Find My Catalyst Podcast The Inbound Organization and How Sales is Changing - 101
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?
- Dan Tyre
- Todd Hockenberry
- Rachel Leist
- Link to MSPOTs article referred to during the podcast
- InboundOrganization.com
- Territory Planning that Works
- Catalyst Sale Workshops & Training
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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.