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Catalyst Sale Podcast

Business

Sales is a thinking process. The Catalyst Sale Podcast is a weekly podcast with Catalyst Sale founder Mike Simmons and host Jody Maberry. We discuss real stories with practical application, in the context of B2B Sales. Other topics discussed include - Sales Strategy, Revenue Operations, Training, Onboarding, Sales Enablement, Organization Enablement, Workforce Development, and Execution.

Sales is a thinking process. The Catalyst Sale Podcast is a weekly podcast with Catalyst Sale founder Mike Simmons and host Jody Maberry. We discuss real stories with practical application, in the context of B2B Sales. Other topics discussed include - Sales Strategy, Revenue Operations, Training, Onboarding, Sales Enablement, Organization Enablement, Workforce Development, and Execution.

Location:

United States

Description:

Sales is a thinking process. The Catalyst Sale Podcast is a weekly podcast with Catalyst Sale founder Mike Simmons and host Jody Maberry. We discuss real stories with practical application, in the context of B2B Sales. Other topics discussed include - Sales Strategy, Revenue Operations, Training, Onboarding, Sales Enablement, Organization Enablement, Workforce Development, and Execution.

Language:

English

Contact:

4807727448


Episodes

Start the Year Off Right and Maybe Get Things Back on Track - 234

1/11/2021
In this episode, Mike and Jody talk about ways to start the year off right even if you have already abandoned your New Year’s Resolution. Questions Answered: How do we start the year off right?What do we do to get back on track? Key Takeaways: People cannot disrupt the attitude that you take, the effort you put forth, the attention you use when doing work.Go back to the why behind the decision and start executing again.There is no shortage of good things you can do.You have to do the work...

Duration:00:18:50

Breaking Down a Problem - 233

1/4/2021
In this episode, Mike and Jody talk about why it is a good idea to break down a problem in order to execute and solve. Key Takeaways: You aren’t going to know where your blindspots are until something or someone helps reveal those things.If you can break a problem down enough, then you can get it done.Establish time, understand risk, and then make a decision.Be specific about what you want to solve and why you want to solve it.Limit it down to the things that you can achieve, that you can...

Duration:00:21:55

Systems Thinking, Scientific Method and Ethics in Sales with Guest Liston Witherill - 232

12/28/2020
In this episode, Mike talks to Liston Witherill. Liston is the Author of Serve Don’t Sell, the Chief of Sales Insights at Serve Don’t Sell and is the host of The Modern Sales Podcast. Questions Answered: What is the connection between environmental science and sales?Why do sales folks struggle with systems thinking concepts?Do you believe people struggle with practice?Why is it important to discuss ethics in sales?What challenges our ethics when it comes to sales?How can we create better...

Duration:00:37:28

The 2nd Noel - with Jeff Noel - 231

12/25/2020
Jeff Noel is back for a special episode of the Catalyst Sale Podcast. We talk about a number of things, with a specific focus on Home. Make sure to take the 72 hour challenge that we mention at the end of the podcast. I'm going to keep the show notes short - your can learn more about Jeff Noel by following his podcast "If Disney Ran Your Life" or following him at junglejeff.com Jeff's Podcast - If Disney Ran Your LifeJeff's Blogs Mind Body SpiritFamily Health Work HealthJeff's...

Duration:00:31:53

Marketing, Social & Digital Content - with Guest Amber Naslund - 230

12/21/2020
In this episode, Mike talks with Amber Naslund. Amber is a Principal Consultant at LinkedIn. She leverages her expertise to help some of the top brands in the world build outstanding digital content strategies. Questions Answered: Why can’t we do more of what the internet is good at?Are there ways for us to leverage the good?How can we converse better on social channels?How can we get better?How do you differentiate between fundamentals and tactics? Key Takeaways: The internet is its own...

Duration:00:48:46

Talent War - with Co-Author George Randle - 229

12/15/2020
In this episode, Mike talks to George Randle, Managing Partner at EF Overwatch and Co-Author of Talent War. Questions Answered: What inspired the book?Why do we fall into the trap of thinking industry experience is critical?Why do HR professionals struggle with pushing back?What is effective intelligence?What is resilience?What is Hire for Character, Train for Skill? Key Takeaways: Drive home the point that it is critical to have people with the 9 character attributes we talk about in the...

Duration:00:40:39

Sales without being Salesy - 228

12/8/2020
In this episode, Mike and Jody discuss how to be in Sales without being salesy. Questions Answered: What advice do you have to help folks avoid being "Salesy"? Key Takeaways: When people think of “salesy” they think used car salesman or door to door sales people and they don’t want to be that because they don’t feel comfortable with that approach.You have to believe in the product you are selling.Even more important, you have to believe in the problem you are solving for.You can be more...

Duration:00:14:06

Building Comp Plans - 227

12/1/2020
In this episode, Mike and Jody answer a listener question about building comp plans. Listen in to know what you should consider when building a comp plan and what you want to avoid. Questions Answered: What should I consider when developing a comp plan?What are common mistakes people make when doing a comp plan? Key Takeaways: Know what you are trying to accomplishKnow what modeling you are comfortable using when thinking about the over-arching cost of sale.Know how much risk you are...

Duration:00:19:39

Onboarding a Sales Rep - Testing and Learning - 226

11/24/2020
In this episode, Mike talks with Tanner Brock about the conclusion of the three month test with Catalyst Sale. This is the fourth round of this series. Check out episodes 212, 215, and 220, if you missed the first three sessions. Questions Answered: What would Tanner never do again?What did we learn throughout the test?What would have done differently?What will change as we go forward? Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into...

Duration:00:31:36

Game Plan - Goal Setting and Execution - 225

11/16/2020
Listen in as Mike and Jody discuss how to use the Catalyst Sale G.A.M.E. Plan template for goal-setting and execution. Questions Answered: What is the G.A.M.E. Plan?What do each of the letters stand for?How do we download the guide? Key Takeaways: A framework you can use to help improve your ability to execute on your goals.G = GoalA = ActivitiesActions you are going to take to reach your goalM = MetricsMeasurables -A way to hold yourself accountableE = ExecutionThings you use to keep you...

Duration:00:16:02

Seven Traps - That Get In Your Way - 224

11/10/2020
In this episode, Mike and Jody discuss some of the traps Mike has identified that keep people from obtaining their goals. Questions Answered: How did you come up with the 7 Traps?What are some of the traps?How do we download the guide? Key Takeaways: There are things that we all do and reasons that we do these things. Imagine if you put a little structure behind it, how much more you could accomplish. Trap # 1 - Being Vague With Your GoalsTake a more specific approachDesign backward so...

Duration:00:16:31

The Value of Practice - 223

11/2/2020
In this episode, Mike and Jody discuss the importance and value of practice. Key Takeaways: There is a time and place for thinkingPlanning is so important in all the work we do.You can draw a correlation between business and many things - business and sports, business and cooking, etc…You increase your ability to execute if you operate in that muscle memory mode.There is value in being intentional in the way you practice.Ask what missed opportunities your sales team hadSee if your team can...

Duration:00:19:15

Building Out Process and Revenue Operations with Guest Tim Clarke - 222

10/26/2020
On this episode, Mike is joined by Tim Clarke. They discuss building out process & timing and how you can build out your revenue operations engine. Tim is a Managing Partner at Growth Sigma. Growth Sigma helps growth leaders align and execute against the four most important parts of the enterprise sales system. Questions Answered: How does system design apply in the context of Sales and building out revenue engines?What are the 4 P’s?Why do we overcomplicate building out a process?How can...

Duration:00:34:29

Ask for Help - 221

10/19/2020
In this episode, Mike and Jody discuss confidence in sales, asking for help and enjoying the thinking that sales requires. Questions Answered: How do we gain confidence when starting in Sales?Why do Sales experts not seek help?How do we enjoy the thinking that goes into Sales? Key Takeaways: Being able to trust the process leads to confidenceWhen you have a stable set of systems, tools, methods and approach, you can improve confidence and capability.Territory Planning - understanding your...

Duration:00:15:01

Onboarding Someone New To Sales - Round 3 - 220

10/12/2020
In this episode, Mike talks with Tanner Brock about his continued onboarding experience with Catalyst Sale. This is the third round of this series. Check out episodes 212 and 215, if you missed the first two sessions. Questions Answered: What’s not working?What are some of the things we will test regarding follow-up?What are some common challenges?What are some things we are going to start? Key Takeaways: Spraying and praying approach is not working. Squinting too much to fit people in.Go...

Duration:00:25:45

How To Apply Basic Sales Skills When Job Hunting - Guest Mike Conner - 219

10/5/2020
Mike Conner is back.... In this episode, Mike talks with Mike about ways to apply basic sales skills when job hunting, along with a number of other things. Don't miss the last 10 min where we discuss some foundational things many sales pros miss. Questions Answered: How can you apply sales skills to a job huntWhat basic things can early Sales Pros do better? Key Takeaways: Be sure to take time to have an evaluation process. Ask if you really enjoy what you are doing.Ask, is this new...

Duration:00:44:23

Sales is Life - 218

9/28/2020
In this episode, Mike and Jody discuss a listener question regarding the Catalyst Sale Frameworks. Questions Answered: Why is it that the Catalyst Sale Frameworks are effective not just for sales, but for other areas of life?How does it change things to have a plan?Where else can the frameworks apply?How often do you think of the frameworks being used outside of sales?Why did you decide that The Reset was worth doing? Key Takeaways: Sales is Life and Life is Sales.In any engagement, you...

Duration:00:17:37

Problem Solving, Growth, and Building Businesses - Erik Kostelnik - 217

9/21/2020
In this episode, Mike and Erik Kostelnik talk about solving problems, working towards execution and building out your business. Erik is the Founder and CEO of Postal.io Questions Answered: Why do people struggle with engagement?How have things changed in our current environment?What is your approach to problem solving?How do you avoid scope creep?What is your decision making process?Why do we get sucked into the lures?How can you be easy to do business with?How can we manage the growth...

Duration:00:48:32

Common Pipeline Challenges - 216

9/14/2020
In this episode, Mike and Jody discuss the definition of pipeline and common challenges associated with a Sales pipeline. Questions Answered: When we say pipeline, what are we talking about?What are some common pipeline challenges?Are there different segments of the pipeline? Key Takeaways: Sum of all of the opportunity that is out there = pipelineWeighted probability of closing that business = forecastChallenge 1 - actually doing the work and getting in front of customersChallenge 2 -...

Duration:00:19:29

How Do You Onboard Someone New To Sales - 215

9/7/2020
In this episode, Mike talks with Tanner Brock about his continued onboarding experience with Catalyst Sale. Questions Answered: What has been the worst thing that has happened so far?How are you overcoming this issue?Why might our outreach number be lower than we expect?What’s next?Do we apply call planning in the context of outreach?How do we measure success? Key Takeaways: Adjustment into an official sales role has been the hardest so far.Rather than trying to be an expert, I am going...

Duration:00:23:29