Find My Catalyst Podcast

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.

To Discount or Not to Discount - What's the Risk? Discounting is a four-letter word. If you reduce your price, are you going to decrease the value of what you deliver, or decrease the impact that you will have on the customer? Think of some of the organizations you purchase goods or services from, but will never pay full price. Think of any conversation you have had with a customer where price has become the focal point. Mike Conner is back this week, and we briefly discuss what he has been up to, and dive into the details around the risks of discounting. We hope you enjoy the discussion, and look forward to your feedback on Twitter, LinkedIn, and Facebook. Questions Addressed What are some of the things that have popped up on LinkedIn that are interesting? How should you approach discounts? What’s the difference between selling value and taking a discounting approach? What advice do you have for a rep who knows their customer is looking for the discount, but your sales manager is saying you should not? What about competitive situations?  How does discounting apply? How do you help a client move away from a discounting expectation to something that is more in line with how your other customers purchase your product? What are some other approaches you can take, and different trades you can bring to the discussion? Key Takeaways Lesson learned - early career/mid-career rep - realizes, they may be doing their client a disservice. When the focus changes to discounts, value gets lost in the equation The focus should be on delivering value to people, not creating new buddies.  People will not make decisions just because they like you. As a buyer - we will ask for discounts until we feel like we have gotten to the floor. Discounting is a really weak crutch The value you deliver should go far beyond pricing. Look at your ability to validate that the product will work, will solve the customer's problem, will do what you said it would do as part of the value you deliver. Have value attached to everything - make sure the client understands what is involved. As an example, when working with a product that includes setup fees.  It is necessary to take a look at what’s included, identify the things that are unnecessary, challenge the need, and get fair value for the services delivered.  Don’t let these things be arbitrary. Our approach - we will give you the most value in the first proposal we will deliver. Sales, unfortunately, drives a lot of the negative behavior.  We get trapped in a race to the bottom, the discounting approach. In our experience, the initial discount is a gateway to the discussion for further discounts. Know your competition, understand their value proposition, the value they deliver, and that you deliver.  Don’t get caught in the trap of chasing them down the discount rabbit hole. Once you have established the behavior it is difficult to reset expectations. Have confidence in your pricing & don’t take the bait. We know it is hard, especially at the end of the quarter, end of the year. Sales managers - should not reinforce bad behavior. Call to Action What's your approach to discounting? 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.

Guest - Anthony Iannarino - International Speaker, Author, Podcast Host & Consultant This week on the podcast Anthony joins us to discuss key concepts discussed in both of the books he has authored, we also touch briefly on his forthcoming book.   We discuss a number of different items, including discipline, doing work, why "price is a shield" - not a sword, and many other topics.  We hope you enjoy the discussion as much as we did. Questions Addressed Who is Anthony Iannarino? What is Anthony's writing process? How do you distinguish between signal & noise? How can you build business acumen? How often have you asked others for help, and had the person you asked say no? What is wrong with presenting the solution but not getting the next commitment? How do you distinguish between Objections & Concerns? What does Anthony mean by using price as an advantage? Why do we tend to overcomplicate things? Key Takeaways Book #3 - planned for October 2018 Self-Discipline is a differentiator in sales.  Anyone who is successful in any endeavor, they have a set of practice, a set of disciplines. The market is crowded. Anthony does not spend a lot of time-consuming & instead focuses on things that have stood the test of time.  (i.e. caring, resourcefulness, discipline - these have not changed much over time) Timeliness principles that have served people for thousands of years. The most dangerous thing is to maintain the status quo. Trusted Advisor - you need to be able to build trust, but you also have to be able to provide advice.  The role means - I'm not going to let you get hurt. Build business acumen by working with others, shadowing those who are further down the path that you are on. Read. Build your vocabulary by listening to business people discuss business (CNBC) You need to know how to produce business results for your customers. We are pack animals, we are a part of communities, don't go it alone. Time tends to accelerate & exacerbate concerns The Objection is what you hear, the Concern is the underlying thing between the lines. When price is lower, it means we are taking money out of solution. The best salesperson is the person who can get the client to invest the right amount of money to produce the outcome they need. There are three business strategies. Lowest Price Strategy Best Product Strategy Customer Intimacy Strategy Sometimes your salespeople are outstanding negotiators, however, they are channeling that skill internally. Be somebody worth doing business with. Show Links Only Sales Guide You'll Ever Need The Lost Art of Closing In the Arena Podcast The Sales Blog Anthony's YouTube Channel Jocko Willink- Discipline Equals Freedom - Field Manual Ken Wilber - A Theory of Everything ---------------------- 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.

Curation vs Creation This week on the Catalyst Sale Podcast we discuss curation vs creation, the difference between the two, why it is important to your audience to do both, and some general best practices.  We would love to hear from the audience regarding Curation vs Creation & how you Create vs Curate. We would also love to hear some of the additional topics you would like us to discuss on future episodes.  Questions Addressed Where is the line between creating content and curating content? How does Mike use Twitter? What are some best practices? What are some recommendations that Jody has regarding content creation? Is there a difference between a thought leader, teacher, and practitioner? Key Takeaways Creation of content is more important than curation of content today - Simmons Your perspective is a combination of practical experiences, the things you read, the things you watch, the things you hear, the discussions you have. If you rely completely on curated content - you are not providing your perspective - Jody One of my favorite curation tools is Twitter.  You can create a content curation machine that works well for you. LrnChat, GuildChat, ShrmChat, PodcastChat Twitter best practices from Mike's perspective Be careful who you follow Leverage search Follow people that you have found interesting. Search specific hashtags #Sales #Negotiation #Learning Follow conference back channels. Use this as a way to help identify others you would like to engage. Jody users Twitter to curate by creating lists.  He uses this to curate without creating noise within his stream. If you are just sharing other peoples stuff, it does not let people know your point of view. Continue to share your previously published content. 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.

Making Mistakes and How to Respond This week we have a listener question - Jason in NY, says we always talk about success, can you share some of your mistakes? Mistakes happen, but do they just happen?  Are all mistakes accidents?  A mistake can be an accident, a mistake can be intentional, a mistake can be a result of not knowing your situation. This week on the Catalyst Sale Podcast we talk some of the mistakes Mike has made, how he responded, and what the results were.   Questions Addressed What are some of the mistakes you have made, and how have you overcome them? How do you recover? Is there a difference between how customers view mistakes in judgment vs a technical mistake? Key Takeaways Say I’m Sorry Think before you act - be careful about what you say or do. Own up to the mistake, take action, move forward. Sometimes a mistake can help make the relationship stronger. It may be the process or the system in place that enables that mistake to happen.  Ask the five whys to find the root of the mistake - maybe it’s the process. Mistakes don’t just happen. Usually, there is an error in judgment.  Figure out why the error occurred. 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 your biggest mistakes? 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 - Paul Michelman - Editor in Chief, MIT Sloan Management Review This week on the podcast Paul Michelman - Editor in Chief, MIT Sloan Management Review joins us for a great discussion that covers a number of topics, including the impact of technology on business and vice versa, and why the middle may not be the best place to be. Paul is the former Editor in Chief of Safari Books Online, he has worked with strategy+business, the Harvard Business Review, and other prestigious organizations.  Paul was also the original executive producer and host of HBR Ideacast, launched in 2006. Questions addressed What do you think about the future of podcasting? How is technology influencing business, how is business influencing technology? How do you stay ahead of the technology changes, while keeping the business going? Who is doing this well? What can we do at an Individual Contributor level to impact organizational success? Can you apply math to the risk of change? What is real & what is BS when it comes to Artifical Intelligence (AI)? Should we focus now on specialization or should we diversify? Key Takeaways Audio/Podcasting Quality will continue to improve, content will continue to improve.   The popularity of audio will continue to grow - it is the most flexible of media - you can take it with you wherever you go. The rise of audio as an interface - central way that we interact with devices - continues to occur. Technology For most of the digital age - technology has been a support platform/tool. Tech has moved from a supporting tool to being central to the way organizations compete. From HR to anywhere in the supply chain, to Sales, you cannot name a group that is not being influenced or impacted by technology. Technology as a Skill: Senior leaders need to understand how the technology impacts the business. Change & The Impact of Technology on the Speed of Change Change is going to happen, and it is going to happen more frequently. There is a level of acceptance - change is here to stay. Things you may have revisited annually, you now have to revisit quarterly. The higher level the risk, the harder the change may be, including the ability to test.  It is really hard to generalize. Pierre Nanterme - CEO, Accenture You need to have a confidence that you are heading in the right direction. Keep tacking. Accept that you will not have all of the information. Companies that Will Handle these Changes Well Digitally native organizations (Amazon, Google, Apple) - they are inventing as they go. Organizations that are modest - those that do not fall in love with their own successes “Information has been democratized” - as an example, Zappos have given their people the latitude to make decisions that directly impact the business. It is not just enabling the workforce, it also means you have a workforce that wants to embrace this enablement. Artifical Intelligence / AI as a disruptor Maybe the question about AI starts first with algorithms.   The estimations of AIs impact are not overstated. We may be overestimating the impact in the short term, but underestimated in the long term. There is a healthy shift in discussions, the perspective is shifting to the belief that AI is going to enable us to do better things - not replace us. The Middle Don’t Get Caught in the Middle - Organizations continue to get flatter.   Executives in the middle of organizations are increasingly threatened. Employees ability to make decisions continues to improve.The intermediary role continues to be reduced. There are not many matchmakers anymore. The business intermediary is being replaced by technology. What to do about it. Develop your skills in tandem, don’t lose sight of your personal ability to create value. It will help you manage your career within and outside of an organization. Don’t be just a left brain person, don’t be just a right brain person - keep developing your skills. Show Links MIT Sloan Management Review Paul's LinkedIn Paul's Twitter Articles Mentioned Don't Get Caught in the Middle - Paul Michelman Managing the Bots that are Managing the Business - Tim O’Reilly ---------------------- 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. 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