Find My Catalyst Podcast

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.

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

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

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

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

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

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. If they aren't interested enough to pay for your product or service, you won't generate revenue. If they aren't solving for the problem today, they either haven't been able to find a solution or they don't care. Not enough pain behind the problem to solve for it. If everything is a priority, then nothing is a priority. Forgetting to go back and ask existing customers core questions. Why did you do business with us? Why do you continue to do business with us? 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

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

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 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

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