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English

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Episodes

#135 - Call Planning a Tactical Discussion

3/26/2019
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Call Planning - How do you Execute? This is the first of a series of podcast episodes where we will focus on sales tactics. This week we discuss the call plan. As has been quoted many times - "Failure to Plan is a Plan to Fail" - Ben Franklin. This prompts the question - how come we often fail to plan for our sales calls? How come each of those calls tend to look the same? Many of the concepts discussed can apply to meeting planning and SME discussions as well. Thank you for sharing the...

Duration:00:19:09

#134 - Guest Amy Volas - Taking the Cringe Out of Recruiting Sales Pros

3/19/2019
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Taking the Cringe Out of Recruiting Sales Pros with Guest Amy Volas This week Amy Volas, Founder & CEO of Avenue Talent Partners, joins us on the podcast. The conversation was great. We covered a wide range of topics including recruiting, sales, recruiting sales professionals, being human, setting expectations, partnering with a recruiter, and executing. Thank you, Amy, for joining us this week - I really enjoyed the conversation. Questions Addressed Why should someone (organization or...

Duration:00:47:31

#133 - How you can overcome Blindspots? - Repost

3/12/2019
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Blindspots - We all Have Them This week on the Catalyst Sale Podcast, we have a listener question from Ann in San Diego. Ann asks - What is something you consistently find within organizations you work with? One of the most consistent things we see across all of the organizations we work with, are the blind spots they have created. Many times these blindspots are a function of focus, attention, and passion. The challenge with blindspots, everyone has them, they require help to identify,...

Duration:00:17:36

#132 - Sales Process - Do You Need One?

3/5/2019
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Sales Process - Do You Need One? Continuing our series on common listener questions, this week we discuss Sales Process, why it is important to have one, common mistakes made when defining sales process, and why the Sales Process is different from the Customer Decision Making Process. Thank you for sharing the Catalyst Sale Podcast with a colleague. Please let us know how you apply the concepts discussed in this episode, via twitter, facebook or LinkedIn. Questions Addressed What are...

Duration:00:16:18

#131 - Connecting Security, Technology, Leadership and Sales - Guest Mike Kail

2/26/2019
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Connecting Security, Technology, Leadership and Sales with Guest Mike Kail Mike Kail is the CTO of Everest.org, with over 25 years working in technology companies from large to early-stage startups. We discuss Security, SecDevOps, Sales and Software Development Alignment, Sales Rep Outreach, Compensation, Leadership, Focus, etc. This discussion crosses a number of different critical areas that will impact your organization. Thank you Mike for joining us this week - the discussion was...

Duration:00:36:46

#130 - Training - Is it an Expense or an Investment?

2/19/2019
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Training - Is it an Expense or an Investment? CFO asks "what if we train our people and they leave?" Someone else asks "What if we don't train them, and they stay?" - this story/set of quotes has been uttered so many times, I'm not sure who we should attribute it to. This week on the Catalyst Sale Podcast we discuss the question - Is Training an Investment or an Expense? We also discuss how to handle the objection if the person you are working with holds a different opinion. Thank you for...

Duration:00:18:35

#129 - KPIs - Measuring Your Success - Repost

2/12/2019
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Key Performance Indicators This week is a repost of one of our original podcasts on Key Performance Indicators. We discuss some common errors when creating KPIs, general best practices, and some practical examples. We also discuss how KPIs can be established outside of sales, and be used to measure other aspects of the organization's success. When we think of these metrics we usually begin with the end in mind. We identify the desired behavior(s), desired state, and some of the key...

Duration:00:18:33

#128 - Regaining Momentum and Kicking Off the New Year - Again

2/5/2019
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Regaining Momentum and Kicking off the New Year - Again Executing on Your Objectives - This week on the Catalyst Sale Podcast we discuss maintaining focus on your goals in the New Year, at a time where you might be losing momentum. Momentum may have faded, you may have already decided to wipe the slate clean. It's February - get refocused, and start executing. Thank you for sharing the Catalyst Sale Podcast with a colleague. Please let us know how you apply the concepts and tactics...

Duration:00:22:33

#127 - Territory Planning that Works - Repost

1/29/2019
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Territory Planning that Works - A Catalyst Sale Approach This is a repost of one of our earlier podcast episodes where we cover a topic that we receive a number of questions on Territory Planning. 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...

Duration:00:17:46

#126 - When Is It Time to Scale Your Team?

1/22/2019
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How Do You Know When It Is Time to Add Members to your Team? This week on the Catalyst Sale Podcast we discuss some of the questions you should ask yourself when determining if it is time to scale your team, how to onboard new team members, and how to integrate them into your organizational culture. Thank you for sharing the Catalyst Sale Podcast with a colleague. Questions Addressed How do you know when it is time to Scale? Key Takeaways Motivation-Based Interviewing Show...

Duration:00:22:16

#125 - Mentoring - Repost

1/15/2019
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REPOST - Listener Question - Mentoring on the Job This week on the Catalyst Sale podcast we review a listener topic. Spencer asked if we could discuss the importance of having a good mentor as a new rep OR a seasoned rep starting with a new company or in a new industry. It is through mentoring programs and job shadowing programs that organization information can be passed down from person to person, and generation to generation. It is also through these programs that creativity can be...

Duration:00:20:09

#124 - Sell Without Selling Your Soul with guest Liz Wendling

1/8/2019
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Sell Without Selling Your Soul - with author Liz Wendling Liz Wendling is a sales coach and consultant for women, sales professionals, and a few smart men. Liz is also the author of Selling Without Selling Your Soul Bringing integrity to the sales world was Liz's inspiration for this book. Since we are all selling something, Liz thought it was time to drop the baggage, and focus on the thing that keeps us in business - Sales. I hope you enjoy the conversation as much as I did. Questions...

Duration:00:49:59

#123 - Is it Time to Leave Your Job?

1/1/2019
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How Do You Know When It Is Time To Leave Your Job? This is the time of year where many of us take the time to reflect, we think about what the past year has provided, and what we plan to accomplish in 2019. This week we discuss some of the questions you should ask yourself when determining if it is time to look elsewhere, and move on. We also discuss the importance of exiting with grace, and handling your business appropriately. Thank you for sharing the Catalyst Sale Podcast with a...

Duration:00:22:20

#122 - The First Noel with Guest Jeff Noel

12/25/2018
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The First Noel with Guest Jeff Noel Jeff is spent 30 years building an amazing career at the Walt Disney Company. The last 15 years a speaker with the Disney Institute. I am really excited to have Jeff join us this week, in what I hope is an annual Christmas appearance. This week we discuss Jeff's blogs, which he has published daily since April 1st 2009, goal setting, sales, learning, and execution. I hope you enjoy the conversation as much as I did. Questions Addressed Key...

Duration:00:33:04

#121 - Prospecting and Outreach

12/18/2018
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Common Listener Questions - Prospecting & Outreach Prospecting & outreach is another common topic we discuss with folks we coach, clients we work with, and listeners of the podcast. This week we dive deep into the tactical detail of conducting research, beginning outreach, and the importance of context. One assumption we make in this podcast is that you are operating in an organization that has not adopted an inbound approach, and the core of your business comes from direct outreach and...

Duration:00:20:19

#120 - Leaders Eat Last a Catalyst Sale Book Review

12/11/2018
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Leaders Eat Last - Why Some Teams Pull Together and Others Don't - a Catalyst Sale Book Review This week on the Catalyst Sale Podcast we review Simons Sinek's "Leaders Eat Last", the episode is brought to you by our sponsor - getAbstract. Questions Addressed Trust Call to Action Show Links Leaders Eat Last - Simon SinekCarol Quinn - Motivation-Based Interviewing Time Management - Lee Cockerell episodegetAbstractCatalyst Sale Live Chat Thank You Thank you for rating and reviewing the...

Duration:00:22:13

#119 - Pricing - How Should We Approach Pricing?

12/4/2018
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Common Listener Questions - Pricing Another common set of questions we receive from those who listen to our podcast, as well as potential clients and current clients, revolve around pricing. How should we price our product or service? Also asked as, How should we approach price? These are two of the more common questions around pricing. This week on the Catalyst Sale podcast we discuss pricing, and wrap up the discussion with a brief conversation on addressing the price...

Duration:00:21:16

#118 - Listener question - How do you survive as a salesperson in a siloed organization?

11/27/2018
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How do you survive as a salesperson in a siloed organization? This week on the Catalyst Sale Podcast, we have a listener question. James wonders, how do you survive as a salesperson in a siloed organization? Many of us have dealt with this challenge at one point or another. Lack of access, lack of awareness, lack of engagement across functional areas within an organization. In many organizations, this is by design. In others, it is a function of the culture. Silos create an alignment risk...

Duration:00:23:42

#117 - Open to Think with Author Dan Pontefract

11/20/2018
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Guest - Dan Pontefract, Author - Open to Think Dan is the author of Open to Think, an awesome read on the process of thinking, aspects of thinking, issues that get in the way of thinking, and what you can do about improving your thinking. We hope you enjoy this discussion as much as we did. Thank you for listening to & sharing the Catalyst Sale Podcast. Questions Addressed Why do we like to go to the signal? Key Takeaways Dream, Decide, Do - Repeat Show Links Dan's TwitterOpen To...

Duration:00:42:29

#116 - Reflecting on the Year and Getting Ready for Next Year

11/13/2018
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Reflecting on the Year and Getting Ready for Next Year Looking back on the year and preparing for the upcoming year is a practice that many of us consider this time of year. Some wait until the beginning of the year, some start around October/November. Reflection is critical, it provides an opportunity to evaluate and enjoy success, consider opportunities for improvement, and determine focus for the following year. This week on the podcast we talk about the importance of reflection,...

Duration:00:20:19