Find My Catalyst Podcast

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

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 GAME Plan - a Catalyst Course Product Market Fit

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 GAME Plan - a Catalyst Sale course

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

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

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

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

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

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

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