Find My Catalyst Podcast

Emerging Technologies, Salesforce, and Learning with guest Dan Peter This week, another guest joins the podcast.  Dan Peter, the Salesforce Practice Lead with Robots and Pencils joins us to discuss a broad range of topics.  We get into Dan's break from traditional work, and venture down the consulting path.  We also discuss the group he is building out at Robots and Pencils, and we touch on a number of emerging technologies. Some of the topics discussed include AI, blockchain, data, emerging technologies, Salesforce release schedules, AI as an argumentation of human capability, the importance of teaming, organization systems, software, automation, communication between the front lines and operations within sales teams, the notion of the "60-year curriculum", and the student at the center of learning,  "Be forward thinking" Dan Peter Questions Discussed What's new with Dan Peter? What are some of the things from an emerging technology perspective that are interesting to Dan, both in the Salesforce ecosystem and outside of it? What are some of the mistakes people make when thinking about or discussing Artificial Intelligence (AI)? How is Blockchain impacting the CRM space? What did Dan learn from his time in India in 2018? How can sales professionals better interact with the technical folks within sales ops? How does Dan see the learning space continue to be disrupted as we go forward? Show Links Dan Peter Robots and Pencils Prediction Machines Bay Area Salesforce developer group 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.  

Complexity in Work and the Challenges We Create for Ourselves Ted Bauer joins me on the Catalyst Sale Podcast this week.  We discuss a number of different topics including universal evils in work, why they persist, manager/employee relationships, onboarding, and interviewing. Ted turns the table at the end of the discussion, and asks Mike a couple of questions as well, which was an awesome surprise. I hope you enjoy the conversation as much as I did. Questions Addressed What is the catalyst for the questions Ted asks on Twitter? What are some topics that tend to get the most activity? Why do universal evils continue in the workplace? Why do we overcomplicate this stuff? What are some things that I can keep in mind as a manager of a team, and how we will impact the business? What can I do as an employee to help my manager be better? What are some of the challenges with onboarding today? Ted's Questions Why do companies struggle with retaining revenue? Do you think that short term focus is inherently a bad thing in sales? Key Takeaways Ted uses social media to initiate discussions. Most engagement from Ted's perspective comes from universal experiences/evils and emotional events/personal narratives. Everyone has their own set of struggles. We are trained not to discuss these things. You would think that the universal evils would evolve out, unfortunately, this is not the case. Bad processes are similar to viruses within organizations. Control and relevance are important in a work setting Define success around some parameter. Some of the negative stuff does not cycle out because of these biases. We want to make an impact. Risk, and our interest in mitigating risk, can lead to reinforced complexity. There are psychological components that impact this in work. Mary Barra - commencement - Stanford Business School Do not make it painful to get the simple things done. Manager Understand how the company makes money, and communicate this to your team. Day/Day, Week/Week, start with "What is harder than it should be, what is taking more time than it should be?" - How can I get rid of these things? Know your team, know how they like to be recognized - Adapt and Execute. Employee Know the business Communicate Know where you make an impact Volunteer Own your own development Onboarding - Things to do differently Design the onboarding experience Onboarding should be more transformative, not transactional Document success An interview process is not a one-way street.  You are interviewing the customer as well. Customer revenue retention in organizations - why do companies struggle? #1 - we deliver something into the organization to solve a problem, and we actually can't solve the problem.  #2 - we set the wrong expectations #3 - we failed on the customer success side of things, we failed to ask if "did we do what we said we would do" Is short-termism a bad thing in sales? Take a long-term oriented focus. Treat people like people Don't make your problems your customer's problems. Look at things through the lens of the customer. Show Links Ted Bauer on LinkedIn Ted on Twitter Ted's Blog - The Context of Things Call To Action How are you changing your workplace for the better? Let us know via twitter, facebook or LinkedIn. 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.  

Infinite Learning - How Can You Apply It To Your Role? (Repost) This week on the Catalyst Sale Podcast, we discuss Infinite Learning. Specifically, what is it, how you can apply it to your job, how it applies to sales, and how we apply it within Catalyst Sale. Mike Simmons first heard the phrase Infinite Learning on a recent Masters of Scale podcast with Reid Hoffman and Barry Diller. A link to that episode is included in the notes below. Questions Addressed What is the difference between Continuous Learning & Infinite Learning? Is it just another marketing thing? Some learning builds upon other learning.  How do you apply infinite learning in this context? How does Infinite Learning impact sales? What can we do differently? Key Takeaways This is a concept discussed on Master's of Scale Podcast w/ Barry Diller Continuous Learning - Natural curiosity, desire to keep learning.  If I'm not learning, I'm not getting better Infinite Learning - more of a learning loop - the importance of starting with a beginners mind when you move into a new situation If we anticipate the things we expect to see, it clouds our judgment Jody's experience at the law enforcement academy.  The people who were already good, sometimes struggled.  Learned behavior/knowledge can result in bad habits that need to be broken You have to "unlearn what you have learned" - Yoda Beginning with a blank slate in customer environments, in other words, a blank whiteboard. Preconceived notions can cloud your judgment Force your mind to empty Stick to the simple questions - who is impacted, how are they impacted, why..., where... Let the story unfold There will always be a fit for Successive Approximation - "The concept was first developed and used by B.F Skinner, who is known for his theories that involve learning behaviors through reinforcement. The theory involves reinforcing behavior that are successively closer and closer to the approximations of the desired, or targeted, behavior." There will always be a place for building on previous knowledge. You are going to learn to walk before you run, learn to run before you sprint. Creativity can be stifled by assumptions - A beginners mind can support and reinforce creativity and innovation. It forces a pause, forces a check to see what you are missing, where are your gaps. Remind yourself to go back to the early curiosity that you had as a beginner. Get back to the basics, ask questions. Call to Action Ask yourself - what can I do differently? Engage with the community via twitter @catalystsale - how are you applying infinite learning concepts? Show Links Masters of Scale Podcast w/ Barry Diller Episode 1 Episode 2 Catalyst Sale Twitter LinkedIn Catalyst Sale Product - Initial Cohort 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.

Consistency - How do you Execute and What Tools do you Use? This is the second of a series of podcast episodes where we will focus on sales tactics.  This week we discuss the importance of consistency, and how the practice of consistency as a strategy translates into specific tactics.  We also discuss some of the tools that help us maintain consistency and execute. 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 Addressed How is consistency a tactic and not a strategy? How do we treat consistency a tactic? How important are tools when thinking about consistency? What are some of the tools we use to support consistency? Key Takeaways Consistency is actually both a strategy and a tactic. Saying what you do, and doing what you say. This is important both in building rapport and trust. Start with your calendar - block out time to accomplish the things you plan to deliver. Think about the expectations you are setting with your customer based on the behaviors you demonstrate. It is better to be consistent than to average out. You create patterns, these patterns help to create expectations. You can design the approach you take with your customer base. This consistency will help you reveal risk when things that are not consistent pop-up. The Account Planning template can help improve execution through consistent application. Tools can support consistent results.  Some of the tools I use follow OneNote Google Docs Calendar/Calendly Slack Whiteboards Catalyst Sale Account Plan Catalyst Sale Call Plan Yellow Legal Pads/Pilot G2 Pen (Jody) Notecards/Pencil (Mike) Use the tool that is right for you. Test new tools, you might find that something new will work for you, you might find that you are better served by returning to older tools. Good things happen when you do the work, not when you think about the work. Call to Action What are some of the tools, techniques, or tactics you use to increase Consistency? Send Listener Questions to us at https://catalystsale.com  Show Links Catalyst Sale Call Planning Template 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.    

Is Sales an Agile Process? - Repost Is sales agile?  Mike and Mike tackle this question of sales in the context of agile methodologies.  We also discuss how this development approach applies within the Catalyst Sale Process.  Successful sales professionals are agile by design.  Whether thinking about how we work with customers or how we work with our team, critical thinking and iteration are core requirements of the job.   Mike & Mike also share some experience with cross-functional team communication, process application, setting expectations, and the importance of listening to your customer.  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. Call To Action How Agile is your Sales Environment? Send Listener Questions to us at https://catalystsale.com  Show Links Catalyst Sale Call Planning Template 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.

Thinking Differently to Do the Impossible with Jeff Noel Jeff joined us on a previous podcast episode (First Noel) at the end of 2018.  It's April 1st, and Jeff is back to help us think differently and do the impossible. Embrace the freedom of April Fools day to challenge your thoughts, push your limits, ask questions, and do the impossible. I hope you enjoy the conversation as much as I did. Questions Addressed What does it mean to Think Differently to Do the impossible? Why do we struggle with doing the impossible? How often is Jeff trying to do impossible things? Does Jeff design space during the day to address the impossible? Where does Jeff go for Inspiration? How can you overcome external obstacles? Where does journey play a role in thinking differently and doing the impossible? What questions can we ask to help us think differently to do the impossible? Key Takeaways Thinking differently is about Envisioning a future that is much better than now. Move in the direction of that impossible dream Impossible is not something that "no one" has done, it is something that you have not done. Sometimes self-doubt gets in the way.  Don't let that script get in the way. Waiting, and doing nothing are the twin siblings of self-destruction. Do the work one step at a time, one day at a time. Jeff thrives on three things. Taking Risks Thinking Differently Envisioning a future much better than now Jeff goes to bed knowing what the first couple of hours of any day are going to look like. Take the day, or evening before, to map out how the day is going to unfold. It is through our rituals that we develop habits. Michael Eisner - A Work in Progress. All of us are a work in progress. Be motivated by a vision of the future that is much better. The future is going to be worth it. 2008/09 - "I should have a plan B" - Jeff. Take the time to self-reflect. The bad things can be a catalyst, a nudge, a wake-up call. Latch on to your dreams. This stuff is hard - push through. Get uncomfortable - you will have to be uncomfortable to do your own impossible. "Comparison is the death of joy" - teacher quote Jeff's Hack for this - follow, read, listen to the stories of people who are the most unlikely candidates for doing something great. It all happens with one step - the first step. One day at a time. This takes time though, it is hard work. Ask this question - How can I be the best (insert thing you want to do) that I can be? Know what your expertise is, know where your experience is. Take risks, test, iterate. "Teach is to learn twice" - Jeff Noel Know your blind spots. Do the work for you, and the people that you serve. It is a journey, if you look too far ahead, you may neglect the small victories you can achieve every day. Be the best "you" that you can be. Identify what feels like you get to do it, not have to do it. Ask this question - What do I get by not changing? Start small, stay at it. Launch, learn, revise. Did it get better, did it stay the same, did it get worse? Show Links Jeff's Podcast - If Disney Ran Your Life Jeff's Blogs Mind Body Spirit Family Health Work Health Jeff's Twitter Jeff's first episode on the Catalyst Sale podcast Call To Action Think Differently and Do the Impossible, and share your impossible accomplishments with us via Twitter & LinkedIn 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.      

Call Planning - How do you Execute? This is the first of a series of podcast episodes where we will focus on sales tactics.  This week we discuss the call plan.  As has been quoted many times - "Failure to Plan is a Plan to Fail" - Ben Franklin. This prompts the question - how come we often fail to plan for our sales calls?  How come each of those calls tend to look the same? Many of the concepts discussed can apply to meeting planning and SME discussions as well. 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 Addressed How many of us fail to plan for their calls? What's the difference between a template and a script? What happens if you don't plan? Key Takeaways Most folks fall into two categories when it comes to planning. Category 1 - The Plan Looks the Same - it's the same script. We have discussed the dangers of this approach. Category 2 - They Do Not Plan - or, they wing it. Catalyst Sale Call Plan Template Who will be there? What are the general objectives? What are the next steps? Start with some key questions Who will be in the call? What will they like to accomplish? What do we want to accomplish? What's the difference between a template & a script? A planning template provides guideposts and allows for creativity. A script provides focused direction.  A little bit of research goes along way. Create clear call objectives One objective may be to schedule the next call  Identify the potential objectives of the other person - They may also be interested in figuring out fit. Don't try to close the deal on the first call (depending on the business you are in) Focus on the customer first Take a service-oriented approach with the person on the other end.   Do the research Be clear about objectives At the end of the call, both should feel like it was a good use of time.  What happens if you don't plan? You may ask the wrong questions You may make assumptions You create risk  Be clear about your criteria for succuss Be respectful of your customer's time Set expectations and execute Call To Action How do have you applied the Catalyst Sale Call Plan to improve your call outcomes? Send Listener Questions to us at https://catalystsale.com  Show Links Catalyst Sale Call Planning Template 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.

Taking the Cringe Out of Recruiting Sales Pros with Guest Amy Volas This week Amy Volas, Founder & CEO of Avenue Talent Partners, joins us on the podcast.  The conversation was great.  We covered a wide range of topics including recruiting, sales, recruiting sales professionals, being human, setting expectations, partnering with a recruiter, and executing. Thank you, Amy, for joining us this week - I really enjoyed the conversation. Questions Addressed What does Amy love about recruiting? Why should someone (organization or professional) want to work with a recruiter? What are common mistakes companies make when hiring sales professionals? How are recruiting and sales shifting? Why do we make recruiting/sales difficult? What are some of the guideposts Amy uses to evaluate if a relationship is going in the right direction? If I get a call from a recruiter, what should I be thinking about? What can we do if we want to make it easier for a recruiter to contact us? If you are the person trying to move into a new role, how can you elevate yourself, and gain new experience? Key takeaways Amy loves working with compelling businesses For recruiters that are doing it well, they understand the company, they understand the core business, they can provide feedback. Recruiting is not cheap - you earn your fees "I need to do it better than you can do it yourself" - Amy Know the buyer profile and the buyer journey Common mistakes Looking at this as a vendor/client relationship Some organizations take the approach of needing a butt in a seat Discovery is critical - it is our job to connect the dots Clearly define the thought process and objectives Unfortunately, we live in a world where it is a numbers game, take a pause, be intentional. Be your own best advocate Don't waste your time Hacking is not lasting - What you put in, is what you get out Do the work We don't live in a world of pitching anymore. Pitching does not work. The buyer is more informed - By the time we want to engage, we are well informed In the 90's (as sales reps) we would inform on the front end, now the customer is further down the path. Stop making it difficult - Make it easy on the buyer Bad habits start from the top - There are gaps in expectations Have a conversation, a playbook is a guide. Sales is not plug and play Questions to ask How do I help solve a problem? How do I help you get to your goal? Do the right things. Success will follow. It's ok to say no, to redefine success Spend time where you do your best work Be human - Don't be afraid to have the tough conversations Set expectations Define the task at hand, listen, establish success looks like Discovery, milestones, communication, ensure we are on pace. Ask questions. Go through the process, don't skip steps - skipping steps increases risk. Think critically Create an environment of trust and respect When you are contacted by a recruiter, ask questions, identify if they did their homework? When trying to help recruiters find you, keywords matter, specificity is critical. Remember - recruiters serve their clients - the job seeker is not the client. They do not work on behalf of candidates The recruiter and rep should be the right fit for each other. People crave feedback. Be your own best advocate, identify those who have experience, learn from them. Call to Action/Engagement Question How do you use recruiters in your business? What will you change about the way you work with recruiters? Important Show Links Amy's LinkedIn Work with Amy through Avenue Talent Partners Amy's Twitter 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.

Blindspots - We all Have Them This week on the Catalyst Sale Podcast, we have a listener question from Ann in San Diego.  Ann asks - What is something you consistently find within organizations you work with? One of the most consistent things we see across all of the organizations we work with, are the blind spots they have created.  Many times these blindspots are a function of focus, attention, and passion.  The challenge with blindspots, everyone has them, they require help to identify, and they bring risk if not addressed.   Questions Addressed Can you provide an example? How can you avoid/overcome blind spots? How can consultants/coaches help with blindspots? How can we find out more about Catalyst Sale? Key Takeaways On a positive side the organizations it is clear, that the organizations we have worked with are committed to their customers. They have identified a need in the market and they are passionate about addressing the need. On the negative side - there are blindspots that many of these organizations "Can't" see. One of the biggest blindspots is missing the perspective of the customer. Be aware of the risks of being caught in your own echo chamber Lean on others, don't fail alone We assume outcomes, and fail to pay attention, many times this approach creates those blindspots. Ask your network for help. Do the work, take the perspective of your customer, work through the use cases. If you are in a room, and everyone is saying yes, find someone who can say "no" Everyone has blindspots - you are not unique. If you think you do not have blindspots - you may have some really big blindspots. Consider creating SWOT teams within your organizations to help you identify and overcome blind spots. Consultants can come in with an unbiased, beginners mind, perspective. A coach, a consultant, can draw attention to things that you may not be paying attention to. The coach/consultant is likely not tied to the political baggage that exists within the organization. Show Links Smokey Bear Episode Basketball Passes Video Don Miller Podcast Episode Catalyst Sale Twitter LinkedIn hello@catalystsale.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.

  Sales Process - Do You Need One? Continuing our series on common listener questions, this week we discuss Sales Process, why it is important to have one, common mistakes made when defining sales process, and why the Sales Process is different from the Customer Decision Making Process. 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 Addressed What are some misconceptions when discussing Sales Process? How does Buyer Journey differ from Sales Process? Do most organizations have a defined process? What are some common mistakes in documenting a Sales Process? Key Takeaways The Catalyst Sale Process (Links to previous episodes) Validation – do I see the potential for a business relationship between both organizations? Qualification – This is where we build out the customer story Fit – Based on what we know about the customer, can we solve their problem? Feasibility – Can the customer implement? Proposal – The solution in the context of the customer, costs, timeline, etc. Closed Won – Contract is executed. Confirmation – Did we do what we said we were going to do? Distinguish between buyer journey (decision-making process) and sales process. Be aware of your biases and the lens you use to evaluate the problem/process/solution. You can improve predictably with an established and well-defined process. A defined process will help with organization alignment Common Mistake - we applying our process to the customer.  Don't do this. The Sales Process, from a Catalyst Sale perspective, is a tool to help with communication and create predictability in forecast.  It is an internal tool B2B (Buying on behalf of others) vs B2C (Buying for our self) - The decision-making journey may be the same, the influence is different. Be the guide, remember that the customer is the hero Liz - Selling Without Selling Your Soul The customer decision-making process is usually a linear path. Demo is not a stage in the sales process Recommendations Design backward Identify patterns Don't skip steps If you are delivering multiple proposals, you are likely skipping steps Don't remove or skip steps - you will increase risk. Don't over complicate the sales process, customer decision-making process, or expected/anticipated sales rep behavior. Call To Action How do you distinguish between Sales Process & Customer Decision Making Process? Send Listener Questions to us at https://catalystsale.com  Show Links Send us your Questions Twitter hello@catalystsale.com  StoryBrand Framework Discussion with JJ Peterson Sell Without Selling Your Soul with Liz Wendling 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.