Find My Catalyst Podcast

Using Data to Improve Sales Performance, Management, and Leadership Rob Käll is the CEO and Co-Founder of Cein, Inc. Rob is passionate about data, machine learning, natural language processing, and using these technologies to improve organizations. We met Rob through a listener of the Catalyst Sale podcast, and we think you will enjoy getting to know him as well. On this episode, we discuss measuring things that matter, using data to gather insight and improve outcomes, how Machine Learning + Human Intelligence improve performance, and many other topics. Questions Addressed Why is data important to Rob? What does it mean to measure what matters? What is Natural Language Processing? How can AI, Data, NLP, be used for personal development, coaching, and management? What does the future look like when considering AI? How do we differentiate between the signal and the noise when it comes to AI and Machine Learning? What are some of the things Rob knows now that he wishes he would have known 5 years ago? Key Takeaways Replace hunches with facts See beyond KPIs Measure what matters - some numbers go up, some go down, but what do they really mean? Use AI to measure & reduce gaming We know that data is never perfect, it is likely incomplete, inconsistent, delayed, etc. Use data as a signal. Call John, Talk to John, John Reached Out to Me - all may relate, NLP (Natural Language Processing) allows you to connect these things, correlate, and identify patterns. NLP can be used for coaching - coaching in context. You cannot apply your playbook to every situation. Humans are excellent at picking up patterns - but we are also subject to our own biases. The combination of the computer analysis with human intelligence you can very quickly realize a new level of importance. Artificial Intelligence and Data Sciences will fundamentally change how we work within the next 10 years, across all industries. Small improvements can yield significant impact long term. Rob - "we use simple measurements of success. Baseline, and illustrate changes in performance." Improving sales productivity can be the ultimate medicine for your business. You are going to feel like you are failing as you build your business. If you are making progress, and you keep solving problems, you will have success. Continue to deliver something of value. Business partners are important, they can help with focus. You have to say No. Organizations work when you have a solid culture, and everyone is working toward the same goals. Communication is critical Don't forget about the importance of 1:1 communication, throughout the organization - know your people "As a startup founder, it is your obligation to care about every member of your team" Training should be more than an afterthought - as a salesperson, you need to know your industry. Nothing is more expensive than replacing a great salesperson. Show Links LinkedIn Twitter Cien.ai Measure What Matters Everything a Sales Leader Needs to Know About AI Call to Action How are you using AI to improve your craft? Let us know via twitter @catalystsale or email us directly. Please share your stories with us @catalystsale on twitter or via hello@catalystsale.com ---------------------- Thank you 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 Catalyst Sale - Sales Fundamentals Training Program ---------------------- 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? 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 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 hello@catalystsale.com 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.

Storytelling, Entrepreneurship, and Lessons Learned from Working with Steve Jobs - Guest Anne Wolf Anne is the President & Founder of Wolf Communications. She is a Chief Marketing Officer by trade, she has carried a bag, starting her career in sales. Today, she works with entrepreneurs, many times in a Chief Strategy Officer role. We met Anne through the TLDC18 conference. This week we cover a lot of ground, from the transition between sales and marketing, to Anne's time at Apple, to helping new entrepreneurs. We hope you enjoy the discussion, and look forward to your feedback. Questions Addressed What is the difference between Brand Story & Authentic Story? What are some of the things a sales rep can do when trying to understand their story, or their customers' story? What was it like working with Steve Jobs? What are some common misperceptions among your students about entrepreneurship? What are some common challenges that you see when working with founders? What are some of the things that people do well when it comes to the exit? Where do they fail? Key Takeaways Brand Story - sometimes this is confusing - entrepreneurs tend to focus on feature functionality vs why they are doing this. Authentic story - why they decided to focus on this issue, focus on this challenge. This helps to convey your passion, helps with onboarding, and helps with keeping customers Mistakes happen when you think of the pitch as a focus on feature/functionality. Investors want to hear the "why" behind it Your Authentic Story takes a lot of transparency, some people fear this. Your customers are smart. SHaring the good, the bad, the ugly is better than painting the picture that everything is perfect) Reps tend to focus on presentation of the information, they should focus more on listening. Listen to solve problems. Anne's success in sales was a function of understanding her customer's story Think of brands we admire - you usually can tell a great story - this is what makes them interesting. Start with the Why Go Where they Live? - Why? (pressure, Problems, Location, Put yourself in the customer's shoes) If you can't be on site - you can bridge the gap by using vocabulary, showing empathy, help the client see you as an extension of their team. Be Brutally Honest. When in Doubt, Tell the Truth. Be Trustworthy Changing human behavior is very difficult. Your brand is your promise. When the thing breaks - is the company there, or do you regret the promise? - Follow the customer through the lifecycle In Steve's mind, Apple was breaking their promise, they were not delivering great technology. Working with Steve helped Anne recognize the value in "doing something great." Decisive Leadership - It is just as important to know what you are not going to do, as it is to know what you are going to do. This led to the "Think Different" Campaign The sales team was focused on product, the business was focused on changing behavior, changing mindset. This was about releasing something new, something different, which ultimately was the iMac. As reps, sometimes we have a tendency to color inside the lines, embrace the rebellious spirit, use your own story as a tool. Entrepreneurship - it's not as easy as you think. Know who the customer is. Know why will they buy. Know how will you fund it. One common challenge is when you have a CEO/Founder who is so married to their technology, that they can't see around the product. (i.e. the product does not do xyz). The leadership "DOES NOT SEE THE REALITY" There is such a lack of communication across functions. CEO can be surrounded by people who just tell them what they want to hear. Do you feel awkwardly uncomfortable with what you are communicating? If so, that is a good thing. Over-communication can help with commitment. Staff may feel awkwardly uncomfortable, communication can help overcome this. Great leaders do not create followers, they create other great leaders. Common theme - students, others, executives - you need to build a level of trust, the foundation of trust is based on intention. Exits are taking longer than in the past. ~70% of startups will fail, Crossing the Chasm takes longer than you think it will take, and many organizations will not get there. The ones who exit manage the exit successfully... Don't count their "coin" too early Maintain a maniacal focus Keep the exit as a closely guarded secret When everyone is talking about the IPO, it takes people off task Failure is an accomplishment Leverage mentors Build your personal brand Show Links LinkedIn Twitter Crossing the Chasm Think Different Campaign Call to Action Anne shared her LA County Unified School District story - How can you apply this in your role? We'd like to hear how you can apply "being there" in the context of your customers. Please share your stories with us @catalystsale on twitter or via hello@catalystsale.com ---------------------- Thank you 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.

Be Careful What You Measure Mike Simmons started the year attempting a 10k steps a day objective. Four to five days into the test he decided it would only be a 28-day experiment. This week we will discuss how this test applies in business and in life. We discuss the importance of choosing the right things to measure, choosing the right goals, and choosing the right tools to capture the data. We also talk about goal setting, and include a request at the end of the show notes. Questions Addressed Why did you do it? What did you learn? Jody is well over 700 days, over 8M steps - what do you think about someone who has accomplished that - or chosen that goal? How does this apply to business? Key Takeaways 10K steps is not a lot of steps, unless you choose the wrong measurement device Be Careful what you measure & How you measure those things Imagine how many times you get in your own way The tool I was using was not capturing an accurate measurement Be careful on how you decide to measure success Ask questions - i.e. are there other ways to measure success? Don't be so rigid - that you have to measure in a certain way You can hack the tool to get the data you want to, but is this the right thing to do. Be careful about manipulating data. When you make a commitment - execute against that commitment. Quite often, we see what others have accomplished, and compare ourselves to them, this creates challenges including a skewed perspective. Dr. Jordan Peterson - Don't measure yourself against others, measure yourself against how you improve yourself each day. The 28 days forced behavior change, and required making some trades on other things. You have to do the reps up front, do the work early. If you know what your desired outcome is, know you why, it becomes easier to give certain things up. Within our careers - if we have planned what we want, what our values are, why we are doing something - prioritization becomes easier. If we do not, we may be driven by the noise, or things we come across, and lose direction. Give yourself time to determine if it is the right fit, don't fall into the trap of a perpetual pivot. Stay the course for a period of time, but set timelines & evaluate if you are moving in the right direction. If you are not measuring anything today - start measuring something. If you are not measuring - how do you know if you are making progress? Be careful about what you measure Be careful how you measure Adapt, iterate, be ready to make changes as you go along We are actively increasing our engagement on Twitter, LinkedIn, and Facebook, and look forward to hearing from you. Please share your questions, comments, and recommendations with us via twitter at @catalystsale or @simmons_m Show Links Catalyst Sale Twitter Mike Simmons Twitter Jody Maberry - 10K steps Podcast Action Requested Help us and others by rating and reviewing the podcast. At the end of this episode - we ask the audience a question, and look forward to your response. Please share some of the things you measure and challenges you have run into with the tools or methods you have used to measure these things. We would love to hear from you at hello@catalystsale.com or @catalystsale on twitter 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.

Personal Relationships - Do they help in Sales? Is this the first time Mike & Mike are going to have conflicting viewpoints on the podcast? This week on the podcast, Mike & Mike tackle the question of personal relationships in sales. You may be surprised to see who takes which perspective. We hope you enjoy the discussion, and look forward to your feedback on Twitter, LinkedIn, and Facebook. Questions Addressed What is the place of personal relationships in sales? What's the difference between surface level engagements, and true friendships? Have you ever purchased a product even when you do not like the sales rep? Key Takeaways The impact a personal relationship has on an opportunity is different based on the complexity and scope of the problem you are solving. SDR - their job is to get people in the door, the AE - then tasked the discussion deeper into the sales process. The perspective we are seeing - many folks are too focused on "making friends" as a quick way to sell. We are not looking for friends, we are looking to solve problems. If you are not able to build rapport, build a relationship based on a foundation of trust, you are going to have blind spots. Be an extension of the customer's team - where appropriate. In a scenario where the problem is similar, and your product provides the solution, the trust can help accelerate the path to success. In a more transactional relationship, this may not work. Even if those within your network may no longer be the buyer, you can still leverage the relationship. Ask for help. A relationship does not entitle you to do business with someone. Sadly, many folks think that it does. Get back to the fundamentals - what works in sales, how you can hone your skills. Sometimes companies may want to buy the product - they may not want to buy from you. Call to Action How do you leverage relationships in sales or your current role? We are actively increasing our engagement on Twitter, LinkedIn, and Facebook, and look forward to hearing from you. Please share your questions, comments, and recommendations with us via twitter at @catalystsale or @simmons_m Show Links Catalyst Sale Twitter Mike Simmons Twitter LinkedIn Action Requested Help us and others by rating and reviewing the podcast. At the end of this episode - we ask the audience a question, and look forward to your response. We would love to hear from your at hello@catalystsale.com or @catalystsale on twitter - what are some of the topics you would like to hear us address on a future 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 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.

Feedback Loops, including the OODA Loop & Leadership Lt Col. Retired, David "Chip" Berke is our guest this week. Dave served 23 years as a Marine, mostly flying airplanes as a fighter pilot. He is currently with Echelon Front as a Leadership Instructor. Dave shares his experience with the OODA loop as a pilot, forward air controller, and in the business environment. We also discuss the science and art of this process, and how this applies in sales, learning, and leadership. Questions Addressed What is the OODA Loop? How do you apply the OODA loop or feedback loops today in business? How do feedback loops apply to leadership? How do questions apply to this process? Key Takeaways John Boyd F-86 pilot - Korean War Boyd figured out that there is a process that we use to make a decision. The capability of your equipment can't be what limits your success. OODA loop translates into every aspect of our lives. There are four phases/stages - Observe, Orient, Decide, & Act - Repeat When it comes to data, there are things we can gather, there are things we are looking for that we miss, and there are things we simply discover. Assumptions get in the way of Observations. Transformation of data to information - this is hard - putting the data into context The more times you do something the easier it is to assess and determine the potential outcomes The more experienced we are - the likelihood that our decisions will be correct. There is a lot of science in data acquisition, however some of the decisions are more art than science. You need to rely on your instincts. Making Decisions is Hard, but not that Hard. People are pretty good at this part. There is a discussion between decision and action Taking action is Hard - Once you take action, you now own the outcome. The action is the thing that matters most. Once you take action, you immediately get feedback, this starts the loop again. The deciding factor for success is how quickly you can act.You are going to be wrong, we are always making mistakes. Act, inform, re-act, reinform, re-act, inform - create efficiency in action EM Diagram - Energy Management - equipment - shows you what you are good at & what you are not good at. You can do this for yourself and competitors and define a plan that helps you avoid your competitors' strengths. DO the reps - take action, this is how you get better. The debrief is part of the process, it is If you want to get good at leading - LEAD, take the feedback, apply to scenarios, gain experience. Apply the information within your feedback loop, and use it to learn, adapt, and act. Two ways to get good at something - Experience & Training "You do not want to be the best salesperson in a company that goes bankrupt" You can give yourself more information to orient on by asking questions. Your intuition, your presumptions, they are not natural, they are based on your experience. The more reps you get, the better you will get. The lessons in "Extreme Ownership" are applicable in every aspect of life Show Links Dave's blog posts Echelon Front Dave's Twitter Jocko Podcast Ep #69 OODA Loop - John Boyd Extreme Ownership - Leif Babin, Jocko Willink Lean Startup - Eric Reis Call to Action Please share your stories with us @catalystsale on twitter or via hello@catalystsale.com We'd like to hear how you apply the OODA loop or feedback loops into your work. ---------------------- Thank you 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.

Listener Question - What is the difference between Training & Coaching? Matt's company is implementing a new sales process, some folks believe they need training, others believe coaching is a better fit. He asks "what is the difference between Coaching & Training?" This week on the Catalyst Sale Podcast we discuss the difference between training and coaching, and the scenarios where training may be a better fit. We also discuss why coaching may work better, and why organizations do not take this approach. Questions Addressed What is the difference between Coaching & Training Within an organization how do you tell if the team needs training or that there are some individuals who would benefit from coaching? What are some of the benefits of coaching vs. training? Key Takeaways Training is an event, designed to meet a specific set of objectives. Coaching is personal, it is 1:1, and tailored to the individual need. One of the benefits of a good coach is their ability to see the things that you may not be able to see yourself. Start asking the people who are leading the teams you are supporting. What are they doing well? What would you like to see more of? Establish the edges of the organization. The how starts with the answers to these questions If it is a training issue, you start to identify the core items that the team needs. If it is a coaching issue, look to see how you can improve what individuals are doing well today. Coaching is tough, it may not be scalable. One of the core benefits of coaching is the personalization. Another benefit to coaching is the ability to reveal blind spots. A coach can help you make the minute adjustments that can lead to significant success. Coaching - because it is so personal, you have to be invested in the individual. Coaching is not for everyone, some people are not in the specific mindset that can benefit from coaching. The person seeking out a coach does so with the intention of getting better. Don't fail alone. We are actively increasing our engagement on Twitter, LinkedIn, and Facebook, and look forward to hearing from you. Please share your questions, comments, and recommendations with us via twitter at @catalystsale or @simmons_m Show Links Catalyst Sale Twitter Mike Simmons Twitter Quick Fixes & Shortcuts Mentoring 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

GDPR & Cyber Security - The Human Element - Guest Oz Alashe MBE - CEO, CybSafe We are excited to have Oz Alashe on the podcast this week. We talk about the forthcoming GDPR regulations, its global impact, as well as the impact of cyber security at both a personal and organizational level. Oz is a former Lieutenant Colonel in the British Army and UK Special Forces. He has a successful track record of developing strategy, driving innovation and leading implementation in both the public and private sectors. His background gives him a unique insight into the socio-technical realities of cyber security and the sensitivities around changing human behavior. Oz was awarded an MBE for personal leadership in the most complex and sensitive of conflict environments Questions Addressed What is GDPR? How does it impact communication with potential prospects? Are others being influenced by the EU approach? How does this impact the sales professional? How do you measure behavior change? What is Social Engineering? What are some of the behavioral things we should be aware of? How do you test in a way that allows people to keep their dignity? What can we do? Key Takeaways GDPR - General Data Protection Regulation, EU regulation, affects business around the globe If you are engaging with Europeans or have European customers or clients you will be impacted by this. There is a convergence of expectations - we are increasingly aware of attacks, at the same time, our reliance on technology is increasing. It is natural that governments are getting engaged. Take care of entrusting organizations with data. Ensure that others are doing what they say they are. Seeing changes in relationships with third parties that are part of the general supply chain. Cybersecurity is an issue today. Reliance, enablement, impact - for all the negative you hear, there are far more positive things. There is an opportunity to lean into security. We are not always as secure as we should be. People, Process, Technology - businesses tend to focus more on the tech & the process, when it comes to people, they may take a tick the box approach. Cybsafe focuses on the human aspect, changing behavior positively. What people know How people think How they behave Social Engineering is the art of manipulating people so that we give up information that we might not provide normally. It is a cornerstone of most cybercrime. They might create a scenario that will make you more vulnerable to share information. i.e. common background, common network Phishing email is one of the most common tactics. They may leverage the expectation that we expect people to request information, and we will share. The SMS version is Smishing - might seem less threatening, but can still have the impact. Criminals are pretty smart. This is a business to them. People will continue to make mistakes. The tests should be positive, they should be evaluated. Many organizations will run campaigns to see if people will fail, rather than educate. Psychologically speaking, linking training with failure is not a good approach. Some action we can take now. Stop being so trusting - we are hardwired to want to trust, but we live in a society where some people will take advantage of this. Not being so trusting will encourage you to make sure people are who they say they are - i.e. hover over a link to see if it is taking you to someplace different. Pay attention to spelling, sites may look like something very real, but they are spelled slightly different, at a glance you might not notice. Check with folks - if the communication is out of the blue - ask them if they meant to send something. Organizational Impact/Risk is a matter of Trust - once you have violated the trust, it can have a significant impact on your reputation in the marketplace. We will gravitate toward those who can protect our data. We will continue to increase our connectivity. Risk will continue to increase. We are getting smarter about how we challenge these threats. Show Links CybSafe - https://www.cybsafe.com/en-gb/ The Human Aspect of Cybersecurity - Webinar Find Oz on LinkedIn Find Oz on Twitter Empathy is a Cybersecurity Necessity GDPR - An Opportunity to Rethink Cybersecurity People are not the Problem - they are Part of the Solution ---------------------- Thank you 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.

Initial Outreach to Prospects This week on the Catalyst Sale Podcast we discuss an initial outreach approach mentioned during the episode with Pam Boiros, and one that Mike Simmons first learned from Jeff Hoffman when Mike and Pam were at SkillSoft. This initial contact approach is based on a foundation of Why You (the customer), Why You Now. Mike has had significant success over the years using this customer focused and personalized approach. This is a personalized approach that works well for both new prospects, and for re-engaging with previous contacts. We would also love to hear some of the additional topics you would like us to discuss on future episodes. Questions Addressed "Why you, why you now?" How do you apply this today? How can we start? Key Takeaways Why you (the customer, prospect, recipient of the email); Why I'm reaching out to you now. Call to Action - who would you recommend? Provide context, demonstrate that you have done the legwork, focus on the customer. Here is the copy of my initial outreach to Jody. Hi Jody - I've listened to you and Lee for ~9 months now. I was smart enough to follow your advice and Lee's advice, and contacted him last July. He and I met for coffee, and it was one of the catalysts that lead to where I am today. I'd like to talk with you about your experience, your journey, lessons learned, and the possibility of creating a Sales oriented podcast. What's the best way to schedule a discussion? Thank you, Mike The outreach is not cold, context is provided based on what is important to the recipient. Be thoughtful The subject line is critical - you want to provide enough information that will prompt the recipient to open the communication. Jody likes to put the "Ask" - right up front. Practical application today. Search Use keywords Find a Quote Find the Context Do the Work Up Front Use your own language This is NOT mass email Learn your customer's story, and incorporate it into your communication. We are actively increasing our engagement on Twitter, LinkedIn, and Facebook, and look forward to hearing from you. Please share your questions, comments, and recommendations with us via twitter at @catalystsale or @simmons_m Show Links Catalyst Sale Twitter Mike Simmons Twitter LinkedIn Pam Boiros - Episode Jeff Hoffman Action Requested Help us and others by rating and reviewing the podcast. At the end of this episode - we ask the audience a question, and look forward to your response. Please share your initial outreach communication, what's worked, and what you have learned. We would love to hear from you at hello@catalystsale.com or @catalystsale on twitter 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.