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Do you introduce additional risk by selling after "Yes"? We've discussed many topics on the Catalyst Sale podcast since the launch in October 2016. This week we discuss selling after yes and the confusion that comes with lack of clarity around expectations. This is something that likely happens when the sales process is rushed, either by our side or the client's side. If you skip steps or rush the process, you tend to make assumptions. When these assumptions are revisited, they can lead to confusion, a need for clarification, or worse - a lost deal. Questions Addressed What are the risks in selling after "Yes"? What does it mean to sell after "Yes"? What advice do we have for the new sales rep who might be prone to continue to sell after "Yes"? Key Takeaways Ask the important questions to ensure fit and feasibility - i.e. can we solve the problem, can the customer actually implement? Understand the challenges the customer is running into. Address them with your solution, in the context of their problem. Understand how they will implement the solution, who will be involved, how they will execute. Highlight risk early in the process Focus on the customer's' success Play the long game Contact Mike & Mike hello@catalystsale.com ASU SkySong Catalyst Sale Twitter LinkedIn Please keep the questions coming. We would love to hear about your challenges, how you have overcome them, and any questions you have about B2B Sales, Sales Leadership, Managing up or down in an organization, or growing your own business. 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 - Donald Miller - CEO, StoryBrand Don helps companies "clarify their message so customers engage", he is the CEO of StoryBrand and a New York Times best-selling author. Don joins us this week on the Catalyst Sale podcast to discuss the StoryBrand Framework and how it applies to Sales professionals, marketers, and anyone looking to improve their success. Questions addressed What are two core functions of the human brain? What are prospects/contacts looking for when they scan your email? As a sales pro - should you be the hero? Why do we daydream? What are the 7 stages of the StoryBrand Framework? How does this apply to working with customers? Key Takeaways The first priority of the human brain is survival The next thing the human brain tries to do is conserve calories. Stories create engagement. Simple, clear messaging wins. Customers look for what they can understand the fastest. The purpose of the guide is to help the hero beat the villain and win the day. We all wake up in our story in the hero role, when we come across another hero we compete for resources. When you stop talking about their problem, the story ends. Give your customers a plan, provide the steps necessary for your customer to win the day. Break things down into simple steps, this communicates that working with "us" will be easy. Make sure your call to actions are direct, too often they are passive. Show Links About StoryBrand - https://storybrand.com/about/ Don's Twitter - https://twitter.com/donaldmiller Building a Story Brand (The Book) Building a StoryBrand Podcast: bit.ly/building-a-storybrand-podcast ---------------------- Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.

What impact does an Agile development process have on Sales? We've discussed sales as an Agile process during previous episodes. This week on the Catalyst Sale podcast we discuss the impact of Agile Development Cycles on Sales. What happens when you develop product functionality in the context of sprints vs a waterfall approach? This week Mike Conner is back. He and Mike Simmons discuss the things we should be mindful of when selling a solution in an environment of constant iteration. Questions Addressed How does Agile impact sales? What are the risks of a perpetual pivot? What is Agile? How does Agile change the perspective that the sales professional should take? What are the dependencies from a Product perspective vs Sales perspective vs Marketing perspective vs... Key Takeaways Don't use your live instance as your sandbox. Maybe your first customers will not be your best long term customers, but you should always remember who you are serving. Minimize surprises within your customer base - set expectations. Your internal relationships are critical in an agile organization - these relationships help you with internal and external communication. Build internal and external relationships - these relationships will help you execute on customer requirements. The tighter control you create on the relationships with your customers, the more risk you take on. Capture information in your CRM, Google Docs, Internal Feedback Documents - hold up your end of the value chain. Contact Mike & Mike hello@catalystsale.com Catalyst Sale Twitter LinkedIn Ask Questions - we are happy to talk 1:1 - or answer a question on the podcast. Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get 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.

Maintaining Focus and Doing the Things that are Important Time management is an area where most sales professionals struggle. Everyone has the same number of hours in a day - 24. What we do with these hours is up to us. One way to make the most out of every day is to prioritize and execute. This week on the Catalyst Sale Podcast we revisit the importance of doing the important things, and not falling into the trap of urgency driven by others. Questions Addressed How do you work on what's "Important", not "Urgent"? When you ask others for something, do you set expectations? How often do you revisit your priorities? How do you keep track of success? Are you allowing yourself to be managed by others? Are you working toward your objectives or theirs? Key Takeaways Don't be a Washing Machine It's hard to say No, but you need to learn how to do this with grace or you will find your day consumed with the priorities of others Identify your spectrum of what's important to you. (Mind, Body, Family, Work are the categories Simmons uses - Examples follow) Mind - Meditation Body - 90 minutes of activity per day Family - Relationships Work - Product Development Make the impact that only you can make Show Links Time Management Magic course by Lee Cockerell hello@catalystsale.com Catalyst Sale Twitter LinkedIn Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.

Guests Christie Walters & Jeff Bajorek - Hosts - The Why and The Buy Podcast This week is a pretty special episode of the Catalyst Sale Podcast. We have a roundtable of experience on the show, and we go a little longer than usual. Christie Walters and Jeff Bajorek from The Why and The Buy Podcast join us on part one of a two-part podcast. We discuss how Christie & Jeff met, why they launched a podcast, and what they have learned throughout the process. We also dive pretty deep into what works in sales, common mistakes and missteps, and how to improve your success. Questions addressed Why, "The Why and The Buy"? What Happens if you Focus too much on the tech and the tactics? What is wrong with many of the "Thought Leaders" that are out there today? As a Sales Rep - what do you do? Why does the "Wellness Check" not work? Key Takeaways The enemy of good enough is perfect Be willing to start You do not have to walk the path alone The simplest element is typically the most powerful If you know your whys, the hows and the whats get easier There are no Silver Bullets One of the biggest struggles is distinguishing between the need to pitch, and truly understanding the problem you are solving Be the same sales rep on the 28th of the month as you are on the 3rd. Show Links The Why & The Buy Podcast - http://thewhyandthebuy.com/ Christie's Twitter - https://twitter.com/walterschristie Christie's Website - http://christiewalters.com/ Jeff's Twitter - https://twitter.com/jeffbajorek Jeff's Website - https://www.jeffbajorek.com/ Don't miss part two on The Why and The Buy Podcast later this week ---------------------- 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.

Are There Questions That Are Too Small to Discuss? Although we traditionally discuss some of the bigger problems that organizations run into when looking to generate sales and accelerate growth, sometimes it is the small things that can seem like big problems to new organizations. What happens when you make a decision today, with limited information, or decide to cut a corner, but it creates significant costs down the road? This week on the Catalyst Sale Podcast we discuss some of the easy questions that are sometimes missed. The little problems that can turn into big problems down the road. Questions Addressed Are there problems that are too small for us to address? Why is the "rolodex" hire a potential indicator of risk? What's the best way to connect with Mike & Mike & ask a question? Where can you go inside your own organization? Key Takeaways A question that is not asked can lead to big problems down the road. Hire the right rep for the right time. The "Magical Rolodex" does not exist. Smart people sometimes miss the obvious due to blind spots - do the due diligence. Remember to leverage your network - both inside your company and outside of your organization. There are a lot of people out there who are willing to help - you just have to ask. Remember - the only dumb question is the one that is not asked. Contact Mike & Mike hello@catalystsale.com ASU SkySong Catalyst Sale Twitter LinkedIn Ask Questions - we are happy to talk 1:1 - or answer a question on the podcast. Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get 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 - Jennifer McClure - Speaker, Executive Coach, President of Unbridled Talent & CEO of DisruptHR How do you innovate in a role that historically has been typecast as transactional? Jennifer McClure joins us on the podcast this week. We discuss innovation, building business acumen, how a role in Human Resources relates to sales, and a number of other topics. Jennifer was an amazing guest. Not only did we discover that both of us are D's when it comes to our DISC profiles, but we also both have to push out of our comfort zones to be more extroverted in our jobs. Jennifer talks about setting personal challenges when communicating, including personal gates, such as never being the first person to talk, and not offering a solution until you ask at least one question. Questions addressed What does disruption mean to Jennifer? What are some of the things that are happening in HR when it comes to innovation? How do you distinguish between signal and noise What are some things people should consider when thinking about making a transition (level up, do something different)? What is the secret to being a good coach? What happens if you dismiss HR or others in the hiring process? How can HR (and other) professionals build business acumen? Key Takeaways As an organization or as a leader, if you say you are innovative, but you don't allow people to fail, you are simply fooling yourself. From the receptionist to the switchboard operator, treat people like you would like to be treated - people matter. Your #1 job when going through the interview process is to be the most likable person they interact with. Engage - it will help you differentiate from others in the process. Look in the mirror - be self-aware; you know what's in your head, your job is to get information out of the person you are meeting with, then deliver your information in context. The more we look at talent through the same lens that we look at consumer products, the better we will perform. This will free HR up to work on more strategic things. Think of yourself in the context of a well-rounded business professional. A business leader with HR expertise. Over the next 2 to 3 years Jennifer expects HR to continue to evolve to a much more strategic function - it's not just a phrase, people are our most important resources. If you want to build business acumen, start by developing a curiosity about the business. Start with some foundational questions - i.e. How do we make money? Show Links Jennifer's LinkedIn Profile https://www.linkedin.com/in/jennifermcclure/ DisruptHR - https://disrupthr.co/ Jennifer's Twitter - https://twitter.com/jennifermcclure Jennifer's Website - http://jennifermcclure.net/ ---------------------- 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 fundamentals are what they are - fundamental In this week's Catalyst Sale podcast we start with Zig Ziglar, and the foundational sales skills he shared with others. We then transition into a discussion around other thought leaders from past and present that have shared ideas and concepts that help improve performance. We wrap up with a request of our audience. We ask the audience to share the names of today's thought leaders that they listen to, read, and those they would like us to engage with. Some Zig Ziglar Quotes discussed, include the following. Your Attitude, not your aptitude, will determine your Altitude - Ziglar You can have anything you want in life if you help others get what they want in life - Ziglar If you can dream it, you can achieve it - Ziglar Questions addressed How do the timeless classics impact development today? How important is it to look back to the fundamentals of selling? How did you cut your teeth in sales? Who are the new leaders in this type of content? Community Question - who do you recommend? Key Takeaways Give proper credit If you do not go back and sharpen the saw, you increase your risk Refer back to the timeless classics as a method to sharpen the saw & stir the paint Ask the leaders in your organization for their thoughts on the fundamentals that have helped them get to where they are today. Ask them for their story. Zig would not take 100K for his cassette player if he could not replace it - what are some of the things you would not give up for 100K, if you could not replace them? Don't just look at the data - ask your team questions Conceive, Believe, Achieve Thank you for sharing this episode. If you like what you heard, please provide a rating and/or review via Apple Podcasts, Google Play Music, Stitcher, or your favorite podcast app.Show Links Hardcore History Beyond Selling Value Zig Ziglar Secrets of Closing the Sale - Zig Ziglar See you at the Top - Zig Ziglar Brian Tracy Seth Godin (Startup School podcast) Lee Cockerell Tim Ferris - Cal Fussman (Power of Listening) 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 - Morgan Ingram, Manager, Sales Development at Terminus and Host of the SDR Chronicles The Sales Development Representative (SDR) role is another level of specialization within the sales function. Some organizations have adopted this role and successfully integrated the position into their teams, while others are struggling with success. This week on the Catalyst Sale Podcast, Morgan Ingram, host of the SDR Chronicles joins us to discuss the SDR, the evolution of the role, mindset, and being persistent. Questions addressed What is an SDR? What works in SDR/AE handoffs? Where does the transition fail? How do you onboard a new AE/SDR? What does the transition from SDR to Manager look like? What about transitioning from an SDR to an AE role? What surprised Morgan most about the transition from individual contributor to a manager? Key Takeaways Sweat the details Define success criteria and expectations with each Account Executive As you make the transition into leadership, focus on how you can work for others. Consistency Brings Results - If you don't show up, you can't show out. Monthly data may skew your perception on results, look at the quarterly numbers to help minimize the impact of anomalies. Steady mindset - good things will happen, or bad things will happen - know that the one constant is change. Trust your process. When you feel the fire in something that you are doing, but are not seeing the impact - trust yourself, be persistent. Show Links Morgan's LinkedIn Morgan's Twitter SDR Chronicles Steady Mindset as an SDR Books mentioned in this episode Captivate - Vanessa Van Edwards The Lucifer Effect The Lost Art of Closing - Anthony Iannarino Influence - Robert Cialdini Extreme Ownership - Jocko Willink ---------------------- 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.

Territory Planning - A Catalyst Sale Approach This week on the Catalyst Sale Podcast we discuss the components that makeup the territory plan, including starting from ground zero, and defining your area of focus. Traditionally this starts as a whiteboard exercise for us. We start with a blank whiteboard and go through yes/no questions to refine our focus. Given that this is a whiteboard exercise, a visual follows. In previous episodes, we have discussed the Account Plan and the Call Plan. The territory plan establishes the guardrails that the Account Plan, and subsequent call plans fit within. The call plan is the day to day detail. The three of these should tell the story of how you accomplished your objectives. The Territory Plan is a preview of what's to come. Questions Addressed How do you start building out a territory plan? Where does Account Planning fit into this process? How much time does this take? What if territory planning is not something that is required in my current role? What are some common mistakes that organizations make when it comes to territory planning? Key Takeaways Don't boil the ocean. Compartmentalize and execute - shrink the territory down to something that is manageable. Know your numbers, plan based on the numbers. Allocate ~one hour per week to adapt - Observe, Orient, Decide & Act (OODA Loop) The territory plan helps to identify the spectrum that you plan to work within, or guideposts, for the year Even if territory planning is not a requirement of your role, you may benefit from creating your own. Use the territory planning process as an opportunity to identify new business opportunities & growth. Run your territory as if it were your own franchise. A territory plan should be a living, breathing, document - it is not a one and done proposition. Feed your territory plans with new insight, new information. The plan will and should evolve. Thank you for sharing this episode. If you like what you heard, please provide a rating and/or review via Apple Podcasts, Google Play Music, Stitcher, or your favorite podcast app. Show Links Previous Podcast Episodes Episode 29 - The Account Plan Episode 25 - Planning your Sales Calls Templates Discussed on the Podcast Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.