Find My Catalyst Podcast

In this episode, Mike talks with Amber Naslund. Amber is a Principal Consultant at LinkedIn. She leverages her expertise to help some of the top brands in the world build outstanding digital content strategies. Questions Answered: Why can't we do more of what the internet is good at? Are there ways for us to leverage the good? How can we converse better on social channels? How can we get better? How do you differentiate between fundamentals and tactics? Key Takeaways: The internet is its own magnifying glass of what we all are. The internet brings us closer to so many things that we are insatiably curious about. The internet makes it easier than ever before to lean into community. People feel seen and a sense of belonging. It is critical to use our ability to connect to advocate for what we care about. It takes a conscious effort to pull away from the negative. You have the power to unfollow, block and mute. You need to tend your own garden. Reinforce your boundaries. Slow down enough to have empathy for other people. Show up as a good digital citizen When we model the kinds of behaviors we expect from other people on these digital channels, we start to set standards for how we expect people to behave and treat us. You have to build the network long before you need it. You have to start by putting value in. Value as a good citizen of the digital universe. The internet has a short fuse, but a long memory. Show up with good intent. So much of good marketing is about consistency and caring about the audience you are trying to reach. Gimmicks don't have staying power. Good fundamentals aren't sexy but they are so critical. Fundamentals are the strategy. They why and the what. Tactics are the execution pieces. How are you going to get that done. Show Links: Amber's website Amber on LinkedIn Amber 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 The G.A.M.E. Plan - a Catalyst Sale Course

In this episode, Mike talks to George Randle, Managing Partner at EF Overwatch and Co-Author of Talent War. Questions Answered: What inspired the book? Why do we fall into the trap of thinking industry experience is critical? Why do HR professionals struggle with pushing back? What is effective intelligence? What is resilience? What is Hire for Character, Train for Skill? Key Takeaways: Drive home the point that it is critical to have people with the 9 character attributes we talk about in the book. Look at your company through the lens of talent. If we know the problem we solve for, we have much more context for the role we are trying to fill. How many leaders actually know what is making someone successful? Effective Intelligence - a person's ability to apply their knowledge to real world scenarios. Resilience - the ability to get back up and keep going after a failure. B and C level players don't have the ability to see A level players. A level players have team ability Character attributes are more predictive of success than previous experience or skills Show Links: George Randle on LinkedIn Talent War EF Overwatch EF Overwatch 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 how to be in Sales without being salesy. Questions Answered: What advice do you have to help folks avoid being "Salesy"? Key Takeaways: When people think of "salesy" they think used car salesman or door to door sales people and they don't want to be that because they don't feel comfortable with that approach. You have to believe in the product you are selling. Even more important, you have to believe in the problem you are solving for. You can be more empathic to the customer if you believe in the problem you are solving for. Ask questions and then take a genuine interest in the response. If you don't want to have that kind of conversation, pause, think about it more and come up with a different approach. Sales is not about convincing people of things, it's about compelling folks to take action. 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. The GAME Plan - a Catalyst Sale course

In this episode, Mike and Jody answer a listener question about building comp plans. Listen in to know what you should consider when building a comp plan and what you want to avoid. Questions Answered: What should I consider when developing a comp plan? What are common mistakes people make when doing a comp plan? Key Takeaways: Know what you are trying to accomplish Know what modeling you are comfortable using when thinking about the over-arching cost of sale. Know how much risk you are willing to take on in instances where someone exceeds the plan by a significant number. Mistakes Made: Going back and implementing what you did last year Applying the same concepts to next year Trying to make the comp plan the same for everybody across the team Comp based on validated opportunities Test your modeling to see where it breaks down Be direct and deliberate with all the stakeholders within the business Adjust for whatever variables you can isolate for Work to simplify as much as you can 3 distinct groups - 1st 50%, next 25%, last 25% to get to 100% on the variable side Have a question you would like us to answer in a future episode? Contact us: podcast@catalystsale.com - list "Listener Question" in the subject line 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. The GAME Plan - a Catalyst Sale course Product Market Fit

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