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Common Listener Questions - Prospecting & Outreach Prospecting & outreach is another common topic we discuss with folks we coach, clients we work with, and listeners of the podcast.  This week we dive deep into the tactical detail of conducting research, beginning outreach, and the importance of context.  One assumption we make in this podcast is that you are operating in an organization that has not adopted an inbound approach, and the core of your business comes from direct outreach and prospecting. Questions Addressed If someone asks for help with outreach, where do you start? What action should we take if we are starting from zero when prospecting? What are some common mistakes we make when conducting outreach? Key Takeaways First, assess your current situation, you can start with these questions... How do you define prospecting? How do you define outreach? How do you define your business development process How do you find customers? Be careful about going too broad. There is a difference between crabbing and catching fish - decide what approach is going to work best for your potential client base. Once you have identified the role of the folks that you are interested in speaking with, start your search within LinkedIn or LinkedIn Sales Navigator. Establish your filters based on the desired profile. Determine if the people are within the spectrum of your ideal customer profile.  (i.e. organization size between 500 and 2,000 people) Look at the companies, and identify those that you have something in common.  You may use their products, know people who work there, own stock in the organization. Begin conducting research into the organization. Take action, be deliberate. With the "casting the net" approach, you hope/anticipate that something is going to come to you.  The risk here is that this is a bit more passive, and the fish may find another route. Casting a line requires specific intent.  You cast to a target.  You focus on quality over quantity. There are multiple approaches that you can take to engage with those who you would like to speak with. Take a personalized approach, do the research, do your homework.  The person on the other end should understand why it is worth trading their time to spend time with you.  It's your job to identify and convey this. Lee Cockerell - "Don't ask me something that you could have googled" Prospecting is about the customer, it is not about you. You are trying to discover the people who care about the problem that you are trying to address. Ask more questions. Be deliberate. Show Links #77 Initial Outreach - Why you Why You Now - Podcast CISO & Security Vendor Relationships Podcast 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.  

Leaders Eat Last - Why Some Teams Pull Together and Others Don't - a Catalyst Sale Book Review This week on the Catalyst Sale Podcast we review Simons Sinek's "Leaders Eat Last", the episode is brought to you by our sponsor - getAbstract.  Questions Addressed How do we use tools like getAbstract? How do we apply the concepts discussed in Leaders Eat Last? What did August learn from reading the book? What are the differences between the approach taken at Costco vs GE? Why is Trust Important? Call to Action Let us know how you gather feedback. Let us know how you plan to apply the concepts discussed in Leaders Eat Last to your workday? Show Links Leaders Eat Last - Simon Sinek Carol Quinn - Motivation-Based Interviewing Time Management - Lee Cockerell episode getAbstract 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 ---------------------- 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.

Common Listener Questions - Pricing Another common set of questions we receive from those who listen to our podcast, as well as potential clients and current clients, revolve around pricing. How should we price our product or service? Also asked as, How should we approach price? These are two of the more common questions around pricing.  This week on the Catalyst Sale podcast we discuss pricing, and wrap up the discussion with a brief conversation on addressing the price objection. Questions Addressed What is the difference between value and price? How can we make the price easy to understand? Market Response - using market data to iterate. How do you handle the price objection? Key Takeaways Your pricing should be simple, but that doesn't mean it is easy to do. Your pricing should be easy to understand Should be easy to work with When I buy coffee at Starbucks, I know what it will cost.  The price is on the board behind the barista. Is it (your product or service) worth the trade? B2B - the decision is most often on behalf of others Value & Price - Ask these questions when thinking about pricing. What is the value the customer will get? How can I make it easy to understand? What are the variables that influence or impact price? Value is a perception Price is what you pay Value may diminish over time and volume. Ask these questions on behalf of your customer What do they find value in? Why is this valuable? What are the costs of not solving the problem? Your perceived value of the solution may be different than you’re the perceived value your customers have. You can make it easier to understand your pricing approach by setting clear expectations.  These expectations can be set around costs, impact, volume, etc. Whiteboard out the variables, or use a tool like mindnode to organize thoughts around the variables. Gather data from the market, do this by asking questions.  The information will help you iterate and evolve your approach to pricing. Leverage question to understand the perspective of the customer. Don't simply respond to the pricing objection with a discount, or an answer. Consider that the customer may be measured based on some factor that you have not uncovered.  Be empathetic, put yourself in the shoes of your customer. Be careful about the assumptions that the customer may make based on their understanding of the pricing. Don't assume. Show Links Sales for non-Sales Professionals event 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.  

How do you survive as a salesperson in a siloed organization? This week on the Catalyst Sale Podcast, we have a listener question.  James wonders, how do you survive as a salesperson in a siloed organization? Many of us have dealt with this challenge at one point or another.  Lack of access, lack of awareness, lack of engagement across functional areas within an organization.  In many organizations, this is by design. In others, it is a function of the culture.  Silos create an alignment risk and do not let you leverage the collective intelligence and expertise of the broader team.   We discuss this, and a couple of other items, including survival on the podcast this week. Thanks for listening.  If you know someone who could benefit from this conversation, please share the episode. Questions Addressed If we have a question for the podcast, where can we send them? How do you survive as a salesperson in an organization, with no marketing systems? What is a 'siloed' organization? Can you control the silo? Can you leave your silo, and reach across the line? Survival skills in the wilderness - what are some of the things you need to keep in mind? How does this apply to us in business? What can you do about silos? Key Takeaways How to Ask Catalyst Sale Questions Twitter Email Website Silos are a result of the walls that exist between functional areas within organizations They can lead to a lack of alignment or disconnect Control what you can control - here are some of the things you can control as a sales professional. The interactions you have with customers Direct outreach The way you go about doing your job The way you engage with others Success breeds success - Bring others into the success equation Invite product or marketing to customer calls Define the call plan Leverage their expertise Empathize with the needs of the product team Identify the person who cares within your team Build your network - don't waste their time. Just because the organization creates the silo, does not mean you have to operate in that manner.  Build the relationships, find common ground Networking inside your organization is as important as networking outside of your organization. You can incrementally tear down silos "Things aren't the way they are, they are only the way you let them be" - Lee Cockerell It does not have to be that way.  Keep in mind, you may be dealing with cultural issues. The path to change begins with one step. Survival in sales Make your number There are other things you can provide back to the organization that go beyond the number - i.e. providing customer feedback Continue to look at the data that is in front of you. Survival skills in the wilderness - what are some of the things you need to keep in mind? Take stock of what you have Figure out where you are Know where you are going These skills, survival, project management, communication, they apply. Leverage your OODA loop Sales is a thinking process If you are operating in an organization that enables or supports silos and you would like to change this, you can start with the following questions. What are you doing about it? What's the current state? What's the desired state? Where are the gaps? What can you control? Differentiate between what you can control and what you can influence? Show Links Sales for non-Sales Professionals event Send us your Questions Twitter hello@catalystsale.com  OODA Loop with Dave Berke 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.  

Guest - Dan Pontefract, Author - Open to Think Dan is the author of Open to Think, an awesome read on the process of thinking, aspects of thinking, issues that get in the way of thinking, and what you can do about improving your thinking. We hope you enjoy this discussion as much as we did. Thank you for listening to & sharing the Catalyst Sale Podcast. Questions Addressed Why do we struggle with thinking? Why do we like to go to the signal? How do we overcome stress, distraction or both? What are some ways leaders can build empathy? Prioritization - how can we do better at this? What inspired Dan to write the book? What are the three types of thinking? What are some examples of where things have gone bad when we fall to think? Key Takeaways Busyness gets in the way of Thinking We are distracted Our minds wander Think of the dogs in up - "Squirrel" Inability to say no gets in the way of Thinking We forget to subtract We are addicted to the dopamine hit We are good at doing. Plato's warning about the Book. We are distracted  In 2016 distracted driving outpaced drunk driving accidents We don't like to say no We need to remove distractions and consciously invoke willpower Executive function is not fully formed until the mid-20s Be mindful - be into the point of why you are where you are Attentiveness to what is going on "in the moment" Block things out Empathize / life is difficult these days Rational empathy - sensing (mind of someone else) Emotional empathy - feeling the pain Sympathetic empathy- observing and reacting Time is our most precious asset/resource Prioritization - When the leader helps the team with management of their time good things tend to happen.  Recognize the way the leader prioritizes will be different from the team. This should not be micromanaged. Indirect - Don't accept the default meeting times - Free up time Direct - Coach, guide. The inspiration for Open To Think Maybe there is a lack of purpose because our thinking is not like it was back with the greeks. Cole - How many more mother's days to they have left? Dream, Decide, Do - Repeat Types of Thinking - 31 min type of thinking Open Thinking revolves around three types of thinking. Creative Thinking - Do you Reflect? Critical Thinking - Decide - How are you making that decision? Applied Thinking - commitment to take action on something you have decided. Don't skip critical thinking to get to applied thinking, and don't skip applied thinking to get back to creative - Leverage your loops Hawaii example Rushed and not thought through Listen to the evidence "Beware the barrenness of a busy life" - Socrates Show Links Dan's Twitter Open To Think Purpose Effect Flat Army 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.

Reflecting on the Year and Getting Ready for Next Year Looking back on the year and preparing for the upcoming year is a practice that many of us consider this time of year.  Some wait until the beginning of the year, some start around October/November.  Reflection is critical, it provides an opportunity to evaluate and enjoy success, consider opportunities for improvement, and determine focus for the following year. This week on the podcast we talk about the importance of reflection, establishing goals, measuring, and iteration.  Questions Addressed Why is it important to reflect? How do you set goals & reflect? How have you performed against goals in the past year? When you set yourself up for the year, identify goals, how do you plan for opportunities that you are not aware of? If we are going to fall short of our goals for the year, how do we adjust late in the year? How important is it to focus on things outside of sales? (i.e. fitness, family) What else should we be looking at as we wrap up the year? Key Takeaways This is a great time to ask yourself the question - "Of the goals, I set at the beginning of the year - how many of them have I accomplished?" Establishing and evaluating goals/performance in the context of Mind, Body, Finances, Family.  Here are some questions I ask. Did I do what I said I was going to do? What did I add to my list over the course of the year? Where did I fail & where did I succeed most?  What patterns can I identify, and how might they apply to the next year? Evaluating the year from a personal perspective. There were some good things, and some not so good things, but I continue to move forward. The importance of building the pipeline is a lesson that was reinforced. One question I like to ask is "What's the worst thing that can happen?" you can also look at the alternative of this - "What's the best thing that can happen? Don't let the jackpot events influence your strategic planning. At some point, you may need to shift the mindset to focus on the future.  Mind & Body come into play - if you are not healthy, it is hard to do the work. Your priorities will change with the seasons of your life. This will evolve. Balance is important. Bill Marriott story conveyed by Lee Cockerell - "You know why I do not have any problems at work? It's because I don't have any problems at home." What can we do as we prepare for the next year? Think about your buckets. Identify the KPIs that help you determine if you are making progress in these areas. Continue to evaluate performance & the buckets throughout the year. (Time, Balance, Things you can do to make an impact on success) Be ok with letting go.  Sometimes it makes sense to exit. Simplify by taking things away, not by adding. Take Time & Reflect.   Show Links Catalyst Sale Live Chat Past Reflection episodes Getting over a Bad Year How to Handle a Sales Slump Dealing with Emotions in Sales Ratings & Reviews on iTunes 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 One Thing - a Catalyst Sale Book Review This week on the Catalyst Sale Podcast we review a book that applies to our work, our approach, and sales in general. The One Thing, by Gary Keller - is the book we discuss on this week's episode of the podcast. Please let us know what you think of this format, and if there are any books you would like us to add to our review list. This episode is brought to you by our sponsor - getAbstract.  Questions Addressed How do we apply the concepts discussed in The One Thing? How do we use tools like getAbstract? Key Takeaways Superior success comes from the extraordinary focus on your “ONE Thing.”   Multitasking is a weakness, it is not a good thing Your brain will not allow you to do multiple things at once There are switching costs in moving from one thing to another Multitasking gives you the chance to screw up multiple things This applies to big things and little things Ask the focusing question What is the one thing I can do such that, by doing it, everything else will be easier or unnecessary?" Find your focal point The formula for reaching your goals is "Purpose, Priority, and Productivity" How does your passion align with your focus? Jody shares a Dan Cockerell - Housekeeper story The best housekeepers at Disney found JOY from cleaning Passion matters Ask yourself this question - What can I do today to make a difference? Success is about doing the right thing, not doing everything right. Work on the right things Activity is often unrelated to productivity In the past, multitasking and being busy may have been worn as a badge of honor We all have the same time in a day - what are you doing with your time? Ask yourself - How can I stay more focused? Jody - If you are too busy…you may be doing something wrong Adoption of concepts vs Adaption of concepts.  Jody takes an adaptation approach. Both Jody & Mike use notecards to maintain focus on a daily basis. Mike - I write down the three things I need to move forward You know what to Do - focus on those things. Knowing your One Thing can help you say NO to the things that do not align. "Take care of your health with good food, exercise, stress relief, family time and sleep. Show Links The One Thing - Gary Keller Carol Quinn - Motivation-Based Interviewing Dan Cockerell Episode Time Management - Lee Cockerell episode getAbstract 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 ---------------------- 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.

Guest - Josh Pigford, Founder of Baremetrics Josh is the host of the Founder Chats podcast, he is an entrepreneur, maker, and the founder of Baremetrics.  Josh shares some great experience, perspective, and background.  We discuss startups, his founder journey, learning, sleep, and more. Thank you for listening to & sharing the Catalyst Sale Podcast. Questions Addressed Why is it important to be open/transparent with your numbers? How has transparency impacted the way you have built out the Baremetrics team. What compelled Josh to share his absurd list of products, apps, websites, and business? Where does "Learning by Doing" fit into Josh's process? What did Josh learn from starting a band? Where did Josh learn the importance of delegation? The "Primary job of the CEO is putting things in motion" - How does Josh think about accountability? What are some of the patterns Josh has noticed from the interviews he has had on the Founder Chats Podcast? What is Josh's learning process? Key Takeaways Baremetrics is a Revenue Analytics Platform Built based on a need he had for his organization Authenticity & Transparency was lacking. The news was focused on "good news stories" but not where 99% of us operate. Josh - Transparency I need other people to weigh in on things and provide input, they need context to do this. If they don't have the data, all they are sharing is opinion without context. Our financials are available to the team. Nothing is a surprise. Absurd List of Products/Apps/Websites/Businesses - Recognized Patterns. Forgotten how many, and how crazy some of the ideas were. Opportunity to learn something via a real-world project Josh would identify a trend, and would try to replicate success. (many of these failed) Shifted to a product approach (e-commerce, web-based) really enjoyed building, and refining the process. Importance of Learning by doing Programming Languages Playing the Guitar Taking what someone has done, trying to copy, creates an opportunity to learn. Let people who have certain strengths, make good use of those strengths. Being able to do all the things is important early, but you need to know when to let go. Hire out your weaknesses. When something feels like a significant pain, that is the right time to hire.  Hiring too early gets expensive. Crucial to hire with capabilities in mind. Provide the guidelines, but let them work autonomously.  Equip them with the tools that they need. Patterns recognized from interviewing founders. Almost all have a pretty lengthy history of doing/trying different things.  Almost no one is on their first thing. Chances are this "first thing" is not the thing. Josh's learning process Starts with a goal (iterative) Needs to create a feedback loop Small wins are a requirement Create the next few steps to get to the next thing. Product Market Fit You can't know the path, but you can look for the little things along the way that will nudge you in the right direction. The small little steps along the way are critical. Sleep is critical - lack of sleep makes you a worse founder, sales, rep, etc. Schedule your sleep Make a conscious choice It is important to hear how others have done things, but it is more important to just keep trying things.  90% may not work, but it's ok, keep moving forward. Figure out what works well for you. Show Links Founder Chats Podcast Baremetrics Josh's Twitter Ryan Carson Episode 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.

Common Question - What If The Customer/Prospect goes Quiet - How do I Get Them To Re-engage? This is one of the more common questions we receive from listeners and from participants in our workshops/training sessions.  How do I get the client/prospect to re-engage?   This week on the Catalyst Sale Podcast we discuss how to avoid this situation, what to do if you are in this situation, and we have a bonus question around sales rep compensation/credit. Thank you for listening to, and sharing the Catalyst Sale Podcast. Questions Discussed  How do I get the customer to re-engage? Why is this a common question? Is it important that the content is generated by your organization? What if you are in a rut, how do you get out? Bonus Question - How do I make sure I get credit for the sale? Key takeaways Sometimes the question is driven by sales management and frequent requests for updates.  CRM may not be current, account plans may not be current. Sometimes the question is a result of sales rep activity or perception.  They could be experiencing be a slump or rut. Avoid the rut by not getting caught in the rut in the first place. Project manage the sales cycle. Establish clear next steps Hold the client/prospect & yourself accountable to these next steps. Create a reason to stay engaged. Account Planning Use your Account Plan. Maintain a list of next steps - what are the 1, 2, or 3 items that I know that the client will need as they go through the buyer journey. Know your gates. Design your next steps based on the journey that you know your customer should go through. i.e. schedule time for the demo, define participants, identify questions, schedule a trial, etc. Manage the buyer journey. Next steps should not be scripted out, but you should understand the guideposts. Always have a list of resources or pieces of information that you can share with the client/prospect that will provide value. Whitepapers, blog posts, podcast, etc Let them know that you have come across the post, and you thought of them. Provide context Have a call to action - this might be an open deliverable that the client is responsible for completing. Take on the role of curator, you are curating information, don't fall into the trap of only sharing content you create. Context is critical. Don't fall into the trap of only working with one point of contact.  Expand your network within the organization. Give yourself another option/person to communicate with. Build up a level of trust with others in the organization. What if you are in a rut, or the prospect/client has gone quiet - what do you do? Be patient, don't let your problem become the customer's problem. Evaluate the situation, where did things leave off? Find something, a compelling event, a location, and use it as a reminder to re-engage. It is about them, it is not about you. Maintain a service-oriented approach. Help your client solve problems. Don't make up the story in your head.  Stay engaged.  Build your network. Bonus Question - A Prospect Re-engages, How Do I Make Sure I get Credit for the Sale? Sometimes a prospect/client will go silent, a couple of months later they may return via the website.  They fill out a lead form and get re-directed to someone else in the company. You, as the rep are responsible for documenting your activity. Ask the question - if you have been working with them for over a year, why did they come through the website? Sometimes this is the result of client research. Sometimes they are looking for a competitive quote. Do your job - make sure you are following your internal process. Ask the prospect - how did you find us? Establish clear process & procedures.  Set expectations. Sometimes it makes sense to double comp the team - you might identify a gap in your own process. Show Links Catalyst Sale Live Chat Pam Boiros Why You, Why You Now Account Planning Catalyst Sale Planning Templates 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.

Guest - Mike Sarraille, CEO EF Overwatch Mike is a retired Navy Seal, founder of Vetted, and CEO of EF Overwatch.  EF Overwatch connects veterans with companies who are looking to address talent gaps.  They are currently focused on placing retired Special Ops & Combat Aviators. We cover a lot of ground in this episode.  We discuss leadership, common mistakes leaders make, how to overcome these mistakes, and why you should consider hiring veterans in your workspace.  We also discuss the direct correlation between military experience and the private sector. Questions Addressed How does military experience apply to the non-military workspace? What are some common mistakes leaders make? As a leader, how do I check myself to make sure I'm not making these mistakes? What is meant by leading up & down in an organization? Leadership development and learning over time Can you describe the onboarding process when adding new leaders to a team? How can we help veterans make the transition to the private sector? Can you discuss what it means to detach? Key Takeaways It’s all about leadership There are three primary categories of mistakes leaders make.  #1 - They don’t believe in the mission/organization #2 - Ego #3 - Extreme Ownership Extreme Ownership Starts with Humility A common question Mike hears is - How do you overcome a bad boss? #1 - Keep your ego in check #2 - Lead up and down #3 - Work together Steadfast humility - keep your ego in check One of the worst misconceptions about leadership in the military is that we all fall in line. There is a time for just get it done, but that is not the norm. "It is not what you preach, it’s what you tolerate" The military does not have a zero-defect mentality. People will make mistakes.  Learn from these mistakes an move forward After action processes Great mentor and coaches AAR (After Action Review) this is similar to a post-mortem It is about Learning It is important to make Failures known. Identify the Solution AARs are used in both successful missions & failed missions Answer the question - "How do we get better?" Decentralized Command Everyone Leads It is important that the team knows the "Why". The leader explains the why - desired end state Communicates what the standard is. Think of this in the context of "The Box" Initial the boundaries of the box are tight. Over time, the boundaries expand. The Box gets larger. Why EF Overwatch? Military experience brings - Learning Agility + Mindset There is no quit in these guys. Focused on sourcing talented & humble leaders in organizations. Detachment is important, because... When you try to solve everything at once you solve nothing. You have to have the ability to relax, back away Calm is contagious Mindset can overcome a lack of industry experience Show Links EF Overwatch Jocko Podcast with Mike Sarraille Echelon Front EP 80 OODA Loop with Dave Berke Catalyst Sale - Live Chat Catalyst Sale - Podcast List Extreme Ownership 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.