are working through.

Greg's List - Phoenix

Greg's List - Dallas

Dallas Software Podcast

GregHead.com

PracticalFounders.com

Greg on LinkedIn

You can make an impact through helping others.

This episode is brought to you by the Catalyst G.A.M.E Plan.

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In this episode of The Find My Catalyst Podcast, Mike is joined by Andy Paul. They discuss Andy’s most recent book, Sell Without Selling Out.

Key Takeaways:

The average tenure of a CRO is roughly 1 year.
Intellectual Humility = acknowledging, “I don’t know everything.”
Our job as sellers is to go out and listen to the buyer.
Sales cycles will shorten if you focus on the buyer.
Sales is about compelling, not convincing.
Humans react badly to being persuaded, we resist it.
Make sales work for you by emphasizing what you are good at.
Selling is a creative thing. As a leader, help people develop their unique selling methodology.
Give generously to understand. Give in a way that helps the buyer achieve what is important to them.
If we help the buyer get the things that are important to them, we get the things that are important to us.
How to start finding your own way:
- Document the parts of the job that you enjoy.
- Document your weaknesses
- Experiment

Show Links:

Andypaul.com
Andy on LinkedIn

Thank You Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter or LinkedIn.

This podcast is brought to you by the G.A.M.E. Plan. Learn more here.

Sell Without Selling Out: A Guide to Success on Your Own Terms

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In this episode, Mike is joined by Michelle Baker. This is a dynamic conversation that you don’t want to miss.

Key Takeaways:

Most people want to know how they are doing and what their blindspots are.
As a leader, your actions speak louder than words.
If training isn’t integrated into the operation and culture, it’s not going to stick.
When leaders are focused on the tasks required to manage and the results needed everyday, they aren’t necessarily taking the time to develop employees, therefore, you won’t see change.
Everyday it’s priority and focus.
You need buy-in from the very top - it must be a priority for the entire organization.
If you can’t get your mind right first, it’s going to be really difficult to lead yourself much less other people.
Morning Alignment:
- Journaling
- Meditation
- Move
Find what works for you to calm your inner chaos.
Try to get away from waking up and immediately checking social media, e-mail, etc…
Authenticity is huge - to be able to say you are proud of yourself
Calm leadership starts with collaboration. Companies must carve out time.
Coaching is telling people what they are doing right just as much as it is the performance side.
New leaders must be curious, ask a lot of questions, be comfortable talking to their people.
Look at emerging leaders and develop them. Give them stretch assignments.
When your actions align with your intentions, that’s pretty powerful.
What makes a good mentor relationship?
- Transparency
- Genuine interest in seeing you succeed.
- Communication style that works for you
- Understanding who you relate with, who you respect, who you have seen go through things and come out in a way you admire.

Links:

Stoneledge Enrichment
Eat That Frog by Brian Tracy
Professor Mason Jar Video

Work With Catalyst Sale:

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

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

You can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com.

Follow our social channels:

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Eat That Frog!: 21 Great Ways to Stop Procrastinating and Get More Done in Less Time

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In this episode of The Find My Catalyst Podcast, Mike is joined by Glenn Pasch. They have an in depth conversation about podcasting, marketing and coaching.

Key Takeaways:

Implementation is where people give up or struggle.
Decision Making Struggles
- Time
- Moving too fast
Things that have changed in marketing:
- It is constantly changing
- People now have access to everything
- Advertising your process is now important
- Humanize your business
- Communicate visually
Bad footing won’t get better on its own
Think about running your business like a sports team.
There are a lot of people out there willing to help you.

Show Links:

Glenn on LinkedIn
Glenn on Twitter
You’re In Charge Podcast
pcgdigital.com

Thank You Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter or LinkedIn.

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com.

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In this episode of The Find My Catalyst Podcast, Mike is joined by Mike Hook. They have a dynamic conversation about leadership, thinking, communication and knowing your team.

Key Takeaways:

Find the things that are important to you.
Listen - make sure you hear people. Paraphrase back to them what you heard.
Teach people how to think.
As a leader, you have to be in touch with your team. You have to teach them how to think.
Coaching really is about helping people understand and critically think about the task at hand.
Coaching is not doing.
There is an opportunity to do better if we take a genuine interest in our team.
We need to communicate well.
- Read the room
- Be self aware
- Listen
- Be intentional in the message you give
Live what you speak.

Show Links:

Mike Hook on LinkedIn
Mike Hook on Twitter

Thank You Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter or LinkedIn.

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com.

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In this episode, Mike and Jody discuss the value they receive when attending masterminds.

Key Takeaways:

It feels good to share some stuff that we are working on.
It’s nice to know that we aren’t the only one with struggles and fear.
Masterminds give you access to a diverse set of experiences and industries.
Insecurities tend to rear their ugly head at the most inopportune times.
It is important to identify the patterns that precede the insecurities.
Plan, design backward, execute forward, take the shot and move on.
Forget about moving fast. Too often we fall into the trap of wanting to move really fast.
When value comes up, are we looking at it from an internal or external view. How do we balance those two?
Everyone has their own perception of value.
Ask questions and then listen.
If you aren’t clear, if things aren’t as simple as they can be, and you’re not operating with a high level of purpose, ask yourself the question, “should I be doing this work?”

This episode is brought to you by the Catalyst Sale G.A.M.E. Plan. Learn more about it here.

Show Links:

Clarity and Focus Blog Post

Have a question you would like us to answer or a topic you would like us to discuss in a future episode? Contact us:

podcast@catalystsale.com

www.catalystsale.com

twitter

Work With Catalyst Sale:

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

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

You can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com.

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In this episode of The Find My Catalyst Podcast, Mike is joined by Brynne Tillman who has earned the title of the LinkedIn Whisperer. Brynne shares a lot of great tips in this episode.

Key Takeaways:

In order to truly leverage what is available to us today, we need to slow down our outreach to speed up the outcome.
Be strategic and look at what matters to those you want to reach out to.
We need to small talk with content, but content that matters to our audience.
Leverage the information that LinkedIn provides to start authentic conversations.
2 Types of Sales Professionals:
- Brand new sales professionals that understand technology
- Seasoned sales professionals that understand relationships.
- Rarely do you find the ones that have both. Goal is bring the two together.
Meaningful conversations from social = value + rapport
Get people engaged in chat
My style (Brynne) is to make it so easy that my audience is confident that they can implement it.
Simplify your story.
5 Elements that get people to lean in:
- Resonate with story
- Create curiosity
- Teach your audience something new
- Get them to think differently about what they are doing
- Create a compelling moment.
We can’t start a conversation with lurkers, we have to convert the lurker into an engager.
Create a compelling moment.
Ways to increase engagement:
- Ask a meaningful question
- Create a poll
- Do something that gets your audience say, “I want to engage in this.”
The more engagement you get in the first hour, the more LinkedIn says this is relevant.
Ask for their thought leadership, not their baggage.
Ways to get a better understanding of what people value:
- Social listening - what is your audience engaging on?
- Polls
- Research topics being presented at conferences they attend?
- What podcasts are they listening to?
Have a system in place before you reach out to a prospect.
Have a strategy for content that leads to engagement.
Nurture existing connections.

Show Links:

LinkedIn Library
Socialsaleslink.com/12week

Thank You Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter or LinkedIn.

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com.

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In this episode of The Find My Catalyst Podcast, Mike is joined by John Morris. They have a dynamic conversation about creating culture, finding purpose and building a brand.

Key Takeaways:

You have to have a defined set of core principles to fuel culture.
In order to have a dynamic culture, you have to know who the individual people are.
Put people in a position that rewards and recognition where they are going to feel comfortable.
Understanding personality types helps you to coach instead of manage.
Share wins on a regular basis.
People like to see their name in lights but they would rather it be a green light than a red one.
If we are really great coaches and managers and executives, why would we have a process in place and not recognize people for following that process?
We have stopped finding joy. We don’t put enough time and effort into the joy of the process.
Immediate gratification is good, but it’s not sustained.
There are two sides to building a brand
- Internal - if the internal is really good, then it will translate to the external
- External - if the external is really good, it builds loyalty.
If we can do it internally, we then share it externally.
When people start to understand and believe that their role plays a part in the growth of the organization and the success, then you have brand champions.
Experience should hit multiple senses.
Every business is a people business.
It’s one thing to make a living, it’s a whole 'nother thing to make a life.
Purpose can be a whole bunch of small things.
Purpose needs to be the thing that fills your heart.
Don’t put too much stock on the wins and losses.

Show Links:

John Morris on LinkedIn
Contact John via email at jmorris@clubcolors.com

Thank You Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter or LinkedIn.

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com.

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In this episode, Mike talks with Christie Walters and Jeff Bajorek about why conversations matter and what they learned during the 5 years they hosted The Why and The Buy Podcast.

Key Takeaways:

Block time for your most effective activities.
Sometimes the things you think you know the most end up being the things you are most closed to.
Conversations develop camaraderie and connection.
When you are curious to learn more, just show up and talk.

Show Links:

Jeffbajorek.com
Rethinkthewayyousell.com
Christie on LinkedIn

Thank You Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter or LinkedIn.

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com.

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On this episode of the Find My Catalyst Podcast, Mike is joined by Andrea Waltz. Andrea is the Co-Author of Go for No, and Co-Founder of Courage Crafters, Inc.

In this episode, they discuss how yes is the destination, no is how you get there.

Key Takeaways:

How do you think about no?
- Can you value a no? If so, how?
- Can you turn a no into a yes?
- How persistent should you be?
- Where does courage come in?
- How does fear play a role?
Rejection affects everyone.
Go for “no’s” in order to get to the yes.
Use what you know to get better.
Determine how to go about it differently.
Getting “no’s” early seems to be a characteristic of top sales people. They want those out of their pipeline.
Give yourself permission to fail.
No’s teach you things if you’re paying attention.
Look around and assess where you are. Create a “no” awareness. Set a no goal. Have the courage to execute.
A go for no moment is anytime you have the opportunity to ask.

Show Links:

Go For No
Go For No book on Amazon

Thank You Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter or LinkedIn.

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com.

Go for No! Yes is the Destination, No is How You Get There

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In this episode, Mike and Jody discuss the importance of having a process and knowing your approach.

Key Takeaways:

Looping Process:
- Identify
- Engage
- Establish Objectives and Next Steps
- CTA
- (loop back to engage) see it here
When you use a specific approach, you start to act as a professional.
Have a process. Keep it super simple.
Like any process, start with deconstructing. Start with the end in mind.

This episode is brought to you by the Catalyst Sale G.A.M.E. Plan. Learn more about it here.

Have a question you would like us to answer or a topic you would like us to discuss in a future episode? Contact us:

podcast@catalystsale.com
www.catalystsale.com
twitter

Work With Catalyst Sale:

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

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

You can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com.

Follow our social channels:

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In this episode, Mike and Jody discuss the importance of knowing the what, who, why and how of your business.

Key Takeaways:

In order to have a plan, you have to know your business.
For your organization, create clarity around who we are and why we do what we do.
4 questions for clarity around your business:
- What problems do we solve?
- Who has those problems? Can be people or organizations.
- Why - related to the “who’s” also ask why is it important to us?
- How do we solve it? What makes us different, how do we deliver?
If there’s a lot of confusion about how we do the things that we do inside the business, imagine how much confusion there is outside of your business.

This episode is brought to you by the Catalyst Sale course, Demystify Sales. Learn more about it here.

Have a question you would like us to answer or a topic you would like us to discuss in a future episode? Contact us:

podcast@catalystsale.com

www.catalystsale.com

twitter

Work With Catalyst Sale:

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

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

You can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com.

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In this episode, Mike is joined by Larry Long Jr. You don’t want to miss this motivating conversation.

Key Takeaways:

It’s when you stretch yourself - that’s when you start to see growth, to feel growth.
You live and you learn. There are so many learning lessons.
Enjoy the journey. Make it an adventure and even a mis-adventure. I have learned the most through some of the downs.
Be thinking about who you pass your learnings to. You can learn something from everyone.
The beginners mind perspective can open our minds to things we forgot.
We are lucky to be able to impact lives for the positive. Authentic relationships are key.
Remember - a smile is contagious!
Coaching
- Takes you to heights you never thought attainable
- Keeps you focused and intentional
- Holds you accountable
If you are leading a team, all of your people will have a different “why.”
Encourage yourself. Surround yourself with folks that are supporting you. It starts with you, but you can’t do it alone.

Links:

Larry on LinkedIn
www.larrylongjr.com
Look for his book Jolt coming out in March!

Work With Catalyst Sale:

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

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

You can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com.

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In this episode, Mike and Jody discuss the importance of accountability to self and to your team as well as the difficulty that comes with accountability.

Key Takeaways:

Personal Accountability
Have visual cues - whiteboard, checklist
Digital cues - watch, ring, phone reminders
Make use of some sort of dashboard
It seems easier to make good on commitments to others but not on commitments to yourself.
If I can’t do it myself, how can I expect others to do it?
If you’re going to say something, embody it.
Accountability and integrity go hand in hand.
Give yourself grace about how you hold yourself accountable.
Ask, “How can we as a team create an accountability network to hold each other accountable?”
Accountability is tough. It is easy to find a way to justify things.
Start by defining yourself as “I’m the type of person that _______.
Be deliberate, have an accountability partner and go get the work done.

This episode is brought to you by the Catalyst Sale G.A.M.E. Plan. Learn more about it here.

Have a question you would like us to answer or a topic you would like us to discuss in a future episode? Contact us:

podcast@catalystsale.com
www.catalystsale.com
twitter

Work With Catalyst Sale:

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

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

You can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com.

Follow our social channels:

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Find My Catalyst Instagram

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Dan John is the "Catalyst" that joins Mike this week. They have a great discussion about movement, discipline and recovery.

Key Takeaways:

Out think, out wit
Be careful about who you follow
Think about cost to benefit ratios
A bad night’s sleep throws off your timing
Training plus recovery equals progress
Everyday, I want you to move better, feel better
Ways to recover - meditate, recovery walks, sauna, water, protein, veggies
5 Key Movements
- Push - get your environment away from you. Press overhead
- Pull - embrace the environment. Horizontal row
- Hinge (i.e. Kettlebell Swing)
- Squat (i.e. Goblet Squat)
- Loaded Carry - add something to a carry. Examples: farmer walk, suitcase carry, prowler, heavy bags

Show Links:

danjohn.net
Danjohnuniversity.com Use discount code ESPEN

Thank You Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter or LinkedIn.

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com.

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On this episode of the Find My Catalyst Podcast, Mike is joined by MJ Patent. MJ is the Co-Founder and CEO of Alveo and the Co-Chair of the Phoenix chapter of Pavilion. They talk about revenue, strategy, sales & marketing, collaboration and more.

Key Takeaways:

Strategy is a plan. A lot of companies miss out on working on the strategy because they want results today.
Aim for more opportunities and a higher revenue per client than the number of clicks generated.
If we can be more effective with our time, that effectiveness should yield or lead to better results and more compensation.
Be opportunistic with intention.
Take time to review and create feedback loops.
Mistakes are going to happen - it is what you take away from that experience that matters.
Drive a culture where it is ok to fail, it is ok to reflect and where you are constantly learning.
Don’t continue making a mistake just because you have spent a lot of time making it.
Innovation and learning will happen with testing.
Translate short-comings and failures into something good. Ex: I spent time learning a lot about_______. This mental shift is so important.
Be intentional versus reactive.
Data is fantastic, but it depends on where you are as an organization. Only capture the data you are going to do something with.
Communication is key especially when you are putting together strategy.
Work to make sure everyone is on the same page.
At the end of the day, everyone wants to be successful.
You can pick up a lot by having more collaborative team meetings where you solve for a problem together.

Show Links:

Alveo Strategy
MJ on LinkedIn
Pavilion Phoenix Chapter

Thank You Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter or LinkedIn.

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com.

Growth Acceleration - Plateau Breakthrough

The G.A.M.E. Plan - a Catalyst Sale Course

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On the first episode of 2022, Dan Pontefract joins Mike. They have a great discussion about the future of organizations and horizontal ignition.

Key Takeaways:

We need to ask - “what can we do better to develop cross-functional skills?”
Horizontal Ignition - create awareness, job shadow, understand where others in other job roles are coming from
Horizontal ignition is a mindset.
If looking to start the horizontal ignition concept in your organization, start in one unit and use the Tiger Team Concept.
Be proactive
We need to build bridges within organizations
Organizations are made up of a culture of cultures. Build bridges between units so that we can know, empathize, respect and be compassionate about how other roles function.

Show Links:

Horizontal Ignition Article
www.danpontefract.com
Lead, Care, Win: How To Become A Leader Who Matters

Thank You Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter 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

Demystify Sales - the course

Lead. Care. Win.: How to Become a Leader Who Matters

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Jeff Noel joins me this week for the 3rd NOEL, an annual tradition for us on the Podcast.

Key Takeaways * Find Your Fuel - find the thing that motivates you * You control your Mindset * It is important to rekindle the fire - don’t wait too long * "The road to excellence has no finish line"

Links * Mid Life Celebration * Jeff's Blogs + Mind + Body + Spirit + Family Health + Work Health * Jeff's Twitter

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

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

Growth Acceleration - Plateau Breakthrough

The G.A.M.E. Plan - a Catalyst Sale Course

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On this episode, Catherine Brown joins Mike for a great conversation. They discuss her new book and some challenges we tend to face with our perception and confidence in Sales.

Key Takeaways:

At our core, people believe they are not enough. We posture and have our brand but deep down a lot of the sales challenges we have and the complication that we bring to the situation is because we are complicated inside ourself.
Most people who feel reluctant about selling are wresting with the foundational definition of Sales.
Operate from a principle of "them before me"
Ask, don’t assume
Educate, give information so that they can make the best decision for them.
Listen more than you talk

Show Links:

How Good Humans Sell
Catherine on LinkedIn
www.extraboldsales.com

Thank You Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter 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 Good Humans Sell: The Proven Path to B2B Sales Success

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In this episode, Mike and Jody discuss Leading Well Into the New Year.

Key Takeaways:

We can control our attitude, we can control our effort.
When leading self, ask what is going to be different about next year and how will I make it happen?
We know we should lead self, but we spend so much time reacting to the things in front of us rather than taking a leadership perspective and shining the light a couple of feet ahead and asking if we are moving in the right direction.
We fall into the trap of focusing on what others should do, but we haven’t taken care of ourselves.
Put your list together and then prioritize. Start with simple things - it feels good to check things off your list.
Focus your time and energy on the right things. Be consistent in the way you execute.
If you’re a leader and you’re not holding yourself personally accountable to doing the things you say you are going to do, are you really leading?
Consistently review work that is being done to determine if you are making progress toward your over-arching objective.
Give yourself freedom to adapt and iterate.

This episode is brought to you by the Catalyst Sale G.A.M.E. Plan. Learn more about it here.

Have a question you would like us to answer or a topic you would like us to discuss in a future episode? Contact us:

podcast@catalystsale.com

www.catalystsale.com

twitter

Work With Catalyst Sale:

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

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

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

Catalystsale.com

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On this episode, Camille Clemons once again joins Mike for a great conversation. They discuss leading well into the new year, characteristics of a good leader and the role of being a mentor.

Key Takeaways:

Remember what got you where you are.
Make incremental changes along the way.
Leadership is a choice, not a title.
Harness your business and understand where you thrive. Take time to really figure out what your ideal client looks like.
There does come a time as a leader where you need to say we’re going.
Keep yourself honest - this takes re-assessing.
"Be where your feet are" - Camille
Create people who are making change.
We are way better, we’re way stronger when we each carry out our strength in the process.
Be ok to defer, even if it means someone else gets the credit.
Being a leader requires giving people a certain amount of grace.
Keeping standards high can only be executed by those executing on a plan.
It’s important that we remind ourselves why we’re here and why we’re doing what we’re doing.
Take time with your team. It will be time well spent.

Show Links:

Camille on Twitter
Camille on LinkedIn
We Are Smarter Than Me by Barry Libert

Thank You Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter 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

We Are Smarter Than Me: Crowdsourcing New Businesses (FT Press Delivers Elements)

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In this episode, Mike is joined by Brandon Fluharty. Brandon is the VP of Strategic Account Solutions at Live Person. He is also the Founder of Be Focused, Live Great.

Key Takeaways:

A lot of people haven’t found purpose in what they do - the best motivation is intrinsic motivation.
When you look at elite performers, many have a drive that is driving them toward something most people can’t see.
When you can align to that personal north star, that’s when special things can occur.
If we’re too busy being busy, when does the real work get done?
Elite performers integrate their life and their work because they don’t necessarily view work as work - it is their calling.
Everything is connected.
We can move through things much faster when we put them in their appropriate buckets.
During your peak energy, do your high level tasks.
Leverage the tools available to you.
Operate at an elite level so it can be a consistent mode of operation.
Unlock insight into yourself.
We have two things we can control during the work day - the start of the day and the end of the day.
Have a simple routine for the start and the end of your day.
At the end of the day, review objectively and plan for tomorrow.
Pomodoro Technique - set a timer for 25 minutes and concentrate on one task. When the timer goes off, give yourself permission to take a break.
Allow yourself to be a curious human being.
Keep a dedicated place for work and a dedicated place for personal time.
You ironically will perform better doing less than you felt like you were doing before because you’ve created a personalized operating system. You’re not just working, you are building a craft.

Show Links: * Brandon on Linkedin * Be Focused, Live Great * Atomic Habits by James Clear * Pomodoro Technique

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones

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Gratitude and Reflection

In this episode, Mike and Jody reflect on 2021 and they each share a few things they are grateful for. Let us know what you are grateful for at hello@catalystsale.com.

Key Takeaways:

Figure things out and move things forward
There are a number of different ways to inspire or create reflection and gratitude
It is important to take time to reflect and to express gratitude.

Have a question you would like us to answer or a topic you would like us to discuss in a future episode? Contact us:

podcast@catalystsale.com

www.catalystsale.com

twitter

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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In this episode, Mike has some exciting news and he talks with Jody Maberry, about getting your message out, those who are catalysts in your life and podcasting.

Key Takeaways:

A catalyst is somebody that gets you started. A spark or inspiration that gets you started down the path.
You have a lot in your head that other people are going to find valuable.
It helps sometimes to have another person to bounce things off of or to give you a reason to speak it out loud.
When you have to show up every week and have something to say, you start to understand what you believe and what you stand for and what your experience really is. This is a great benefit of doing a podcast.
It is so powerful to have to say what you think and believe all the time.

Call To Action:

Think about the thing you have been putting off and go out and start doing it.

Email us at hello@catalystsale.com and let us know who your catalyst was that encouraged you to start - we would love to have them on the show!

Show Links:

www.jodymaberry.com

Jody on Instagram

The Four Agreements by Don Miguel Ruiz

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

Work With Catalyst Sale:

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

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

Thank You

The Four Agreements: A Practical Guide to Personal Freedom (A Toltec Wisdom Book)

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In this episode, Mike and Jody talk about why it is a good idea to really know your customer and what is important to them.

Key Takeaways:

Knowing your customer makes it easier to design a specific approach that makes it easier for them to solve their problems.
If we don’t take the time to understand our customers, we increase risk.
Get our of your own head space. Ask simple questions of your customer.
Get passed your own assumptions.
Know what is important to those you intend to serve.

Questions to Ask Your Customer:

Why do you do business with us?
Why did you decide to do business with us?
Why do you continue to do business with us?

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

The G.A.M.E. Plan - a Catalyst Sale course

Seven Traps

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Jeff Noel joins Mike this week on the podcast. They cover a number of topics in the conversation, including balance, perspective, health, preparation, scary things and gratitude. Jeff is the host of If Disney Ran Your Life, he is a keynote speaker and educator. He will help you and your organization Think Differently.

Key Takeaways: * "When you change what you see, what you see changes" - Jeff Noel * Why is it scary to believe that balance is possible? * Take time - notice the shadows. * There is a difference between reading the work, saying the work, and doing the work. * "It's not the magic that makes it work, it's the work that makes it magic" - Walt Disney * Why do we not put in the work in to practice, or avoid the work? + "We are medicated, entertained, and distracted." Jeff * "The wolf is coming, be prepared" Jeff * Can you be thankful for pain? + Everyone has gone through a hell that nobody knows about + What would your "I am grateful for..." list look like? + Sore feet might be the greatest gift, for someone - it's a matter of perspective. * Be grateful for the struggle, for the harder work. * Ask this question - What do I get to do vs what do I have to do?

Links * If Disney Ran Your Life - Jeff Noel * Jeff Noel * Find Jeff on Twitter * Jeff's Tweet

Work With Catalyst Sale: * Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com * Invest in a Catalyst Sale course - self directed. Find our courses here * The G.A.M.E. Plan - a Catalyst Sale course

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

This podcast is brought to you by Catalyst Sale.

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Key Takeaways:

If you can take a creative approach to problem solving, it’s amazing what a group of smart, committed, creative individuals can accomplish.
It’s awesome to see the lightbulb go off when people realize they aren’t the only ones with that problem.
You don’t solve complex problems with complex solutions.
Take a simple framework and apply it to the challenge you are dealing with. It can be a 2x2, Franklin T, the Catalyst Sale Territory plan (or other Catalyst Sale tools and frameworks.)
Most organizations fall into the trap of talking about things in the context of what they do, not what they do for their customer or what challenges their customers are running into.
We create our own blindspots by focusing on ourselves.

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

The G.A.M.E. Plan - a Catalyst Sale course

Seven Traps

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In this episode, Mike talks with Alexine Mudawar and Gabrielle Blackwell. They are the Co-Founders and Co-Hosts of Women in Sales Club. Find them on Clubhouse on Saturday afternoons.

Key Takeaways:

The most unexpected thing about Clubhouse is seeing how much interest there is. People want to participate and contribute.
There is so much noise in Sales, it is easy to get distracted.
There is value in the voices and strategies out there but it can create analysis paralysis.
Set clear goals for yourself. Stay disciplined to your objectives.
We don’t leverage data enough.
We need to teach new reps differently - show other activities that are important. Show the clear metrics and teach them how to look at and use the data.
Find people that are entrepreneurial minded. Not everyone wants to be the CEO of their own business but they can be great for your team.
Work hard to be better.

Show Links:

Alexine Mudawar on LinkedIn
Gabrielle Blackwell on LinkedIn
Women in Sales Club on LinkedIn
Women in Sales Club on Clubhouse
This episode of The Catalyst Sale Podcast is brought to you by The Catalyst Sale G.A.M.E Plan. Find out more at www.catalystsale.com/gameplan

Work With Catalyst Sale:

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

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

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In this episode, Mike and Jody talk about how to overcome your fear of sales and why sales isn’t scary. Key Takeaways:

Things are scary when they are unknown or uncertain
Tools can be used to improve the likelihood of success. Ex: Catalyst Sale Account Plan, Catalyst Sale Call Plan, Catalyst Sale Territory Plan.
Have a list of desired next steps to help limit the uncertainty.
Once you start doing it, you start to get more comfortable.
Taking in your environment and knowing what things should feel like, you can overcome some of those fears.
Having someone who has gone through the path share their experience is good. However, that doesn’t take the place of the personal experience that you will need to gain to overcome your fears.
Guideposts can help keep you moving toward the objective. But, at some point, you need to get rid of the rails.
Do the work!

This Episode of The Catalyst Sale Podcast was brought to you by the Catalyst Sale G.A.M.E. Plan - www.catalystsale.com/gameplan

Show Links:

Catalyst Sale Account Plan, Call Plan and Territory Plan Documents

Work With Catalyst Sale:

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

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

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In this episode, Mike talks to Liz Heiman, CEO and Chief Sales Strategist for Regarding Sales.They talk struggles, process, funnel and ways to identify your ideal customer.

Key Takeaways:

It’s fun to help people realize Sales isn’t a big, bad, scary thing.
Many Founders struggle because they don’t realize they can ask certain questions of prospects.
Work on becoming more comfortable talking about what you do.
Ideal Customer Profile
- Customer that is most likely to buy from you
- Customer who is most likely to be happy with the outcome
- Customer who will continue to buy from you
- Customer with a short sales cycle
- Customer where the timing is right
- Customer who you really designed your product for
Saying no to a prospect feels like we are giving up on what we could have. However, we have to say no so that we use the resources we have as efficiently as possible.
If you focus on the wrong customers, your company will always go in the wrong direction.
Pipeline - opportunities that are coming in and moving through the process to close. Can also be referred to as a funnel.
Qualify Out - purposely look for opportunities to move people out of the funnel.
Teamwork is the best thing that should happen in a team meeting.
Focus on the things that matter in team meetings:
- Where do we stand?
- What’s new? Updates. What are our partners doing?
- Team exercise
There is always a frantic focus on what’s closing right now, which is the worst focus!
Pipeline reviews should be 1:1, not in a group setting!
Pipeline/funnel review:
- What’s going on?
- What do you need from us?
- When is the deal going to close?
- What have you done to put stuff in the top of your funnel? How is your prospecting going?
- What is going on with your qualification?
During a pipeline/funnel review, it is important to have a discussion and not beat your Sales Rep up. It is important to have some sort of value exchange.
We leave so much money on the table by not growing our existing accounts.

Show Links:

www.regardingsales.com
Liz on LinkedIn

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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In this episode, Mike talks to Shelton Banks, CEO of Re:work Training and Co-Founder of Sales For The Culture. Key Takeaways:

People don’t ask the questions they should because they are scared to work and are afraid to fail.
Grandma’s baby effect tends to happen in businesses too - no matter how much you grow, they will still see you as Grandma’s baby.
We tend to want to help everybody, but we can’t.
Sometimes we unintentionally make things tougher.
At Rework Training, we take things that people are familiar with and relate them to what they are not.

Show Links:

www.reworktraining.org
Shelton on LinkedIn

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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In this episode, Mike and Luke Thomas have a great conversation about remote work and the implications of the continuation of remote work. Luke Thomas is the Founder of Friday and the author of The Anywhere Operating System.

Key Takeaways:

People don’t need to be convinced to work from anywhere because they already are. Instead they need a series of practical tooling on guidance on how to actually make it work.
The thing missing the most from the work from anywhere environment is context.
We need to ensure there is an easily accessible place for people to get company announcements around strategy, new hires, company goals, etc..
The act of documenting requires a level of intention and care.
As more people work from home, more tools to help will become available.
Be thoughtful about the communication channel you use to deliver your messages.
Ask yourself, if the conversation has a job, what would that job be?
2x2 for communication:
- Do you know the person?
- What kind of information are you sharing?
Lasting changes will unfold or are currently unfolding.
Hybrid work will probably be the default initially with a shift more toward remote work.
We likely will experience a lower demand for commercial real estate and restaurants near large office areas.

Show Links:

www.friday.app

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

The Catalyst Sale G.A.M.E Plan

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In this episode, Mike and Vicki Znavor have a great conversation about authenticity and purpose in the workplace and in life. Vicki is the author of Authenticity Reawakened: The Path To Owning Your Life’s Story and Fulfilling Your Purpose and she is a certified leadership coach.

Questions Answered:

What is authenticity?
Why do we struggle with authenticity?
How often should we ask the question, “who am I?’
What are some good practices to get to authenticity?
How do we overcome the fear of being authentic in the workplace?
How can authenticity help us to reduce/manage conflict?
How do we discover purpose?

Key Takeaways:

Authenticity is knowing who you truly are, knowing what matters most to you and having the courage to show up in the world in a way that reflects that.
You need to fully understand your story in order to live a life of purpose.
We struggle with authenticity because it is painful to look inward.
Reawakening - we learn, we grow, we learn, we grow.
There can be rewards especially in corporate America to show up in a non-authentic way.
We get so busy with life that we forget to ask, “Who Am I?”
Ask basic questions, write down the answers.
Simple exercises to know who you are:
- Know what matters most to you
- Know what you value
- Think about 5-7 pivotal moments that made you who you are
It is important to have leaders that talk about showing up as yourself.
The heart of building better relationships with clients is authenticity.
It’s common to not handle conflict well in the workplace. We aren’t really taught how to handle conflict and we don’t see a lot of good role models.
Intentional Conflict Model - 8 Steps:
- State your Intention
- Describe what happened
- How are you impacted
- Describe your feelings
- Ask for explanation
- Describe what would make it right
- Negotiate how to move forward
- Express gratitude
If you can name your fear, you are halfway to conquering it.
Most of us don’t analyze our lives very thoughtfully at all until we are faced with a crisis.
P.I.N.:
- Problem - can you state the problem in a sentence or two?
- Information - evidence of the problem
- Need - what do you need
Purpose is really important
Questions when considering your purpose:
- What do you want?
- When you are at your best, what does that look like?
- What do you believe?

Show Links:

www.vickiznavor.com
To purchase Vicki’s book, click here

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

AUTHENTICITY REAWAKENED: The Path to OWNING Your Life's Story and Fulfilling Your Purpose

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Reflecting on 9-11 and the past 20 years. This is an unedited podcast episode - we will do more of these going forward.

Key Takeaways

Take time to reflect
Take time to push your imagination
Thank those who serve, and continue to do so
Find common ground
Lead

Thank you

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In this episode, Mike is joined by Amy Volas. They discuss the importance of listening, asking questions, and engagement - when conducting an interview or being interviewed.

Many of the stories, ideas, and concepts discussed can also apply to listening in all aspects of life.

Key Takeaways:

Learn to love active conversation again.
Founders, Leaders - stop taking a back seat approach to interviewing
Get to the practical nature of the work that needs to be done
Basic questions can open up deeper conversation
Our ego has a tendency to get in the way - we want to sound like the smartest person in the room. This isn’t necessary.
The best business conversations aren’t laden with jargon
Pause the minute you start making absolute statements
Practice knowing when to insert your knowledge
If you feel you have to push or convince, you have more work to do.
The only way to be understood is to slow down
The basics are the basics for a reason and there’s a reason why they stood the test of time.

Show Links:

AvenueTalentPartners.com
Amy on LinkedIn
Amy on Twitter
Thursday Night Sales

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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In this episode, Mike is joined by Chip Huth. Chip is a division commander with the Kansas City Police Department, a Senior Consultant with the Arbinger Institute and producer/contributor to the Changing Discourse Podcast.

Key Takeaways:

You have to have people at the strategic level at any enterprise. Think about how your work impacts your partners.
To build credibility with others, involve them.
Think about the impact of your work on other people. Have others operate with you.
Help others to shift to long-term thinking, making an investment in the future.
The cost of your good habits are in the present. The cost of your bad habits are in the future.
Get your priorities straight right off the bat.
Invite people in and look at the problem objectively. Network.
Mentoring = customizing, modeling, talking, partnering together and making it relative to them.
Focus on the process as much as you can
Aim for the ideal.

Show Links:

Changing Discourse Red Team Mastermind - August 20 - 21
Red Team Thinking
Changing Discourse Podcast - can also be found on Apple Podcast, Spotify, Amazon and more.

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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In this episode, Mike talks with Craig Sybert, Senior Systems Consultant at Envolve Media and Producer/Creator of the Music Musing Podcast. They discuss creativity and its importance in the workplace.

Key Takeaways:

You can be creative, but unless you have the basics, you can’t really starting playing with it and creating.
Creativity helps you think things through deeper than the surface level
In order to be creative in a certain field, you need to keep up with the current trends.
Knowing your audience is definitely one of the things you have to do in order to pick the right tool.
Everyone has an interest in something. The creative side comes out if you put the passion that you have for that hobby or that thing you like into creating a different way of looking at that or a different way of experiencing that.
Creativity is not something everyone chooses to show or chooses to put out into the world.
Creativity gets lost if you don’t know the tool well.
Have people question you and challenge you to do something different.
Go to a conference in your field and talk to people.
ADDIE - Analysis, Design, Development, Implementation and Evaluation

Show Links:

Craig on LinkedIn
Craig on Twitter
Music Musing Podcast
www.Envolvemedia.com

Work With Catalyst Sale:

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

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

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In this episode, Mike and Jody discuss the importance of a positive mindset and slowing down.

Question for the Audience:

Do we lose people or your referrals because we say “Sales” in the name of the podcast?

Key Takeaways:

Our job in sales is to cover the gap between problems known or unknown and solutions that are known or unknown and helping our customers actually make an impact in their business.
Slow down even when dealing with urgent things.
Assess the situation, breathe, ask for help, then take action again.
If you take a positive mindset when you look a these challenges that are in front of you, no matter how big or how small, you can get through it together with folks.
OODA Loop - observe, orient, decide, act
Leverage your network when you need it.

For more on the OODA Loop, listen to episode 80 of The Catalyst Sale Podcast.

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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In this episode, Mike talks with DeJuan Brown, Senior Director, Seismic. This conversation covers a number of topics including community, learning and the buyer journey. Key Takeaways:

Those of us that have any type of audience should make a better effort to bring attention to where attention is warranted.
Use the platform you have to magnify other voices.
Look for the voices you learn from and help to amplify those
Learn-Teach-Learn
- Best way to retain what you’ve learned is to teach someone else.
- Learning is never-ending
- This attitude makes it so you can learn from anyone and then can pour it out to anyone.
Know what journey your buyer is taking.
Know how you support the buyer journey.
When buyers become aware of a problem, what do you have that meets them where they are?
Know how you can serve them along the way.
We can get better at asking simple questions of our customers.
As leaders, in whatever sphere we lead in, I think a top priority is making sure the environment in which we lead is a safe environment for people to have ideas that are dissenting, for people to disagree appropriately and respectfully and for people to speak up often and frequently.

Show Links:

DeJuan on LinkedIn
DeJuan on Twitter
Sales for the Culture

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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In this episode, Mike talks with Darryl Praill, CRO VanillaSoft. They cover a myriad of topics ranging from Sales and Marketing Alignment to creating a culture where people feel comfortable with cross team collaboration.

Key Takeaways:

Misalignment comes when you think your view is the only way/view.
Have an intentional perspective. Are you being intentional and trying to understand all perspectives.
If you want the cheapest source of information that’s going to have the most profound impact on your success, identify 10 different customers you can talk to and ask them why they invested in your product/offering.
When you ask existing customers you gain:
- An understanding of your prospect
- An understanding on how to engage your prospects
- The ability to utilize storytelling - the most powerful secret sauce.
Do things because they will have a positive impact on the business in 3-6 months. No time like the present, do it.
It’s hard to create a culture where people feel comfortable with cross team collaboration, you have to be intentional.
Create actual teams. Bring issues to meetings for team troubleshooting.
Create a community of people who support and invest in one another.
Force each other to work together and learn from one another.
Doing so, now gives you relationships in other departments.
Give people time and space so they understand the desired outcome.
Give yourself permission to fail and then give yourself permission to fix it.
If you make the same mistake more than once, then you are in trouble.
You only learn from taking risks.

Show Links:

Darryl on LinkedIn
Darryl on Twitter
Darryl’s handle on Clubhouse @ohpinion8ted

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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In this episode, Mike talks with Jen Spencer about the role of sales and marketing in demand generation and her new role as CRO at SmartBug Media.

Key Takeaways:

You have to make hard decisions when it comes to demand generation, having data helps.
Organizations struggle when they don’t have that data - it becomes an emotional decision when data is absent.
Use data to tell a story.
Failure comes when you’re not aligned across the board.
We are still in the early days of the CRO role in organizations, it will change things. But, we are in the early adoption stage of that philosophy.
Cross-functional collaboration among teams is starting to emerge.
Most people are sitting on a ton of data and they don’t know how to access it or organize it in a way that is useful.
Initially it seems hard to justify carving out time to set up data gathering/documenting correctly, but it is worth it to spend the time upfront. Lay the foundation as early as you can.
Job shadowing work - members of the team participating in some of the conversations they might not otherwise, offers great insight and the ability to ask different types of questions of the client.
We don’t sell alone. Leverage members of your team to set better alignment.
Everything needs to roll back up to company goals and initiatives. Then it is about pulling the right levers.

Show Links:

Jen on LinkedIn
SmartBug Media website
Revenue Collective
SDR Nation

Work With Catalyst Sale:

Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com
Download some of our free resources here
Invest in a Catalyst Sale course - self directed. Find our courses here

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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

Key Takeaways:

It’s the mindset of the executives at the highest level that drive everything down.
The first tree to plant is a ridiculously intimate understanding of your customers.
It’s often marketing on the hook for continued growth.
Figure out your logical benchmark conversion rate that you should be aiming for. Is there a gap?
Focus long-term on brand, not sales.
The failure of marketing comes in 2 buckets:
- The CMO doesn’t know what they are doing
- The metrics created force the CMO to operate in a certain way.
Strategy:
- Capture existing demand. Do they find you when they are looking?
- Create new demand. Do this in a targeted way that drives product consideration and product awareness.
- Focus on organic brand marketing.
People don’t set-up the environment to tell you the truth. Go into it objectively.
Center everything around customer intimacy.

Show Links:

Chris on LinkedIn
Refine Labs website
State of Demand Gen Podcast
Episode 206 of The Catalyst Sale Podcast with Chris Walker

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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Generating Revenue - Common Mistakes

In this episode, Mike and Jody discuss four common mistakes Sales Reps make when it comes to generating revenue.

Common Mistakes:

Believing that people care about the problem you solve for enough to pay for your product or service.
1. If they aren’t interested enough to pay for your product or service, you won’t generate revenue.
2. If they aren’t solving for the problem today, they either haven’t been able to find a solution or they don’t care.
3. Not enough pain behind the problem to solve for it.
4. If everything is a priority, then nothing is a priority.
Forgetting to go back and ask existing customers core questions.
1. Why did you do business with us?
2. Why do you continue to do business with us?
3. Are there other people like you that you think should be doing business with us?
We over think the process or approach.
We focus on feature functionality rather than the challenge that exists inside an organization.

What common mistakes have you seen made when it comes to revenue generation? Let us know via Twitter, Instagram or email us at podcast@catalystsale.com.

Want More Catalyst Sale Content?

Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com
Invest in a Catalyst Sale course - self directed. Find our courses here
Sign-up for our newsletter

Thank You Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter 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

The G.A.M.E. Plan - a Catalyst Sale course

Seven Traps

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In this episode, Mike and Jody continue their discussion on the topic of mindset and discuss internal versus external locus of control.

Key Takeaways:

Internal locus of control - you are able to look at situations and say “I understand what happened and I can go accomplish what I need to accomplish.”
External locus of control - things tend to happen to you
There are things we can control and things that are outside of our control. When we understand the difference between the two, we can go forward and make a positive impact on the things we can drive directly.
Look for the specific things you can do to influence a positive outcome.
Lean on your network.

Episode Links:

Ray Edwards - Copywriting, Sales and Coffee Episode
Ask For Help Episode
Queen Bee Syndrome

Want More Catalyst Sale Content?

Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com
Invest in a Catalyst Sale course - self directed. Find our courses here
Sign-up for our newsletter

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

The G.A.M.E. Plan - a Catalyst Sale course

Seven Traps

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In this episode, Mike and Jody talk about the different ways that music can affect your mindset.

Key Takeaways:

Music can have a visceral impact.
Range helps.
Music is powerful.
Music can help to shift a mindset.
Mindset is an important aspect of Sales.
Find something that inspires you - don’t be embarrassed by the music that works for you.
Tag us on Twitter and let us know what your go to song or soundtrack is.

Episode Links:

Mindset with Jeff Noel - A Practical Discussion

Mindset Blog Post

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The G.A.M.E. Plan - a Catalyst Sale course

Seven Traps

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In this episode, Mike and Jody talk about their experiences so far on Clubhouse.

Key Takeaways:

You need to go in knowing value you want to get out of it.
Currently an iOS device is needed for access.
In order to join, you need to be invited.
The level of intention you put toward it is extremely important.
You need to be really deliberate about listening.
Be selective about the rooms you decide to enter.
Find rooms that have fewer people. This allows you the chance to be heard and to ask questions.
Clubhouse provides access to people you might not have otherwise.
It can be a quick road to procrastination - be careful.
Leave it as a better place than when you arrived. Don’t just pitch.

Do you want an invite to join Clubhouse? Send your sales process, sales skills, sales leadership and sales coaching questions to podcast@catalystsale.com. We will draw at random 5 people to invite to Clubhouse.

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

The G.A.M.E. Plan - a Catalyst Sale course

Seven Traps

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In this episode, Mike and Jody discuss negotiation and why it isn’t as hard as you think.

Questions Answered:

If negotiation doesn’t happen at the end, when does it happen?
What is negotiation?
What questions can you ask to determine what your customer values?

Key Takeaways:

Common mistake - thinking negotiation is something that happens at the end.
You are always in a negotiation. You are always trading pieces of information with folks.
Negotiation happens throughout the entire journey with your customer.
People are making decisions as you engage with them. Do I like this person? Can I trust this person? Am I interested in the information they are sharing?
Negotiation is a series of trades where you are interested in getting something in return for a value you are delivering.
Exchange for value.
If you ask the right questions, you start to get the sense of what people really value.
- What’s important to you?
- Why is it important?
- Are there other things that we haven’t considered?
You don’t determine the perception of value on the other end.
Your confidence will improve as you develop rapport with your customer.
Never Split The Difference - by Chris Voss

This episode was brought to you by:

The Catalyst Sale G.A.M.E. Plan

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

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Never Split the Difference: Negotiating As If Your Life Depended On It

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In this episode, Mike and Jody discuss project management and what it has to do with Sales Skills.

Questions Answered:

What does project management have to do with Sales Skills?
How do you break project management down?
How does it change if we are a small organization?
What are the elements of project management?

Key Takeaways:

Planning - can I put together a plan that will help me execute? Assess risks, identify gaps.
Resources - what resources are required?
Accountability
Interactions that we have with our customers - managing an account
Deals that we have with customers - opportunities we might be working on.
Objectives - ex: putting together a plan to execute on Q1 objectives
Someone needs to be responsible for managing these aspects
Be deliberate about the focus of the project at any given time
If you are a smaller organization, you can use project management to identify gaps where you may want to lean on others.
Freelancers can be a good option for smaller organizations
Many small organizations utilize tools such as Trello boards or individual blocks of data on a spreadsheet or in a calendar.
Elements involved in project management:
- Planning
- Resource Identification - people, time, money, things (tech, etc..)
- Time table for execution
- Associate each task in the plan to the resources you have available. This helps to identify risk.
Don’t overcomplicate it!
Use project management concepts as a way to create clarity and focus.

This episode was brought to you by:

The Catalyst Sale G.A.M.E. Plan

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

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In this episode, Mike is joined by Ray Edwards. Ray is a communications strategist and author of How To Write Copy That Sells. Ray is also the host of the Ray Edwards Show.

Questions Answered:

How do we create the same type of sales experience when we are not in the room?
What can we learn from movies about writing copy?
Does it make sense to be deliberate about the copy you write for videos?
What can folks do to get better at writing copy?

Key Takeaways:

It is better to think it through than shoot from the hip.
If you know your customers well enough, you can write to that avatar. You can write copy to speak to the issues you believe affects all of your clients.
Think of your 5 best customers, are they exactly alike? Likely not.
Answer enough in the Sales page to cover the questions and objections they may have.
Through technology, we can deliver a different sales page to everyone that visits the website.
Intent has everything to do with whether what you’re doing is manipulative and exploitative or whether it’s service.
Trailers are super short version of long form art.
The best movies always have an intriguing open and expectations are set that there is a problem to be solved and throughout the movie, we are going to solve it.
Movies leave a lot of open loops/questions.
Well made movies close the loop at the end.
When doing video, have bullet points, key phrases. Do practice runs.
If you are going to write anything down for a video, write the beginning and the end.
Goal - be finished speaking before they are finished listening.
Find a good process for writing copy.
Record yourself giving the presentation and have it transcribed.

Show Links:

www.rayedwards.com
How To Write Copy That Sells on Amazon

This episode was brought to you by The Catalyst Sale G.A.M.E. Plan. The G.A.M.E. Plan for goal-setting and execution is a proven system for clarifying goals and breaking them up in a way you can finally accomplish them. Click here to learn more.

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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In this episode, Mike and Jody discuss the importance of saying “I don’t know” when talking with prospects or customers.

Key Takeaways:

It is shocking how many people are uncomfortable saying “I don’t know.”
It is important to follow-up with “I will find out,” “I will get an answer,” or “I’ll get back to you.”
Don’t be dismissive when using “I don’t know.”
You come across as more confident saying “I don’t know,” followed by one of the phrases than to fill in the gaps with random information.
Saying “I don’t know” can lead to customer confidence that you aren’t just trying to see them a bill of goods or make things up as you go along.
It’s important to take notes throughout your call. Find a note taking system that works for you.
It’s critical to follow-up with the prospect/customer after saying “I don’t know.”
Decide to take some type of action.
If you follow-up after saying “I don’t know,” you will build a reputation as someone who solves problems.
Leverage “I don’t know,” follow-up with an answer, execute and deliver a solution.

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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In this episode, Mike and Jody discuss how to prepare for your initial conversation with a prospect and why the preparation piece is important.

Questions Answered:

How do you prepare for the initial conversation with a prospect?

Key Takeaways:

Determine how you found out about the person you will be talking to. Did they contact you or did you identify them as a prospect?
I want to gather as much information as I can about the person based on the data we have collected from our website, etc..
Identify some of the things you would like to know about them.
Realize that some information you will be able to get only by speaking directly with them.
Validate that they have a problem and validate that they care about solving the problem.
Your initial call should be about discovering things about them and their company.
Deliver some sort of value back to the prospect.
Have a clear understanding of the design of the call.
Have desired next steps defined prior to your call.
If you take the combination of the research that you’re doing, the design work that you’re doing and the documentation in the call plan, you will have better calls with your customers and prospects.
Don’t overcomplicate it!

Show Links:

Call Planning - A Tactical Discussion

This episode was brought to you by:

The Catalyst Sale G.A.M.E. Plan

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

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In this episode, Mike talks with Dan Cockerell about his new book, What’s The Culture In Your Kingdom?

Key Takeaways:

The book is broken into 4 sections: Leading Yourself, Leading Your Team, Leading Your Organization and Leading Change.
Studies have shown that CEO’s who have emotional intelligence have better results.
It doesn’t take a lot to be good at connecting with people.
Growth mindset is key.
You never know the door that you open, what door will open after that.
Don’t sell a product, invest in a relationship.
Ask your team, how many people did you introduce yourself to?
Ask your team, what are you putting into place now that will pay off in 6 months?
You need to reward individual performance and you need to reward team performance.
If you want to know what your customers want, go talk to your customers.
If you adjust your behavior and make your team more successful, it will come back to you.

Show Links:

www.cockerellconsulting.com
How’s The Culture In Your Kingdom on Amazon

Work With Catalyst Sale:

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

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

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

The G.A.M.E. Plan - a Catalyst Sale course

Seven Traps

How’s the Culture in Your Kingdom?: Lessons from a Disney Leadership Journey

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In this episode, Mike and Jody talk about ways to start the year off right even if you have already abandoned your New Year’s Resolution.

Questions Answered:

How do we start the year off right?
What do we do to get back on track?

Key Takeaways:

People cannot disrupt the attitude that you take, the effort you put forth, the attention you use when doing work.
Go back to the why behind the decision and start executing again.
There is no shortage of good things you can do.
You have to do the work and build a daily practice.
Get the work done that you can control.
Things will get tough, there will be challenges.
Listen to or read information from Simon Sinek
If your why remains the same, get back to it again tomorrow.
Move forward
Reflect on what things got in the way.
Feel comfortable cutting goals short if they are not actually helping you solve the problem.

Show Links:

Steve Anderson podcast episode - The Bezos Letters
The Catalyst Sale G.A.M.E. Plan
Root Cause Analysis
Ending 10K Steps

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

The G.A.M.E. Plan - a Catalyst Sale course

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In this episode, Mike and Jody talk about why it is a good idea to break down a problem in order to execute and solve.

Key Takeaways:

You aren’t going to know where your blindspots are until something or someone helps reveal those things.
If you can break a problem down enough, then you can get it done.
Establish time, understand risk, and then make a decision.
Be specific about what you want to solve and why you want to solve it.
Limit it down to the things that you can achieve, that you can execute against.
In order to execute on the exciting things, you have to do the early things really well.

This Episode of The Catalyst Sale Podcast was brought to you by the Catalyst Sale G.A.M.E. Plan - www.catalystsale.com/gameplan

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

The G.A.M.E. Plan - a Catalyst Sale course

Seven Traps

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In this episode, Mike talks to Liston Witherill. Liston is the Author of Serve Don’t Sell, the Chief of Sales Insights at Serve Don’t Sell and is the host of The Modern Sales Podcast.

Questions Answered:

What is the connection between environmental science and sales?
Why do sales folks struggle with systems thinking concepts?
Do you believe people struggle with practice?
Why is it important to discuss ethics in sales?
What challenges our ethics when it comes to sales?
How can we create better alignment between business and personal ethics?

Key Takeaways:

Environmental Science and Sales both need systems thinking
What are the variables and factors that influence how the system works?
How can we picture our business as a system that has inputs and outputs?
The only way to make sales a science is to have really large data points and the reality is, that is tough to get.
We can apply the scientific method to sales - hypothesis, test, ask questions, isolate for certain variables.
Science is about finding cause and effect. You must have a methodical approach and some repetition.
People don’t know how or what to practice or what practice would even look like.
Not having a process contributes to how a discovery call goes.
Write out questions.
The value of practice is it frees you up to be in the moment to ask really good follow-up questions.
If you don’t have your team present in the same way, there is no way to optimize the process.
We can’t pinpoint what causes success or failure when there is too much variability.
It is important to sell ethically if you want to sustain being effective at sales and live in a way that is compatible with your values.
It is important because the bottom line is, it is the right thing to do.
Serve Don’t Sell - sometimes it means to give advice that’s counter to my own personal incentive.
We need to understand what our boundaries are and then we need to honor them once we have reached them.
Challenges to ethics - loss aversion, mindset and faith.
If you have a bigger pipeline and you have more financial security, then it’s going to be a lot easier to honor your ethics.
Have a clear understanding of what values your company has that you don’t want to honor. What you have control over always is your behavior.

Show Links:

Liston on LinkedIn
Serve Don’t Sell
Liston on YouTube
The Modern Sales Podcast

This episode is brought to you by The Seven Traps To Goal Setting

Work With Catalyst Sale:

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

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

Learn more about Catalyst Sale, and the products and services we provide via the following links.

Growth Acceleration - Plateau Breakthrough

Product Market Fit

The G.A.M.E. Plan - a Catalyst Sale course

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Jeff Noel is back for a special episode of the Catalyst Sale Podcast.

We talk about a number of things, with a specific focus on Home. Make sure to take the 72 hour challenge that we mention at the end of the podcast.

I'm going to keep the show notes short - your can learn more about Jeff Noel by following his podcast "If Disney Ran Your Life" or following him at junglejeff.com

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

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

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

Growth Acceleration - Plateau Breakthrough

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The G.A.M.E. Plan - a Catalyst Sale Course

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In this episode, Mike talks with Amber Naslund. Amber is a Principal Consultant at LinkedIn. She leverages her expertise to help some of the top brands in the world build outstanding digital content strategies.

Questions Answered:

Why can’t we do more of what the internet is good at?
Are there ways for us to leverage the good?
How can we converse better on social channels?
How can we get better?
How do you differentiate between fundamentals and tactics?

Key Takeaways:

The internet is its own magnifying glass of what we all are.
The internet brings us closer to so many things that we are insatiably curious about.
The internet makes it easier than ever before to lean into community. People feel seen and a sense of belonging.
It is critical to use our ability to connect to advocate for what we care about.
It takes a conscious effort to pull away from the negative.
You have the power to unfollow, block and mute. You need to tend your own garden.
Reinforce your boundaries.
Slow down enough to have empathy for other people.
Show up as a good digital citizen
When we model the kinds of behaviors we expect from other people on these digital channels, we start to set standards for how we expect people to behave and treat us.
You have to build the network long before you need it.
You have to start by putting value in. Value as a good citizen of the digital universe.
The internet has a short fuse, but a long memory.
Show up with good intent.
So much of good marketing is about consistency and caring about the audience you are trying to reach.
Gimmicks don’t have staying power.
Good fundamentals aren’t sexy but they are so critical.
Fundamentals are the strategy. They why and the what.
Tactics are the execution pieces. How are you going to get that done.

Show Links:

Amber’s website

Amber on LinkedIn

Amber on Twitter

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

The G.A.M.E. Plan - a Catalyst Sale Course

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In this episode, Mike talks to George Randle, Managing Partner at EF Overwatch and Co-Author of Talent War.

Questions Answered:

What inspired the book?
Why do we fall into the trap of thinking industry experience is critical?
Why do HR professionals struggle with pushing back?
What is effective intelligence?
What is resilience?
What is Hire for Character, Train for Skill?

Key Takeaways:

Drive home the point that it is critical to have people with the 9 character attributes we talk about in the book.
Look at your company through the lens of talent.
If we know the problem we solve for, we have much more context for the role we are trying to fill.
How many leaders actually know what is making someone successful?
Effective Intelligence - a person’s ability to apply their knowledge to real world scenarios.
Resilience - the ability to get back up and keep going after a failure.
B and C level players don’t have the ability to see A level players.
A level players have team ability
Character attributes are more predictive of success than previous experience or skills

Show Links:

George Randle on LinkedIn
Talent War
EF Overwatch
EF Overwatch on LinkedIn

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

The Talent War: How Special Operations and Great Organizations Win on Talent

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In this episode, Mike and Jody discuss how to be in Sales without being salesy.

Questions Answered:

What advice do you have to help folks avoid being "Salesy"?

Key Takeaways:

When people think of “salesy” they think used car salesman or door to door sales people and they don’t want to be that because they don’t feel comfortable with that approach.
You have to believe in the product you are selling.
Even more important, you have to believe in the problem you are solving for.
You can be more empathic to the customer if you believe in the problem you are solving for.
Ask questions and then take a genuine interest in the response.
If you don’t want to have that kind of conversation, pause, think about it more and come up with a different approach.
Sales is not about convincing people of things, it’s about compelling folks to take action.

Work With Catalyst Sale:

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

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

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

The GAME Plan - a Catalyst Sale course

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In this episode, Mike and Jody answer a listener question about building comp plans. Listen in to know what you should consider when building a comp plan and what you want to avoid.

Questions Answered:

What should I consider when developing a comp plan?
What are common mistakes people make when doing a comp plan?

Key Takeaways:

Know what you are trying to accomplish
Know what modeling you are comfortable using when thinking about the over-arching cost of sale.
Know how much risk you are willing to take on in instances where someone exceeds the plan by a significant number.
Mistakes Made:
- Going back and implementing what you did last year
- Applying the same concepts to next year
- Trying to make the comp plan the same for everybody across the team
- Comp based on validated opportunities
Test your modeling to see where it breaks down
Be direct and deliberate with all the stakeholders within the business
Adjust for whatever variables you can isolate for
Work to simplify as much as you can
3 distinct groups - 1st 50%, next 25%, last 25% to get to 100% on the variable side

Have a question you would like us to answer in a future episode? Contact us:

podcast@catalystsale.com - list "Listener Question" in the subject line

www.catalystsale.com

twitter

Work With Catalyst Sale:

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

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

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

The Reset - a Catalyst Sale course

Product Market Fit

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In this episode, Mike talks with Tanner Brock about the conclusion of the three month test with Catalyst Sale. This is the fourth round of this series. Check out episodes 212, 215, and 220, if you missed the first three sessions.

Questions Answered:

What would Tanner never do again?
What did we learn throughout the test?
What would have done differently?
What will change as we go forward?

Work With Catalyst Sale:

Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com
Invest in a Catalyst Sale course - self directed. Find our courses here or contact Tanner - Tanner@catalystsale.com
Hire us as a consultant/advisor within your team or organization
Ep 212
Ep 215
Ep 220

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

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

The Reset - a Catalyst Sale course

Product Market Fit

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Listen in as Mike and Jody discuss how to use the Catalyst Sale G.A.M.E. Plan template for goal-setting and execution.

Questions Answered:

What is the G.A.M.E. Plan?
What do each of the letters stand for?
How do we download the guide?

Key Takeaways:

A framework you can use to help improve your ability to execute on your goals.
G = Goal
A = Activities
- Actions you are going to take to reach your goal
M = Metrics
- Measurables - A way to hold yourself accountable
E = Execution
- Things you use to keep you focused.
- When you run into hard times, what will you look to, in order to move forward.
- The why behind your goal

Show Links:

The G.A.M.E. Plan

Let us know how you are applying this document to your life. podcast@catalystsale.com

Work With Catalyst Sale:

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

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

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

The Reset - a Catalyst Sale course

Product Market Fit

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In this episode, Mike and Jody discuss some of the traps Mike has identified that keep people from obtaining their goals.

Questions Answered:

How did you come up with the 7 Traps?
What are some of the traps?
How do we download the guide?

Key Takeaways:

There are things that we all do and reasons that we do these things. Imagine if you put a little structure behind it, how much more you could accomplish.
Trap # 1 - Being Vague With Your Goals
- Take a more specific approach
- Design backward so you can start executing
Trap # 2 - Not Breaking Your Goals Down Into Smaller Components That Can Be Measured and Tested
- Breaking into smaller components helps you execute
- You can constantly evaluate whether or not you are making progress
Trap # 4 - As Soon As I Fail, I’m Done
- Every day is a new day
- Failure is a lesson you learn from
- Put controls in place so you don’t succumb to failures.
- Even if you fail, you made some sort of progress.

Show Links:

Seven Crucial Mistakes That Keep You From Winning

Let us know how you are applying this document to your life. podcast@catalystsale.com

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

The Reset - a Catalyst Sale course

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In this episode, Mike and Jody discuss the importance and value of practice.

Key Takeaways:

There is a time and place for thinking
Planning is so important in all the work we do.
You can draw a correlation between business and many things - business and sports, business and cooking, etc…
You increase your ability to execute if you operate in that muscle memory mode.
There is value in being intentional in the way you practice.
Ask what missed opportunities your sales team had
See if your team can ask follow-up questions during your role play exercises/scenarios
Make sure to practice discovery calls
Be thoughtful about how you approach things

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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On this episode, Mike is joined by Tim Clarke. They discuss building out process & timing and how you can build out your revenue operations engine. Tim is a Managing Partner at Growth Sigma. Growth Sigma helps growth leaders align and execute against the four most important parts of the enterprise sales system.

Questions Answered:

How does system design apply in the context of Sales and building out revenue engines?
What are the 4 P’s?
Why do we overcomplicate building out a process?
How can we build a culture over a period of time?
What types of lifecycles do organizations go through?
What are some questions reps can ask during an interview to know if an organization is using a systems based approach?

Key Takeaways:

3 Roles of a Chief Revenue Officer
- Recruiting, onboarding and developing great Sales talent.
- Build an unbeatable Sales culture
- Build the sales execution system, go to market strategy, understand the buyer journey, sales process and scale.
Chief Revenue Officers should be spending 100% of their time on building a great culture.
4 P’s
- Priorities
- Process - should be collaborative
- Positioning - what message resonates
- Performance - what types of behavior do incentivize
Reality is, you should be looking to see who you can bring in that can bring the team together, communicate a clear cut strategy, understand how your customers buy and organize the team.
It is important for leaders to set expectations properly.
Organization Life cycles -
- Iterate - focus on product
- Growth - net new acquisition, retain what is sold
- Scale - how do we move to scale? Define ideal customer, determine how your buyers buy.
Rep interview questions -
- What are you going to do to enable my success?
- How would you define your ideal customer?
- What tools can I use across the buyer journey to help with my success?

Show Links:

Tim on LinkedIn

www.growthsigma.com

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

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In this episode, Mike and Jody discuss confidence in sales, asking for help and enjoying the thinking that sales requires.

Questions Answered:

How do we gain confidence when starting in Sales?
Why do Sales experts not seek help?
How do we enjoy the thinking that goes into Sales?

Key Takeaways:

Being able to trust the process leads to confidence
When you have a stable set of systems, tools, methods and approach, you can improve confidence and capability.
Territory Planning - understanding your ideal customer
Account Planning - who, what, why, where, when, how
Call Planning - who will be in the room, what are their objectives, what are our objectives, desired next steps
Ego is the biggest challenge
We struggle with “I don’t know.”
If we check our ego at the door then we can improve our interest or capacity for asking for help.
Don’t just assume people aren’t asking questions in the background.
If you aren’t enjoying the process, maybe it isn’t the right field for you. Redirect into something you do enjoy.
If you want to enjoy it again, train others.

Have a question you would like us to answer in a future episode? Contact us:

podcast@catalystsale.com

www.catalystsale.com

twitter

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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In this episode, Mike talks with Tanner Brock about his continued onboarding experience with Catalyst Sale. This is the third round of this series. Check out episodes 212 and 215, if you missed the first two sessions.

Questions Answered:

What’s not working?
What are some of the things we will test regarding follow-up?
What are some common challenges?
What are some things we are going to start?

Key Takeaways:

Spraying and praying approach is not working. Squinting too much to fit people in.
Go back and use frameworks to readjust.
Focus more on people, not numbers.
We may know what we should do, but that doesn’t necessarily translate into what we do.
Stop creating unrealistic plans for the day.
Create a combo of sequences to use with various prospects.
Personalize the sequence to the people. Try to add value every time you reach out.
Common challenges: deals stall, pipeline development, articulating what we do, confidence.
Focus on and celebrate the little things.
If you go into it positive, you have higher energy, you’re more effective, you’re more useful to people.
Establish gates you want to move through and celebrate as you go through the gates.
What qualifies as a win can be a challenge.
Make sure you are doing the basics.
Follow-up is important.
Each success opens another gate.

Work With Catalyst Sale:

Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com
Invest in a Catalyst Sale course - self directed. Find our courses here or contact Tanner - Tanner@catalystsale.com
Hire us as a consultant/advisor within your team or organization
Ep 212
Ep 215

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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Mike Conner is back....

In this episode, Mike talks with Mike about ways to apply basic sales skills when job hunting, along with a number of other things. Don't miss the last 10 min where we discuss some foundational things many sales pros miss.

Questions Answered:

How can you apply sales skills to a job hunt
What basic things can early Sales Pros do better?

Key Takeaways:

Be sure to take time to have an evaluation process. Ask if you really enjoy what you are doing.
Ask, is this new thing that I am looking to do the right fit for me?
If you do good things over a long period of time, things tend to work out.
Use the following criteria when thinking about a new position:
- Who is hiring?
- Who is thriving?
- How have they navigated their way through our current working environment?
- Are they living their mission?
Try to make meaningful connections.
Basic things that any early Sales Professional can work on doing better:
- Pick the company you are going to invest your time in wisely.
- Ask questions and take the information in. Listen to the answers.
- Don’t wait to build your network and build a diverse network
- Do the basics - ask questions, put together project plans, account plans, territory plans and call plans. Do the work.
- Don’t wait to continue learning new things.
- Leverage the people that are inside your organization.

Show Links:

Mike Conner on Twitter

Mike Conner on LinkedIn

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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In this episode, Mike and Jody discuss a listener question regarding the Catalyst Sale Frameworks.

Questions Answered:

Why is it that the Catalyst Sale Frameworks are effective not just for sales, but for other areas of life?
How does it change things to have a plan?
Where else can the frameworks apply?
How often do you think of the frameworks being used outside of sales?
Why did you decide that The Reset was worth doing?

Key Takeaways:

Sales is Life and Life is Sales.
In any engagement, you are likely trying to compel someone to take action.
There is a direct correlation between the stuff we do everyday and sales.
Life skills - communication, gathering data & conducting research, leveraging story, time management, project management.
Having a plan creates a higher level of predictability that you will reach the desired outcome.
By applying these processes and frameworks, you can get better in sales and in life.
Sales for Non-Sales Professionals is for anyone who is interested in solving problems, in moving things forward, is interested in helping and transition in their lives or in the lives of others.
Sales for Non-Sales Professionals shows you how to use sales frameworks in the work you do to improve your ability and execute.
The Reset and Sales - sales is about connecting the dots between a problem and a solution. The Reset helps connect the dots between your problem/goal and the solution.

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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In this episode, Mike and Erik Kostelnik talk about solving problems, working towards execution and building out your business. Erik is the Founder and CEO of Postal.io

Questions Answered:

Why do people struggle with engagement?
How have things changed in our current environment?
What is your approach to problem solving?
How do you avoid scope creep?
What is your decision making process?
Why do we get sucked into the lures?
How can you be easy to do business with?
How can we manage the growth cycle?

Key Takeaways:

We struggle with engagement because we have been so focused on the digital world.
We need to take a step back and ask what the customer journey looks like.
Everyone is trying to navigate our current operating environment, companies need to be agile.
It’s more important than ever to have a platform to manage your customer engagement items.
The key is stay on the right path
5 Step Problem Solving Process
- Ideation
- Research
- Build/launch
- Understand what your KPI’s are
- Raise capital
If you’re not experiencing scope creep you are either not asking the right questions or you are dead on right.
Buyers are always influenced by the shiny lure and buzz words.
Reduce the amount of friction that it takes people to get into the product.
Be sure you know how customers go through your purchase process
Getting people into our free trial is really part of our marketing.
You’re not going to know where things are failing until they actually fail.
You have to set the business up to scale from day one meaning you have to have your 5 year plan and then you have to execute on your plan.

Show Links:

Postal.io

Erik on Twitter

Postal on Twitter

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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In this episode, Mike and Jody discuss the definition of pipeline and common challenges associated with a Sales pipeline.

Questions Answered:

When we say pipeline, what are we talking about?
What are some common pipeline challenges?
Are there different segments of the pipeline?

Key Takeaways:

Sum of all of the opportunity that is out there = pipeline
Weighted probability of closing that business = forecast
Challenge 1 - actually doing the work and getting in front of customers
Challenge 2 - Deals sit in the pipeline for too long
Challenge 3 - Neglecting to put things in the pipeline because you are not sure if it will turn into anything.
Don’t get emotionally attached
If you have a 45 day sales cycle, evaluate your pipeline every 15 - 30 days
If you have a 6, 18 or 24 month sales cycle, evaluate your pipeline monthly or quarterly.
A forecast is a sub-set of pipeline.
If I am not managing the pipeline well, it will have a negative effect on my ability to forecast with any level of predictability.
I firmly believe you can forecast if you leverage data and simplify your process.

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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In this episode, Mike talks with Tanner Brock about his continued onboarding experience with Catalyst Sale.

Questions Answered:

What has been the worst thing that has happened so far?
How are you overcoming this issue?
Why might our outreach number be lower than we expect?
What’s next?
Do we apply call planning in the context of outreach?
How do we measure success?

Key Takeaways:

Adjustment into an official sales role has been the hardest so far.
Rather than trying to be an expert, I am going to be a student.
Listening to previous podcasts you have done has been helpful and studying the frameworks.
It is important to be humble to understand why it isn’t working.
There is a big lack of vulnerability in the marketplace.
We need to ask if we have a problem with our ideal customer profile and ask if our message is clear.
It can be rewarding to share my experience applying the Catalyst Sale principles in my own life.
The only time I want to put together a call plan is when I am going to have a call.
Structurally the same concepts apply to outreach we send out.
All the Catalyst Sale tools build on each other and help you to think clearly
Profit and loss help us measure success.
Gather data to determine if what we are doing is working. Test.

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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In this episode, Mike and Jody discuss the best ways to handle mistakes when they occur.

Questions Answered:

What are the best ways to handle mistakes?
How can we handle current mistakes?
How do you view historical mistakes?

Key Takeaways:

It is great to share stories about lessons learned.
It is important to be transparent and open.
We can all learn from each others mistakes and learn from the stories that relate to those mistakes.
If you are unable to fix or address the mistake on your own, it is important to get other people involved as quickly as possible.
Don’t make a mistake bigger than it already is.
Reach out to others.
If you can fix it immediately, fix it!
Depends on the scope of the mistake, the type of mistake and your capability to fix it.
Owning mistakes can help build a greater level of credibility and trust.
People can learn lessons from you when you share historical mistakes.

Show Links:

Link to Tanner discussion on Ego

Link to Twitter Thread

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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In this episode, Mike and Jody discuss the importance of a good first customer interaction and discovery call/meeting.

Questions Answered:

What should the first customer interaction look like?
What is involved in discovery?
Why do you want to find out more about the person?
How does knowing the person better help you with the sale you are trying to make?
What else do we need to know about the first interaction?

Key Takeaways:

Ask questions.
Do research - can be from public or private sources (asking questions.)
Deliver the information you have in the context of what is important to the customer
It’s important to know the person because they are going to either influence or make the decision.
Asking questions and getting to know them helps them realize I am a human being and not someone just trying to sell something.
Asking if they have any questions for you will let you know how engaged they are in the conversation.
You can refer back to what these first questions revealed in future discussions. Builds a personal relationship.
Be prepared to do a demo if necessary

Show Links:

Call Planning Podcast

Work With Catalyst Sale:

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

Purchase Demystify Sales, A Catalyst Sale Course here

Interested in working with us? Visit https://catalystsale.com and chat with us, or contact us via Twitter or LinkedIn.

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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This week Tanner Brock, founder of 9-5 5-9 Coaching joins the Catalyst Sale Podcast.

Tanner is joining the team in a freelance role as an Account Executive. As an account executive, Tanner's focus will be on selling Catalyst Sale courses in the B2B space.

Tanner is a non-traditional sales professional, who has not worked in an account executive role. Tanner will be a guest on the podcast in the future, we will share his journey, lessons learned, mistakes, and wins.

We discuss one common mistake today, specifically the tendency to focus on how we solve the problem (solution) rather than the problem.

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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This week we have a listener question - how do you avoid selling on price alone?

Questions Answered:

How do you avoid selling on price alone?
How do you go about figuring out what the problem is?
If a customer keeps driving conversation towards price, should we be concerned?
Are there other bad habits to avoid?

Key Takeaways:

Price is one of those things that a lot of people want to know about, but no one wants to talk about in detail.
Understand the value that you deliver to an organization.
Ask questions about what is going on inside the business relative to the problem you solve for.
Find out why they are interested in having a conversation with you, why they are interested in working with you.
Be careful about assumptions, ask why price is important to them.
Ask, “when you have made this type of decision before, what does the process look like?”
Include price on the first page of your proposal.
We find ourselves focusing on features and benefits of the tool or software rather than the actual business impact, the thing that you actually deliver,
If you find yourself talking more about your product than your customers' challenge, you may be falling into a trap that will be relatively easy to compete with. Features are a dime a dozen.
Focus more on value and business impact.

Show Links:

Submit Listener questions via Live Chat or email us at podcast@catalystsale.com

If Disney Ran Your Life Podcast - Season 5

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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

Questions Answered:

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

Key Takeaways:

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

Show Links:

Amanda on Twitter

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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How do you create a great proposal?

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

Questions Answered:

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

Key Takeaways:

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

Show Links:

Planning Templates

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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

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

Questions Answered:

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

Key Takeaways:

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

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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Handling Objections

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

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

Questions Answered:

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

Key Takeaways:

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

Show Links:

www.jodymaberry.com

https://catalystsale.com

Submit Listener Questions To:

podcast@catalystsale.com
DM us on Twitter

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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

Questions Answered:

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

Key Takeaways:

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

Show Links:

Chris on LinkedIn
Refine Labs website
State of Demand Gen Podcast

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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

Listener Question:

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

Questions Answered:

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

Key Takeaways:

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

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

______________________________

Work With Catalyst Sale:

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

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

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at https://catalystsale.com

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

Questions Answered:

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

Key Takeaways:

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

Show Links:

Queen Creek Botanical Garden

www.Agriscaping.com

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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

Listener Question:

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

Questions Answered:

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

Key Takeaways:

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

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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Language Warning

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

Questions Answered:

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

Key Takeaways:

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

Show Links:

Scott Leese Consulting
Surf and Sales
Addicted to the Process

Books Mentioned In This Podcast Episode: * The Obstacle Is The Way by Ryan Holiday * Stillness Is The Key by Ryan Holiday * Tribe by Sebastian Junger

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

The Obstacle is the Way: The Ancient Art of Turning Adversity to Advantage

Addicted to the Process: How to Close Transactional Sales with Confidence and Consistency

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

Questions Answered:

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

Key Takeaways:

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

72 Hour Challenge:

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

Show Links:

If Disney Ran Your Life - Jeff Noel

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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The First 200!

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

Questions Answered:

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

Key Takeaways:

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

Calls to Action:

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

Email us at podcast@catalystsale.com

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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

Questions Answered:

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

Key Takeaways:

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

Show Links:

Alanna’s website
Mequilibrium website

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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

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

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

Show Links * Alanna on LinkedIn - https://www.linkedin.com/in/alannafincke/

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

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at https://www.catalystsale.com

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

Questions Answered:

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

Key Takeaways:

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

Work With Catalyst Sale:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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

Questions Answered:

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

Key Takeaways:

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

Show Links:

Chris on Instagram
Chris on LinkedIn
Chris on YouTube
The 5 Different Stages of Becoming an Entrepreneur on YouTube
www.trainual.com

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

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

Questions Answered:

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

Key Takeaways:

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

Show Links:

Marketing Made Simple on Amazon
J.J. on LinkedIn
J.J. on Twitter
www.storybrand.com

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

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

Demystify Sales - the course

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Marketing Made Simple: A Step-by-Step StoryBrand Guide for Any Business

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

Questions Answered:

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

Key Takeaways:

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

Show Links:

Dan Cockerell Podcast - Episode 92
Demystify Sales - the course

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

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

Questions Answered:

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

Key Takeaways:

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

Show Links:

https://www.outreach.io
https://www.saleshacker.com
Max on LinkedIn

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

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

Questions Answered:

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

Key Takeaways:

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

Show Links:

https://jodymaberry.com
https://jodymaberry.mykajabi.com/podcastmagic
https://catalystsale.mykajabi.com/the-catalyst-core
https://catalystsale.mykajabi.com/join

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

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

Questions Answered:

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

Key Takeaways:

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

Show Links:

www.thebezosletters.com
The Bezos Letters
Jim Collins - Turning the Flywheel

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

The Bezos Letters: 14 Principles to Grow Your Business Like Amazon

Turning the Flywheel: A Monograph to Accompany Good to Great (Good to Great, 6)

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

Execution is a topic that is really important to me. Specifically helping people, teams, and organizations get better at execution. I've asked Brent to rejoin me to ask the questions this time.

Questions Addressed * What is Execution? * What are some common mistakes we make when thinking about Execution? * Why do we make these mistakes? * How can we avoid these mistakes? * How does this change when thinking about execution in the context of working from home or remote work? * How does this change when thinking about execution in the context of Teams, Customers, and Self?

Show Links * Listen to the Entire Series - Share this Link

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

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at https://www.catalystsale.com

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

Eric is the Chief Operating Officer of TeamSupport, expert in support and customer experience, and a friend.

Questions Addressed * What is Support? * What are some common mistakes we make when thinking about Support? * Why do we make these mistakes? * How can we avoid these mistakes? * How does this change when thinking about support in the context of working from home or remote work? * How does this change when thinking about support in the context of Teams, Customers, and Self?

Show Links * TeamSupport Blog * CustomerThink.com * https://asponline.com

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

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at https://www.catalystsale.com

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In this episode, Mike and Jody discuss clarity and focus and the importance of both in Sales, Business, and Life.

We are including this in the topic specific curated list - because of the focus on two important topics. This was recorded prior to the series launched last week, however I believe the content is relevant.

Questions Answered:

What is the difference between clarity and focus?
How do they improve what we do?
What is the impact of clarity and focus in Sales?
How people can work with Catalyst Sale.

Key Takeaways:

Clarity - quality of being easily understood
Focus - Center of activity or attention
They provide us with a framework to use when making decisions
Clarity and focus can help us make better decisions when we are forced to make a decision on where we are going to spend time, energy, or attention.
Clarity gives focus and focus gives clarity - they go hand in hand
Clarity and focus help you improve communication with your customers

Work With Catalyst Sale:

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

Show Links:

Purchase Demystify Sales, A Catalyst Sale Course here

Interested in working with us? Visit https://catalystsale.com and chat with us, or contact us via Twitter or LinkedIn.

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

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

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

Myra is awesome, she is a creator, a curator, and collaborator. We have connected a couple of times at various learning conferences and through twitter chats. This is the first time she has been on the podcast, and it will not be the last.

Questions Addressed * What is Collaboration? * What are some common mistakes we make when thinking about Collaboration? * Why do we make these mistakes? * How can we avoid these mistakes? * How does this change when thinking about collaboration in the context of working from home or remote work? * How does this change when thinking about collaboration in the context of Teams, Customers, and Self?

Show Links * Myra's Pinterest List of Resources * Myra on Twitter

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

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at https://www.catalystsale.com

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

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

Questions Addressed * What is Mindset? * What are some common mistakes we make when thinking about Mindset? * Why do we make these mistakes? * How can we avoid these mistakes? * How does this change when thinking about Mindset in the context of working from home or remote work? * How does this change when thinking about Mindset in the context of Teams, Customers, and Self?

Show Links * If Disney Ran Your Life Podcast

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

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at https://www.catalystsale.com

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

Lee Cockerell is a retired executive with the Walt Disney Company, and someone who has battled with anxiety and depression, and is winning the fight.

Questions Addressed * What is Anxiety? * What are some common mistakes we make when thinking about Anxiety? * Why do we make these mistakes? * How can we avoid these mistakes? * How does this change when thinking about Anxiety in the context of working from home or remote work? * How does this change when thinking about Anxiety in the context of Teams, Customers, and Self?

Show Links * Creating Magic Podcast * Dealing with Anxiety

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

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at https://www.catalystsale.com

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

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

Questions Addressed * What is Communication? * What are some common mistakes we make when thinking about Communication? * Why do we make these mistakes? * How can we avoid these mistakes? * How does this change when thinking about Communication in the context of working from home or remote work? * How does this change when thinking about Communication in the context of Teams, Customers, and Self?

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

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

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at https://www.catalystsale.com

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

Dan Cockerell is publishes the Come Rain or Shine Podcast weekly, and he is a retired executive with the Walt Disney Company. He joins me today to discuss Leadership.

Questions Addressed * What is Leadership? * What are some common mistakes we make when thinking about Leadership? * Why do we make these mistakes? * How can we avoid these mistakes? * How does this change when thinking about Leadership in the context of working from home or remote work? * How does this change when thinking about Leadership in the context of Teams, Customers, and Self? * How important is reflection as a leader?

Show Links * Come Rain or Shine Podcast

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

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at https://www.catalystsale.com

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

Brent Schlenker is a community builder, and founder of the Learn Train. He joins me today to discuss Community.

Questions Addressed * What is Community? * What are some common mistakes we make when thinking about Community? * Why do we make these mistakes? * How can we avoid these mistakes? * How does this change when thinking about Community in the context of working from home or remote work? * How does this change when thinking about Community in the context of Teams, Customers, and Self? * What is the connection between Community and Connecting?

Show Links * Brent on Twitter * The Learn Train Community

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

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at https://www.catalystsale.com

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

Dr. Erin Weiss is Clinical Psychologist, practicing in the Houston area. She joins me today to discuss Empathy.

Questions Addressed * What is Empathy? * What are some common mistakes we make when thinking about Empathy? * Why do we make these mistakes? * How can we avoid these mistakes? * How does this change when thinking about Empathy in the context of working from home or remote work? * How does this change when thinking about Empathy in the context of Teams, Customers, and Self?

Show Links * David and Ehrin on the Sales Success Podcast * Dr. David Burns * Dr. Kristin Neff

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

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at https://www.catalystsale.com

Feeling Good Together: The Secret to Making Troubled Relationships Work

The Mindful Self-Compassion Workbook: A Proven Way to Accept Yourself, Build Inner Strength, and Thrive

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Sales Career Guide

Mike is joined by Andy Racic and David Weiss authors of Your Definitive Sales Career Guide. On this episode they discuss why they decided to write a book about a career in sales, and how to execute if this is something you are interested in exploring.

Questions Asked: * Why do people avoid the Sales Profession? * It seems as though colleges are starting to bring in Sales Programs, will this trend continue? * What are some of the messages in the book that are resonating with professors? * How do you distinguish between Sales and Marketing? * What are the gaps that this book fills? * Who should buy the book?

Key Takeaways: * Several myths still hover over the Sales profession * People generally don’t have an understanding of what modern professional Sales is * Schools are interested as the importance of the Sales function within a company becomes more apparent * Sales can be a great foundational career. Being in Sales teaches you several cross-functional skills * Marketing tends to be one to many whereas Sales tends to be one to few or one to one * Marketing empowers Sales to have more conversations with clients * The book provides tips and tricks on how to be successful in sale, dispels myths and walks through how to get a job * Business school professors looking to build a Sales program would benefit greatly from reading this book

Show Links * Your Definitive Sales Career Guide on Amazon * www.salescareerbook.com * Andy on LinkedIn * David on LinkedIn

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

Your Definitive Sales Career Guide: A must read for anyone new to sales or thinking about a career in sales

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Ford vs Ferrari - Discussion with Jeff Bajorek This week on the Jeff Bajorek joins Mike to discuss one of the best movies of 2019 - Ford vs Ferrari. They share lessons that you can apply to Sales, Business, and Life, that come from the meeting.

He's Jeff Bajorek - he'll help you rethink the way you sell®.

I'm Mike Simmons - I build sales machines.

Key Takeaways * Put yourself in the shoes of your customer, employee, team. * Ride alongs are important. * Ask questions to confirm context. * Live to fight another day. * It's about the team. * Do the Work.

Show Links * jeffbajorek.com * The Why & The Buy Podcast - http://thewhyandthebuy.com/ * Jeff's Twitter - https://twitter.com/jeffbajorek * Jeff's Website - https://www.jeffbajorek.com/ * Catalyst Sale Link Tree * Mike's Twitter - https://twitter.com/simmons_m * Ford v Ferrari

Thank You

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

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

Growth Acceleration - Plateau Breakthrough

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Demystify Sales - the course

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Managing Director and Partner, Two Sigma Ventures - Villi Iltchev This week Villi Itchev joins Mike to discuss diversity in experience, investment, entrepreneurship, remote work, and lessons learned. Villi has a multi-fadeted background to include: investment banking with Merrill Lynch, mergers and acquisition with Salesforce, an executive with Lifelock, and head of strategy with Box.

Questions Discussed * How does Villi's background influence his approach to investment and research? * How have his experiences rounded out his thinking? * How does venture continue to innovate and transform? * Why is it a great time to be a founder? * What are some common misconceptions around investment? * How will venture continue to evolve? * What options are there for various types of investment? * Why do we get drawn into the idea that we need to take on funding to build out to scale, or I'm less than? * How will the future of remote work impact organization growth & culture? * What inspired Villi's post on ARR being a vanity metric? * How do you see the landscape of technology & software evolving over the next 15 years?

Key Takeaways

Massive transportation within venture. The competitive nature of venture is commoditizing the asset class. A data oriented approach is required.
The ones that are standing still (just like any industry) are being marginalized
It's a great time to be a founder - it takes little investment to get started and you can make a lot of progress on your own prior to raising capital.
There are an abundance of capital sources with different risk profiles.
Best way to get started is family & friends. After you make progress start to look at traditional Angel & Seed financing - be honest with yourself about the type of company you are building.
There are plenty of opportunities to build companies.
There is nothing shameful in building something that will not grow at venture scale.
Think about how Mailchimp started - small ambition, focused solution to an email template problem, that grew into something greater than expected.
Start building, start playing, start dreaming - see where it takes you - chase your dream.
It's a lot easier to get inspired when you interact with people who have a common interest - leverage your communities, networks, and the resources that are available.
Shortage of talent, high demand for technology globally, will lead to a shift in remote work, and create opportunities for growth - the world is becoming smaller.
Remote work will allow technology to spread much further.
Bookings over ARR - a question you can ask - is your ACV (annual contract value) growing or declining?
Performance is measured by bookings growth.
The last 20 years - we put success on the shoulders of the customer. We transferred costs.
This shifted to the vendor being responsible for success, as payments shifted to overtime vs upfront.
Cloud & SaaS changed the landscape of adoption
Next 20 years - the software will make us better at our jobs.
What does the next salesforce look like? It will be about making the end-user better, within each core application.
The intelligence will amplify capabilities.

Show Links * @villi on twitter * villi@twosigmaventures.com * Villi on ARR vs Bookings

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

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Continuous Learning, Creativity, and an Awesome Future - with Guest Don MacPherson Mike is joined by Don MacPherson. Don is the Founder of 12 Geniuses where they are educating leaders of today and building leaders of tomorrow.

Questions Answered:

What are some things you are excited about that will improve sales?
What are the risks with technology?
How can we be more creative around continuous learning?
Why should we consider ways to be creative?

Key Takeaways:

Mobility has really changed the way we work.
AI will really change Sales - more collaboration will be needed.
The mountain of data we have will be a game changer.
127 new devices are added to the internet every second!
Expand your ability to respond to the ups and downs of everyday.
Be a continuous learner.
Sales is a creative job. You have the ability to look at a situation and see it in different ways.
Work with new people coming into the organization to help them discover the “language.”
Remember how great the world is.

Show Links:

12 Geniuses on Twitter
12 Geniuses on LinkedIn
www.12geniuses.com

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

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Masterminds - Time to Invest In Yourself With Others

Mike and Jody are joined by Dan Cockerell as they discuss the benefits of attending a Mastermind.

Questions Answered:

What were some moments from the Mastermind that struck you?
What is the benefit of a Mastermind?
Why should we seek out a Mastermind event?

Key Takeaways:

Clarity, simplify and focus
Don’t fall in love with the idea
Keep it simple - why do people want to buy your product or service? Are you able to deliver it? How will you tell the story?
We are all dealing with many of the same problems within our organizations. Problems related to people, process, technology, connections, culture and change.
Engaging in conversations and having those conversations help you to gain a new perspective on how others are addressing those same challenges.
Masterminds are another way to open your eyes to another point of view and to help point out blindspots.
It’s good to have someone who isn’t invested in you or your business ask the hard questions.
It’s crucial to talk about what attending the event meant afterwards and then do the work.

Show Links:

www.dancockerell.com
Dan’s Podcast - Come Rain or Shine
Catalyst Sale Link Tree
Mike's tweets as he reflected & put the work into practice

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

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Difference in Selling - B2B, B2C, Products, Services - Does it Matter?

On this episode, Mike and Jody discuss whether or not there is or should be a difference in selling different products/services.

Questions Answered:

Is there a different approach to selling different things/items i.e. products vs services or B2C vs B2B?

Key Takeaways:

There is not a difference in the foundational items related to Sales.
Sales is about connecting a problem that exists in the market with a solution that exists in the market.
Think through the problem you solve in the market.
Put yourself in the shoes of the person with the problem.
The challenge as a Sales Professional is figuring out who has the problem, why they have the problem, what they think about the problem and what they would like to do about the problem.
Once you understand the problem, you can design communication and experiences to support the customer decision-making process.
The fundamentals are going to stay consistent.
The actual vocabulary will shift depending on what you know about your customer, your business and the sales rep approach.

Show Links:

Demystify Sales - the course
catalystsale.com
www.jodymaberry.com

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

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

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On this episode, Mike is joined by Clint Clarkson. Clint is the Founder of eLearning Alchemy and is an author of L& D Scenes - Comics for Learning Professionals. Mike and Clint discuss the value of comics in business today as well as how to get our creativity flowing.

Questions Answered:

Why can we convey an interesting message in comics?
How do you do it so it doesn’t take away from the story?
How does spacing impact communication?
Why is it important for someone to relate, but not feel attacked?
What are the negative connotations of sales?
How can we initiate the creative process?

Key Takeaways:

Abstraction allows people to recognize it as a human experience while keeping it far enough away that they don’t feel attacked.
There is often confusion around engagement and interaction. Engagement = “brains-on” activities while interaction = “hand-on” activities.
Questions automatically make a person think.
We can’t communicate or learn effectively if we are in fight or flight mode
The moment you are trying to actively sell without adding value, people will find a way to tune you out and get rid of you.
People are the heroes of their own story.
When working on being more creative, ask how what you are working on can be more human. Fun, engaging, interesting.
We are all creative in some way.

Show Links:

Clint on LinkedIn
Clint on Twitter

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

Linktr.ee

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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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

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

Questions Answered:

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

Key Takeaways:

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

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

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

Questions Answered:

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

Key Takeaways:

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

Show Links:

www.createtogethernessbook.com

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

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

Questions Answered:

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

Key Takeaways:

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

Show Links:

Camille on Twitter
Camille on LinkedIn

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

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

Mike and Jody discuss on this episode.

Questions Discussed * How do we get the year off to a good start? * What are you doing differently? * Why do we continue to struggle with focus and execution?

Key Takeaways * Every day is a new day * You can't change the past - you can use the information to inform approach going forward. * Planning is a critical component - Sit down, plan things out using a 30., 60, 90, 180, 270, 365 day plan. * Decide what you do NOT want to do, what do you want to intentionally avoid/say no to. * "Excellence is the Next 5 min" - Tom Peters * If the next 5 min are going to be excellent - what am I going to do? * Execution - it is important to have a long term focus (knowing where we are going), and still execute on the next step that is in front of you (short term execution)

Catalyst Sale Sprints * 15 day sprints * Focused on putting concepts discussed into practice * Daily practice * Sharing of information * Clear calls to action * Examples of what the previous day's work looks like

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

Show Links * 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.

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

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

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

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

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

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

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Design with User Experience in Mind

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

Questions Answered:

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

Key Takeaways:

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

Show Links:

Design of Everyday Things
Pictures of the Honda Pilot battery compartment

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

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

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

The Design of Everyday Things: Revised and Expanded Edition

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

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

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

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

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

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

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

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

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

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.

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

Questions Answered:

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

Key Takeaways:

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

Show Links:

www.evoterra.com
Evo on Twitter
Evo on Facebook
PHX Podcast Club
Podcast Pontifications

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

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

Growth Acceleration - Plateau Breakthrough

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Demystify Sales - the course

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How Do You Select Your Sales Stack?

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

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

Questions Answered:

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

Key Takeaways:

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

Show Links:

www.vendorneutral.com
Is Your Tech Stack Enabling Your Sales Org?

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

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

Growth Acceleration - Plateau Breakthrough

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Demystify Sales - the course

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

Questions Answered:

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

Key Takeaways:

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

Show Links:

www.friday.app
luke@friday.app
Luke on Twitter

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

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

Growth Acceleration - Plateau Breakthrough

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Demystify Sales - the course

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

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

Questions Answered: * Is this distress real or is it manufactured? * How do I get a handle on all that needs to be done? * If we are feeling distressed, what do we do?

Key Takeaways: * Put a date or deadline on your to-do items. Otherwise, you are likely to put the task off again or never return to it. * Be sure to have a process you use and then trust your personal processes. * Focus on high impact items * By pushing things off to tomorrow, you don’t actually address the challenge you have out there. * Have a day to focus on the things that aren’t urgent but are important. * Identify opportunities to do things that you really enjoy. * Realize that you are not alone. You aren’t the only one who has had this level of stress.

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

Show Links:

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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

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

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

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

Show Links * 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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

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

Growth Acceleration - Plateau Breakthrough

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Demystify Sales - the course

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What happens when you get out of your office, and step into the operation? This week Justin Welsh joins me on the podcast to discuss a number of topics. We discuss success and failure in sales, burnout and imposter syndrome, the transition from individual contributor to manager and leadership, and the importance of getting out and working in the operation.

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

Show Links * 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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

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

Growth Acceleration - Plateau Breakthrough

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Demystify Sales - the course

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#161 - Common Mistakes in Sales This week on the Catalyst Sale Podcast, Jody and Mike discuss three common mistakes in Sales.

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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

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

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

This course is designed for you.

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

Thank you

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Pricing, Productizing Services, and Creating a Product Ladder - with guest Paul Klein This week Paul Klein joins me on the podcast to discuss pricing, time, value, and making the transition from W2 to K1.

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

Thanks Paul for the awesome discussion.

Questions: * What does the transition from W2 to K1 typically look like? * How do you think about productizing services? * Why do we fall into the hourly rate trap? * If value is subjective, how can that help or hurt us? * What are some common misperceptions around pricing when moving from W2 to K1? * Why do we over complicate the process?

Key Takeaways: * Most people undervalue their services, their expertise * The first sale is to yourself * Recognize that there is value in what you do * You can’t serve every client in every vertical * Make it easy for customers to do business with you * Give your customers three (3) choices when it comes to pricing - the sweet spot * At the end of the day, it’s about the value to the client * Value is very subjective * People buy outcomes, not time * Every brand should have a product ladder * Leverage your expertise to build out your design * Not all customers are created equally, not all services are created equally

Show Links * 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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

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

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

This course is designed for you.

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

Thank you

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

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

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

Questions Addressed * Why do we struggle with thinking? * Why do we like to go to the signal? * How do we overcome stress, distraction or both? * What are some ways leaders can build empathy? * Prioritization - how can we do better at this? * What inspired Dan to write the book? * What are the three types of thinking? * What are some examples of where things have gone bad when we fall to think?

Key Takeaways * Busyness gets in the way of Thinking + We are distracted + Our minds wander + Think of the dogs in up - "Squirrel" * Inability to say no gets in the way of Thinking + We forget to subtract + We are addicted to the dopamine hit + We are good at doing. * Plato's warning about the Book. * We are distracted + In 2016 distracted driving outpaced drunk driving accidents + We don't like to say no + We need to remove distractions and consciously invoke willpower * Executive function is not fully formed until the mid-20s * Be mindful - be into the point of why you are where you are * Attentiveness to what is going on "in the moment" * Block things out * Empathize / life is difficult these days

+ Rational empathy - sensing (mind of someone else)
+ Emotional empathy - feeling the pain
+ Sympathetic empathy- observing and reacting

Time is our most precious asset/resource
Prioritization - When the leader helps the team with management of their time good things tend to happen.
- Recognize the way the leader prioritizes will be different from the team. This should not be micromanaged.
- Indirect - Don't accept the default meeting times - Free up time
- Direct - Coach, guide.
The inspiration for Open To Think
- Maybe there is a lack of purpose because our thinking is not like it was back with the greeks.
- Cole - How many more mother's days to they have left?
Dream, Decide, Do - Repeat
Types of Thinking - ~ 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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

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Catalyst Sale

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

Sales is a Thinking Process.

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

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

Thank you Rand for the awesome discussion.

Questions Discussed * Do Founders feel like they are the only ones struggling with their problem? * Why should Founders not think that the organization who is going to provide some funding has their best interest at heart? * How do you explain the different types of investment? * Is there something you can do to help inspire curiosity? * Where does diversity play in all of this? * How do the MVP and EVP concepts apply to intrapreneurs?

Key Takeaways * When Founders take capital or attempt to raise capital, they don’t fully understand the mechanics of the investors from which they are raising and they don’t understand how priorities can shift from year to year. * VC is kind of a default for a lot of Founders when it probably shouldn’t be. * Only 20% of capital firms that beat the market * This changes the fundamental incentives of what you need to do as a business * It enforces the importance of communication, transparency and alignment * Sometimes the story you want to tell, isn’t the one they want to hear * I cannot think of a good reason to intentionally impair the most important part of your job which is decision making * Find four or five people that you have a connection with who do the same work as you, but are not directly competitive and ask if you can join an e-mail/slack/what’s app group to share your experiences * There is a ton of opportunity in doing some extra work in order to get a better outcome * If you know you are going to launch to a large audience, don’t launch until people are truly impressed

Show Links * 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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

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

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

This course is designed for you.

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

Thank you

Lost and Founder: A Painfully Honest Field Guide to the Startup World

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Lessons From Golf That We Can Apply In Business This week on the Catalyst Sale Podcast Jody and Mike discuss how the lessons learned in golf apply to business and sales.

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

Key Takeaways:

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

Show Links * 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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

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

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

This course is designed for you.

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

Thank you

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

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

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

Questions Discussed * Why don't we blow HR up? * Why do you we struggle with thinking critically? * What are some things we can do to help with root cause analysis? * What's the difference between compassion and empathy? * Why is the HR function incomplete? * How can we identify our fundamental flaws at an organization level? * How did Laurie make the transition from being uncomfortable with sales to selling? * What comes to mind when Laurie thinks about goal setting? * How do you reconcile with mistakes? * Did Laurie apply a premortem when she started her tech startup? * What's a premortem? * How can a premortem apply in sales? * What are some lessons Laurie learned from building her podcast?

Key Takeaways * Some times systems are broken beyond repair * Recognize the humanity - then you can have a core conversation. * Understand what makes people human * Go to compassion * Moments of tension can create a feeling of being trapped. Double down on these moments. * HR can be a bridge + You can't do it on your own. + Leverage relationships. * HR as a consultative body - specialist * The way of work is changing. * You have to listen. * You need to shut up. * Corporations do not have imposter syndrome - Companies put themselves first. * Consumption does not fix problems * Know who you are, set reasonable goals. * Do the hard and honest work of feeling the thing that is holding you back. * The thing that makes us human is our capacity to try. * We fail. We learn. We grow. * Behavior changes can disrupt habits.

Show Links * 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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

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

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

This course is designed for you.

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

Thank you

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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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

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

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

This course is designed for you.

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

Thank you

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

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

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

Thanks Keenan.

Questions Discussed * Why do organizations focus on product over the problem? * Why do we struggle with questions? * How many problems can an organization solve really well? * How many problems will you take action on in a given day? * How do we help customers reveal problems? * Why do we complicate this stuff? * Why do we focus on Us instead of the Customer? * How can we do better? * Why is it important to ask Why? * How does Keenan help to create alignment in organizations? * What lessons did Keenan learn from the social ski lesson/networking product he created? * What one law does Keenan want to pass?

Key Takeaways * Sales has evolved over time, selling was... + People on the side of the road (barking) + As complication increased, we started talking about the solution + Rackman - Spin Selling first started to get folks thinking about the problem * Questions highlight your understanding of the concepts. Statements demonstrating an understanding of the words. * Rarely can an organization solve more than 3 problems at once. * Focus on the major problems. The ones that have the greatest negative impact, create the most pain. * We make buying decisions on the problems we cannot solve ourselves. * Stop guessing, start asking questions to reveal problems. * Your customers care about the end result - they will go with genie if the output is what we want. Confidence is key. * Keenan - 3 questions to support qualification + Do they have the problem? + Do they want to solve? + Are they willing to go on the journey with you to fix it? * The buyer journey is about the organization, less than it is about the individual - be aware. * Pay Attention + You need to understand the problem that you solve. + Spend time training on the problems that exist * The best salespeople know what they need to get out of the customer, they need to validate it, and get the customer to share it.

Show Links * 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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price

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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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

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Demystifying Sales - Sales for Non-Sales Professionals

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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 hello@catalystsale.com 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

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Catalyst Sale

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

Sales is a Thinking Process.

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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 hello@catalystsale.com 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

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Catalyst Sale

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

Sales is a Thinking Process.

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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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Catalyst Sale - 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.

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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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

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Sales is a Thinking Process.

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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 hello@catalystsale.com 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.

Building a StoryBrand: Clarify Your Message So Customers Will Listen

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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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

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Catalyst Sale

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

Sales is a Thinking Process.

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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

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+ hello@catalystsale.com

Catalyst Sale - Live Chat
Catalyst Sale - Podcast List

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

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

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

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

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

We discuss these questions and many others.

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

Call(s) to Action * How do you distinguish between the signal and the noise in social media? * What practices have you put into place that work?

Share your answers with us via 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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales.

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Digital Empathy, Marketing, Sales, and Influence with Guest - Brian Fanzo Brian is a Pager-Wearing Millennial Keynote Speaker | Podcaster| Empowering Digital Empathy & Inspiring You to #PressTheDamnButton. His brand is iSocialFanz

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

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

Questions Addressed * What are some key mistakes people make when thinking about Digital Empathy? * Why is it important to understand your customer, and make it easy for customers to work with you? * How do we balance between the listening, spreading the word, and testing? * Why is it important to ask your audience? * What if I am just starting out, where do I start? * Where can you find Brian?

Key Takeaways * Be Willing to Ask More Questions - Revisit What You Know. * Ask the Simple Question - Why? * The things that worked 9-10 years ago in Sales and Marketing - work today. * Technology amplifies both good and bad behavior. * Empathy is not agreeing, it is an ability to feel. * Imagine if your customers were saying "we" when they talk about your products. * Enable customers to share your content. * Market to where customers are today, listen to where they will be tomorrow. * It is your job to tell your story. * The audience determines what is great. * Field of Dreams Marketing is Over. * Go to where your customers are. * We test, We tweak, and We test again. * Stop adding to the noise. * Just Start - YOU Have to Start - "Press the Damn Button" - Fanzo + Start where you are most comfortable + Start curating content + Don't just share - share and add value/insight * 81% of all internet traffic will be video by the end of next year * It takes a lot to get used to talking into your phone - start practicing * After you start to get comfortable - then go to where your audience is. * Care about others first. * What works offline - works online. * Social can accelerate offline rapport. * It is up to us/you to start now.

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

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

Share your examples via 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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

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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 - cyndi@guidetogreatness.com

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

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

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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

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

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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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

Prediction Machines: The Simple Economics of Artificial Intelligence

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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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

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Catalyst Sale

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

Sales is a Thinking Process.

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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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

Subscribe via Google Play

Catalyst Sale

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

Sales is a Thinking Process.

View Details

Consistency - How do you Execute and What Tools do you Use? This is the second of a series of podcast episodes where we will focus on sales tactics. This week we discuss the importance of consistency, and how the practice of consistency as a strategy translates into specific tactics. We also discuss some of the tools that help us maintain consistency and execute.

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

Questions Addressed * How is consistency a tactic and not a strategy? * How do we treat consistency a tactic? * How important are tools when thinking about consistency? * What are some of the tools we use to support consistency?

Key Takeaways * Consistency is actually both a strategy and a tactic. * Saying what you do, and doing what you say. * This is important both in building rapport and trust. * Start with your calendar - block out time to accomplish the things you plan to deliver. * Think about the expectations you are setting with your customer based on the behaviors you demonstrate. * It is better to be consistent than to average out. * You create patterns, these patterns help to create expectations. * You can design the approach you take with your customer base. * This consistency will help you reveal risk when things that are not consistent pop-up. * The Account Planning template can help improve execution through consistent application. * Tools can support consistent results. Some of the tools I use follow + OneNote + Google Docs + Calendar/Calendly + Slack + Whiteboards + Catalyst Sale Account Plan + Catalyst Sale Call Plan + Yellow Legal Pads/Pilot G2 Pen (Jody) + Notecards/Pencil (Mike) * Use the tool that is right for you. * Test new tools, you might find that something new will work for you, you might find that you are better served by returning to older tools. * Good things happen when you do the work, not when you think about the work.

Call to Action * What are some of the tools, techniques, or tactics you use to increase Consistency? * Send Listener Questions to us at https://catalystsale.com

Show Links * Catalyst Sale Call Planning Template * Send us your Questions

+ Twitter
+ hello@catalystsale.com

Catalyst Sale - Live Chat
Catalyst Sale - Podcast List

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

Subscribe via Google Play

Catalyst Sale

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

Sales is a Thinking Process.

View Details

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
+ hello@catalystsale.com

Catalyst Sale - Live Chat
Catalyst Sale - Podcast List

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

Subscribe via Google Play

Catalyst Sale

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

Sales is a Thinking Process.

View Details

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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

Subscribe via Google Play

Catalyst Sale

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

Sales is a Thinking Process.

Work in Progress: Risking Failure, Surviving Success

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

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

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

Thank you for sharing the Catalyst Sale Podcast with a colleague. Please let us know how you apply the concepts discussed in this episode, via 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
+ hello@catalystsale.com

Catalyst Sale - Live Chat
Catalyst Sale - Podcast List

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

Subscribe via Google Play

Catalyst Sale

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

Sales is a Thinking Process.

View Details

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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

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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 + hello@catalystsale.com

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

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

View Details

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
+ hello@catalystsale.com

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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

Subscribe via Google Play

Catalyst Sale

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

Sales is a Thinking Process.

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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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

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Catalyst Sale

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

Sales is a Thinking Process.

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Training - Is it an Expense or an Investment? CFO asks "what if we train our people and they leave?" Someone else asks "What if we don't train them, and they stay?" - this story/set of quotes has been uttered so many times, I'm not sure who we should attribute it to.

This week on the Catalyst Sale Podcast we discuss the question - Is Training an Investment or an Expense? We also discuss how to handle the objection if the person you are working with holds a different opinion.

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 * Is Training an Investment or an Expense? * If it is an investment and not an expense, how can we convince a decision maker that it is an investment? * How can we avoid checking the box? * From a trainers perspective, how do you help people with this question?

Key Takeaways * Investment vs Expense - Depends on where you sit in the organization? * Simmons - "Always look at training as an investment" * Training should move the organization forward * If I'm not leading the team or engaged in the activities that impact the business, I may look at training as an expense * Bad training is an expense - Think about how much time people spend in bad training. * How Do You Overcome the Investment vs Expense Challenge? + Get to the business impact + Define what will you measure + Establish your KPIs + Define what will the training do + Clarify how we will measure success * Training is an investment - Some investments pay off, some do not. * Timing - how long will it take to make an impact? * Take a data-oriented approach. * Know what matters to the decision maker. * Will this thing change behavior? * Know the desired business outcomes * Invest in things that move the organization forward. * Catalyst Process + Interview - Gather Data from Multiple Perspectives + Establish the Current state + Clarify the Desired state + Assess Gaps - People, Technology, Process + Design the Solution * Inside the organizations, we work with, our approach and our delivery are personalized and contextual. * Sometimes a custom approach is not worth it. Maybe and 80/20 approach is a better fit. * Invest in the success of your employees and your team.

Call To Action * Let us know how you are applying this content in your business.

Show Links * Send us your Questions

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

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Key Performance Indicators This week is a repost of one of our original podcasts on Key Performance Indicators.

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

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

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

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

Show Links * Send us your Questions

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+ hello@catalystsale.com

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process

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

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

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

Questions Addressed * Why do we struggle with execution? * Do you set larger goals? * How does fitness goals relate to executing professional goals? * How can we improve on execution?

Key Takeaways * Start with one thing. * We tend to overcomplicate goal setting, trying to accomplish too much. * If you can execute on the first goal, then establish two more. * Push your capacity to the limit, then determine your actual capability. * There are always some larger overarching goals. However, there still should be some smaller, more short term objectives that help keep you on track. * Jeff Noel discusses goals and focus on this episode of the Catalyst Sale Podcast * Tactical things you can do to get closer to executing on your goals. + Be realistic + Deconstruct success - break things down + 1st establish goals + 2nd establish measurements + 3rd identify tools * Reevaluate your KPIs often - Measure what matters * Think of daily, monthly, quarterly measurements and guideposts + Establish step goals + Let's say we set a goal to lose 12 lbs in a year. + Break this down to 1 lb a month + .25 lbs a week + Factor in the seasonality + Design for the changes * Application to sales - think about your daily, weekly, monthly, and quarterly goals - Are you creating the number of opportunities necessary to hit your number? * Application to product - Are you shipping enough features to hit your major objectives? * The mechanism you use to keep track of progress should be incorporated into your daily workflow - i.e. google docs, apps on your phone, etc. * Ask this question - Am I making progress or do I need to course correct? * Keller - The One Thing - Book Review Podcast * You can readjust, reassess, failure is ok. * Is it better to set 10 goals, and execute on none? Or, establish one goal and execute on that one? * Losing control of your days can significantly impact goal execution + Control the day + Setting success criteria + Measuring success + Evaluate the data + Shine the lens backward / ask what did I accomplish? * Things will happen, obstacles will occur - compartmentalize * Time management is critical - assess your current state - document.

+ List out the things you are currently spending time on.
+ List out the things you should be spending time on.
+ Connect the dots between the things you are doing, and your goals.
+ Eliminate obstacles.

Evaluate your goals - Be willing to let go
Goal setting and execution are a process
You will fail, You will learn from the mistakes
You can't change the past, you can create in the future
Start with one thing

Simmons - Professional Goals * Onboard 5 New Clients in 2019 * Launch a Digital Subscription Program * Launch 2 New Productized Services * Speak at 6 Events

Show Links * Send us your Questions

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

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Catalyst Sale

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

Sales is a Thinking Process.

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Territory Planning that Works - A Catalyst Sale Approach This is a repost of one of our earlier podcast episodes where we cover a topic that we receive a number of questions on Territory Planning.

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

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

Questions Addressed * How do you start building out a territory plan? * Where does Account Planning fit into this process? * How much time does this take? * What if territory planning is not something that is required in my current role? * What are some common mistakes that organizations make when it comes to territory planning?

Key Takeaways * Don’t boil the ocean. * Compartmentalize and execute - shrink the territory down to something that is manageable. * Know your numbers, plan based on the numbers. * Allocate ~one hour per week to adapt - Observe, Orient, Decide & Act (OODA Loop) * The territory plan helps to identify the spectrum that you plan to work within, or guideposts, for the year * Even if territory planning is not a requirement of your role, you may benefit from creating your own. * Use the territory planning process as an opportunity to identify new business opportunities & growth. * Run your territory as if it were your own franchise. * A territory plan should be a living, breathing, document - it is not a one and done proposition. * Feed your territory plans with new insight, new information. * The plan will and should evolve.

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

Show Links * Previous Podcast Episodes * Episode 29 - The Account Plan * Episode 25 - Planning your Sales Calls * Templates Discussed on the Podcast

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

View Details

How Do You Know When It Is Time to Add Members to your Team? This week on the Catalyst Sale Podcast we discuss some of the questions you should ask yourself when determining if it is time to scale your team, how to onboard new team members, and how to integrate them into your organizational culture.

Thank you for sharing the Catalyst Sale Podcast with a colleague.

Questions Addressed * How do you know when it is time to Scale? * How do you bring the member on the team? * How do you integrate someone new into the culture?

Key Takeaways * There is a risk in adding headcount * Prepare for a potential step backward * Before you Scale + Identify patterns + Identify gaps * Adding team members can address capacity issues * Additional team members can also help you focus, and reduce opportunity costs * When you Onboard + Use Motivation-Based Interviewing in your hiring process + Don't micromanage + Map out the onboarding journey + Here is an example of a sales rep onboarding mindmap we use. + You need to plan + Design based on outcomes + Be deliberate * Remember - This is an iterative process * Empathize with those who are joining the organization * Every time you add something to the equation you change the make-up of the organization. * Engage others in the process, we all wear the same logo, use the same domain, support our customers * We as a group, are stronger than the individual * Help new team members be part of the team, help them engage with others. * Do not operate in a vacuum. * Ask questions to reduce blind spots * If you hire the right people, if you communicate effectively within the organization, you can improve your ability to execute.

Show Links * Send us your Questions

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+ hello@catalystsale.com

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

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

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

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

Should you implement a job shadowing or mentoring program in your Sales Org? The short answer - it depends.

Should you have a formal or informal mentoring program? Again, it depends.

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

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

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

Contact us today to learn more.

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

Sales is a Thinking Process.

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

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

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

Questions Addressed * Sell without selling your soul why? * You choose how you want to sell - why is this important? * Why do we struggle with identity and confidence? * What are some common mistakes we all make? * Why is it important to be authentic? * What can we do if we struggle with being ourselves? * How does technology play a role in sales? * What does Liz's execution process look like? * What is the Knowing/Doing Gap? * What are some skills that we can focus on that will help us be better sales professionals? * What are some of the skills that people resist? * What does Liz's research process look like? * How do we build out our own process?

Key Takeaways * It is time for women to reframe what it is to sell, create influence, and generate confidence * We can't avoid the thing that keeps us in business - SALES * Focus on how you want to be. We get to choose this, we should lean into this. * Sales many times is a love-hate relationship * Love the work, but hate the idea of stepping into the role of the salesperson. * When we step into this mindset, we create a fatal business strategy * If you are reluctant to sell, or have a hatred toward it, it means you are doing it wrong. * Common Mistakes + Feel like you have to talk about yourself - Best way to combat this - ask questions, listen, relax. + Showing up as self-serving rather than self-confident + Don't get stuck up in your head. * Within the first few moments, the client may decide "you are not it". * Authenticity is not a strategy. You don't learn to be authentic. You are, or you are not. * If you have crappy skills, it does not matter how authentic you are. * You have to be you. * If it does not feel right, it likely is not. * You have an option to change your language. * Stop, figure out a way that resonates with you. * If you are using words or a process that is not yours, it's like running around with someone else's clothes. You'll never feel comfortable. * The human element will always be a part of the process. * Think Heart to Heart instead of just Head to Head * Fit - "we are a good match" * Inspired Action - what can I do that can inspire me right now to do what I need to do to move things forward. * "If it's on paper, it is something that I thought was important" * Knowing/Doing Gap - I know what I need to do, but I'm not doing it. Break the problem into multiple pieces, smaller parts. * Too many people drop the ball because they do not want to stay in the process. * If you are going to do the activity, build a process around it to ensure success. * People Skills/Communication Skills - We are human beings talking to other human beings. * People do not like "being closed", they do like buying things, and solving problems. * Empathize from your heart, not your head. * Drive-by empathy does not make an impact. * Hone/refine your prospecting skills. Is your prospecting approach a cold-call version of an email? Are you barging into their inbox? If so - this is a virtual sales pitch that will get you nowhere. * Differentiate yourself. * When prospecting - leave out all of the stupid stuff that makes people roll their eyes. Know the pains, challenges, issues, headaches, heartaches. Get in their world. * Make it about them, their world, not your world. * Follow-up - These days people are either failing to follow-up or using improper follow-up - This is the main reason sales pros are losing sales. * "You want to give yourself a raise? Improve your follow-up" Liz * After the 10th follow-up, they just give up. * Follow-up is not a task, it is a process. * Honesty is always welcomed - this is an expectation you can set. * Ask better questions - GOOD, emotional, questions. * Your process is personal. If you have closed business, you can map out this process. * Create the steps, what does it look like when you pull the path apart, and put it back together? * Don't drop the ball in your process. * Don't make the prospect feel like they are being forced through your process. * Take a personal approach, remember the 1:1 relationships, don't make assumptions, ask better questions. * If you don't get the sale - get the lesson. See if there was a lesson you were supposed to learn. Assess the situation. * There is a nugget in there you can apply to the next sale.

Show Links * Sell Without Selling Your Soul * Liz's Website * Liz's Twitter * Liz's LinkedIn * Catalyst Sale Podcast Episode with Christie Walters * Catalyst Sale Podcast Episode with Christie & Jeff

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

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Catalyst Sale

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

Sales is a Thinking Process.

Sell Without Selling Your Soul: How Smart Women Connect, Communicate, And Close With Confidence

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How Do You Know When It Is Time To Leave Your Job? This is the time of year where many of us take the time to reflect, we think about what the past year has provided, and what we plan to accomplish in 2019.

This week we discuss some of the questions you should ask yourself when determining if it is time to look elsewhere, and move on. We also discuss the importance of exiting with grace, and handling your business appropriately.

Thank you for sharing the Catalyst Sale Podcast with a colleague.

Questions Addressed * How do you know when it is time to leave? * How do we know if we are settling for good, when great is out there? * If we are in a position where things are not good, how do we know that we are better off by breaking free? * What if you should leave just because you want to get different experiences? * How can you send us questions?

Key Takeaways * Ask yourself these questions. + Are you Happy? + Are you Learning? * If you are not excited about the thing you are doing for the organization you are currently with, it might be time. * Sometimes the hardest job to leave is the one where things are "good". * You may have the opportunity to be great, but you may not be able to be great in the current role. * When you are coasting, you are likely going downhill. * How can you make this opportunity great? * Be self-aware. * If you find yourself in a rotation like the old Dunkin' Donuts commercial, it might be time to make a move. * Ask your boss about new opportunities, opportunities to stretch. * Job shadowing, participating in other team meetings, may provide a great opportunity to expand your role and innovate. * If you have a question, or would like to share how you apply the concepts discussed on the podcast, please send them to hello@catalystsale.com * If the situation is bad, ask these questions. + What am I doing? + How can I improve the situation? + Have I learned everything I can from the role? * Don't stick around too long, thinking this too shall pass. * In any scenario where you feel like you have learned everything in a given role, patterns continue to repeat themselves, you are at a point where things are predictable, it may be time to explore new opportunities. * You can always go back, you may not go back to the same role, in the same org, but there are other similar roles out there. * You are not beholden to your decision forever. * It may be time to explore other options if the following apply.., + If you don't feel like you are making an impact + If you don't feel like you are giving back + If you struggle to enter the beginners' mind perspective * Keep in mind - what you deliver to the new organization may drive innovation. * You are not bound to geography, leverage the technology that is available to you. * If you decide that now is the time to leave, you cannot coast on the way out. You can't mail it in. * You have made a commitment to the organization you are a part of, make good on that commitment. * Don't let a short-timers mentality become part of your legacy.

Show Links * Send us your Questions

+ Twitter
+ hello@catalystsale.com

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

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The First Noel with Guest Jeff Noel Jeff has spent 30 years building an amazing career at the Walt Disney Company. The last 15 years a speaker with the Disney Institute.

I am really excited to have Jeff join us this week, in what I hope is an annual Christmas appearance. This week we discuss Jeff's blogs, which he has published daily since April 1st 2009, goal setting, sales, learning, and execution. I hope you enjoy the conversation as much as I did.

Questions Addressed * Why The First Noel? * How does Jeff achieve balance? * Why did Jeff select to focus on mind, body, spirit, health? * Do you want to be the best in the category, or do you want to be the category? * How can we be better salespeople, and not focused on the pitch? * "Don't let your learning lead to knowledge, let your learning lead to action" - what does this mean to Jeff? * Is there any guidance Jeff would give folks on going through the process of setting goals for the next year?

Key Takeaways * Jeff has blogged every day, since April 1st, 2009 + Mind + Body + Spirit + Family Health + Work Health * Everyone struggles to gain the feeling that they are not overwhelmed in one area or another. * Jeff could not find a role model that had the balance he was looking for. * We tend to use "time" to measure balance. Jeff suggests using "energy". * If you wanted to be prepared, if the unthinkable were to happen, what would you do? (Jeff's question) * You take your mind, body, spirit to work & home. * Work is our contribution to society. Society (work) pays people for our contribution. * Your "Get to Do's" should be more than your "Have to Do's" * Other questions to consider... + How is your health? + How is your attitude? + How is your spirit? + How are you at work? + How are you at home? * Brand is your reputation. It's the first thing people think about when they hear your name or see your name. * Brand yourself for yourself - your inner voice should be encouraging. Not self-defeating. * The self-talk, self-branding, has to be a critical part of your movement forward. * Walt Disney & Roy Disney were brothers, they worked together for decades. Roy looked at profit as the goal, Walt looked at profit as the reward. The customer can feel this. * "The sale should be the reward, not the goal" - Jeff * Creativity is the idea part, Innovation is the implementation. * All of Jeff's blogs are personal. * Can you be a boundary pusher? + It's only impossible (your impossible) until you do it for the first time. + Do something every day that scares you, eventually, you will do something that inspires you. * Some additional thoughts Jeff shared regarding setting goals, documentation, and execution. + Everything that happens to you is a gift - Train yourself in finding the good. + You think, you move, and you feel. You do have a job, you have a place where you live. + Draw five boxes on a piece of paper + Create your list + Identify those things that are missing + Identify those things that you don't need to take with you. + Start with the blueprint. * Things will work out better than you hope, or worse. Be grateful when it is better, forgive yourself when it is worse. * Go through the practice. Reflect. Keep Moving Forward. Think Differently.

Show Links * Jeff's Blogs + Mind + Body + Spirit + Family Health + Work Health * Jeff's Twitter * ThinkingHeads.com

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

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Catalyst Sale

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

Sales is a Thinking Process.

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Common Listener Questions - Prospecting & Outreach Prospecting & outreach is another common topic we discuss with folks we coach, clients we work with, and listeners of the podcast. This week we dive deep into the tactical detail of conducting research, beginning outreach, and the importance of context.

One assumption we make in this podcast is that you are operating in an organization that has not adopted an inbound approach, and the core of your business comes from direct outreach and prospecting.

Questions Addressed * If someone asks for help with outreach, where do you start? * What action should we take if we are starting from zero when prospecting? * What are some common mistakes we make when conducting outreach?

Key Takeaways * First, assess your current situation, you can start with these questions... + How do you define prospecting? + How do you define outreach? + How do you define your business development process + How do you find customers? * Be careful about going too broad. * There is a difference between crabbing and catching fish - decide what approach is going to work best for your potential client base. * Once you have identified the role of the folks that you are interested in speaking with, start your search within LinkedIn or LinkedIn Sales Navigator. * Establish your filters based on the desired profile. * Determine if the people are within the spectrum of your ideal customer profile. (i.e. organization size between 500 and 2,000 people) * Look at the companies, and identify those that you have something in common. You may use their products, know people who work there, own stock in the organization. * Begin conducting research into the organization. * Take action, be deliberate. * With the "casting the net" approach, you hope/anticipate that something is going to come to you. The risk here is that this is a bit more passive, and the fish may find another route. * Casting a line requires specific intent. You cast to a target. You focus on quality over quantity. * There are multiple approaches that you can take to engage with those who you would like to speak with. * Take a personalized approach, do the research, do your homework. * The person on the other end should understand why it is worth trading their time to spend time with you. It's your job to identify and convey this. * Lee Cockerell - "Don't ask me something that you could have googled" * Prospecting is about the customer, it is not about you. * You are trying to discover the people who care about the problem that you are trying to address. * Ask more questions. * Be deliberate.

Show Links * #77 Initial Outreach - Why you Why You Now - Podcast * CISO & Security Vendor Relationships Podcast * Send us your Questions

+ Twitter
+ hello@catalystsale.com

Catalyst Sale - Live Chat
Catalyst Sale - Podcast List

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

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Leaders Eat Last - Why Some Teams Pull Together and Others Don't - a Catalyst Sale Book Review This week on the Catalyst Sale Podcast we review Simons Sinek's "Leaders Eat Last", the episode is brought to you by our sponsor - getAbstract.

Questions Addressed * How do we use tools like getAbstract? * How do we apply the concepts discussed in Leaders Eat Last? * What did August learn from reading the book? * What are the differences between the approach taken at Costco vs GE? * Why is Trust Important?

Call to Action * Let us know how you gather feedback. * Let us know how you plan to apply the concepts discussed in Leaders Eat Last to your workday?

Show Links * Leaders Eat Last - Simon Sinek * Carol Quinn - Motivation-Based Interviewing * Time Management - Lee Cockerell episode * getAbstract * 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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

Leaders Eat Last: Why Some Teams Pull Together and Others Don't

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Common Listener Questions - Pricing Another common set of questions we receive from those who listen to our podcast, as well as potential clients and current clients, revolve around pricing.

How should we price our product or service? Also asked as, How should we approach price? These are two of the more common questions around pricing. This week on the Catalyst Sale podcast we discuss pricing, and wrap up the discussion with a brief conversation on addressing the price objection.

Questions Addressed * What is the difference between value and price? * How can we make the price easy to understand? * Market Response - using market data to iterate. * How do you handle the price objection?

Key Takeaways * Your pricing should be simple, but that doesn't mean it is easy to do. * Your pricing should be easy to understand * Should be easy to work with * When I buy coffee at Starbucks, I know what it will cost. The price is on the board behind the barista. * Is it (your product or service) worth the trade? * B2B - the decision is most often on behalf of others * Value & Price - Ask these questions when thinking about pricing. + What is the value the customer will get? + How can I make it easy to understand? + What are the variables that influence or impact price? * Value is a perception * Price is what you pay * Value may diminish over time and volume. * Ask these questions on behalf of your customer + What do they find value in? + Why is this valuable? + What are the costs of not solving the problem? * Your perceived value of the solution may be different than you’re the perceived value your customers have. * You can make it easier to understand your pricing approach by setting clear expectations. These expectations can be set around costs, impact, volume, etc. * Whiteboard out the variables, or use a tool like mindnode to organize thoughts around the variables. * Gather data from the market, do this by asking questions. The information will help you iterate and evolve your approach to pricing. * Leverage question to understand the perspective of the customer. Don't simply respond to the pricing objection with a discount, or an answer. * Consider that the customer may be measured based on some factor that you have not uncovered. * Be empathetic, put yourself in the shoes of your customer. * Be careful about the assumptions that the customer may make based on their understanding of the pricing. * Don't assume.

Show Links * Sales for non-Sales Professionals event * Send us your Questions + Twitter + hello@catalystsale.com * Catalyst Sale - Live Chat * Catalyst Sale - Podcast List

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

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How do you survive as a salesperson in a siloed organization? This week on the Catalyst Sale Podcast, we have a listener question. James wonders, how do you survive as a salesperson in a siloed organization?

Many of us have dealt with this challenge at one point or another. Lack of access, lack of awareness, lack of engagement across functional areas within an organization. In many organizations, this is by design. In others, it is a function of the culture. Silos create an alignment risk and do not let you leverage the collective intelligence and expertise of the broader team.

We discuss this, and a couple of other items, including survival on the podcast this week.

Thanks for listening. If you know someone who could benefit from this conversation, please share the episode.

Questions Addressed * If we have a question for the podcast, where can we send them? * How do you survive as a salesperson in an organization, with no marketing systems? * What is a 'siloed' organization? * Can you control the silo? * Can you leave your silo, and reach across the line? * Survival skills in the wilderness - what are some of the things you need to keep in mind? * How does this apply to us in business? * What can you do about silos?

Key Takeaways * How to Ask Catalyst Sale Questions + Twitter + Email + Website * Silos are a result of the walls that exist between functional areas within organizations * They can lead to a lack of alignment or disconnect * Control what you can control - here are some of the things you can control as a sales professional. + The interactions you have with customers + Direct outreach + The way you go about doing your job + The way you engage with others * Success breeds success - Bring others into the success equation * Invite product or marketing to customer calls + Define the call plan + Leverage their expertise * Empathize with the needs of the product team * Identify the person who cares within your team * Build your network - don't waste their time. * Just because the organization creates the silo, does not mean you have to operate in that manner. * Build the relationships, find common ground * Networking inside your organization is as important as networking outside of your organization. * You can incrementally tear down silos * "Things aren't the way they are, they are only the way you let them be" - Lee Cockerell * It does not have to be that way. * Keep in mind, you may be dealing with cultural issues. * The path to change begins with one step. * Survival in sales + Make your number + There are other things you can provide back to the organization that go beyond the number - i.e. providing customer feedback + Continue to look at the data that is in front of you. * Survival skills in the wilderness - what are some of the things you need to keep in mind? + Take stock of what you have + Figure out where you are + Know where you are going * These skills, survival, project management, communication, they apply. * Leverage your OODA loop * Sales is a thinking process * If you are operating in an organization that enables or supports silos and you would like to change this, you can start with the following questions. + What are you doing about it? + What's the current state? + What's the desired state? + Where are the gaps? + What can you control? * Differentiate between what you can control and what you can influence?

Show Links * Sales for non-Sales Professionals event * Send us your Questions + Twitter + hello@catalystsale.com * OODA Loop with Dave Berke * 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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

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Catalyst Sale

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

Sales is a Thinking Process.

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

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

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

Questions Addressed * Why do we struggle with thinking? * Why do we like to go to the signal? * How do we overcome stress, distraction or both? * What are some ways leaders can build empathy? * Prioritization - how can we do better at this? * What inspired Dan to write the book? * What are the three types of thinking? * What are some examples of where things have gone bad when we fall to think?

Key Takeaways * Busyness gets in the way of Thinking + We are distracted + Our minds wander + Think of the dogs in up - "Squirrel" * Inability to say no gets in the way of Thinking + We forget to subtract + We are addicted to the dopamine hit + We are good at doing. * Plato's warning about the Book. * We are distracted + In 2016 distracted driving outpaced drunk driving accidents + We don't like to say no + We need to remove distractions and consciously invoke willpower * Executive function is not fully formed until the mid-20s * Be mindful - be into the point of why you are where you are * Attentiveness to what is going on "in the moment" * Block things out * Empathize / life is difficult these days

+ Rational empathy - sensing (mind of someone else)
+ Emotional empathy - feeling the pain
+ Sympathetic empathy- observing and reacting

Time is our most precious asset/resource
Prioritization - When the leader helps the team with management of their time good things tend to happen.
- Recognize the way the leader prioritizes will be different from the team. This should not be micromanaged.
- Indirect - Don't accept the default meeting times - Free up time
- Direct - Coach, guide.
The inspiration for Open To Think
- Maybe there is a lack of purpose because our thinking is not like it was back with the greeks.
- Cole - How many more mother's days to they have left?
Dream, Decide, Do - Repeat
Types of Thinking - 31 min type of thinking
- Open Thinking revolves around three types of thinking.
- Creative Thinking - Do you Reflect?
- Critical Thinking - Decide - How are you making that decision?
- Applied Thinking - commitment to take action on something you have decided.
Don't skip critical thinking to get to applied thinking, and don't skip applied thinking to get back to creative - Leverage your loops
Hawaii example
- Rushed and not thought through
- Listen to the evidence
"Beware the barrenness of a busy life" - Socrates

Show Links * 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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

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Catalyst Sale

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

Sales is a Thinking Process.

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Reflecting on the Year and Getting Ready for Next Year Looking back on the year and preparing for the upcoming year is a practice that many of us consider this time of year. Some wait until the beginning of the year, some start around October/November. Reflection is critical, it provides an opportunity to evaluate and enjoy success, consider opportunities for improvement, and determine focus for the following year.

This week on the podcast we talk about the importance of reflection, establishing goals, measuring, and iteration.

Questions Addressed * Why is it important to reflect? * How do you set goals & reflect? * How have you performed against goals in the past year? * When you set yourself up for the year, identify goals, how do you plan for opportunities that you are not aware of? * If we are going to fall short of our goals for the year, how do we adjust late in the year? * How important is it to focus on things outside of sales? (i.e. fitness, family) * What else should we be looking at as we wrap up the year?

Key Takeaways * This is a great time to ask yourself the question - "Of the goals, I set at the beginning of the year - how many of them have I accomplished?" * Establishing and evaluating goals/performance in the context of Mind, Body, Finances, Family. Here are some questions I ask. + Did I do what I said I was going to do? + What did I add to my list over the course of the year? + Where did I fail & where did I succeed most? What patterns can I identify, and how might they apply to the next year? * Evaluating the year from a personal perspective. + There were some good things, and some not so good things, but I continue to move forward. + The importance of building the pipeline is a lesson that was reinforced. * One question I like to ask is "What's the worst thing that can happen?" you can also look at the alternative of this - "What's the best thing that can happen? * Don't let the jackpot events influence your strategic planning. * At some point, you may need to shift the mindset to focus on the future. * Mind & Body come into play - if you are not healthy, it is hard to do the work. * Your priorities will change with the seasons of your life. This will evolve. * Balance is important. * Bill Marriott story conveyed by Lee Cockerell - "You know why I do not have any problems at work? It's because I don't have any problems at home." * What can we do as we prepare for the next year? + Think about your buckets. + Identify the KPIs that help you determine if you are making progress in these areas. + Continue to evaluate performance & the buckets throughout the year. (Time, Balance, Things you can do to make an impact on success) + Be ok with letting go. Sometimes it makes sense to exit. * Simplify by taking things away, not by adding. * Take Time & Reflect.

Show Links * Catalyst Sale Live Chat * Past Reflection episodes + Getting over a Bad Year + How to Handle a Sales Slump + Dealing with Emotions in Sales * Ratings & Reviews on iTunes

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

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Catalyst Sale

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

Sales is a Thinking Process.

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The One Thing - a Catalyst Sale Book Review This week on the Catalyst Sale Podcast we review a book that applies to our work, our approach, and sales in general. The One Thing, by Gary Keller - is the book we discuss on this week's episode of the podcast.

Please let us know what you think of this format, and if there are any books you would like us to add to our review list.

This episode is brought to you by our sponsor - getAbstract.

Questions Addressed * How do we apply the concepts discussed in The One Thing? * How do we use tools like getAbstract?

Key Takeaways * Superior success comes from the extraordinary focus on your “ONE Thing.” * Multitasking is a weakness, it is not a good thing * Your brain will not allow you to do multiple things at once * There are switching costs in moving from one thing to another * Multitasking gives you the chance to screw up multiple things * This applies to big things and little things * Ask the focusing question

+ What is the one thing I can do such that, by doing it, everything else will be easier or unnecessary?"

Find your focal point
The formula for reaching your goals is "Purpose, Priority, and Productivity"
How does your passion align with your focus?
Jody shares a Dan Cockerell - Housekeeper story
- The best housekeepers at Disney found JOY from cleaning
- Passion matters
Ask yourself this question - What can I do today to make a difference?
Success is about doing the right thing, not doing everything right.
Work on the right things
Activity is often unrelated to productivity
In the past, multitasking and being busy may have been worn as a badge of honor
We all have the same time in a day - what are you doing with your time?
Ask yourself - How can I stay more focused?
Jody - If you are too busy…you may be doing something wrong
Adoption of concepts vs Adaption of concepts. Jody takes an adaptation approach.
Both Jody & Mike use notecards to maintain focus on a daily basis.
- Mike - I write down the three things I need to move forward
- You know what to Do - focus on those things.
- Knowing your One Thing can help you say NO to the things that do not align.
- "Take care of your health with good food, exercise, stress relief, family time and sleep.

Show Links * The One Thing - Gary Keller * Carol Quinn - Motivation-Based Interviewing * Dan Cockerell Episode * Time Management - Lee Cockerell episode * getAbstract * 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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

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Guest - Josh Pigford, Founder of Baremetrics Josh is the host of the Founder Chats podcast, he is an entrepreneur, maker, and the founder of Baremetrics. Josh shares some great experience, perspective, and background. We discuss startups, his founder journey, learning, sleep, and more.

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

Questions Addressed * Why is it important to be open/transparent with your numbers? * How has transparency impacted the way you have built out the Baremetrics team. * What compelled Josh to share his absurd list of products, apps, websites, and business? * Where does "Learning by Doing" fit into Josh's process? * What did Josh learn from starting a band? * Where did Josh learn the importance of delegation? * The "Primary job of the CEO is putting things in motion" - How does Josh think about accountability? * What are some of the patterns Josh has noticed from the interviews he has had on the Founder Chats Podcast? * What is Josh's learning process?

Key Takeaways * Baremetrics is a Revenue Analytics Platform * Built based on a need he had for his organization * Authenticity & Transparency was lacking. * The news was focused on "good news stories" but not where 99% of us operate. * Josh - Transparency + I need other people to weigh in on things and provide input, they need context to do this. + If they don't have the data, all they are sharing is opinion without context. + Our financials are available to the team. + Nothing is a surprise. * Absurd List of Products/Apps/Websites/Businesses - Recognized Patterns. + Forgotten how many, and how crazy some of the ideas were. + Opportunity to learn something via a real-world project + Josh would identify a trend, and would try to replicate success. (many of these failed) + Shifted to a product approach (e-commerce, web-based) really enjoyed building, and refining the process. * Importance of Learning by doing + Programming Languages + Playing the Guitar + Taking what someone has done, trying to copy, creates an opportunity to learn. * Let people who have certain strengths, make good use of those strengths. * Being able to do all the things is important early, but you need to know when to let go. * Hire out your weaknesses. * When something feels like a significant pain, that is the right time to hire. Hiring too early gets expensive. * Crucial to hire with capabilities in mind. Provide the guidelines, but let them work autonomously. Equip them with the tools that they need. * Patterns recognized from interviewing founders. + Almost all have a pretty lengthy history of doing/trying different things. + Almost no one is on their first thing. + Chances are this "first thing" is not the thing. * Josh's learning process + Starts with a goal (iterative) + Needs to create a feedback loop + Small wins are a requirement + Create the next few steps to get to the next thing. * Product Market Fit + You can't know the path, but you can look for the little things along the way that will nudge you in the right direction. + The small little steps along the way are critical. * Sleep is critical - lack of sleep makes you a worse founder, sales, rep, etc. + Schedule your sleep + Make a conscious choice * It is important to hear how others have done things, but it is more important to just keep trying things. 90% may not work, but it's ok, keep moving forward. * Figure out what works well for you.

Show Links * Founder Chats Podcast * Baremetrics * Josh's Twitter * Ryan Carson Episode * 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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

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Common Question - What If The Customer/Prospect goes Quiet - How do I Get Them To Re-engage? This is one of the more common questions we receive from listeners and from participants in our workshops/training sessions. How do I get the client/prospect to re-engage?

This week on the Catalyst Sale Podcast we discuss how to avoid this situation, what to do if you are in this situation, and we have a bonus question around sales rep compensation/credit.

Thank you for listening to, and sharing the Catalyst Sale Podcast.

Questions Discussed * How do I get the customer to re-engage? * Why is this a common question? * Is it important that the content is generated by your organization? * What if you are in a rut, how do you get out? * Bonus Question - How do I make sure I get credit for the sale?

Key takeaways * Sometimes the question is driven by sales management and frequent requests for updates. CRM may not be current, account plans may not be current. * Sometimes the question is a result of sales rep activity or perception. They could be experiencing be a slump or rut. * Avoid the rut by not getting caught in the rut in the first place. + Project manage the sales cycle. + Establish clear next steps + Hold the client/prospect & yourself accountable to these next steps. + Create a reason to stay engaged. * Account Planning + Use your Account Plan. + Maintain a list of next steps - what are the 1, 2, or 3 items that I know that the client will need as they go through the buyer journey. + Know your gates. + Design your next steps based on the journey that you know your customer should go through. i.e. schedule time for the demo, define participants, identify questions, schedule a trial, etc. + Manage the buyer journey. + Next steps should not be scripted out, but you should understand the guideposts. * Always have a list of resources or pieces of information that you can share with the client/prospect that will provide value. + Whitepapers, blog posts, podcast, etc + Let them know that you have come across the post, and you thought of them. + Provide context + Have a call to action - this might be an open deliverable that the client is responsible for completing. * Take on the role of curator, you are curating information, don't fall into the trap of only sharing content you create. * Context is critical. * Don't fall into the trap of only working with one point of contact. Expand your network within the organization. + Give yourself another option/person to communicate with. + Build up a level of trust with others in the organization. * What if you are in a rut, or the prospect/client has gone quiet - what do you do? + Be patient, don't let your problem become the customer's problem. + Evaluate the situation, where did things leave off? + Find something, a compelling event, a location, and use it as a reminder to re-engage. * It is about them, it is not about you. * Maintain a service-oriented approach. * Help your client solve problems. * Don't make up the story in your head. Stay engaged. Build your network.

Bonus Question - A Prospect Re-engages, How Do I Make Sure I get Credit for the Sale? * Sometimes a prospect/client will go silent, a couple of months later they may return via the website. They fill out a lead form and get re-directed to someone else in the company. * You, as the rep are responsible for documenting your activity. * Ask the question - if you have been working with them for over a year, why did they come through the website? + Sometimes this is the result of client research. + Sometimes they are looking for a competitive quote. * Do your job - make sure you are following your internal process. * Ask the prospect - how did you find us? * Establish clear process & procedures. Set expectations. * Sometimes it makes sense to double comp the team - you might identify a gap in your own process.

Show Links * Catalyst Sale Live Chat * Pam Boiros * Why You, Why You Now * Account Planning * Catalyst Sale Planning Templates

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

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Catalyst Sale

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

Sales is a Thinking Process.

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Guest - Mike Sarraille, CEO EF Overwatch Mike is a retired Navy Seal, founder of Vetted, and CEO of EF Overwatch. EF Overwatch connects veterans with companies who are looking to address talent gaps. They are currently focused on placing retired Special Ops & Combat Aviators.

We cover a lot of ground in this episode. We discuss leadership, common mistakes leaders make, how to overcome these mistakes, and why you should consider hiring veterans in your workspace. We also discuss the direct correlation between military experience and the private sector.

Questions Addressed * How does military experience apply to the non-military workspace? * What are some common mistakes leaders make? * As a leader, how do I check myself to make sure I'm not making these mistakes? * What is meant by leading up & down in an organization? * Leadership development and learning over time * Can you describe the onboarding process when adding new leaders to a team? * How can we help veterans make the transition to the private sector? * Can you discuss what it means to detach?

Key Takeaways * It’s all about leadership * There are three primary categories of mistakes leaders make. + #1 - They don’t believe in the mission/organization + #2 - Ego + #3 - Extreme Ownership * Extreme Ownership Starts with Humility * A common question Mike hears is - How do you overcome a bad boss? + #1 - Keep your ego in check + #2 - Lead up and down + #3 - Work together * Steadfast humility - keep your ego in check * One of the worst misconceptions about leadership in the military is that we all fall in line. * There is a time for just get it done, but that is not the norm. * "It is not what you preach, it’s what you tolerate" * The military does not have a zero-defect mentality. People will make mistakes. Learn from these mistakes an move forward * After action processes * Great mentor and coaches * AAR (After Action Review) this is similar to a post-mortem + It is about Learning + It is important to make Failures known. + Identify the Solution + AARs are used in both successful missions & failed missions + Answer the question - "How do we get better?" * Decentralized Command + Everyone Leads + It is important that the team knows the "Why". + The leader explains the why - desired end state + Communicates what the standard is. + Think of this in the context of "The Box" - Initial the boundaries of the box are tight. - Over time, the boundaries expand. - The Box gets larger. * Why EF Overwatch? + Military experience brings - Learning Agility + Mindset + There is no quit in these guys. + Focused on sourcing talented & humble leaders in organizations. * Detachment is important, because... + When you try to solve everything at once you solve nothing. + You have to have the ability to relax, back away + Calm is contagious * Mindset can overcome a lack of industry experience

Show Links * EF Overwatch * Jocko Podcast with Mike Sarraille * Echelon Front * EP 80 OODA Loop with Dave Berke * Catalyst Sale - Live Chat * Catalyst Sale - Podcast List * Extreme Ownership

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

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Catalyst Sale

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

Sales is a Thinking Process.

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Take a Personalized Approach to Your Cold Outreach Do you remember playing Mad Libs as a kid? I remember long car rides and crazy stories. This is not an approach you should take with your outreach to prospects, nor should you take this approach when drafting your proposals. It is not personalized, and it is manufactured.

This week on the Catalyst Sale Podcast, Jody and I share some stories about guest requests we have received, including some good behavior and some bad ones. We take these stories and connect the dots between this, and your cold outreach to prospects.

Let us know how you personalize your outreach to new prospects.

Questions Discussed * How often do you receive requests to be on the podcast? * What if, I don't know you, but I'm a fan, how do I ask to be on the podcast? * How do you personalize outreach? * How does this relate to sales?

Key takeaways * The copy paste approach is lazy and is not effective. + Typos can be repeated + Context is lost + Don't play the numbers game * Psuedo customized is better than copy paste, but it is still not great. + This may seem more personalized, but if you are just replacing nouns and verbs, your prospects will see right through things. * Take a personalized approach to your outreach + Reminder - being personal does not scale + This approach takes thought, and a high-level understanding of who the person is on the other end. + Let them know what compelling event led to the request. + Include a clear call to action + Provide Context - why did you reach out? * When conducting outreach to Catalyst Sale about being a guest on the podcast, consider the following.. (this can apply to any outreach, really) + What was the compelling event that led to the outreach? + Answer this question - How can you help our audience? + Demonstrate that you did the work - share what you have observed. + Help by connecting the dots between the problem & the solution + Suggest a discussion to see if there is the right fit + Demonstrate you know what you are talking about + Make sure your profile is relevant + Build rapport, don't pitch + Don't be I/me focused + Be transparent * Fit is critical * Templates don't work - use guidelines or guideposts to frame your approach. * DOs + Make the communication personal + Do the work, do the research + Put the outreach in context + Help connect the dots for the person on the other end + Describe the value they may get or give * Context is critical * Context matters

Show Links * Catalyst Sale Live Chat * Jennifer McClure * Pam Boiros * Why You, Why You Now * Bo Burlingham * EP 80 OODA Loop with Dave Berke

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

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Catalyst Sale

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

Sales is a Thinking Process.

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Guest - Donald Kelly, Host of The Sales Evangelist Podcast Donald Kelly joins us on the podcast, I think he is the first Miami Dolphins fan we have had on the show. We recorded this episode in August, and date it a bit with talk of 3 quarterbacks & 4-2 Jets records, given that the Jets are currently 1-3.

Donald started off as a B2C Sales rep, and made the transition into B2B before starting the TSE Podcast, the Sales Podcast Network, and his coaching & training practice. I hope you enjoy the discussion as much as I did. Thanks for your patience with the Jets vs Dolphins banter.

Questions Addressed * Who is Donald Kelly? * What are some things that happened last year that have led to this year's success? * What was the struggle between "I need to bring in others", instead of "doing it myself"? * What patterns has Donald Kelly identified while recording 950 episodes? * What is Donald's approach to helping people solve problems? * Everybody can sell, what does this mean? * Dolphins/Jets talk

Key Takeaways * When Donald first made the transition from B2C to B2B, it was like being smacked in the face * This experience reinforced the importance of training. Donald was fortunate to work with an organization who valued training. * Donald started sharing his experience on his podcast in 2013. * TSE the startup launched in 2015 * 2018 has been Donald's best year yet - why? + Focus + Thinking Big - not limiting himself or his team by thinking small. + Overcoming Imposter Syndrome was important. + Use what you know, and leverage this to build a community. + Donald added a BDR in 2018 and a virtual assistant * I can do it, does not mean I should * When thinking about the transition from B2C to B2B, realize that the sales principles are the same. However, the value you bring changes * Get past your beliefs, outside of your echo chamber. * There is an advantage to having other eyes on a task * Anyone can sell. If they have the desire + Process is critical + Coaching and guiding people + Planning and structure - prioritize and execute * If your body is the business, sales is the lifeblood * For every problem, there is a solution * Identify the problem, then go 5 WHY's deep + The first problem is likely not the real issue + Don't just prescribe a solution + Discover + Identify what we have done in the past to fix it + Put a plan in place + Experiment * Know that your client wants to win * Everyone can Sell + There is a process, follow the process + Identify your process + Know your buyers * Donald knows his team better than I do. + Dolphins are 3-1 + Jets are 1-3

Show Links * TSE Hustler's League * Sales Podcast Network * Podcast Movement * Simmons Episode of TSE * 12 Week Year * EP 80 OODA Loop with Dave Berke

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

The 12 Week Year: Get More Done in 12 Weeks than Others Do in 12 Months

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The Obstacle is the Way - a Catalyst Sale Book Review This week on the Catalyst Sale Podcast we are testing a new format. We will review a book that applies to our work, our approach, and sales in general. The Obstacle is the Way - the Timeless Art of Turning Trials into Triumph, by Ryan Holiday - is the book we discuss on this week's episode of the podcast.

Please let us know what you think of this format, and if there are any books you would like us to add to our review list.

This episode is brought to you by our sponsor - getAbstract.

Questions Addressed * Why review a book? * Why did we choose - The Obstacle is the Way by Ryan Holiday? * How much of what you hear is magnified by your own perception? * Many of us get stopped in our tracks when faced with obstacles, what aspects of the book resonated with you? * How do you use tools like getAbstract?

Key Takeaways * Stoicism - Perception, Action, and the Will * There are things that will happen that are outside of your control. If you allow these things to impact your approach, you become beholden to others. * Colin Cowherd - "It's not how you act, it's how you react" * "Every obstacle is unique - the responses elicited are the same" - Ryan Holiday * Behind the Serenity Prayer is a 2,000-year-old Stoic Phrase - "ta eph'hemin, ta ouk eph'hemin" * Mindfulness - challenge yourself to think through - how do I respond in a given situation? * Ask yourself the question - Am I reacting, or am I focused on moving things forward? * Theodore Rosevelt - "We must either wear out or rust out,...my choice is to wear out" * Change will happen - you choose whether to be a part of it or impacted by it. * Lee Cockerell - "5 years is going to go by anyway, why not be a doctor at the end of those 5 years" * Simmons - I've made the mistake of taking a short-term approach in the past. Today I've shifted to a more long-term perspective, I do not want to look back 2-years from now and say "I did not make any progress, or I'm in the same place"

Show Links * The Obstacle is the Way - Ryan Holiday * Carol Quinn - Motivation-Based Interviewing * Edison's story - when the lab burned down * Time Management - Lee Cockerell episode * getAbstract * 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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

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What does it take to Finish Big and what makes a Small Giant Bo Burlingham joins us this week on the Catalyst Sale Podcast to discuss two of his books - Small Giants & Finish Big. We also discuss the importance of knowing what question you intend to answer when conducting research, the importance of understanding this question for your audience, and where community fits.

Questions Discussed * What inspired you to do the research for Small Giants? * What is the Small Giants Community? * What compelled Bo to write Finish Big? * How do you know if you have asked enough questions to get to the root of the story? * Why do founders try to manage the exit on their own? * What does research mean to Bo?

Key Takeaways * Zingerman's - 2003 coolest small company in America * Small Giant's have a quality - MOJO - which is the business equivalent of charisma. * Most companies lose their mojo as they get larger. * Bo started with what do these companies have in common. + Run by people & started by people who had a clear idea of who they were, what they wanted, and why. + Reflected the community where they started. + 1:1 relationship with customers & suppliers. + Employees come first. + Financial/Business models. - Focus on gross margins - Healthy balance sheet - Need to have a business model that can change with the environment & times + Crazy/passionate about what the company does - over the top. * Things change when a company grows. It is no longer possible to operate the same way when it was smaller. * You have a choice - there is nothing in business that requires that you build a large organization. * The reason we tend to adopt quick fixes is that companies are so focused on growing big fast. * Go to smallgiants.org to connect with others who are interested in building Small Giants. * When researching Finish Big, he found a tremendously high percentage of the people were unhappy about their exit. * People were willing to share more than expected. They wanted to help other people. * People were willing to let Bo write about mistakes * A good exit + People could look back on the process, and feel it was a good process. + People could look back on what they have done, and feel they created something of value. + People could look back and say that the others who joined them on the journey benefited. + That the business continues to go on & do better. * A bad exit missed one of the above. * Entrepreneurs like to feel like they are in control. They forget that do not have the experience in managing the exit. * They will make mistakes through the process. * Some of the best people to ask to help you with an exit are those who have done it. They understand the mistakes. Find an exit advisor who has been through it. * Entrepreneurship is not a construction project. It is a journey that includes building a company, but it also includes leaving the company. * An exit is not an event - it is a stage of the business. + Stage 1 - The education phase + Stage 2 - The strategic phase + Stage 3 - The exit + Stage 4 - The transition from being an owner to whatever comes next. * The business tells you what the next thing is that you have to do - the exit or lack of structure after the exit can be extremely disorienting. * Failing at the exit is a tragedy - Don't Fail Alone * A book (or research) starts with a question. * Once Bo has the question, then he knows how to do the research. The most important thing is to understand what is the question you want to answer for your reader? * Peer groups are important - the best advice you will get is from people who have been through the journey.

Show Links * Small Giants * Finish Big * Small Giants Community * Norm Brodsky - The Offer - INC column

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

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Catalyst Sale

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

Sales is a Thinking Process.

Small Giants: Companies That Choose to Be Great Instead of Big

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Proper Prior Planning Prevents Poor Performance Lack of planning can put you in a bad place - how do you avoid this? It is important to have the tools in your toolbox, but you actually have to use them, and they need to be ready when you need them.

This week on the Catalyst Sale Podcast we discuss checklists, thinking through scenarios, and planning. Thanks for listening, and for sharing with a colleague.

Questions Discussed * What's the worst that can happen? * How is anticipation a part of preparation? * How can a SMILE save your day?

Key Takeaways * Always look left before going through intersections * It is not enough to be prepared, you have to execute. * It is one thing to have the tools, have the checklist. It is another thing to make sure you are ready to use them when it counts. * The fundamentals are critical * Asking effective questions is a good step. One you should consider is "What's the worst that can happen?" * Always have an out, always have a backup plan. * Leverage concepts like the "Crush Workshop" to anticipate competitive threats and better understand your competition. * You can use anticipation to prepare for the questions that you may be asked. (i.e. what's the most challenging question they/audience can ask?) * You will never be prepared for every situation, but by putting these concepts into practice, you can minimize your risk. * Routines are very important. The patterns we repeat set expectations for our customers. Jody shares a story where this had a direct impact on a park ranger. * Continue the conversation via hello@catalystsale.com or via the live chat at https://catalystsale.com * "Everybody has a plan until they get punched in the face" - Mike Tyson

Links * Catalyst Sale Planning Templates * Building a Sales Territory Plan * Sales for Non-Sales Professionals - version 3 - 9/27/2018 at ASU SkySong * Live chat with us on the Catalyst Sale Website * Catalyst Sale Workshops & Training

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

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Catalyst Sale

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

Sales is a Thinking Process.

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Your First 90 Days, Some DO's and DON'Ts This week on the Catalyst Sale podcast we talk about your first 90 days in a new role, or with a new organization. Mike & Jody discuss some of their experiences in onboarding, considerations, and some general do's and don'ts.

Thank you for listening to the Catalyst Sale Podcast. You can find additional episodes at https://catalystsale.com/podcast

Questions Discussed * What advice do we have for people who are taking on a new role? * What type of information are you trying to gather in the first 90 days? * How do you go about "learning" in the first 90 day period? * Is there anything that you should NOT do during the transition period? * What is one thing that we/I can do tomorrow to help make the first 90 days more successful?

Key Takeaways * Whether onboarding a new client or moving into a new role in an organization, keep in mind - you don't know what you don't know. * 30/60/90/180/365 plans are important. Failing to plan is a plan to fail. * Try to remove or limit your preconceived notions. * Listen & Learn as much as you can in that first 90 day period. * Try to identify both the formal & informal leaders. * Get to know your colleagues. * Questions you can ask + Why do you do the work that you do? + What are some of the things the previous person did really well? + Where did they struggle? + What do you wish you knew in your first 90 days, that you know now? * Do the research. * Know the organization and the people, look for things that you may have in common. * It is likely that one of the first people you will engage with is a member of the HR team. When you are working with HR, take the time to ask some questions. * Build Rapport * Gather Information * Ask Questions * Find people who are in a similar role. * Be cognizant of their time. * Have a plan. * Have a conversation with the person who hired you, or brought you into the organization. Work with them to identify and clarify expectations. * Be really careful about trying to implement new things, take the first 90 days to listen & learn. * Things you can do to improve your success... + Take notes + Identify patterns + Do NOT assume things + Find your advocates within the organization. * Don't let others control your calendar.

Links * Blind Spots * Making The Transition from Inside to Field Sales * @simmons_m on Twitter * Sales for Non-Sales Professionals - version 3 - 9/27/2018 at ASU SkySong * Catalyst Sale Website * Catalyst Sale Workshops & Training

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

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

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

Questions Addressed * How has StoryBrand impacted what we are doing at Catalyst Sale? * Why do we/Companies want to be the hero? * Why do we feel like we have to fall back on feature functionality, rather than the customer story? * Does the hero know what success or failure looks like at the beginning? * How can we communicate better, and speak more plainly? * Have you used the Starbucks test? * How can you create magical moments in your customer experience?

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

Show Links * storybrand.com * 5-minute marketing makeover * StoryBrand podcast * Donald Miller on the Catalyst Sale Podcast * StoryBrand workshops

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

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Catalyst Sale

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

Sales is a Thinking Process.

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Sales for Non-Sales Professionals Part II - Workshop Feedback and Lessons Learned This week on the Catalyst Sale Podcast we share feedback captured from the "Sales for Non-Sales Professionals" workshops we have facilitated, discuss some general lessons learned, and provide a brief overview of the Catalyst Sale Process.

Questions Discussed * What did we learn? * How did this change the course? * What were some of the common questions asked? * What was it about the process slide that led to the detailed discussion around process? * What is the Catalyst Sale Process? * Why were the participants interested in the process?

Lessons learned. * The expectation was that we would have people who were interested in sales, but not necessarily interested in selling. ~75% of the participants were people who were not in a sales role, but are being asked to sell. * We ended up spending over an hour on the sales process. I did not expect this. * We thought we would start with definitions, then move into concepts. A significant amount of time was spent on definitions. * The discussion around business acumen and knowing your business was very active. Leverage resources like your 10K, About Us pages, and Job Descriptions. * "Asking Effective Questions" was also a very popular topic. You can do this well by keeping the questions simple and by conducting your research in advance.

Catalyst Sale Process * 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?

Agenda for the Workshop

Definitions
Research
Asking Effective Questions
Evaluating Fit/Feasibility
Alignment with the Business
Improve Execution
The Process

Links * Sales for Non-Sales Professionals - version 3 - 9/27/2018 at ASU SkySong * Catalyst Sale Website * Catalyst Sale Workshops & Training

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

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

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Catalyst Sale

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

Sales is a Thinking Process.

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

Questions Addressed * What does empathy mean? * What is the difference between empathy and sympathy? * What does it mean to communicate with empathy? * What do you think of when you reflect on Lee Cockerell’s quote – “Candor is Truth with Empathy” * How does Empathy impact Sales?

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

Show Links * StoryBrand Framework - Don Miller Episode * Christie Walters - Transparency * Drew D'Agostino - Crystal Knows * Rush to Demo * Empathy vs Sympathy * Catalyst Sale Website * Catalyst Sale Workshops & Training

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

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

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Catalyst Sale

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

Sales is a Thinking Process.

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Common Questions and How we Interpret Them This week on the Catalyst Sale Podcast, we take a different approach. Instead of focusing on one question or topic, we discuss some of the most common questions we receive from listeners. This was a little different, but I think you'll find the journey is pretty interesting.

Questions Discussed * What are some of the common questions we receive from listeners of the podcast? + Common Question #1 - How do I get the right information out of the subject matter experts that I work with? + Common Question #2 - How do I communicate better with Marketing? i.e. marketing is calling a lead qualified, but when I speak with the contact - they are not really a qualified lead. + Common Question #3 - How can I better communicate customer requirements to the product team? i.e. share customer requirements and use cases with the product. + Common Question #4 - How do I know when it is time for me to leave the organization? + Common Question #5 - I'm working with a prospect/customer, and they go "quiet". How do I get the customer/prospect to re-engage? * What do these 5 questions tell us about the listeners of the show? * How do you handle questions, when they have been addressed previously on an episode? * How have the questions changed the way we think about and talk about sales? * How can listeners connect with Catalyst Sale?

Show Links * hello@catalystsale.com * Catalyst Sale Website * Mike's Twitter * Planning Templates * Territory Planning that Works * Catalyst Sale Workshops & Training

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

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

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Catalyst Sale

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

Sales is a Thinking Process.

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The Inbound Organization and How Sales is Changing with Guests, Dan Tyre and Todd Hockenberry This week HubSpot's Dan Tyre joins us for his second appearance on the podcast. We are also joined by the co-author of The Inbound Organization, Todd Hockenberry.

We discuss a number of topics, including what it means to be an Inbound Organization, how the sales profession continues to change, why the buyer should be your focal point, and the difference between understanding the desired outcomes of your client vs being a "problem solver".

Questions Addressed * "Everyone wants to grow, no one wants to change" - what does this mean? * How do I handle the internal conflict? * What is the difference between "Change" and ongoing implementation/adoption of "Tactics"? * What are some of the things we can do within our organizations to improve alignment? * "To DO Inbound, You have to BE Inbound" - what does this mean to Todd & Dan? * What is the inbound ecosystem? * How does the inbound organization impact us at an individual rep level? * How does this approach translate into other roles within the organization? * What does the future look like?

Show Links * Dan Tyre * Todd Hockenberry * Rachel Leist * Link to MSPOTs article referred to during the podcast * InboundOrganization.com

+ Assessment
+ MSPOT

Territory Planning that Works
Catalyst Sale Workshops & Training

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

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

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Catalyst Sale

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

Sales is a Thinking Process.

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Catalyst Sale Episode 100 This week Mike, Mike, & Jody celebrate the 100th episode of the Catalyst Sale Podcast. We share some of the lessons learned, share feedback we have received from listeners, chat a bit about previous guests, and discuss where we plan to take the show going forward.

Show Links * Most Popular Podcast - Don Miller * First Podcast Guest - Lee Cockerell * EP #35 - Dan Peter * Coaching Episodes + #79 - Training vs Coaching + #89 - Coaching, Mentoring, or Training? + #98 - Coaching with Christie Walters * EP #80 - Dave Berke * Catalyst Sale + Twitter + LinkedIn + hello@catalystsale.com * Territory Planning that Works * Catalyst Sale Workshops & Training

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

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

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Catalyst Sale

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

Sales is a Thinking Process.

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Sales for Non-Sales Professionals A segment of the audience who listens to the Catalyst Sale podcast are not practicing sales professionals. This week we discuss some high-level topics related to sales for non-sales professionals. For the sales pros out there, some of this may be a little basic, but you may want to share it with other members of your organization.

Questions Discussed * Why is sales an interesting topic to those who are not in sales? * What comes to mind when thinking about sales for non-sales professionals? * How does sales apply in a non-sales role?

Key Takeaways * Everybody sells * We are all trading something, sometimes it is time, sometimes it is insight, sometimes it is information * Sales for Non-Sales Professionals is one of the workshops we facilitate at Catalyst Sale. * Sales is the activity that leads toward a business transaction * Success is often measured by the dollars generated, number of people or number of companies you expose to your product. * Sales is about connecting a problem to a solution. * A core component of sales is influence. How do you influence others? Communication, Empathy, Listening, these are all skills that are important. * We can get better with influence by understanding general sales best practices. * Influence requires listening, gathering information, and delivering the solution in the context of what is important to the individual. * Vocabulary plays a big role in this discussion as well. * Quota - the sales professionals target for a given timeframe (year, quarter, month) * Activity metrics - the number of calls, number of proposals, number of demos. These can be leading indicators for an organization. * The sales team's ability to meet objectives can have a significant impact on other aspects of the organization, including investment. * Take the time to ask people questions about their roles within the organization. * Be cognizant of the time period and time of year. i.e. budget planning and award periods, or mid-year/beginning of the year kickoffs. * As a sales rep leverage the other members of your team to improve and shift your perspective. * Salespeople are people - they are human.

Show Links * Catalyst Sale + Twitter + LinkedIn + hello@catalystsale.com * Territory Planning that Works * Catalyst Sale Workshops & Training

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

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

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Catalyst Sale

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

Sales is a Thinking Process.

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Christie Walters, co-host The Why & The Buy Podcast, and President iCore Strategy Christie is a speaker, sales & marketing strategist, coach, Gitomer certified advisor, and co-host of the Why and the Buy podcast.

This week Christie joins us to share her perspective and experience as a certified coach. We discuss what changed in her approach pre-certification & post-certification, and discuss how coaching can help you and your organization.

Questions Addressed * What is Coaching? * How does coaching differ from mentoring? * What prompted Christie to become a certified coach? * Can a boss be a coach? * What are some questions we can ask ourselves to determine if coaching is something we will benefit from? * Why is authenticity important? * How does authenticity impact the way that she coaches?

Key Takeaways * True coaching is about helping you uncover the brilliance within yourself. * As a coach you are not the sage on the stage, you are the guide on the side. * The Mentoring relationship is two-sided, a coach is a bit different. The relationship between client/coach is all about the client. * Designed Alliance - laying the groundwork, this is what you can expect, this is the role I will play. * You are rarely just a coach, just a mentor, or just a consultant, you may shift between roles. * Coaching - how can you help others think through their process? * Coaching is about getting the right questions in front of people. * The questions you ask are powerful as a coach. * The best coaches are likely not going to be in the organization. * Going outside of the organization to find a coach helps to reduce pre-conceived notions. * A third party coach will allow you the level of freedom to express what is really happening at a given point in time. * Too often we are trying to run someone else's race. * Define success based on your expectations, not someone else's. * The Why and The Buy Podcast - Jeff & Christie wanted to create a space where sales professionals & sales leaders could look at sales as an act of service. * Christie is a recovering perfectionist. * The levels of listening & true self-management in the coach/client relationship are two of the biggest changes post-certification vs pre-certification. * Nothing beats recording a coaching discussion, and then listening to it with a critical eye. * Engage with a coach as a way to determine if coaching is right for you. * There are three key elements to a successful organization. + Culture + Cultivation - to build capability & train + Ongoing Coaching - to help minimize drifting

Show Links * Linkedin * chistiewalters.com * Why & the Buy Podcast * Dear Basketball * Authenticity podcast

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

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

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Catalyst Sale

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

Sales is a Thinking Process.

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Prospecting - building your well before you need a drink. We have recently passed the mid-point of the year for most sales organizations. How does your pipeline look for the remainder of this year? What about next year?

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

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

Questions Addressed * Where do you start with prospecting? * What are some best practices in building pipeline? * How do you identify the appropriate vocabulary for a given vertical? * What about prospecting within your existing client base?

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

Show Links * Catalyst Sale + Twitter + LinkedIn + hello@catalystsale.com * Territory Planning that Works * Catalyst Sale Workshops & Training

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

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

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Catalyst Sale

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

Sales is a Thinking Process.

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

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

Questions Addressed * What are the differences between motivation-based interviewing & behavior-based interviewing? * How do you identify/reveal passion? * What is the difference between an internal & an external locus of control? * What's wrong with "one-upmanship" in the interviewing process * What are companies doing when it comes to keeping track of data in their hiring process? * How do you bring passion, attitude, and skills into the interview process?

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

Show Links * Hireauthority.com * Hire Authority - free resources tab * Phone Number - 561-231-0313 * LinkedIn * LinkedIn group * Twitter * Anniversary edition of MBI - Motivation-Based Interviewing - published by SHRM

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

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

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Catalyst Sale

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

Sales is a Thinking Process.

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Transitioning from Sales Enablement to Organization Enablement This week on the podcast we discuss sales enablement as a function and the different lenses that an organization may use to inform their approach. We also discuss the idea of organization enablement and wonder if this will be the next evolution within organizations.

Questions Asked * Has your attitude about Sales Enablement changed? * How does Sales Enablement gain a better understanding of the functional areas of the organization? * How do we make the transition from where we are today, to Organization Enablement?

Key Takeaways * Start with considering the lens you are looking at enablement through + Learning + Operations + Marketing + Sales + Operations * Enablement Technologies we use at Catalyst Sale. + HubSpot + Pardot + Funnelwise + Slack + Google * When enabling sales, you should consider multiple functions within an organization. Identify how these teams interact and cross paths with your sales team. * Sales enablement created to address a gap - we needed someone/something to bridge the gap between Product & Sales, and Product & Marketing. * The enabling function inside an organization can help to create consistency in communication * The enablement function should meet with customers - they can connect the dots between what the customer is saying and what product/sales/marketing sees. * Organization Enablement as a function - maybe we should consider learning as an enabling role inside an organization. * In order to perform at a high level, to be successful, I need everyone in the organization to perform well. * Everybody sells, we are all part of the value chain * Get others engaged - leverage the expertise of your team - They can ask great questions, many times with better context.

Show Links * Catalyst Sale + Twitter + LinkedIn + hello@catalystsale.com * Jennifer McClure ep 60 * Sales Enablement Society * Catalyst Sale Workshops & Training

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

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Catalyst Sale

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

Sales is a Thinking Process.

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Compensation, Building Business Acumen, and Networking Round 2 with Guest - Jennifer McClure - Speaker, Executive Coach, President of Unbridled Talent & CEO of DisruptHR

Jennifer McClure, CEO Unbridled Talent & DisruptHR joins us for her second appearance on the Catalyst Sale Podcast. We cover a number of topics this week, including the gender pay gap, building business acumen, and networking both inside and outside of your organization.

The gender pay gap discussion was prompted by a twitter chat initiated by a friend of the podcast - Cara North. Thanks for listening to the Catalyst Sale Podcast

Questions Addressed * How real is the gender pay gap issue? * What can we do to fix the issues at an individual level? * How can we prepare for the salary/compensation negotiation? * How can we build our business acumen, financial acumen, understanding of general business strategy? * How can people improve their approach to networking?

Key Takeaways * The issue is real, it is clearly an issue. Women are typically paid less than men for doing the same job. * The smart HR Leader/Business Leader will look at the current pay structure for their team. * This may exist today because the leadership is not looking at the data. They may not be looking at the data because they believe this is not an issue they are having at their organization. * From an employee standpoint... + You have a choice, your goal is to get paid what you are worth. + Consider all of the parameters - Salary, Opportunity, etc. + Make your choice, own your choice. * From a manager's standpoint... + If you notice issues in pay equity, you should take measures to fix the issue. + Look at the data objectively + Create a communication plan + This is not part of a merit increase budget + It is on you to make the business case. Use the data, work with your HR leadership to help make the business case. + Separate this type of adjustment from performance. + Make the change once you recognize the error. + What would it cost us to replace the person? + If they came in today and said they were resigning or leaving for another opportunity, would we counter with a similar "market rate"? * Preparing for the negotiation + Do the research. + Know your worth. + Power comes from information. + Know the top things that are important to you, before you get seduced by the role or the conversation. + Have the data. * Own your choice, create your own opportunities. * Understanding what the biggest problems are, that the business has to solve. * We tend to look at ourselves first, rather than the organization. * Talk to the functional leaders within the business. + What are your challenges? + What obstacles are you facing? * There are a number of things you will hear, if you are having the discussions. * If you want to work at a strategic level, you have to be solving business problems. * Ask questions & listen * There are no stupid questions when you are truly seeking ways to help others be successful. (Be Intentional) * Any system that takes the human connection out of the process in networking, and allows you to network at scale, is not relationship building. * Networking is not Marketing. * Add value first, but don't do so "automatically, every two weeks" * Relationships & Networking should be intentional. * You can share value, people can connect, when they are ready to engage, they will do so. * Outbound/Outreach - be intentional, be personal. * Whether it is Pay Equity issues, knowing your worth as a candidate, networking with others - be intentional. * Do the research on your end to understand how you can add value. * The action starts with you.

Show Links * Unbridled Talent * jennifermcclure.net * Impact Makers Podcast * Twitter

Call to Action How do you build business acumen? Let us know via twitter @catalystsale or email us directly.

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

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Catalyst Sale - Sales Fundamentals Training Program

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Catalyst Sale

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

Sales is a Thinking Process.

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Listener Question - Tips for Making the Transition to Field Sales This week on the Catalyst Sale Podcast we have a listener question. Chris from Ontario is the process of transitioning from an inside sales role to a field sales role, and he wonders if there are any best practices or tips to keep in mind when making the transition.

We discuss the importance of planning, building rapport, being aware of your surroundings, and tips to keep the conversation on track. We wrap up the discussion talking about the transition from a customer success role to an account executive or account manager role.

Please continue to send the questions and recommendations. Thank you for engaging with us via LinkedIn, Twitter, and Facebook.

Questions Addressed * What are some important considerations when making the transition from an inside sales role to a field sales role? * What are some considerations around non-verbal communication when meeting with a customer? * How do you overcome a reliance on scripts? * What are some important considerations when making the transition from Customer Success to Account Executive or Account Manager - how do you make the transition effectively?

Key Takeaways * Get back to basics, people are people * Go in with a plan * Anticipate challenges * Confirm meetings beforehand * Anticipate challenges * Take advantage of your time on location, schedule other meetings. * Ask Questions * Set the Agenda * Clarify Expectations * Gather intelligence - look around the office, notice books, magazines, company-specific communication in the lobby. * Dress the part * Work to wrap up the meeting 5 min before the scheduled end time. * Use pen & paper to keep notes * Customer success to account executive or account manager - how do you make the transition * Stay committed to customer success, focus on the customer. * Help your customer accomplish the things they are trying to accomplish * Account manager - growing accounts renew by default * Shift mindset - take a growth mindset * Final Thoughts + Be yourself + If you have a question, ask it. + Be aware of your surroundings + Establish next steps + Execute on next steps

Show Links * Catalyst Sale + Twitter + LinkedIn + hello@catalystsale.com * Product & Sales Alignment - a Catalyst Sale Workshop

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

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Catalyst Sale

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

Sales is a Thinking Process.

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Leadership Lessons from Dan Cockerell This week Dan Cockerell joins us on the Catalyst Sale podcast to discuss leadership, experience, doing work, and his next journey.

Dan recently retired from the Walt Disney Company, as the Vice President of the Magic Kingdom, and has recently launched his consulting, public speaking, and virtual COO practice.

Questions Addressed * Did Dan say "Yes" too fast at times? * Was it tough to decide to make the move to leave the stability of the Walt Disney Company? * How do you get feedback from the frontline when you are leading a large organization? * How do you inspire others to engage? * Why is hiring important, and how does Dan identify talent? * Where does nature vs nurture fit in ideal roles? * How can podcasting help with internal communication? * How does Dan differentiate between Coaching vs Mentoring vs Training? * What's Dan currently working on? * What has Dan learned about selling?

Key Takeaways * Grab the next opportunity, and focus on it like every other job, and make good things happen * "I guess you'll have to go out and get a job" if it doesn't work out. * "Do Your Best and Forgive Yourself" - Admiral Charles Payne, Naval Academy class of '42 - Have a high expectations for yourself, but know you will fail sometimes. * (mind) The Gap - we all have a belief system, there is who we want to be, what we want to do, but sometimes we fall short. Hold yourself accountable to "the gap". * What you do, defines who you are. * Doing the work is important. * Be intentional, but do not look like you are being intentional. Walk the floor, work with customers, interact with others in the operation. * Don't go into feedback discussions with an agenda. When you get information, you have to use it correctly. * Building a relationship takes care of a lot of things. * When Dan facilitates roundtables, he starts with sharing experiences and asking for their thoughts on the scenarios. * There is always something between the lines, make sure you are listening. * If you are out there, and accessible, you have a better chance of success. * Talented people in the right job, with the right skillset, do great things. * Find the best person you have worked with, or the person on your team who you really enjoy working with, think of their traits, what makes them the best. Frame your interview questions around those traits & behaviors. * Be open & authentic when evaluating data & asking questions, whether in the hiring process, or when bringing on clients. * (internal podcast) When launching the internal podcast, Dan was working to address a gap in communication and reach. He wanted the team to hear his voice. He did this by recording on his iPhone & distributing the MP3 to the cast members. Don't stress or over think the tech. This does not need to be overproduced. * No one is above coaching. * Coaching is an in the moment thing. If it is done right, it is based on improving performance. * Training is technical in nature, it is less behavioral, according to Dan. * An Advocate is a person who is in a position of authority, they can advocate for the person when they hear about a role. * The Mentor is a thought partner.I can meet with them periodically, we can work through scenarios. * Mentoring is a partnership - Dan * You are the one who can take the action. Leverage the collective intelligence & perspective of your tribe of mentors. * Dan's three areas of focus. + Consulting/Coaching + Keynote Speaking + Virtual COO * Be a student, ask questions, be humble, but have confidence.

Show Links * LinkedIn * DanCockerell.com * The article of the Week

Call to Action What do you think about fractional roles? Let us know via twitter @catalystsale or email us directly.

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

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Catalyst Sale - Sales Fundamentals Training Program

Subscribe to the Catalyst Sale Podcast

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Catalyst Sale

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

Sales is a Thinking Process.

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Failing to Plan is a Plan to Fail Part II in our series on common challenges that we see across our customer and prospect base is focused on planning. Specifically developing the plan, adapting the plan, and execution. One of the biggest challenges organizations we work with have relative to planning, is clarity around expectations, which leads to issues with focus & expectations around speed.

Setting expectations, establishing a plan, working the plan, and adapting the plan all play a critical role in this process. We hope you enjoy the discussion and look forward to your feedback.

Questions Addressed * What are some of the challenges organizations face when it comes to planning? * Why is adapting the plan the third step? * Why is it important as a park ranger to know how to take a punch in the head? * How does this apply to us in Sales?

Key Takeaways * Defining expectations, creating a plan, adapting the plan. * One of the biggest challenges organizations face relative to planning, is clarity around expectations. This usually leads to issues with focus. * Ryan Carson reinforced this point on a previous podcast, when talking about issues with hiring that first Sales VP. * When it comes to planning - begin with the end in mind. * Know that perspective may be different depending on role. i.e. VP of Marketing vs VP of Sales vs VP of Operations. * Design thinking - once we understand the objective, we design backward. * Create a plan that helps you get to that objective. * It is important to identify the gates that you will need to get through in order to meet the objective. (Think of a road trip) * "Everyone has a plan until they get punched in the mouth" - Mike Tyson * Know that you will need to adjust the plan once you start gathering additional information. Maybe the use cases you have identified are not accurate. * Your plan is philosophical, it will never be perfect. * Apply your OODA loop - Observe, Orient, Decide, Act, and repeat the loop. (link) * Communicate the plan, adjust, iterate, optimize. * Something is going to happen, that you do not expect * One question we should ask ourselves - What are the things you are doing on your end to adjust your loop, so that the competition cannot get inside your loop? * The fundamentals. + How do you ask the right questions to get to the root problem/challenge? + How do you position your solution in the context of the customer need? * You don't know until you know + As you go through this, you identify patterns, and identify different ways to address the issue. + Training helps you prepare and know how you will react to the situation. (Pepper spray discussion/example) * Experience should provide clarity. * Everyone wants to move fast. * The process we follow + Set a goal - Buy-in on the objective is important (identify and establish your goals) + Establish measurable items that work toward the goal + Set a plan to help you execute on the measurables - consider how you might address the objective (i.e. growth within the base, identifying partners, etc.) + Evaluate the data to determine success. * A weak plan with a solid foundation is better than a solid plan with a weak foundation.

Show Links * Catalyst Sale + Twitter + LinkedIn + hello@catalystsale.com * Product & Sales Alignment - a Catalyst Sale Workshop

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

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Catalyst Sale

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

Sales is a Thinking Process.

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The Art & The Science of Sales - Leveraging Data to Take Action. This week Steve Will, Revenue Champion & SaaS Sales Leader, joins us to discuss sales, data, common challenges, dealing with conflict, and what's next.

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

Questions Addressed * How does Steve define success in sales? * How do you distinguish between the Art & Science of Sales? * How can you improve functional product knowledge? * What are common mistakes companies make when thinking about data? * What are some of the questions you should be asking when looking at data? * How can technology be leveraged to help improve Marketing & Sales alignment? * What does the sales professional of tomorrow look like?

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

Show Links * LinkedIn * Crucial Conversations * Jill Rowley * Catalyst Sale Twitter

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

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

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Catalyst Sale - Sales Fundamentals Training Program

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

View Details

Coaching, Mentoring or Training - What's the Difference? On previous episodes we have discussed Mentoring in Sales (42), we have also discussed Coaching vs Training (79). This week we discuss all three approaches in the context of personal development and improving capabilities.

We share our thoughts on the differences between Coaching, Mentoring, and Training, why one approach may be better than another, and when it might make sense to combine methods.

Questions Addressed * What's the difference between Coaching & Mentoring? * How do you know if you need a coach or a mentor? * How important is it to be coachable? * How do I know if I should work with a coach? * How can we connect with Catalyst Sale to discuss coaching? * How do you know if Training, Coaching, or Mentoring is a better fit?

Key Takeaways * Coaching tends to be focused on the current task, or skill. The coach and the person receiving the coaching, are looking at ways to optimize. * Mentoring tends to consider the bigger picture. There may be more ambiguity. It is less about the skill, more about the longer term objective. * Good mentors should also be able to coach. Coaches, on the other hand, may not be good mentors. * When considering skills improvement, coaching may be a better solution. i.e. cooking. When working on improving your skills in the kitchen, a coach can help you by being in the kitchen. * The coach should be there, with you, and provide coaching in real time. * Coaches look for the subtle changes that can make a significant impact - they look for the details. * Mentoring is a bit more philosophical. The relationship between mentee and mentor is critical. * Coaching may be a bit more tactical. The relationship between the coach and the player is not critical. * Being coachable is crucial if you want to develop your skills. Ask yourself, if you are not coachable, if you have a big ego, how will you grow? * It is important to have an open mind when working with a coach. You should have a solid understanding of where your deficiencies are. * You may need a coach in an area, but you may be blind to it. This is where a mentor, a manager, a colleague, or others can make a recommendation. One way to overcome your blind spots is to shift your perspective. * Fit with a mentor is really important. When it comes to coaching, the fit is not the focus, the results are more important. * Skill development should lead to something * With a coach, you should see direct skill improvement. * With mentoring, am I moving in the right direction? * Training tends to be more structured. Most cases 1:many, however a 1:1 approach may make sense in a training environment. + If your objective is to "Learn something new" - Training may be a better solution * Coaching tends to be task-based or skill based. 1:1 really works well with coaching. + If your objective is to "Improve a specific skill" - Coaching may be the best approach * Mentoring tends to be more open, less structured, relationship driven, future-focused, and the relationship will evolve. + If your objective is to "Improve being/focus" - Finding and working with a mentor may work best * As an example, when thinking about swimming - training works well at first, comfort around the pool, coaching might be specific to hand position in a given stroke, mentoring might be more focused on nutrition, pre-race prep, and mindset.

Call to Action * Ask yourself - Am I coachable? In what scenarios will a coach help me more than a mentor or participating in training? * Engage with the community via twitter @catalystsale - how are you applying infinite learning concepts?

Show Links * Catalyst Sale Podcast Episode 42 - Mentoring in Sales * Catalyst Sale Podcast Episode 79 - Training vs Coaching * Catalyst Sale + Twitter + LinkedIn + hello@catalystsale.com * Catalyst Sale Workshop - Product & Sales Enablement

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

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Managing an Exit - The Good, The Bad, The Ugly This week on the podcast, Mike & Mike tackle the question of a startup exit or merger from the perspective of the employee within the organization, to the founder/leadership team, to the company who is making the acquisition.

Acquisitions & exits are tough, they become more complex as more information is shared, especially if too much of the wrong information is shared or gaps are left in the information. It is a delicate balance and a difficult dance.

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

Questions Addressed * What are some of the things you should not take for granted during an exit? * What about timing, and the way organizations handle setting expectations on the amount of time the acquisition should take. * How does managing an exit correlate with a sales process? * How do you avoid losing key people? * Let's say you are the company who is making the acquisition - how do you determine what to do with the technology? * What are some considerations that we should keep in mind from an employee perspective, founder perspective, and acquiring company perspective?

Key Takeaways * Cultural differences and mindset that is different between an early stage company, and one who may be more established, and is leading the acquisition. * Communication & setting expectations are important, from both sides of the equation. * Transparency can be dangerous. If you are a small company, managing resources directly, too much information, shared too soon, can put an organization in a psychological holding pattern. * Transparency can lead to uncertainty and can be a momentum buster. * Anne Wolfe - Some of this information needs to be held as state secrets. * If the performance of the company starts to suffer due to uncertainty, it can have a negative impact on customers & the organization. * Understand the culture inside the organization, keep this in mind when considering communication. * When it comes to timing, figure that it will take longer than initially anticipated. * Always remember, you still have a business to run. * Consider the worst case scenario - what happens if the acquisition does not take place? Be prepared to adjust, and keep operating the company. * When managing pipeline, you usually have multiple opportunities in play to help mitigate risk. * When managing an acquisition, as you get further down the process your risk increases if you lose focus, and the deal falls apart. * Be careful about over-communication, this can lead to speculation, and you may lose key people as a result of uncertainty. * People will make up the story. * The transition from you are "on a mission" to you are "in a role" can create significant conflict and risk. * Be careful about taking the parts away from the golden goose, you may no longer have a goose. * From the enterprise perspective, remember to take a holistic approach to integration. * An integration strategy requires multiple perspectives. * Do your job, deliver on your role, minimize distractions. * Don't forget about your customers & your employees * Minimize assumptions, and leverage the collective intelligence of the organization to minimize the impact of blindspots.

Call to Action * Share your personal experience with acquisitions either from the perspective of being the founder, an employee, or the acquiring company?

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

Show Links * Catalyst Sale Twitter * Mike Simmons Twitter * LinkedIn

Action Requested Help us and others by rating and reviewing the podcast. We would love to hear from your at hello@catalystsale.com or @catalystsale on twitter - what are some of the topics you would like to hear us address on a future podcast?

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

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Catalyst Sale

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

Sales is a Thinking Process.

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Helping People Do Things Better - Learning, Sales, & Doing the Work This week Ryan Carson - Founder & CEO Treehouse joins us to discuss Learning, Sales, and Doing Work. Ryan continues to build and run his third startup, and according to him, you would have to kill him before he stopped working on his mission at Treehouse. He is passionate about helping people do things better.

We discuss Ryan's background, why he started Treehouse, his experience with other startups, and what he's learned about sales now that he is leading the sales team. We also discuss hiring for behaviors over skills, and how learning happens.

Questions Addressed * What’s broken in education? * Where is the focus on innovation in education? * How do you facilitate learning in a way that it makes an impact on the business? * What is Ryan’s story? * How can you create leverage? * What has Ryan learned about managing a sales team within Treehouse? * When it comes to hiring - what does it mean to hire for behavior vs skills? * How do people learn?

Key Takeaways * Those who are in education are the heroes, the challenges are with the system. * Treehouse's focus is on helping those who are trying to get a job. In K-12 they are active in raising funds to support technology in classrooms (i.e. Chromebooks, Google Docs, etc) * “What bearing does GPA have on our adult lives? - none” - Ryan * We have moved into a world where trade jobs/skills are all of our jobs. * Let’s decouple success and happiness from the college degree. * Do the math on the investment - make sure it is good to you. * Start with building the project, and work backward. * Entrepreneurs can be split into two categories - those who believe in their business or those who do not, and that makes all the difference. * Ryan is driven to help people so that they can be happy - technology can provide this, if you learn how to use it and create with it. * When you don’t have leverage, you don’t have leverage. Ryan's advice - Do not get into that position. You can’t win in this scenario. You can’t pretend that you have it. * There is no hack, there is no shortcut, you have to build the thing. * Jocko Willink - There is no shortcut, there is no system, there is no to-do list. * The importance of sales enablement. As a founder - be the first sales person - identify the gaps - i.e. differentiating features, marketing collateral, leads, etc. - Do this, and build out the support that will enable your team. * If you think you are bad at sales, go deeper. Ask, if you really believe in what you are selling. If you really believe in the problem you are solving. * When interviewing start to ask for behavior, and get quiet, listen. * Map the Skills. Break these down into Learning Units. Turn these into Courses. Roll the courses up into projects. * We do not learn until we take a unit of learning, and rearrange it. Take the information and make it your own. * Talent Path (Treehouse Program) - you need to learn to build things. Can you build it? * Try to ignore all the hype, the fear of missing out - focus on things that you are passionate about.

Show Links * LinkedIn * Twitter * Instagram * Treehouse * Jocko Willink - There is no Shortcut, there is no system, there’s no to-do list. * Ryan's Blog * Crypto Currency Ryan Blog * TalentPath

Call to Action If you are a founder, how are you building your sales acumen & experience? Let us know via twitter @catalystsale or email us directly.

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

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Catalyst Sale - Sales Fundamentals Training Program

Subscribe to the Catalyst Sale Podcast

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Catalyst Sale

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

Sales is a Thinking Process.

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Using Data to Improve Sales Performance, Management, and Leadership Rob Käll is the CEO and Co-Founder of Cein, Inc. Rob is passionate about data, machine learning, natural language processing, and using these technologies to improve organizations.

We met Rob through a listener of the Catalyst Sale podcast, and we think you will enjoy getting to know him as well. On this episode, we discuss measuring things that matter, using data to gather insight and improve outcomes, how Machine Learning + Human Intelligence improve performance, and many other topics.

Questions Addressed * Why is data important to Rob? * What does it mean to measure what matters? * What is Natural Language Processing? * How can AI, Data, NLP, be used for personal development, coaching, and management? * What does the future look like when considering AI? * How do we differentiate between the signal and the noise when it comes to AI and Machine Learning? * What are some of the things Rob knows now that he wishes he would have known 5 years ago?

Key Takeaways * Replace hunches with facts * See beyond KPIs * Measure what matters - some numbers go up, some go down, but what do they really mean? * Use AI to measure & reduce gaming * We know that data is never perfect, it is likely incomplete, inconsistent, delayed, etc. * Use data as a signal. * Call John, Talk to John, John Reached Out to Me - all may relate, NLP (Natural Language Processing) allows you to connect these things, correlate, and identify patterns. * NLP can be used for coaching - coaching in context. * You cannot apply your playbook to every situation. * Humans are excellent at picking up patterns - but we are also subject to our own biases. * The combination of the computer analysis with human intelligence you can very quickly realize a new level of importance. * Artificial Intelligence and Data Sciences will fundamentally change how we work within the next 10 years, across all industries. * Small improvements can yield significant impact long term. * Rob - "we use simple measurements of success. Baseline, and illustrate changes in performance." * Improving sales productivity can be the ultimate medicine for your business. * You are going to feel like you are failing as you build your business. If you are making progress, and you keep solving problems, you will have success. * Continue to deliver something of value. * Business partners are important, they can help with focus. * You have to say No. * Organizations work when you have a solid culture, and everyone is working toward the same goals. Communication is critical * Don't forget about the importance of 1:1 communication, throughout the organization - know your people * "As a startup founder, it is your obligation to care about every member of your team" * Training should be more than an afterthought - as a salesperson, you need to know your industry. * Nothing is more expensive than replacing a great salesperson.

Show Links * LinkedIn * Twitter * Cien.ai * Measure What Matters * Everything a Sales Leader Needs to Know About AI

Call to Action How are you using AI to improve your craft? Let us know via twitter @catalystsale or email us directly.

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

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Catalyst Sale - Sales Fundamentals Training Program

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

Subscribe via Google Play

Catalyst Sale

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

Sales is a Thinking Process.

View Details

Infinite Learning - How Can You Apply It To Your Role? 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 * 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 + hello@catalystsale.com * 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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

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Catalyst Sale

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

Sales is a Thinking Process.

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Storytelling, Entrepreneurship, and Lessons Learned from Working with Steve Jobs - Guest Anne Wolf Anne is the President & Founder of Wolf Communications. She is a Chief Marketing Officer by trade, she has carried a bag, starting her career in sales. Today, she works with entrepreneurs, many times in a Chief Strategy Officer role.

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

Questions Addressed * What is the difference between Brand Story & Authentic Story? * What are some of the things a sales rep can do when trying to understand their story, or their customers' story? * What was it like working with Steve Jobs? * What are some common misperceptions among your students about entrepreneurship? * What are some common challenges that you see when working with founders? * What are some of the things that people do well when it comes to the exit? Where do they fail?

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

Show Links * LinkedIn * Twitter * Crossing the Chasm * Think Different Campaign

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

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

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

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Catalyst Sale

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

Sales is a Thinking Process.

Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers

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Be Careful What You Measure Mike Simmons started the year attempting a 10k steps a day objective. Four to five days into the test he decided it would only be a 28-day experiment. This week we will discuss how this test applies in business and in life. We discuss the importance of choosing the right things to measure, choosing the right goals, and choosing the right tools to capture the data. We also talk about goal setting, and include a request at the end of the show notes.

Questions Addressed * Why did you do it? * What did you learn? * Jody is well over 700 days, over 8M steps - what do you think about someone who has accomplished that - or chosen that goal? * How does this apply to business?

Key Takeaways * 10K steps is not a lot of steps, unless you choose the wrong measurement device * Be Careful what you measure & How you measure those things * Imagine how many times you get in your own way * The tool I was using was not capturing an accurate measurement * Be careful on how you decide to measure success * Ask questions - i.e. are there other ways to measure success? * Don't be so rigid - that you have to measure in a certain way * You can hack the tool to get the data you want to, but is this the right thing to do. Be careful about manipulating data. * When you make a commitment - execute against that commitment. * Quite often, we see what others have accomplished, and compare ourselves to them, this creates challenges including a skewed perspective. * Dr. Jordan Peterson - Don’t measure yourself against others, measure yourself against how you improve yourself each day. * The 28 days forced behavior change, and required making some trades on other things. * You have to do the reps up front, do the work early. * If you know what your desired outcome is, know you why, it becomes easier to give certain things up. * Within our careers - if we have planned what we want, what our values are, why we are doing something - prioritization becomes easier. If we do not, we may be driven by the noise, or things we come across, and lose direction. * Give yourself time to determine if it is the right fit, don't fall into the trap of a perpetual pivot. * Stay the course for a period of time, but set timelines & evaluate if you are moving in the right direction. * If you are not measuring anything today - start measuring something. * If you are not measuring - how do you know if you are making progress? * Be careful about what you measure * Be careful how you measure * Adapt, iterate, be ready to make changes as you go along

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

Show Links * Catalyst Sale Twitter * Mike Simmons Twitter * Jody Maberry - 10K steps Podcast

Action Requested Help us and others by rating and reviewing the podcast. At the end of this episode - we ask the audience a question, and look forward to your response. Please share some of the things you measure and challenges you have run into with the tools or methods you have used to measure these things.

We would love to hear from you at hello@catalystsale.com or @catalystsale on twitter

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

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Catalyst Sale

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

Sales is a Thinking Process.

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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 + hello@catalystsale.com

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

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Personal Relationships - Do they help in Sales? Is this the first time Mike & Mike are going to have conflicting viewpoints on the podcast?

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

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

Questions Addressed * What is the place of personal relationships in sales? * What’s the difference between surface level engagements, and true friendships? * Have you ever purchased a product even when you do not like the sales rep?

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

Call to Action * How do you leverage relationships in sales or your current role?

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

Show Links * Catalyst Sale Twitter * Mike Simmons Twitter * LinkedIn

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

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

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Feedback Loops, including the OODA Loop & Leadership Lt Col. Retired, David “Chip” Berke is our guest this week. Dave served 23 years as a Marine, mostly flying airplanes as a fighter pilot. He is currently with Echelon Front as a Leadership Instructor.

Dave shares his experience with the OODA loop as a pilot, forward air controller, and in the business environment. We also discuss the science and art of this process, and how this applies in sales, learning, and leadership.

Questions Addressed * What is the OODA Loop? * How do you apply the OODA loop or feedback loops today in business? * How do feedback loops apply to leadership? * How do questions apply to this process?

Key Takeaways * John Boyd F-86 pilot - Korean War + Boyd figured out that there is a process that we use to make a decision. + The capability of your equipment can’t be what limits your success. * OODA loop translates into every aspect of our lives. There are four phases/stages - Observe, Orient, Decide, & Act - Repeat * When it comes to data, there are things we can gather, there are things we are looking for that we miss, and there are things we simply discover. * Assumptions get in the way of Observations. * Transformation of data to information - this is hard - putting the data into context * The more times you do something the easier it is to assess and determine the potential outcomes * The more experienced we are - the likelihood that our decisions will be correct. * There is a lot of science in data acquisition, however some of the decisions are more art than science. You need to rely on your instincts. * Making Decisions is Hard, but not that Hard. People are pretty good at this part. * There is a discussion between decision and action * Taking action is Hard - Once you take action, you now own the outcome. * The action is the thing that matters most. * Once you take action, you immediately get feedback, this starts the loop again. * The deciding factor for success is how quickly you can act.You are going to be wrong, we are always making mistakes. * Act, inform, re-act, reinform, re-act, inform - create efficiency in action * EM Diagram - Energy Management - equipment - shows you what you are good at & what you are not good at. You can do this for yourself and competitors and define a plan that helps you avoid your competitors' strengths. * DO the reps - take action, this is how you get better. * The debrief is part of the process, it is If you want to get good at leading - LEAD, take the feedback, apply to scenarios, gain experience. * Apply the information within your feedback loop, and use it to learn, adapt, and act. * Two ways to get good at something - Experience & Training * “You do not want to be the best salesperson in a company that goes bankrupt” * You can give yourself more information to orient on by asking questions. * Your intuition, your presumptions, they are not natural, they are based on your experience. The more reps you get, the better you will get. * The lessons in “Extreme Ownership” are applicable in every aspect of life

Show Links * Dave’s blog posts * Echelon Front * Dave's Twitter * Jocko Podcast Ep #69 * OODA Loop - John Boyd * Extreme Ownership - Leif Babin, Jocko Willink * Lean Startup - Eric Reis

Call to Action Please share your stories with us @catalystsale on twitter or via hello@catalystsale.com We'd like to hear how you apply the OODA loop or feedback loops into your work.

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

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Catalyst Sale

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

Sales is a Thinking Process.

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Listener Question - What is the difference between Training & Coaching? Matt's company is implementing a new sales process, some folks believe they need training, others believe coaching is a better fit. He asks "what is the difference between Coaching & Training?"

This week on the Catalyst Sale Podcast we discuss the difference between training and coaching, and the scenarios where training may be a better fit. We also discuss why coaching may work better, and why organizations do not take this approach.

Questions Addressed * What is the difference between Coaching & Training * Within an organization how do you tell if the team needs training or that there are some individuals who would benefit from coaching? * What are some of the benefits of coaching vs. training?

Key Takeaways * Training is an event, designed to meet a specific set of objectives. * Coaching is personal, it is 1:1, and tailored to the individual need. * One of the benefits of a good coach is their ability to see the things that you may not be able to see yourself. * Start asking the people who are leading the teams you are supporting. + What are they doing well? + What would you like to see more of? + Establish the edges of the organization. * The how starts with the answers to these questions * If it is a training issue, you start to identify the core items that the team needs. * If it is a coaching issue, look to see how you can improve what individuals are doing well today. * Coaching is tough, it may not be scalable. * One of the core benefits of coaching is the personalization. * Another benefit to coaching is the ability to reveal blind spots. * A coach can help you make the minute adjustments that can lead to significant success. * Coaching - because it is so personal, you have to be invested in the individual. * Coaching is not for everyone, some people are not in the specific mindset that can benefit from coaching. * The person seeking out a coach does so with the intention of getting better. * Don't fail alone.

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

Show Links * Catalyst Sale Twitter * Mike Simmons Twitter * Quick Fixes & Shortcuts * Mentoring * LinkedIn

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process

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GDPR & Cyber Security - The Human Element - Guest Oz Alashe MBE - CEO, CybSafe We are excited to have Oz Alashe on the podcast this week. We talk about the forthcoming GDPR regulations, its global impact, as well as the impact of cyber security at both a personal and organizational level.

Oz is a former Lieutenant Colonel in the British Army and UK Special Forces. He has a successful track record of developing strategy, driving innovation and leading implementation in both the public and private sectors.

His background gives him a unique insight into the socio-technical realities of cyber security and the sensitivities around changing human behavior. Oz was awarded an MBE for personal leadership in the most complex and sensitive of conflict environments

Questions Addressed * What is GDPR? + How does it impact communication with potential prospects? + Are others being influenced by the EU approach? + How does this impact the sales professional? * How do you measure behavior change? * What is Social Engineering? * What are some of the behavioral things we should be aware of? * How do you test in a way that allows people to keep their dignity? * What can we do?

Key Takeaways * GDPR - General Data Protection Regulation, EU regulation, affects business around the globe * If you are engaging with Europeans or have European customers or clients you will be impacted by this. * There is a convergence of expectations - we are increasingly aware of attacks, at the same time, our reliance on technology is increasing. It is natural that governments are getting engaged. * Take care of entrusting organizations with data. Ensure that others are doing what they say they are. Seeing changes in relationships with third parties that are part of the general supply chain. * Cybersecurity is an issue today. Reliance, enablement, impact - for all the negative you hear, there are far more positive things. * There is an opportunity to lean into security. We are not always as secure as we should be. * People, Process, Technology - businesses tend to focus more on the tech & the process, when it comes to people, they may take a tick the box approach. * Cybsafe focuses on the human aspect, changing behavior positively. + What people know + How people think + How they behave * Social Engineering is the art of manipulating people so that we give up information that we might not provide normally. It is a cornerstone of most cybercrime. They might create a scenario that will make you more vulnerable to share information. i.e. common background, common network * Phishing email is one of the most common tactics. They may leverage the expectation that we expect people to request information, and we will share. * The SMS version is Smishing - might seem less threatening, but can still have the impact. * Criminals are pretty smart. This is a business to them. People will continue to make mistakes. The tests should be positive, they should be evaluated. * Many organizations will run campaigns to see if people will fail, rather than educate. * Psychologically speaking, linking training with failure is not a good approach. * Some action we can take now. + Stop being so trusting - we are hardwired to want to trust, but we live in a society where some people will take advantage of this. Not being so trusting will encourage you to make sure people are who they say they are - i.e. hover over a link to see if it is taking you to someplace different. + Pay attention to spelling, sites may look like something very real, but they are spelled slightly different, at a glance you might not notice. + Check with folks - if the communication is out of the blue - ask them if they meant to send something. * Organizational Impact/Risk is a matter of Trust - once you have violated the trust, it can have a significant impact on your reputation in the marketplace. * We will gravitate toward those who can protect our data. * We will continue to increase our connectivity. Risk will continue to increase. * We are getting smarter about how we challenge these threats.

Show Links * CybSafe - https://www.cybsafe.com/en-gb/ * The Human Aspect of Cybersecurity - Webinar * Find Oz on LinkedIn * Find Oz on Twitter * Empathy is a Cybersecurity Necessity * GDPR - An Opportunity to Rethink Cybersecurity * People are not the Problem - they are Part of the Solution

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

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Initial Outreach to Prospects This week on the Catalyst Sale Podcast we discuss an initial outreach approach mentioned during the episode with Pam Boiros, and one that Mike Simmons first learned from Jeff Hoffman when Mike and Pam were at SkillSoft.

This initial contact approach is based on a foundation of Why You (the customer), Why You Now. Mike has had significant success over the years using this customer focused and personalized approach. This is a personalized approach that works well for both new prospects, and for re-engaging with previous contacts.

We would also love to hear some of the additional topics you would like us to discuss on future episodes.

Questions Addressed * "Why you, why you now?" * How do you apply this today? * How can we start?

Key Takeaways * Why you (the customer, prospect, recipient of the email); Why I’m reaching out to you now. * Call to Action - who would you recommend? * Provide context, demonstrate that you have done the legwork, focus on the customer. * Here is the copy of my initial outreach to Jody.

Hi Jody - I've listened to you and Lee for ~9 months now.
I was smart enough to follow your advice and Lee's advice, and contacted him last July. He and I met for coffee, and it was one of the catalysts that lead to where I am today.
I'd like to talk with you about your experience, your journey, lessons learned, and the possibility of creating a Sales oriented podcast.
What's the best way to schedule a discussion?
Thank you,
Mike

The outreach is not cold, context is provided based on what is important to the recipient.
Be thoughtful
The subject line is critical - you want to provide enough information that will prompt the recipient to open the communication.
Jody likes to put the "Ask" - right up front.
Practical application today.
- Search
- Use keywords
- Find a Quote
- Find the Context
- Do the Work Up Front
- Use your own language
- This is NOT mass email
Learn your customer’s story, and incorporate it into your communication.

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

Show Links * Catalyst Sale Twitter * Mike Simmons Twitter * LinkedIn * Pam Boiros - Episode * Jeff Hoffman

Action Requested Help us and others by rating and reviewing the podcast. At the end of this episode - we ask the audience a question, and look forward to your response. Please share your initial outreach communication, what's worked, and what you have learned.

We would love to hear from you at hello@catalystsale.com or @catalystsale on twitter

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

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Catalyst Sale

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

Sales is a Thinking Process.

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To Discount or Not to Discount - What's the Risk? Discounting is a four-letter word. If you reduce your price, are you going to decrease the value of what you deliver, or decrease the impact that you will have on the customer?

Think of some of the organizations you purchase goods or services from, but will never pay full price. Think of any conversation you have had with a customer where price has become the focal point.

Mike Conner is back this week, and we briefly discuss what he has been up to, and dive into the details around the risks of discounting.

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

Questions Addressed * What are some of the things that have popped up on LinkedIn that are interesting? * How should you approach discounts? * What’s the difference between selling value and taking a discounting approach? * What advice do you have for a rep who knows their customer is looking for the discount, but your sales manager is saying you should not? * What about competitive situations? How does discounting apply? * How do you help a client move away from a discounting expectation to something that is more in line with how your other customers purchase your product? * What are some other approaches you can take, and different trades you can bring to the discussion?

Key Takeaways * Lesson learned - early career/mid-career rep - realizes, they may be doing their client a disservice. * When the focus changes to discounts, value gets lost in the equation * The focus should be on delivering value to people, not creating new buddies. People will not make decisions just because they like you. * As a buyer - we will ask for discounts until we feel like we have gotten to the floor. * Discounting is a really weak crutch * The value you deliver should go far beyond pricing. * Look at your ability to validate that the product will work, will solve the customer's problem, will do what you said it would do as part of the value you deliver. * Have value attached to everything - make sure the client understands what is involved. * As an example, when working with a product that includes setup fees. It is necessary to take a look at what’s included, identify the things that are unnecessary, challenge the need, and get fair value for the services delivered. Don’t let these things be arbitrary. * Our approach - we will give you the most value in the first proposal we will deliver. * Sales, unfortunately, drives a lot of the negative behavior. We get trapped in a race to the bottom, the discounting approach. * In our experience, the initial discount is a gateway to the discussion for further discounts. * Know your competition, understand their value proposition, the value they deliver, and that you deliver. Don’t get caught in the trap of chasing them down the discount rabbit hole. * Once you have established the behavior it is difficult to reset expectations. * Have confidence in your pricing & don’t take the bait. * We know it is hard, especially at the end of the quarter, end of the year. * Sales managers - should not reinforce bad behavior.

Call to Action * What's your approach to discounting?

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

Show Links * Catalyst Sale Twitter * Mike Simmons Twitter * LinkedIn

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

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

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Guest - Anthony Iannarino - International Speaker, Author, Podcast Host & Consultant This week on the podcast Anthony joins us to discuss key concepts discussed in both of the books he has authored, we also touch briefly on his forthcoming book.

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

Questions Addressed * Who is Anthony Iannarino? * What is Anthony's writing process? * How do you distinguish between signal & noise? * How can you build business acumen? * How often have you asked others for help, and had the person you asked say no? * What is wrong with presenting the solution but not getting the next commitment? * How do you distinguish between Objections & Concerns? * What does Anthony mean by using price as an advantage? * Why do we tend to overcomplicate things?

Key Takeaways * Book #3 - planned for October 2018 * Self-Discipline is a differentiator in sales. Anyone who is successful in any endeavor, they have a set of practice, a set of disciplines. * The market is crowded. Anthony does not spend a lot of time-consuming & instead focuses on things that have stood the test of time. (i.e. caring, resourcefulness, discipline - these have not changed much over time) * Timeliness principles that have served people for thousands of years. * The most dangerous thing is to maintain the status quo. * Trusted Advisor - you need to be able to build trust, but you also have to be able to provide advice. The role means - I'm not going to let you get hurt. * Build business acumen by working with others, shadowing those who are further down the path that you are on. Read. Build your vocabulary by listening to business people discuss business (CNBC) * You need to know how to produce business results for your customers. * We are pack animals, we are a part of communities, don't go it alone. * Time tends to accelerate & exacerbate concerns * The Objection is what you hear, the Concern is the underlying thing between the lines. * When price is lower, it means we are taking money out of solution. * The best salesperson is the person who can get the client to invest the right amount of money to produce the outcome they need. * There are three business strategies. + Lowest Price Strategy + Best Product Strategy + Customer Intimacy Strategy * Sometimes your salespeople are outstanding negotiators, however, they are channeling that skill internally. * Be somebody worth doing business with.

Show Links * Only Sales Guide You'll Ever Need * The Lost Art of Closing * In the Arena Podcast * The Sales Blog * Anthony's YouTube Channel * Jocko Willink- Discipline Equals Freedom - Field Manual * Ken Wilber - A Theory of Everything

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

Subscribe via Google Play

Catalyst Sale

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

Sales is a Thinking Process.

View Details

Curation vs Creation This week on the Catalyst Sale Podcast we discuss curation vs creation, the difference between the two, why it is important to your audience to do both, and some general best practices.

We would love to hear from the audience regarding Curation vs Creation & how you Create vs Curate. We would also love to hear some of the additional topics you would like us to discuss on future episodes.

Questions Addressed * Where is the line between creating content and curating content? * How does Mike use Twitter? * What are some best practices? * What are some recommendations that Jody has regarding content creation? * Is there a difference between a thought leader, teacher, and practitioner?

Key Takeaways * Creation of content is more important than curation of content today - Simmons * Your perspective is a combination of practical experiences, the things you read, the things you watch, the things you hear, the discussions you have. * If you rely completely on curated content - you are not providing your perspective - Jody * One of my favorite curation tools is Twitter. You can create a content curation machine that works well for you. * LrnChat, GuildChat, ShrmChat, PodcastChat * Twitter best practices from Mike's perspective + Be careful who you follow + Leverage search + Follow people that you have found interesting. + Search specific hashtags + #Sales #Negotiation #Learning + Follow conference back channels. + Use this as a way to help identify others you would like to engage. * Jody users Twitter to curate by creating lists. He uses this to curate without creating noise within his stream. * If you are just sharing other peoples stuff, it does not let people know your point of view. * Continue to share your previously published content.

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

Show Links * Catalyst Sale Twitter * Mike Simmons Twitter * LinkedIn

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

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

View Details

Making Mistakes and How to Respond This week we have a listener question - Jason in NY, says we always talk about success, can you share some of your mistakes?

Mistakes happen, but do they just happen? Are all mistakes accidents? A mistake can be an accident, a mistake can be intentional, a mistake can be a result of not knowing your situation.

This week on the Catalyst Sale Podcast we talk some of the mistakes Mike has made, how he responded, and what the results were.

Questions Addressed * What are some of the mistakes you have made, and how have you overcome them? * How do you recover? * Is there a difference between how customers view mistakes in judgment vs a technical mistake?

Key Takeaways * Say I’m Sorry * Think before you act - be careful about what you say or do. * Own up to the mistake, take action, move forward. * Sometimes a mistake can help make the relationship stronger. * It may be the process or the system in place that enables that mistake to happen. * Ask the five whys to find the root of the mistake - maybe it’s the process. * Mistakes don’t just happen. Usually, there is an error in judgment. Figure out why the error occurred.

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

Show Links * Catalyst Sale Twitter * Mike Simmons Twitter * LinkedIn

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

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

View Details

Guest - Paul Michelman - Editor in Chief, MIT Sloan Management Review This week on the podcast Paul Michelman - Editor in Chief, MIT Sloan Management Review joins us for a great discussion that covers a number of topics, including the impact of technology on business and vice versa, and why the middle may not be the best place to be.

Paul is the former Editor in Chief of Safari Books Online, he has worked with strategy+business, the Harvard Business Review, and other prestigious organizations. Paul was also the original executive producer and host of HBR Ideacast, launched in 2006.

Questions addressed

What do you think about the future of podcasting?
How is technology influencing business, how is business influencing technology?
How do you stay ahead of the technology changes, while keeping the business going?
Who is doing this well?
What can we do at an Individual Contributor level to impact organizational success?
Can you apply math to the risk of change?
What is real & what is BS when it comes to Artifical Intelligence (AI)?
Should we focus now on specialization or should we diversify?

Key Takeaways

Audio/Podcasting
- Quality will continue to improve, content will continue to improve.
- The popularity of audio will continue to grow - it is the most flexible of media - you can take it with you wherever you go.
- The rise of audio as an interface - central way that we interact with devices - continues to occur.
Technology
- For most of the digital age - technology has been a support platform/tool.
- Tech has moved from a supporting tool to being central to the way organizations compete.
- From HR to anywhere in the supply chain, to Sales, you cannot name a group that is not being influenced or impacted by technology.
- Technology as a Skill: Senior leaders need to understand how the technology impacts the business.
Change & The Impact of Technology on the Speed of Change
- Change is going to happen, and it is going to happen more frequently.
- There is a level of acceptance - change is here to stay.
- Things you may have revisited annually, you now have to revisit quarterly.
- The higher level the risk, the harder the change may be, including the ability to test. It is really hard to generalize.
- Pierre Nanterme - CEO, Accenture
  - You need to have a confidence that you are heading in the right direction.
  - Keep tacking.
  - Accept that you will not have all of the information.
Companies that Will Handle these Changes Well
- Digitally native organizations (Amazon, Google, Apple) - they are inventing as they go.
- Organizations that are modest - those that do not fall in love with their own successes
- “Information has been democratized” - as an example, Zappos have given their people the latitude to make decisions that directly impact the business.
- It is not just enabling the workforce, it also means you have a workforce that wants to embrace this enablement.
Artifical Intelligence / AI as a disruptor
- Maybe the question about AI starts first with algorithms.
- The estimations of AIs impact are not overstated.
- We may be overestimating the impact in the short term, but underestimated in the long term.
- There is a healthy shift in discussions, the perspective is shifting to the belief that AI is going to enable us to do better things - not replace us.
The Middle
- Don’t Get Caught in the Middle - Organizations continue to get flatter.
- Executives in the middle of organizations are increasingly threatened.
- Employees ability to make decisions continues to improve.The intermediary role continues to be reduced. There are not many matchmakers anymore.
- The business intermediary is being replaced by technology.
What to do about it.
- Develop your skills in tandem, don’t lose sight of your personal ability to create value.
- It will help you manage your career within and outside of an organization.
- Don’t be just a left brain person, don’t be just a right brain person - keep developing your skills.

Show Links

MIT Sloan Management Review
Paul's LinkedIn
Paul's Twitter
Articles Mentioned
- Don't Get Caught in the Middle - Paul Michelman
- Managing the Bots that are Managing the Business - Tim O’Reilly

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

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

View Details

The Quick Fix? - Do the Work Every year, most of us start the new year with resolutions. We resolve to lose weight, attain 125% of our quota, save for a down payment on a house, achieve better work-life balance, be more mindful.

Some of us execute on these resolutions. Many of us fail within a couple of months or even weeks.

This week on the Catalyst Sale Podcast we talk about the risks associated with looking for a quick fix/shortcut, and the importance of creating a plan and working the plan. The journey of 1000 miles begins with one step.

Questions Addressed * Are there quick fixes, shortcuts, and silver bullets that work in sales? * Why do we seek shortcuts/quick fixes? * When does your Sales success start?

Key Takeaways * You don't create pipeline overnight. * Get better each day - take incremental steps toward success. * Slow is Smooth & Smooth is Fast * "People need to stop making New Year's resolutions, and start doing things that work every day." - Lee Cockerell * "I don’t fear the man who has practiced 10,000 kicks once, I fear the man who practices 1 kick 10,000 times." - Bruce Lee * Sometimes a solution may seem like a quick fix, or that you have a shortcut. What is likely happening, is that expertise is helping to shorten the cycle - It does not mean that steps are being skipped. * Do the right work today, assess your skill level, adapt, iterate, adjust, and keep doing the work.

We look forward to hearing about your goals, objectives, and the work you plan to put in each day to accomplish your goals.

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

Show Links * Time Management Magic course by Lee Cockerell * Catalyst Sale Twitter * Mike Simmons Twitter * LinkedIn

Podcast Episodes Referenced * Time Management for Sales Professionals * Product Market Fit * Account Planning * Territory Planning

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

View Details

Guest - Andrew Savikas - Founder, YieldTalk This week on the podcast another friend of Catalyst Sale joins us. Andrew Savikas is the founder of YieldTalk. He is the former CEO of Safari Books Online, and he is a startup advisor who helps CEOs and Founders with strategy.
This week we discuss the importance of understanding history, similarities between those in sales roles and those in technical roles, and how b2c and b2b strategies can thrive in the same environment.

Questions addressed

How are Sales and Marketing folks similar to those in Engineering, Product, and Technology?
As Sales professionals, what are the gaps we should be mindful of when communicating requirements back to the organization?
What roles would benefit from learning to code?
How does accounting apply to software development?
What happens in organizations as they navigate the transition from b2c to b2b?
What are some of the common challenges Andrew has seen in early-stage organizations?
Why is it so important to understand history?

Key Takeaways

Understanding etiquette, culture, and vocabulary when communicating across functions in an organization is important.
Empathy is critical (this continues to be a theme)
It's not as simple as - let's just add more resources - the sales team can’t just sell more in the short term
Nine women can’t (accelerate the process and) have a baby in a month - metaphor from the Mythical Man Month
Recognize that there are distinctions within organizations across technical roles.
Leverage your internal resources - bring them into the discussion
The buyer has already formed an opinion on the product before you engage with them
General Observations working with early-stage companies
- The value of looking at B2C as a leading indicator & as a source of growth (evangelists, insight, access)
- The impact of churn at various stages of the organization
- Understanding the importance of how probabilities and percentages play into sales development
- Many early-stage organizations make the mistake of hiring the wrong sales rep, and many do this too soon.
General observations - about technology and innovation
- Think about technology through a historical lens - what have we learned through other transformations.
- The Telegraph as an innovation - it had a transformative impact on our country
- The hyphen was a technological innovation
- "Technology is anything that was not around before you were born" - Alan Kay

Show Links

YieldTalk.com
Andrew's LinkedIn
Andrew's Twitter
Books Discussed
- Book Business: Past, Present, & Future - Jason Epstein
- Mythical Man Month - Frederick P. Brooks Jr.
- Technological Revolutions and Financial Capital: The Dynamics of Bubbles and Golden Ages - Carlota Perez

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

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

View Details

Guest - Pam Boiros - Principal Bridge Marketing Advisors This week on the Catalyst Sale Podcast a great friend joins the discussion. Pam and Mike Simmons worked with each other at SkillSoft in the early 2000's.

Pam is the principal and founder of Bridge Marketing Advisors. She has a long history in Ed Tech, and is a marketing expert with both sales and marketing skills. Pam currently works with companies to help with go to market communication strategies.

Questions addressed

What have you learned as you have made the transition from a small company, to a larger organization, to startup?
When did Pam start building her Network?
Why is there this ongoing battle between Marketing & Sales?
How can the Sales rep help customers navigate the buying process?
What impact can marketing automation systems have on the sales role?
How can Sales reps better partner with Marketing?
How has innovation impacted marketing?
How are innovations in marketing tech entering into EdTech?
What are some common mistakes early stage companies make when it comes to marketing?
Where does content marketing fit in the current market?

Key Takeaways

The Network is Critical
There is no excuse today, for not building a network.
Why you, Why Now
Sales is more complex than ever
“Marketing exists for one reason - to help sales professionals sell more stuff” - Pam
According to CEB - 57% of the sale happens before the customer engages with the organization.
Look at the Sales role as one similar to a concierge - focus on servicing your customer.
Equip your coaches for success.
Marketing automation tools will help ensure you are skating to the puck.
"90% of your marketing budget is wasted, you just don’t know which 90%" no longer applies.
It is critical that you time your marketing with the current stage of your product. Most organizations start too late.
The scarcest resource is time - you have to earn your customer’s attention
Map your marketing assets to your buyers and the buyer's journey.

Show Links

Pam's LinkedIn
Pam's Twitter

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

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

View Details

Guest - Scott Ingram - Host of the Sales Success Stories Podcast Scott Ingram joins us this week to share the insight and knowledge he has gained since launching the Sales Success Stories podcast. He shares some thoughts on pattern recognition across his guests, practical examples of how they go about doing their work, and why they have been successful.

Scott also announces a conference he is launching in 2018. Thank you for listening, sharing, and reviewing the podcast. Please keep the questions coming.

Questions addressed

What patterns have you recognized?
What’s the difference between training & coaching?
What should be in place to enable innovation?
How do Successful Sales reps use personality to change their approach?
What do most top sales professionals have in common?

Key Takeaways

One commonality - there are not a lot of commonalities
Know your skills, high level of self-awareness, be the best self you can be.
Focus on coaching, NOT training
Be ruthless - Qualification is Critical - you can’t be the best if you are wasting time on deals that will not close
Know your self - be self-aware - focus on and apply your strengths
Sales is a thinking process - it is not a template.
All of these folks care deeply about the results of their clients
Go out there and find mentors
Pipeline Saves Lives

Show Links

Sales Success Stories Podcast - https://top1.fm/
Sales Success Summit - https://top1summit.com/
- Referral code - Catalyst - when you register to save $150.00
Scott's Twitter - https://twitter.com/ScottIngram
Scott's LinkedIn
Don Miller Podcast - http://catalystsale.libsyn.com/don-miller
Tiffani Bova Podcast - http://catalystsale.libsyn.com/tiffani-bova
Tiffani Bova - What's Next Podcast
Masters of Scale

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

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

View Details

Guest - Brian Trautschold - Co-Founder, Ambition

This week we are on location in Chattanooga with Brian Trautschold the cofounder of Ambition.

Brian and I revisit a common subject - there are no silver bullets. We also discuss how data can be used to self-assess and identify ways to improve personal performance, what's changing in sales technology, and why technology is not the solution for bad culture.

Questions addressed

How are Sales Enablement and the Sales Enablement stack evolving
Why does new technology continue to crop up?
What are those organizations doing well?
What does the Sales Enablement spectrum look like in the future?
What is it about the behavioral aspects of what people do that excite Brian?

Key Takeaways

There are no silver bullets
Most of the tech that is out there is replacing excel
Technology can be a force multiplier, that helps the organization be more effective
The successful companies do the basics well (Hire, Manage, Enable, Reward, Recognize, Develop)
The ones who are failing are not listening to their customers
Don’t simply throw technology at the problem
Take a design thinking approach
Some categories to consider
- Where the data lives
- How people do their work
- Why people do these things
Be careful of the unintended consequences of success
There is a big shift - people are more enthusiastic about the progress that can come from reviewing data, and are more open to data being tracked.
Once people have the data, they have the power to impact/control their own destiny.

Show Links

Ambition - https://ambition.com/
Brian's Twitter - https://twitter.com/BTrautschold
Brian's Linkedin - https://www.linkedin.com/in/brian-trautschold-97518219/

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

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Catalyst Sale

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

Sales is a Thinking Process.

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Do you introduce additional risk by selling after "Yes"? We've discussed many topics on the Catalyst Sale podcast since the launch in October 2016. This week we discuss selling after yes and the confusion that comes with lack of clarity around expectations.

This is something that likely happens when the sales process is rushed, either by our side or the client's side. If you skip steps or rush the process, you tend to make assumptions. When these assumptions are revisited, they can lead to confusion, a need for clarification, or worse - a lost deal.

Questions Addressed * What are the risks in selling after "Yes"? * What does it mean to sell after “Yes”? * What advice do we have for the new sales rep who might be prone to continue to sell after “Yes”?

Key Takeaways * Ask the important questions to ensure fit and feasibility - i.e. can we solve the problem, can the customer actually implement? * Understand the challenges the customer is running into. Address them with your solution, in the context of their problem. * Understand how they will implement the solution, who will be involved, how they will execute. * Highlight risk early in the process * Focus on the customer's’ success * Play the long game

Contact Mike & Mike

hello@catalystsale.com
ASU SkySong
Catalyst Sale Twitter
LinkedIn

Please keep the questions coming. We would love to hear about your challenges, how you have overcome them, and any questions you have about B2B Sales, Sales Leadership, Managing up or down in an organization, or growing your own business.

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

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Catalyst Sale

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

Sales is a Thinking Process.

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Guest - Donald Miller - CEO, StoryBrand

Don helps companies "clarify their message so customers engage", he is the CEO of StoryBrand and a New York Times best-selling author. Don joins us this week on the Catalyst Sale podcast to discuss the StoryBrand Framework and how it applies to Sales professionals, marketers, and anyone looking to improve their success.

Questions addressed

What are two core functions of the human brain?
What are prospects/contacts looking for when they scan your email?
As a sales pro - should you be the hero?
Why do we daydream?
What are the 7 stages of the StoryBrand Framework?
How does this apply to working with customers?

Key Takeaways

The first priority of the human brain is survival
The next thing the human brain tries to do is conserve calories.
Stories create engagement.
Simple, clear messaging wins.
Customers look for what they can understand the fastest.
The purpose of the guide is to help the hero beat the villain and win the day.
We all wake up in our story in the hero role, when we come across another hero we compete for resources.
When you stop talking about their problem, the story ends.
Give your customers a plan, provide the steps necessary for your customer to win the day.
Break things down into simple steps, this communicates that working with "us" will be easy.
Make sure your call to actions are direct, too often they are passive.

Show Links

About StoryBrand - https://storybrand.com/about/
Don's Twitter - https://twitter.com/donaldmiller
Building a Story Brand (The Book)
Building a StoryBrand Podcast: bit.ly/building-a-storybrand-podcast

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

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

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

Subscribe via Google Play

Catalyst Sale

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

Sales is a Thinking Process.

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What impact does an Agile development process have on Sales? We've discussed sales as an Agile process during previous episodes. This week on the Catalyst Sale podcast we discuss the impact of Agile Development Cycles on Sales.

What happens when you develop product functionality in the context of sprints vs a waterfall approach?

This week Mike Conner is back. He and Mike Simmons discuss the things we should be mindful of when selling a solution in an environment of constant iteration.

Questions Addressed * How does Agile impact sales? * What are the risks of a perpetual pivot? * What is Agile? * How does Agile change the perspective that the sales professional should take? * What are the dependencies from a Product perspective vs Sales perspective vs Marketing perspective vs...

Key Takeaways * Don't use your live instance as your sandbox. * Maybe your first customers will not be your best long term customers, but you should always remember who you are serving. * Minimize surprises within your customer base - set expectations. * Your internal relationships are critical in an agile organization - these relationships help you with internal and external communication. * Build internal and external relationships - these relationships will help you execute on customer requirements. * The tighter control you create on the relationships with your customers, the more risk you take on. * Capture information in your CRM, Google Docs, Internal Feedback Documents - hold up your end of the value chain.

Contact Mike & Mike

hello@catalystsale.com
Catalyst Sale Twitter
LinkedIn

Ask Questions - we are happy to talk 1:1 - or answer a question on the podcast.

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

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

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Maintaining Focus and Doing the Things that are Important Time management is an area where most sales professionals struggle. Everyone has the same number of hours in a day - 24. What we do with these hours is up to us. One way to make the most out of every day is to prioritize and execute.

This week on the Catalyst Sale Podcast we revisit the importance of doing the important things, and not falling into the trap of urgency driven by others.

Questions Addressed * How do you work on what's "Important", not "Urgent"? * When you ask others for something, do you set expectations? * How often do you revisit your priorities? * How do you keep track of success? * Are you allowing yourself to be managed by others? * Are you working toward your objectives or theirs?

Key Takeaways * Don't be a Washing Machine * It's hard to say No, but you need to learn how to do this with grace or you will find your day consumed with the priorities of others * Identify your spectrum of what's important to you. (Mind, Body, Family, Work are the categories Simmons uses - Examples follow) + Mind - Meditation + Body - 90 minutes of activity per day + Family - Relationships + Work - Product Development * Make the impact that only you can make

Show Links * Time Management Magic course by Lee Cockerell * hello@catalystsale.com * Catalyst Sale 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 hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough

Product Market Fit

Subscribe to the Catalyst Sale Podcast

Subscribe via iTunes

Subscribe via Google Play

Catalyst Sale

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

Sales is a Thinking Process.

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Guests Christie Walters & Jeff Bajorek - Hosts - The Why and The Buy Podcast

This week is a pretty special episode of the Catalyst Sale Podcast. We have a roundtable of experience on the show, and we go a little longer than usual. Christie Walters and Jeff Bajorek from The Why and The Buy Podcast join us on part one of a two-part podcast.

We discuss how Christie & Jeff met, why they launched a podcast, and what they have learned throughout the process. We also dive pretty deep into what works in sales, common mistakes and missteps, and how to improve your success.

Questions addressed

Why, "The Why and The Buy"?
What Happens if you Focus too much on the tech and the tactics?
What is wrong with many of the "Thought Leaders" that are out there today?
As a Sales Rep - what do you do?
Why does the "Wellness Check" not work?

Key Takeaways

The enemy of good enough is perfect
Be willing to start
You do not have to walk the path alone
The simplest element is typically the most powerful
If you know your whys, the hows and the whats get easier
There are no Silver Bullets
One of the biggest struggles is distinguishing between the need to pitch, and truly understanding the problem you are solving
Be the same sales rep on the 28th of the month as you are on the 3rd.

Show Links

The Why & The Buy Podcast - http://thewhyandthebuy.com/
Christie’s Twitter - https://twitter.com/walterschristie
Christie's Website - http://christiewalters.com/
Jeff's Twitter - https://twitter.com/jeffbajorek
Jeff's Website - https://www.jeffbajorek.com/

Don't miss part two on The Why and The Buy Podcast later this week

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

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

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Are There Questions That Are Too Small to Discuss? Although we traditionally discuss some of the bigger problems that organizations run into when looking to generate sales and accelerate growth, sometimes it is the small things that can seem like big problems to new organizations.

What happens when you make a decision today, with limited information, or decide to cut a corner, but it creates significant costs down the road?

This week on the Catalyst Sale Podcast we discuss some of the easy questions that are sometimes missed. The little problems that can turn into big problems down the road.

Questions Addressed * Are there problems that are too small for us to address? * Why is the “rolodex” hire a potential indicator of risk? * What’s the best way to connect with Mike & Mike & ask a question? * Where can you go inside your own organization?

Key Takeaways * A question that is not asked can lead to big problems down the road. * Hire the right rep for the right time. * The “Magical Rolodex” does not exist. * Smart people sometimes miss the obvious due to blind spots - do the due diligence. * Remember to leverage your network - both inside your company and outside of your organization. * There are a lot of people out there who are willing to help - you just have to ask. * Remember - the only dumb question is the one that is not asked.

Contact Mike & Mike

hello@catalystsale.com
ASU SkySong
Catalyst Sale Twitter
LinkedIn

Ask Questions - we are happy to talk 1:1 - or answer a question on the podcast.

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

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

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Guest - Jennifer McClure - Speaker, Executive Coach, President of Unbridled Talent & CEO of DisruptHR

How do you innovate in a role that historically has been typecast as transactional? Jennifer McClure joins us on the podcast this week. We discuss innovation, building business acumen, how a role in Human Resources relates to sales, and a number of other topics.

Jennifer was an amazing guest. Not only did we discover that both of us are D’s when it comes to our DISC profiles, but we also both have to push out of our comfort zones to be more extroverted in our jobs. Jennifer talks about setting personal challenges when communicating, including personal gates, such as never being the first person to talk, and not offering a solution until you ask at least one question.

Questions addressed

What does disruption mean to Jennifer?
What are some of the things that are happening in HR when it comes to innovation?
How do you distinguish between signal and noise
What are some things people should consider when thinking about making a transition (level up, do something different)?
What is the secret to being a good coach?
What happens if you dismiss HR or others in the hiring process?
How can HR (and other) professionals build business acumen?

Key Takeaways

As an organization or as a leader, if you say you are innovative, but you don't allow people to fail, you are simply fooling yourself.
From the receptionist to the switchboard operator, treat people like you would like to be treated - people matter. Your #1 job when going through the interview process is to be the most likable person they interact with. Engage - it will help you differentiate from others in the process.
Look in the mirror - be self-aware; you know what’s in your head, your job is to get information out of the person you are meeting with, then deliver your information in context.
The more we look at talent through the same lens that we look at consumer products, the better we will perform. This will free HR up to work on more strategic things.
Think of yourself in the context of a well-rounded business professional. A business leader with HR expertise.
Over the next 2 to 3 years Jennifer expects HR to continue to evolve to a much more strategic function - it’s not just a phrase, people are our most important resources.
If you want to build business acumen, start by developing a curiosity about the business. Start with some foundational questions - i.e. How do we make money?

Show Links

Jennifer’s LinkedIn Profile https://www.linkedin.com/in/jennifermcclure/
DisruptHR - https://disrupthr.co/
Jennifer’s Twitter - https://twitter.com/jennifermcclure
Jennifer’s Website - http://jennifermcclure.net/

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

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

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The fundamentals are what they are - fundamental In this week’s Catalyst Sale podcast we start with Zig Ziglar, and the foundational sales skills he shared with others. We then transition into a discussion around other thought leaders from past and present that have shared ideas and concepts that help improve performance. We wrap up with a request of our audience. We ask the audience to share the names of today’s thought leaders that they listen to, read, and those they would like us to engage with.

Some Zig Ziglar Quotes discussed, include the following. * Your Attitude, not your aptitude, will determine your Altitude - Ziglar * You can have anything you want in life if you help others get what they want in life - Ziglar * If you can dream it, you can achieve it - Ziglar

Questions addressed * How do the timeless classics impact development today? * How important is it to look back to the fundamentals of selling? * How did you cut your teeth in sales? * Who are the new leaders in this type of content? * Community Question - who do you recommend?

Key Takeaways * Give proper credit * If you do not go back and sharpen the saw, you increase your risk * Refer back to the timeless classics as a method to sharpen the saw & stir the paint * Ask the leaders in your organization for their thoughts on the fundamentals that have helped them get to where they are today. Ask them for their story. * Zig would not take 100K for his cassette player if he could not replace it - what are some of the things you would not give up for 100K, if you could not replace them? * Don’t just look at the data - ask your team questions * Conceive, Believe, Achieve

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

Show Links

Hardcore History
Beyond Selling Value
Zig Ziglar
- Secrets of Closing the Sale - Zig Ziglar
- See you at the Top - Zig Ziglar
Brian Tracy
Seth Godin (Startup School podcast)
Lee Cockerell
Tim Ferris - Cal Fussman (Power of Listening)

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

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

Zig Ziglar's Secrets of Closing the Sale

See You At The Top: 25th Anniversary Edition

Beyond Selling Value: A Proven Process to Avoid the Vendor Trap

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Guest - Morgan Ingram, Manager, Sales Development at Terminus and Host of the SDR Chronicles

The Sales Development Representative (SDR) role is another level of specialization within the sales function. Some organizations have adopted this role and successfully integrated the position into their teams, while others are struggling with success.

This week on the Catalyst Sale Podcast, Morgan Ingram, host of the SDR Chronicles joins us to discuss the SDR, the evolution of the role, mindset, and being persistent.

Questions addressed

What is an SDR?
What works in SDR/AE handoffs?
Where does the transition fail?
How do you onboard a new AE/SDR?
What does the transition from SDR to Manager look like?
What about transitioning from an SDR to an AE role?
What surprised Morgan most about the transition from individual contributor to a manager?

Key Takeaways

Sweat the details
Define success criteria and expectations with each Account Executive
As you make the transition into leadership, focus on how you can work for others.
Consistency Brings Results - If you don’t show up, you can’t show out.
Monthly data may skew your perception on results, look at the quarterly numbers to help minimize the impact of anomalies.
Steady mindset - good things will happen, or bad things will happen - know that the one constant is change. Trust your process.
When you feel the fire in something that you are doing, but are not seeing the impact - trust yourself, be persistent.

Show Links

Morgan's LinkedIn
Morgan's Twitter
SDR Chronicles
Steady Mindset as an SDR
Books mentioned in this episode
- Captivate - Vanessa Van Edwards
- The Lucifer Effect
- The Lost Art of Closing - Anthony Iannarino
- Influence - Robert Cialdini
- Extreme Ownership - Jocko Willink

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

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

Extreme Ownership: How U.S. Navy SEALs Lead and Win

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