Find My Catalyst Podcast Sales Truth - with Author Mike Weinberg - 145
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.
- 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.
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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.