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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. 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 Quick Fix? - Do the Work Every year, most of us start the new year with resolutions. We resolve to lose weight, attain 125% of our quota, save for a down payment on a house, achieve better work-life balance, be more mindful. Some of us execute on these resolutions. Many of us fail within a couple of months or even weeks. This week on the Catalyst Sale Podcast we talk about the risks associated with looking for a quick fix/shortcut, and the importance of creating a plan and working the plan. The journey of 1000 miles begins with one step. Questions Addressed Are there quick fixes, shortcuts, and silver bullets that work in sales? Why do we seek shortcuts/quick fixes? When does your Sales success start? Key Takeaways You don't create pipeline overnight. Get better each day - take incremental steps toward success. Slow is Smooth & Smooth is Fast "People need to stop making New Year's resolutions, and start doing things that work every day." - Lee Cockerell "I don't fear the man who has practiced 10,000 kicks once, I fear the man who practices 1 kick 10,000 times." - Bruce Lee Sometimes a solution may seem like a quick fix, or that you have a shortcut. What is likely happening, is that expertise is helping to shorten the cycle - It does not mean that steps are being skipped. Do the right work today, assess your skill level, adapt, iterate, adjust, and keep doing the work. We look forward to hearing about your goals, objectives, and the work you plan to put in each day to accomplish your goals. 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 Time Management Magic course by Lee Cockerell Catalyst Sale Twitter Mike Simmons Twitter LinkedIn Podcast Episodes Referenced Time Management for Sales Professionals Product Market Fit Account Planning Territory Planning 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 - Andrew Savikas - Founder, YieldTalk This week on the podcast another friend of Catalyst Sale joins us. Andrew Savikas is the founder of YieldTalk. He is the former CEO of Safari Books Online, and he is a startup advisor who helps CEOs and Founders with strategy. This week we discuss the importance of understanding history, similarities between those in sales roles and those in technical roles, and how b2c and b2b strategies can thrive in the same environment. Questions addressed How are Sales and Marketing folks similar to those in Engineering, Product, and Technology? As Sales professionals, what are the gaps we should be mindful of when communicating requirements back to the organization? What roles would benefit from learning to code? How does accounting apply to software development? What happens in organizations as they navigate the transition from b2c to b2b? What are some of the common challenges Andrew has seen in early-stage organizations? Why is it so important to understand history? Key Takeaways Understanding etiquette, culture, and vocabulary when communicating across functions in an organization is important. Empathy is critical (this continues to be a theme) It's not as simple as - let's just add more resources - the sales team can't just sell more in the short term Nine women can't (accelerate the process and) have a baby in a month - metaphor from the Mythical Man Month Recognize that there are distinctions within organizations across technical roles. Leverage your internal resources - bring them into the discussion The buyer has already formed an opinion on the product before you engage with them General Observations working with early-stage companies The value of looking at B2C as a leading indicator & as a source of growth (evangelists, insight, access) The impact of churn at various stages of the organization Understanding the importance of how probabilities and percentages play into sales development Many early-stage organizations make the mistake of hiring the wrong sales rep, and many do this too soon. General observations - about technology and innovation Think about technology through a historical lens - what have we learned through other transformations. The Telegraph as an innovation - it had a transformative impact on our country The hyphen was a technological innovation "Technology is anything that was not around before you were born" - Alan Kay Show Links YieldTalk.com Andrew's LinkedIn Andrew's Twitter Books Discussed Book Business: Past, Present, & Future - Jason Epstein Mythical Man Month - Frederick P. Brooks Jr. Technological Revolutions and Financial Capital: The Dynamics of Bubbles and Golden Ages - Carlota Perez ---------------------- 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.

Guest - Pam Boiros - Principal Bridge Marketing Advisors This week on the Catalyst Sale Podcast a great friend joins the discussion. Pam and Mike Simmons worked with each other at SkillSoft in the early 2000's. Pam is the principal and founder of Bridge Marketing Advisors. She has a long history in Ed Tech, and is a marketing expert with both sales and marketing skills. Pam currently works with companies to help with go to market communication strategies. Questions addressed What have you learned as you have made the transition from a small company, to a larger organization, to startup? When did Pam start building her Network? Why is there this ongoing battle between Marketing & Sales? How can the Sales rep help customers navigate the buying process? What impact can marketing automation systems have on the sales role? How can Sales reps better partner with Marketing? How has innovation impacted marketing? How are innovations in marketing tech entering into EdTech? What are some common mistakes early stage companies make when it comes to marketing? Where does content marketing fit in the current market? Key Takeaways The Network is Critical There is no excuse today, for not building a network. Why you, Why Now Sales is more complex than ever "Marketing exists for one reason - to help sales professionals sell more stuff" - Pam According to CEB - 57% of the sale happens before the customer engages with the organization. Look at the Sales role as one similar to a concierge - focus on servicing your customer. Equip your coaches for success. Marketing automation tools will help ensure you are skating to the puck. "90% of your marketing budget is wasted, you just don't know which 90%" no longer applies. It is critical that you time your marketing with the current stage of your product. Most organizations start too late. The scarcest resource is time - you have to earn your customer's attention Map your marketing assets to your buyers and the buyer's journey. Show Links Pam's LinkedIn Pam's 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 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.

Guest - Scott Ingram - Host of the Sales Success Stories Podcast Scott Ingram joins us this week to share the insight and knowledge he has gained since launching the Sales Success Stories podcast. He shares some thoughts on pattern recognition across his guests, practical examples of how they go about doing their work, and why they have been successful. Scott also announces a conference he is launching in 2018. Thank you for listening, sharing, and reviewing the podcast. Please keep the questions coming. Questions addressed What patterns have you recognized? What's the difference between training & coaching? What should be in place to enable innovation? How do Successful Sales reps use personality to change their approach? What do most top sales professionals have in common? Key Takeaways One commonality - there are not a lot of commonalities Know your skills, high level of self-awareness, be the best self you can be. Focus on coaching, NOT training Be ruthless - Qualification is Critical - you can't be the best if you are wasting time on deals that will not close Know your self - be self-aware - focus on and apply your strengths Sales is a thinking process - it is not a template. All of these folks care deeply about the results of their clients Go out there and find mentors Pipeline Saves Lives Show Links Sales Success Stories Podcast - https://top1.fm/ Sales Success Summit - https://top1summit.com/ Referral code - Catalyst - when you register to save $150.00 Scott's Twitter - https://twitter.com/ScottIngram Scott's LinkedIn Don Miller Podcast - http://catalystsale.libsyn.com/don-miller Tiffani Bova Podcast - http://catalystsale.libsyn.com/tiffani-bova Tiffani Bova - What's Next Podcast Masters of Scale ---------------------- 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.

Guest - Brian Trautschold - Co-Founder, Ambition This week we are on location in Chattanooga with Brian Trautschold the cofounder of Ambition. Brian and I revisit a common subject - there are no silver bullets. We also discuss how data can be used to self-assess and identify ways to improve personal performance, what's changing in sales technology, and why technology is not the solution for bad culture. Questions addressed How are Sales Enablement and the Sales Enablement stack evolving Why does new technology continue to crop up? What are those organizations doing well? What does the Sales Enablement spectrum look like in the future? What is it about the behavioral aspects of what people do that excite Brian? Key Takeaways There are no silver bullets Most of the tech that is out there is replacing excel Technology can be a force multiplier, that helps the organization be more effective The successful companies do the basics well (Hire, Manage, Enable, Reward, Recognize, Develop) The ones who are failing are not listening to their customers Don't simply throw technology at the problem Take a design thinking approach Some categories to consider Where the data lives How people do their work Why people do these things Be careful of the unintended consequences of success There is a big shift - people are more enthusiastic about the progress that can come from reviewing data, and are more open to data being tracked. Once people have the data, they have the power to impact/control their own destiny. Show Links Ambition - https://ambition.com/ Brian's Twitter - https://twitter.com/BTrautschold Brian's Linkedin - https://www.linkedin.com/in/brian-trautschold-97518219/ ---------------------- 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.