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United States

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English

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Episodes

#138 - Consistency - How do you Execute and What Tools do you Use?

4/15/2019
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Consistency - How do you Execute and What Tools do you Use? This is the second of a series of podcast episodes where we will focus on sales tactics. This week we discuss the importance of consistency, and how the practice of consistency as a strategy translates into specific tactics. We also discuss some of the tools that help us maintain consistency and execute. Thank you for sharing the Catalyst Sale Podcast with a colleague. Please let us know how you apply the concepts discussed in...

Duration:00:14:52

#137 - Is Sales an Agile Process? - Repost

4/8/2019
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Is Sales an Agile Process? - Repost Is sales agile? Mike and Mike tackle this question of sales in the context of agile methodologies. We also discuss how this development approach applies within the Catalyst Sale Process. Successful sales professionals are agile by design. Whether thinking about how we work with customers or how we work with our team, critical thinking and iteration are core requirements of the job. Mike & Mike also share some experience with cross-functional team...

Duration:00:22:01

#136 - Thinking Differently to Do the Impossible with Guest Jeff Noel

4/1/2019
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Thinking Differently to Do the Impossible with Jeff Noel Jeff joined us on a previous podcast episode (First Noel) at the end of 2018. It's April 1st, and Jeff is back to help us think differently and do the impossible. Embrace the freedom of April Fools day to challenge your thoughts, push your limits, ask questions, and do the impossible. I hope you enjoy the conversation as much as I did. Questions Addressed Key Takeaways Michael Eisner - A Work in Progress Show Links Jeff's...

Duration:00:33:51

#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 has 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