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Listener Question - What do you mean by "Sales is a Thinking Process?" It's more than just our tagline, it's a guiding concept of ours. We have not found a substitute for thinking, and hopefully, we never do. On this week's episode of the Catalyst Sale Podcast, we answer Val's question about sales as a thinking process. We discuss some common misperceptions, challenges, and our approach at Catalyst Sale. A thoughtful process applies to sales in general, we address the importance of business acumen and putting the customer first in the context of b2b sales. We also hit on the tee-ball culture, desire for things to be easy, and the constant pursuit for a silver bullet that helps get a deal done. There are no easy buttons, there are no shortcuts, competition and sales require work. We really enjoy listener questions, please send them to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. 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.

Dan Peter joins us on this week's Catalyst Sale Podcast. Dan is a Salesforce MVP, and Lead Applications Engineer at Kenandy. Dan started his Salesforce development career in 2009, and is an active leader in the Salesforce community. Connect with @DanielJPeter on twitter, or look for him at the next Bay Area Salesforce Developer Meetup. We discuss a number of topics including Ohana at Salesforce, the importance of diversity, women in technology, and AI. Links to additional information regarding many of the topics we discuss follow. Bay Area Salesforce Developer Group https://www.meetup.com/ForceDotCom/ https://twitter.com/forcedevmeetup Snowforce (Salt Lake City, UT) conference recap: https://macgyverforce.com/2017/03/26/snowforce-2017-the-salesforce-crossroads-of-the-west/ Punta Dreamin' (Punta del Este, Uruguay) conference recap: https://macgyverforce.com/2017/04/23/a-salesforce-conference-in-uruguay-yes/ Listing of all the Salesforce community conferences https://allthedreamin.wordpress.com/ Salesforce Trailhead "Cultivate Equality at Work" https://trailhead.salesforce.com/trails/champion_workplace_equality Women in Technology Sandy Kurtzig - https://www.kenandy.com/leadership/sandy-kurtzig/ About Us Page - https://www.kenandy.com/about/ Salesforce Einstein - The impact of AI on data, and creating Superhuman capabilities. https://www.salesforce.com/products/einstein/overview/ Catalyst Sale Sales is a Thinking Process. Our sales process includes Validation, Qualification, Fit, and Feasibility, Proposal, Closed Won & the Confirmation Step. You can learn more about Catalyst Sale by following us on LinkedIn, Twitter, & via the Catalyst Sale Website.

Listener Question - Should you force the demo? Mike from New Jersey asks about using demos as a key metric in measuring the sales team success. Be careful what you ask for. When managing teams, you tend to get what you measure. If you and your team are compensated based on the number of demos that your team delivers, this may be a good metric. If your focus is on revenue, this may not be the best metric to focus on. This week Mike & Mike share their approach get into a deep discussion around demoing, the timing of the demo, personalization for the customer, demo loops, and many of the common mistakes made when you rush to demo. Thanks for listening and for sharing our podcast with your team. Catalyst Sale Sales is a Thinking Process. Our sales process includes Validation, Qualification, Fit, and Feasibility, Proposal, Closed Won & the Confirmation Step. You can learn more about Catalyst Sale by following us on LinkedIn, Twitter, & via the Catalyst Sale Website.

Where do you start when planning an effective Sales Training Event or Global Sales Meeting. At Catalyst Sale, we start with the following questions. What is the current state? What is the desired state? What are your gaps? How will you execute? How will you follow-up and hold the team accountable? Who are the experts in your organization that you can lean on? There are no Silver Bullets, but there are some practical experiences you can put your team through to help improve performance. Effective training, sales or otherwise, includes the delivery of information, an opportunity to demonstrate retention/application of the new skill, and a chance to test and retest the concepts in a simulated environment. Unfortunately, most organizations stop here, reps go home, training is not reinforced, and the team operates the way they always have. This week Mike & Mike share their approach in planning sales meeting, implementing new sales training programs, and some background on this Catalyst Sale area of practice. Thanks for listening & for sharing with your team. Catalyst Sale Sales is a Thinking Process. Our sales process includes Validation, Qualification, Fit, and Feasibility, Proposal, Closed Won & the Confirmation Step. You can learn more about Catalyst Sale by following us on LinkedIn, Twitter, & via the Catalyst Sale Website.

Listener Question - Customer Churn Churn is inevitable. It should be considered in your business planning, as it is something most organizations experience on a monthly basis. What if you are a rep though, and something happens beyond your control? How do you get things back on track? What happens if you need to take one step backward in order to move things forward? Let's say you are an Account Manager or Customer Success Manager, and you find that the Account Executive over promised, now you are under delivering. Or, maybe the customer's perspective of what they purchased has changed. Maybe you are dealing with a new decision maker, or there is a disconnect between the original decision maker and the team tasked with implementing. At Catalyst Sale, we are focused on the long game. This week a listener question draws attention to the things that happen beyond your control, and when it makes sense to recommend that a client reduces their investment with your organization. We also review why it is important to factor in churn as you work through your budget planning process, and when is the right time to discuss it. Catalyst Sale Sales is a Thinking Process. Qualification, Fit, and Feasibility are core components of our sales process. You can learn more about Catalyst Sale via our website. or by following us on LinkedIn, Twitter, & the Catalyst Sale Website.

In this weeks' episode of the Catalyst Sale Podcast we talk about pushing the reset button if necessary. (hopefully this is not the case) We also talk about building on success, creating your foundation for the future, and execution. Sales planning & execution, territory planning, goal setting, and adjusting like a champion all are discussed. You can find us via LinkedIn, Twitter, & The Catalyst Sale Website

Why a culture of transparency is good, and how you can identify the risk of over-sharing. Leadership, many times requires creating a buffer, helping to shield your team from information that may reduce focus. At the same time, your team can reach new levels in both creativity and impact if they have all of the details. The importance of transparency is recognized by both new leaders, and those who have recorded a number of years of experience. A common topic addressed by Jocko Willink, in both his book Extreme Ownership & on his podcast, is decentralized command. Decentralized command is impossible if the team does not understand the commander's intent. Commanders intent requires transparency. In this weeks' episode of the Catalyst Sale Podcast we discuss why transparency, from a sales leadership perspective, is important at Catalyst Sale. We also discuss the risks associated with transparency, and why providing a buffer is critical when leading a high performing team.

The Catalyst Sale Account Plan - Strategic Account Plan Template At Catalyst Sale we look at the account plan as the roadmap of where we have been, and where we expect to go with an account. The document is critical to effective strategic sales, and account management. This plan fits into our qualification stage of our sales process, and will be utilized through proposal, confirmation, and beyond. Account planning includes baseline information such as goals, objectives, the roles of the players in the relationship. It also should include a list of open questions, or gaps in knowledge. The things we need to know, but have not yet determined or uncovered. An effective account plan should read like a story, one that can be used to allow senior leadership, or other players on the team to read up on an account quickly. We address the why, the who, the what, and via the 30/60/90/180 & past 90, and the when. In this weeks' episode of the Catalyst Sale Podcast, we share our personal experience related to strategic account planning, why it is worth the investment of time, and how we apply this approach with our client base. Catalyst Sale - Account Plan Template Sales is a Thinking Process. Catalyst Sale is a learning organization first and foremost. That's why we care about a thinking process that enables results versus a process that tells people what to do. We aim to add value whenever we can, and our true success is measured by the sustainability of our work long after we complete a project. We surround ourselves with good company and never stop learning. You can find us via LinkedIn, Twitter, & The Catalyst Sale Website on the links below; Mike Conner on Twitter Mike Simmons on Twitter Mike Conner on LinkedIn Mike Simmons on LinkedIn Catalyst Sale Twitter Catalyst Sale on LinkedIn Catalyst Sale Website

Letting a Customer Go. When is it time to move on? Bob Dylan famously sung "The times they are a-changin'". Whether in business or in life, the relationships you are engaged with are in a constant state of change. New information is gathered, perspectives change, objectives change. Many times this change is good for both parties. However there are times when change requires additional action. That additional action may include letting a customer go. The strategic fit may no longer be there, or you may no longer be able to help. In this weeks' episode of the Catalyst Sale Podcast we share our personal experience related to making the tough choice to let a customer go. And why, it may be good for both of your businesses. We discuss the right way, and the wrong way to let a customer go. We also discuss the importance of not doing this alone. Catalyst Sale Sales is a Thinking Process. Catalyst Sale is a learning organization first and foremost. That's why we care about a thinking process that enables results versus a process that tells people what to do. We aim to add value whenever we can, and our true success is measured by the sustainability of our work long after we complete a project. We surround ourselves with good company and never stop learning. You can find us via LinkedIn, Twitter, & The Catalyst Sale Website on the links below; Mike Conner on Twitter Mike Simmons on Twitter Mike Conner on LinkedIn Mike Simmons on LinkedIn Catalyst Sale Twitter Catalyst Sale on LinkedIn Catalyst Sale Website

Sales Enablement - The Swiss Army Knife of your Sales Organization - Catalyst Sale Podcast Sales Enablement takes on a different meaning depending on who is involved in the conversation, and who is driving the mission. Today, there are a number of sales enablement technologies that have entered the marketplace. Sales enablement goes well beyond tools and technology. It includes process, it includes communication, it includes integration. It can be the bridge that connects marketing, operations, engineering, technology, finance, and operations. In our experience, the ability for someone, or a group, that plays the role of connector across lines of business will help you minimize false starts. In this weeks' episode of the Catalyst Sale Podcast we share how we define sales enablement at Catalyst Sale, why you may want to consider this type of role in your organization, and how to execute. Mike and Mike also share their experience with building a sales enablement team from the ground up. Catalyst Sale Sales is a Thinking Process. Catalyst Sale is a learning organization first and foremost. That's why we care about a thinking process that enables results versus a process that tells people what to do. We aim to add value whenever we can, and our true success is measured by the sustainability of our work long after we complete a project. We surround ourselves with good company and never stop learning. You can find us via LinkedIn, Twitter, & The Catalyst Sale Website on the links below; Mike Conner on Twitter Mike Simmons on Twitter Mike Conner on LinkedIn Mike Simmons on LinkedIn Catalyst Sale Twitter Catalyst Sale on LinkedIn Catalyst Sale Website