Find My Catalyst Podcast

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.

Connecting Security, Technology, Leadership and Sales with Guest Mike Kail Mike Kail is the CTO of Everest.org, with over 25 years working in technology companies from large to early-stage startups. We discuss Security, SecDevOps, Sales and Software Development Alignment, Sales Rep Outreach, Compensation, Leadership, Focus, etc. This discussion crosses a number of different critical areas that will impact your organization. Thank you Mike for joining us this week - the discussion was awesome. Questions Addressed What are some lessons Mike learned as he has become more experienced on the sales side of the equation? Why do sales reps forget empathy? If Mike's working with a vendor, what are some questions a rep can ask to reveal timeline, focus, plan? How often does Mike delegate research to other members of the team? Where does collaboration fit? How can we build better rapport? How often does Mike see the same type of outreach communication? What is DevSecOps? Why do people worry about security teams in the organization? What Leadership traits are necessary in successful organizations? How do you create better alignment to support the building of culture? Key Takeaways Technical founders tend to focus on the how. Alternatively, focus more on the why, the business problems that you address. Maintain a partnership vs a hands-off relationship. It is difficult to read the context. Hope and desperation fuel sales tactics, this is never good. Layout the "Why Strategy" on a proper timeline. Spamming and hoping something sticks does not work. "Don't make your problem my problem" - Mike There is nothing magical in the end of quarter theory. Questions to consider. Is this tied to something larger? What are the side-effects? Who are the cast of characters? How will this impact the business? Ask questions, set expectations. Establish communication protocol sooner rather than later. Play poker - learn how to read tells. Transparent conversations are important, build relationships, earn trust. Be personal, do the work. If you are going to send canned messages - remember to edit. DevSecOps - helps to make security a first-class citizen. There has been a shift from control based to more contextual Sometimes security is perceived as a weapon. In less forward-thinking orgs it may be perceived as a checkbox. Involve security early in the discussion. The security team does not need to be software engineers, but they need to understand how security impacts or should be considered in the pipeline. Software engineers should be aware of security hygiene. Culture of transparency, open communication, empathy, are all important. You can't play the blame game. In a disagreement, take the position of the other person, start solving problems, and not worry about who is right. In many organizations, the sales data is about reporting up, and does not include context. Design is important in security, operations, and sales. Empathy - in the DevOps world you have a post mortem, which is blameless. Think about how this can apply to your sales organization. Post-Mortems - there is value in having them not be "anonymous" Two foundational leadership traits - Trust & Respect You are on the same team. Identify your north star, and remind people of that. Everybody is human. Early technical founder - trying to improve sales - focus on the why, the value proposition, the business impact. Call to Action/Engagement Question How are you taking an operational oriented approach to your business? Think about how you can apply the post mortem in your organization. Important Show Links Mike Kail on Twitter What they are working on Everest.Org Mike Kail on Medium 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.

Training - Is it an Expense or an Investment? CFO asks "what if we train our people and they leave?" Someone else asks "What if we don't train them, and they stay?" - this story/set of quotes has been uttered so many times, I'm not sure who we should attribute it to. This week on the Catalyst Sale Podcast we discuss the question - Is Training an Investment or an Expense? We also discuss how to handle the objection if the person you are working with holds a different opinion. 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 Is Training an Investment or an Expense? If it is an investment and not an expense, how can we convince a decision maker that it is an investment? How can we avoid checking the box? From a trainers perspective, how do you help people with this question? Key Takeaways Investment vs Expense - Depends on where you sit in the organization? Simmons - "Always look at training as an investment" Training should move the organization forward If I'm not leading the team or engaged in the activities that impact the business, I may look at training as an expense Bad training is an expense - Think about how much time people spend in bad training. How Do You Overcome the Investment vs Expense Challenge? Get to the business impact Define what will you measure Establish your KPIs Define what will the training do Clarify how we will measure success Training is an investment - Some investments pay off, some do not. Timing - how long will it take to make an impact? Take a data-oriented approach. Know what matters to the decision maker. Will this thing change behavior? Know the desired business outcomes Invest in things that move the organization forward. Catalyst Process Interview - Gather Data from Multiple Perspectives Establish the Current state Clarify the Desired state Assess Gaps - People, Technology, Process Design the Solution Inside the organizations, we work with, our approach and our delivery are personalized and contextual. Sometimes a custom approach is not worth it. Maybe and 80/20 approach is a better fit. Invest in the success of your employees and your team. Call To Action Let us know how you are applying this content in your business. Show Links 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.

Key Performance Indicators This week is a repost of one of our original podcasts on Key Performance Indicators. We discuss some common errors when creating KPIs, general best practices, and some practical examples. We also discuss how KPIs can be established outside of sales, and be used to measure other aspects of the organization's success. When we think of these metrics we usually begin with the end in mind. We identify the desired behavior(s), desired state, and some of the key milestones that are necessary to demonstrate progress. It is important to understand what we expect to see to indicate success. KPIs provide a data-driven measurement of performance that goes beyond feelings or intuition. When tracked consistently, they provide a great look into the rearview mirror as well. Year over year, quarter over quarter, month over month, measured performance can help to identify opportunities in your business. Thank you for sharing the Catalyst Sale Podcast with a colleague. Please let us know how you apply the concepts and tactics discussed in this episode, via twitter, facebook or LinkedIn. Show Links 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

Regaining Momentum and Kicking off the New Year - Again Executing on Your Objectives - This week on the Catalyst Sale Podcast we discuss maintaining focus on your goals in the New Year, at a time where you might be losing momentum. Momentum may have faded, you may have already decided to wipe the slate clean. It's February - get refocused, and start executing. Thank you for sharing the Catalyst Sale Podcast with a colleague. Please let us know how you apply the concepts and tactics discussed in this episode, via twitter, facebook or LinkedIn. Questions Addressed Why do we struggle with execution? Do you set larger goals? How does fitness goals relate to executing professional goals? How can we improve on execution? Key Takeaways Start with one thing. We tend to overcomplicate goal setting, trying to accomplish too much. If you can execute on the first goal, then establish two more. Push your capacity to the limit, then determine your actual capability. There are always some larger overarching goals. However, there still should be some smaller, more short term objectives that help keep you on track. Jeff Noel discusses goals and focus on this episode of the Catalyst Sale Podcast Tactical things you can do to get closer to executing on your goals. Be realistic Deconstruct success - break things down 1st establish goals 2nd establish measurements 3rd identify tools Reevaluate your KPIs often - Measure what matters Think of daily, monthly, quarterly measurements and guideposts Establish step goals Let's say we set a goal to lose 12 lbs in a year. Break this down to 1 lb a month .25 lbs a week Factor in the seasonality Design for the changes Application to sales - think about your daily, weekly, monthly, and quarterly goals - Are you creating the number of opportunities necessary to hit your number? Application to product - Are you shipping enough features to hit your major objectives? The mechanism you use to keep track of progress should be incorporated into your daily workflow - i.e. google docs, apps on your phone, etc. Ask this question - Am I making progress or do I need to course correct? Keller - The One Thing - Book Review Podcast You can readjust, reassess, failure is ok. Is it better to set 10 goals, and execute on none? Or, establish one goal and execute on that one? Losing control of your days can significantly impact goal execution Control the day Setting success criteria Measuring success Evaluate the data Shine the lens backward / ask what did I accomplish? Things will happen, obstacles will occur - compartmentalize Time management is critical - assess your current state - document. List out the things you are currently spending time on. List out the things you should be spending time on. Connect the dots between the things you are doing, and your goals. Eliminate obstacles. Evaluate your goals - Be willing to let go Goal setting and execution are a process You will fail, You will learn from the mistakes You can't change the past, you can create in the future Start with one thing Simmons - Professional Goals Onboard 5 New Clients in 2019 Launch a Digital Subscription Program Launch 2 New Productized Services Speak at 6 Events Show Links 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.

Territory Planning that Works - A Catalyst Sale Approach This is a repost of one of our earlier podcast episodes where we cover a topic that we receive a number of questions on Territory Planning. This week on the Catalyst Sale Podcast we discuss the components that makeup the territory plan, including starting from ground zero, and defining your area of focus. Traditionally this starts as a whiteboard exercise for us. We start with a blank whiteboard and go through yes/no questions to refine our focus. Given that this is a whiteboard exercise, a visual follows. In previous episodes, we have discussed the Account Plan and the Call Plan. The territory plan establishes the guardrails that the Account Plan, and subsequent call plans fit within. The call plan is the day to day detail. The three of these should tell the story of how you accomplished your objectives. The Territory Plan is a preview of what's to come. Questions Addressed How do you start building out a territory plan? Where does Account Planning fit into this process? How much time does this take? What if territory planning is not something that is required in my current role? What are some common mistakes that organizations make when it comes to territory planning? Key Takeaways Don't boil the ocean. Compartmentalize and execute - shrink the territory down to something that is manageable. Know your numbers, plan based on the numbers. Allocate ~one hour per week to adapt - Observe, Orient, Decide & Act (OODA Loop) The territory plan helps to identify the spectrum that you plan to work within, or guideposts, for the year Even if territory planning is not a requirement of your role, you may benefit from creating your own. Use the territory planning process as an opportunity to identify new business opportunities & growth. Run your territory as if it were your own franchise. A territory plan should be a living, breathing, document - it is not a one and done proposition. Feed your territory plans with new insight, new information. The plan will and should evolve. Thank you for sharing this episode. If you like what you heard, please provide a rating and/or review via Apple Podcasts, Google Play Music, Stitcher, or your favorite podcast app. Show Links Previous Podcast Episodes Episode 29 - The Account Plan Episode 25 - Planning your Sales Calls Templates Discussed on the Podcast 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 the 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.