Find My Catalyst Podcast

Networking, Community, and Learning - with Guest Scott Ingram This week on Scott Ingram rejoins us on the Catalyst Sale Podcast to talk about community, networking, learning, and an event he has coming up in October in Austin. The Sales Success Summit will be held on October 14th and 15th in Austin. It is a curated list of experts who are the top performers in sales. Questions Addressed Why is it important to surround yourself with good people? How can I start building my own personal network? Why is Sales a dirty word? What was the catalyst for the Sales Success Summit? What are some of the core things Scott looks for when inviting speakers to the event? Key Takeaways Leverage the experience of others If you have applied yourself, and become an expert, it's gratifying to be able to give back and share that experience. Sharing provides a looping process to continue learning. You are not only taping that broader experience that they have, you are also tapping experience and insight that they have about you. "The Let's Figure It Out" approach is better than the "My Way" The challenging process can help inspire thought Questions provoke thought It comes down to ownership - If I come up with the answer, I own the process, I own the solution, it was my idea. If you are a seller - you need to get into the communities of your buyers. Bring in the right expertise and resources from within your organization Build Your Network Every week - have lunch or coffee with one new person outside of the sales organization - build your internal network Go find the number 1 person on the team - learn from them. Look outside of your sales team and look to other sales pros. Find complementary sellers. When you bring in others from within your organization to the sales discussion, you can leverage their experience to ask better questions. It's one thing to interview a top performer, it's another thing to hear one top performer ask another top performer a question. The summit is not your traditional conference - it is held in a full-service movie theater in Austin, it is an experience. Day 1 - Process Day 2 - Mindset & Managing Your Sales Career There are many opportunities to connect with speakers in an intentional way. We are all in this together - we can learn from others by leveraging their expertise.  The more that you invest in your own development - the better. Do the Work - It's one thing to listen, another to learn, another to put it into practice. Show Links Sales Success Summit Sales Success Stories HBR article on Networking Call To Action Let Scott and I know what tip discussed you are putting into practice. Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit Demystifying Sales - Sales for Non-Sales Professionals ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale 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.  Sales is a Thinking Process.

Mindset, Competition, Recovery, and Performance This week, Katherine Adamek joins me on the podcast.  Katherine is a two-time Olympic medalist, World champion, Performance Mindset Coach, and owner of Fix Your Mindset. We cover a number of topics, including recovery, mindset, team, individual performance, self-talk, and many other things.   Thank you, Katherine, for the awesome discussion. Questions Addressed How important is team, when it comes to mindset? What are some of the things we should think about when to comes to goal setting? Why is it that we are uncomfortable with the idea of learning? What are some exercises we can do to regain focus? Where does mindset come into play when thinking about change management? Why is recovery so important? What is the difference between meditation and mindfulness? Key Takeaways Competence builds confidence There is an inner wheel of self-judgment that gets in the way - watch out for the negative self-talk. Don't say things to yourself that you would not say to others. Habits and Routines are important "Experience is the thing you get, when you don't get the thing you want" "You're either in control, you are not in control, or you can influence but not control the situation" - Katherine Adamek "Embrace the suck" Cultivate that feeling of good enough every single day - fix your mindset. Taking the time to fix your mindset is what puts you in that space that you really truly want to be Call To Action Share with us how you are applying meditation and mindfulness to keep focus, and improve your performance.  You can share this with us on twitter, facebook or LinkedIn. Show Links Fix Your Mindset Coaching Katherine on Twitter Vision Pursuit App Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit Catalyst Sale - Demystifying Sales Course ---------------------- Catalyst Sale 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.  Sales is a Thinking Process.  

Mastermind - Creating Space to Shift Your Perspective This week on the podcast, Jody and I discuss the recent mastermind that he and Lee Cockerell facilitated earlier this year.  I was one of the attendees, and it was an awesome experience.  The experience was so valuable that Jody and I are planning on hosting a mastermind in Orlando next month.  We announce the event during the podcast.  If you are in Orlando, or happen to be in the area on August 17th, please head to https://catalystsale.com/mastermind to learn more. Questions Addressed Was it worth it to fly from Phoenix to Orlando to attend the April Mastermind? How did joining a group of people, who do not know anything about Catalyst Sale, help you? What were some of the lessons Mike learned from participating in the Mastermind? If you have gone to one Mastermind, why is it valuable to go to another? Key Takeaways The mastermind created an opportunity to create space, to focus on the important but not urgent things. A mastermind can be a replacement for a management retreat for a soloprenuer, founder, consultant You are not unique - you are not the only one who is struggling with many of the problems that are challenging you. The wisdom of the crowd and their experiences provide an opportunity to shift your mindset and perspective. Show Links Sales and Marketing Mastermind in Orlando on August 17th Announcing the Catalyst Sale Course - Demystifying Sales for Non-Sales Professionals Chat with Catalyst Sale - Live Chat Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit Sales is a Thinking Process.

Storytelling and Sales This week on the podcast we revisit storytelling and sales, and share some practical examples of how the story applies in the context of sales. Stories support engagement, they help gain attention, they can help your customer envision a better tomorrow. Links to the episodes we have recorded with Donald Miller and JJ Peterson are included in the show notes as well. Questions Discussed Why does storytelling matter in sales? How important is the villain in the story?  How do we identify the characters in the story? How do we uncover what success looks like for the customer? Key Takeaways Story can help the customer envision a future that is different than the current reality/current experience. Communicating with empathy is not about sympathy, it's about immersing yourself in their perspective.  Looking at the world through their lens. Sales is about connecting a solution (known or unknown) to a problem (known or unknown) Any challenge your customer runs into is the "Villian". Stop guessing - ask more questions. Identify the right villain in the story. Validate this with the customer. Sometimes people change roles within the organization. Risk increases with assumption. Helping with the Transition Know where they are today Know where they want to be Be the Guide - share your expertise, help them navigate the obstacles, provide a plan - don't assume, validate. Share examples of success with your customers. It's not about you, it is about your customer. Focus on helping your customer, know that there is a process that they will need to go through. You can map out the journey (see the Revenue Operations Model below) Highlight opportunities for success, provide a plan. Learn More about the Catalyst Sale Approach to the Revenue Operations Model Show Links Announcing the Catalyst Sale Course - Demystifying Sales for Non-Sales Professionals EP #65 with Donald Miller - Story Brand EP #105 with JJ Peterson - Story Brand Building a Story Brand Chat with Catalyst Sale - Live Chat Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit Sales is a Thinking Process.

Revenue Collective, Self Awareness, and Sales and Community - with Guest Sam Jacobs Sam Jacobs is the host of the Sales Hacker Podcast and founder of the Revenue Collective. Sam and I discuss a number of topics this week, including his time as a DJ, the catalyst for the Sales Hacker Podcast, why he started the Revenue Collective, and how we can do better when it comes to building teams, creating focus, leading, and executing. Thank you Sam. Questions Addressed Why did Sam not go the DJ route? What does the process look like as you identify fit for a person in a given role? How did the Revenue Collective get from identified problem to current business? Why is there this gap between those who want to be in the community, and the unknown that community exists? How do we improve alignment within our organizations? Key Takeaways Interesting fact - Sam was a DJ in college The importance and value of mimicking Good things take time to build Ask this question - Do they have the skill or do they have the will? Revenue Collective - A Career Enablement Platform Too much pressure on revenue, puts too much pressure on sales, puts too much pressure on... Start with the key questions Who is the right Customer? How much should we charge them? Are we charging the right amount? Are there enough of those people at that price to build a big company? How do we get a meeting with our prospect/ideal customer? Sales should be the end - invest first in customer success and marketing. Revenue Operations - navigating the process from unknown/known problem to unknown/known solution, and looking at this through the lens of the customer, the organization, the team, and the customer-facing rep.  This is Hard. Keep things simple.  Strategy is, "here is where we are trying to go", "here are the boundaries", go execute. Align goals - The KPIs should inform the objective statements. Show Links Sam's Linkedin Sales Hacker Podcast Sam's Twitter Revenue Collective - A Career Enablement Platform Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale 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.  Sales is a Thinking Process.

The Account Plan - a Tactical Discussion This is the third in a series of discussions around tactics.  This week we discuss the tactical side of building an Account Plan.   The Account Plan is a living, breathing document, it is not static.  It serves multiple purposes.  It helps the account rep/account executive/account manager maintain focus. It can be used as a project management tool. It can be used for reflection. It can support collaboration. It can be used as an Executive Summary. Questions Addressed Why do we use an Account Plan? Where do we start with the Account Plan? How can the Account Plan support onboarding a new rep? What are the major components that make up the account plan? Where do the Call Plan, Account Plan, and Territory Plan fit into the Catalyst Sale approach? The Catalyst Sale Account Plan Start with Why - Why does it make sense for the customer and the organization to enter into a business relationship. Document the Project Plan/Major Milestones Capture the Story - Who, What, Why, When, How - Identify the Stakes Possible Impact Questions Call to Action How do you apply Account Planning in your current role?  Share your feedback and approach with us via twitter, facebook or LinkedIn. Show Links Catalyst Sale Account Plan Template Catalyst Sale Mastermind in Orlando in August Send us your Questions Twitter hello@catalystsale.com  Catalyst Sale - Live Chat Catalyst Sale - Podcast List Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale 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.  Sales is a Thinking Process.  

SalesTruth with Author Mike Weinberg Mike Weinberg is a consultant, speaker, and has recently authored his 3rd book #SalesTruth.  Both of his first two books have been Amazon bestsellers, and Mike has spoken and consulted on 5 continents in the past year. This discussion hits a number of the items covered in #SalesTruth.  Additionally, we discuss hockey, the NY public school system, sales, sales management, critical thinking, and doing the work.  I hope you enjoy the discussion as much as I did. Questions Discussed Why #SalesTruth? Why do we struggle with doing the work? What can we learn from mimicking those who are successful? Why do we rush to present and demo? What can we learn from Tom and Ron? We discuss these questions and many others. Key Takeaways The majority of the sales population today is under mentored and under coached. Watch the top producers in your company or industry.  Watch what they are doing to secure early-stage meetings with potential customers and mimic their approach.  Learn from them. The best practices they are deploying look a whole lot like the best practices of a decade ago or even more. Don't try to solve nine problems at once. Solve one problem at once. Stick to the fundamentals. Don't rush to the Demo. There is no "easy button". Be careful who you listen to, and who you are following on LinkedIn and Twitter. Ask the hard questions - is there practical application of the concepts that work? Think critically and reflect. Call(s) to Action How do you distinguish between the signal and the noise in social media? What practices have you put into place that work? Share your answers with us via twitter, facebook or LinkedIn. Show Links LinkedIn Twitter mikeweinberg.com Sales Truth via Amazon The episode with Anthony Iannarino Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale 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.  Sales is a Thinking Process.

Digital Empathy, Marketing, Sales, and Influence with Guest - Brian Fanzo Brian is a Pager-Wearing Millennial Keynote Speaker | Podcaster| Empowering Digital Empathy & Inspiring You to #PressTheDamnButton.  His brand is iSocialFanz Digital Empathy, Data, Influence, Sales, Questions, Research, Taking a Personal Approach, and Getting Back to Basics, are all topics we discuss during the conversation.  I hope you enjoyed the conversation as much as I did. Questions Addressed What are some key mistakes people make when thinking about Digital Empathy? Why is it important to understand your customer, and make it easy for customers to work with you? How do we balance between the listening, spreading the word, and testing? Why is it important to ask your audience? What if I am just starting out, where do I start? Where can you find Brian? Key Takeaways  Be Willing to Ask More Questions - Revisit What You Know. Ask the Simple Question - Why? The things that worked 9-10 years ago in Sales and Marketing - work today. Technology amplifies both good and bad behavior. Empathy is not agreeing, it is an ability to feel. Imagine if your customers were saying "we" when they talk about your products. Enable customers to share your content. Market to where customers are today, listen to where they will be tomorrow. It is your job to tell your story. The audience determines what is great. Field of Dreams Marketing is Over. Go to where your customers are. We test, We tweak, and We test again. Stop adding to the noise. Just Start - YOU Have to Start - "Press the Damn Button" - Fanzo Start where you are most comfortable Start curating content Don't just share - share and add value/insight 81% of all internet traffic will be video by the end of next year It takes a lot to get used to talking into your phone - start practicing After you start to get comfortable - then go to where your audience is. Care about others first. What works offline - works online. Social can accelerate offline rapport. It is up to us/you to start now. Call(s) to Action Take small steps - When you get feedback, or see feedback, respond to the positive feedback - spend time with the good feedback, and share examples. Ask the Audience - Where do you prefer to engage with Catalyst Sale? Share your examples via twitter, facebook or LinkedIn. Show Links Brian on LinkedIn Brian on Twitter Brian on Instagram Work with Brian Just Try This - Podcast Chat with Catalyst Sale Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale 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.  Sales is a Thinking Process.

Learning, Culture, Alignment, and Process with Guest Cyndi Laurin - Chief Training Officer - AMP Cyndi is the Chief Training Officer at AMP Business Systems, and the author of Catch! and Rudolph Factor.  She also keynoted TLDC19.  This discussion is a follow-up from the information shared during the keynote. Process improvement, training, learning, systems, education, operations, are all topics we discuss during the conversation.  I hope you enjoyed the discussion as much as I did. Questions Addressed Why do we fail at process? What are some things Cyndi likes to consider when beginning her process? Why is it important to be on the floor? What does the mapping out process look like for Cyndi? How do you distinguish between training and learning? Where does the scorecard come into play? What are some common mistakes organizations make with KPIs? Why do organizations struggle with alignment? How does Cyndi think about culture change within organizations? What if you could improve 1% each day? Call to Action Take small steps - tomorrow at work spend 4 min 48 seconds identifying something that you can do to improve your work within your organization.  Share what you decided to work on via twitter, facebook or LinkedIn. Show Links Cyndi Laurin - LinkedIn Cyndi's email - cyndi@guidetogreatness.com Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale 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.  Sales is a Thinking Process.

Technology and Sales - Is the Technology Enabling Something? This week Jody and Mike discuss technology adoption, and the process Mike uses to evaluate technology that we may consider implementing at Catalyst Sale, and within our client base. Thank you for sharing the Catalyst Sale Podcast with a colleague.  Please let us know how you apply the concepts discussed in this episode, via twitter, facebook or LinkedIn. Questions Discussed How do you evaluate technology in sales? How do we know if the technology will be relevant?  Where do we start? What if you are reluctant to add technology into your workflow? Where/how do older tools/technology still have a place today? Key Takeaways Go to your network - and ask some questions about the technology - i.e. Have you used it, have you heard about it? Will the tool/tech augment something you are doing today? If you are a laggard when it comes to tech, still ask questions.  Identify the early adopters in your organization and your network. Think about the things that repeat in your business.  These might be tasks, activities, etc.  How can you automate these items?  What tools can support this automation? There is a time and a place for everything. Don't stick with a tool, just for the sake of using it. Don't add technology into your stack, just for the sake of adding it. Use your OODA loop, and test/iterate/test/iterate. Tools We Use at Catalyst Sale Notecards & Pencils Whiteboards & Markers Trello Slack Google Docs Calendly OneNote Hubspot Salesforce Nimbly Zoom Call To Action What tools/technology are you using today? What are you excited about? What's not working? Send Listener Questions to us at https://catalystsale.com  Show Links Catalyst Sale Call Planning Template Catalyst Sale Mastermind in Orlando in August Vendor Neutral Sales for Non-Sales Professionals Cohort interest list. 40% of companies that said they had AI in their platform - actually have AI in their tech Send us your Questions Twitter hello@catalystsale.com  Catalyst Sale - Live Chat Catalyst Sale - Podcast List Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale 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.  Sales is a Thinking Process.