Find My Catalyst Podcast

Guest - Tiffani Bova - Global, Customer Growth, Sales and Innovation Evangelist at Salesforce and host of the What's Next Podcast Tiffani Bova joins us on the Catalyst Sale Podcast this week to discuss innovation within the sales profession, customer experience, taking ownership of your personal development, and "What's Next" in sales and customer success. Have you thought about the transition from optimization to transformation to reimagining the customer experience? Customers and prospects are looking for sales professionals who understand their objectives, needs, requirements, and their business. Successful sales professionals do right by the customer, and build relationships for the long term. Questions addressed What does it mean to "Reimagine" sales? How does diversity impact sales and team success? What does "how you sell matters" mean? "What's Next", and what is Tiffani excited about in sales, customer experience, and technology? What will the best brands do in the future? Key Takeaways Innovation comes when you reimagine the business and the customer experience. There is a technical consideration when it comes to team diversity, it's not just about gender or experience. Diverse teams may also include AI/Machines as well as a human component. As a sales professional, you control how you interact with your customers, how you communicate, how you serve them. The greatest salesperson is the customer who advocates on behalf of the organization. Build trust, you have to earn the right to ask your customer/prospect for help. Advice for Founders - get better at sales Advice for Sales Professionals - invest in your personal development Advice for Everyone - get comfortable with technology. Show Links Tiffani's LinkedIn Profile - https://www.linkedin.com/in/tiffanibova Tiffani's Twitter - https://twitter.com/Tiffani_Bova Huffpost article - http://www.huffingtonpost.com/author/tbova-657 Tiffani's Website - http://tiffanibova.com/ What's Next Podcast - https://itunes.apple.com/us/podcast/whats-next-with-tiffani-bova/id1262213009?mt=2 ---------------------- 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.

Listener Question - When does it make sense to buy a mailing list or leads? Buy vs Build is one of the most common questions facing business leaders today. Jordan, a listener in Texas, asks when does it make sense to purchase a list? We address Jordan's question, but also get side-tracked in the discussion and dive deeper into the concept of buy vs build. This week on the Catalyst Sale podcast we discuss how to create a list when prospecting, and we also discuss how to improve your success when buying a list from many of the services that are out in the marketplace. Questions for Consideration When does it make sense to buy a list vs building a list? What factors do we consider when it comes to buying vs building a list? What are the risks with either approach? How does Catalyst Sale evaluate lists? Key Takeaways Whether buying or building - make sure you take the time to test. Identify your buyers and influencers before investing resources. Who is the buyer? What are their roles? Create the list based on what you know about the company/market you are targeting. It may make sense to buy in an environment when your expertise is lacking, time is critical, cost/benefit analysis supports the investment, the budget is available. Show Links Previous Podcast Episodes 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.

Special Episode - Lessons learned in Podcasting with Jody, Mike & Mike This is a unique podcast, it will be posted both in the Catalyst Sale Podcast feed & the Jody Maberry Show feed. This week on the Catalyst Sale podcast Jody, Mike, and Mike discuss the Catalyst Sale podcast, lessons learned, the importance of finding a good partner, and why we chose podcasting. Questions Discussed What have you learned over the course of the past 12 months? How does the podcast fit into your sales process? What is sales, and how does a podcast relate? Why Podcasting? What are some of the surprises that have come with the podcast? Key Takeaways Nerves got the best of us early on, we finally found our stride when we went off script. Over time we have gotten more comfortable. We have received great feedback on the many guests we have had on the show. In hindsight, we would have invited guests early in the process. Consistency is critical - it helps build set expectations, build trust, and has helped us continue on on a positive growth curve. Find the right partner, there is no need to go it alone. Be yourself, don't try to be someone or something else. Show Links HBR Ideacast Tim Ferris Podcast Jocko Podcast Creating Disney Magic Jody Maberry Show Proposal Podcast Drew D'Agostino Previous Podcast Episodes We hope you have enjoyed the podcast as much as we have enjoyed doing it. Please share it with team members, colleagues, friends, and those who might find value in the information. 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.

Is Your Process Slowing your Progress or Improving Performance? Process supports scalability and execution. An effective process is important when creating predictable growth. Lack of process usually results in higher risk, confusion, and inconsistency. This week on the Catalyst Sale podcast we discuss how process potentially prevents or limits progress. We also discuss how process for the sake of process may be driven by ego or a lack of understanding. Process for the sake of process stifles creativity, and may take the focus of the team away from the things that really matter. Questions for Consideration What if a rep/team member challenges you on a current process? Constantly ask yourself - why are we doing this? Where Can I Improve? Is this process for you, or is it for the benefit of the team/organization? Key Takeaways This is how we have always done it - should not be your fall back. Create a culture where asking questions is expected - your team should trust you, you should trust your team. When establishing process, begin with the end in mind & establish guideposts. Give your team the flexibility, the creativity to work within the guideposts. Leverage the strength and experience of your team. We are smarter than me - Barry Libert and Jon Spector Show Links Seven Habits of Highly Effective People We are Smarter than Me Creating Disney Magic 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.

Guest - Jen Spencer - Vice President of Sales & Marketing, SmartBug Media Jen Spencer joins us on the Catalyst Sale Podcast this week to discuss partners - where to start, what works, common errors, and how to reduce risk. Mike and I also share our experience with partners, both as a partner and a company looking for partners. Jen shares her expertise, and fills in the blanks.Partners can accelerate your path to revenue. They can open up new markets, and provide an opportunity to test feasibility and fit. Questions we address How do you identify good partners? When is it time to exit a partnership? What should a partner on-boarding program include? Why might you choose a partner approach? What are some of the common errors when building a partner program? Key Takeaways Begin with the end in mind (This is an ongoing theme that most listeners will recognize) Treat your partners like you would treat your direct sales team Continue to evaluate success and adapt the relationship as necessary. 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 LinksJen's LinkedIn Profile - https://www.linkedin.com/in/jenspencer/ Jen's Twitter - https://twitter.com/jenspencer SmartBug Media - https://www.smartbugmedia.com/ Girls in Tech - https://phoenix.girlsintech.org/ ---------------------- 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.

Patience Matters in Sales? An aggressive mentality tends to be something we look for when identifying sales potential. It is a characteristic that we reinforce when recognizing top performers and one we tend to highlight during an interview process. What about patience though? Where does patience fit in? Can you be patient and aggressive? Is there a difference between patience when it comes to your career vs how you manage sales cycles? This week on the Catalyst Sale podcast we discuss patience, revealing urgency, and the importance of planning. We also discuss how a lack of patience may be driven by ego, and the risk of letting your ego get in the way. Planning is critical in sales. When it comes to managing sales cycles, a project plan can help you help your customers navigate the decision process. Develop a plan, and work the plan. When it comes to your career, an honest assessment of where you and where you want to go is important to your long term success, and determining if you are on the right track. 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.

Have you ever meet an emotional Sales professional? Emotions are part of the game in life, and certainly in sales. Don't let yourself get too high or too low. If you read the press clippings or listen to the noise, remember that you are never as good as they say you are, nor are you as bad as you might think you are. The inverse also applies. This week on the Catalyst Sale Podcast we talk about the impact success and failure can have on your sales career. We discuss the importance of staying the course and trusting your process. We also discuss why it may be necessary to reevaluate your process. One of the worst mistakes a sales rep can make is to allow a slump, a stall, or a loss prevent them for future success. The second worst mistake is allowing success to take their eye off the ball, and lose focus. Remember - the only constant is change. 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.

Listener Question - What are some best practices when working with a recruiter? Mike Conner is back this week, he and I tackle a listener question from Max in California. Max is interested in our perspective on working with recruiters. Specifically best practices, best approach & some ideas around what has worked for us in the past. Recruiters - they can be the key to a successful job hunt, or the perceived that prevents success. Mike Simmons and Mike Conner discuss best practices when working with recruiters, and how to identify a great recruiter, on this weeks episode. We also discuss some horror stories we have experienced as part of a hiring project we are currently working on. It is amazing how early career sales professionals (and even those later in our careers) can miss the easy things. We share some general thoughts on the importance of finding a good fit when working with a recruiter, why building a relationship is critical, and how you should treat this like you would any other complex sale you have managed. A good recruiter can be worth their weight in gold. If the foundation is not based on trust and clear expectations, how can you expect them to execute? Please let us know if you would like us to have a recruiting expert join us on a future episode of the Podcast. 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. Also, thank you for listening to this week's podcast. 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 - Ira Bernstein - Founder, Rampt Consulting Ira Bernstein joins us on the Catalyst Sale Podcast this week to discuss onboarding - what works, where to start, common errors, and how to reduce risk. Mike and I also share our experience with companies we have worked for and with, while Ira fills in the blanks and shares his expertise. Organizations who onboard effectively, establish outcomes, create a plan, execute, and look at learning as on an ongoing experience. It doesn't need to happen in 2 weeks, what if it happens over a 2 month period? Perspective is critical - start first with where you want the employee to be. Questions we address What's the purpose of assessment in the onboarding process? How do you test for desired behavior? What about manager accountability? Where does onboarding fit? Is there value in the designer "carrying a bag"? Key Takeaways When considering building your onboarding program - design with an expected set of outcomes. Determine if knowledge transfer is occurring - set tests to validate assumptions. Beware of jargon, and focus on what you want them to learn. As an example - How often do you want them to use the acronyms in their engagement with the customer base? Simplifying the onboarding process - can have a positive impact. 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 Rampt Consulting Ira's LinkedIn Profile Blog Post - https://ramptconsulting.com/4-signs-your-sales-onboarding-program-is-broken/ Blog Post - https://ramptconsulting.com/youre-limiting-hiring-pool-dont-even-know/ ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via Apple Podcasts 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. If you have questions about the Catalyst Sale approach, how we help organizations validate and identify product market fit and break through plateaus, you can reach us at hello@catalystsale.com Please send listener questions and feedback to hello@catalystsale.com or contact us directly on Twitter, Facebook or LinkedIn. Contact us today to learn more.

Host Question - What is an SSI Score? Jody threw us a curveball this week, with his own question. He has heard Mike and I give each other a hard time about our individual SSI score, and finally asked - what is an SSI score? This prompted a discussion and a Catalyst Sale Research Project. There's an old saying in business - "Be careful what you measure, because what you measure is what you will get". In sales the sales profession, we measure a number of things - from booked revenue, which is a lagging indicator of success, to several leading indicators tied to sales process velocity and opportunity valuations based on sales process execution. We discussed some of these metrics on a previous podcast with Matt Ostanik On this week's episode of the Catalyst Sale Podcast, we discuss a research project we are kicking off at Catalyst Sale. We are interested in gathering industry data on the LinkedIn SSI score. Is there a direct correlation between the SSI score and individual or team sales performance? Is there an ideal SSI score? Important Links What's your SSI score? - Click here this link to find out What is the SSI? Catalyst Sale SSI Survey for Sales Professionals Catalyst Sale SSI Survey for Sales Leadership Catalyst Sale SSI Landing Page - Fill this out if you would like the results. Thank you for participating in the survey. We will share the results with all participants who provide their contact information. Data will be reported anonymously. Thank you for listening to this week's podcast. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. 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. 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.