Find My Catalyst Podcast

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

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

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

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.

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

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.

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.

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

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

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