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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

Creativity at Work and Life with Craig Sybert - 250

5/25/2021
In this episode, Mike talks with Craig Sybert, Senior Systems Consultant at Envolve Media and Producer/Creator of the Music Musing Podcast. They discuss creativity and its importance in the workplace. Key Takeaways: You can be creative, but unless you have the basics, you can’t really starting playing with it and creating.Creativity helps you think things through deeper than the surface levelIn order to be creative in a certain field, you need to keep up with the current trends.Knowing...

Duration:00:53:47

Positive Mindset, Slowing Down, and the OODA loop - 249

5/20/2021
In this episode, Mike and Jody discuss the importance of a positive mindset and slowing down. Question for the Audience: Do we lose people or your referrals because we say “Sales” in the name of the podcast? Key Takeaways: Our job in sales is to cover the gap between problems known or unknown and solutions that are known or unknown and helping our customers actually make an impact in their business.Slow down even when dealing with urgent things.Assess the situation, breathe, ask for help,...

Duration:00:20:07

Stories form the Field with DeJuan Brown - 248

5/10/2021
In this episode, Mike talks with DeJuan Brown, Senior Director, Seismic. This conversation covers a number of topics including community, learning and the buyer journey. Key Takeaways: Those of us that have any type of audience should make a better effort to bring attention to where attention is warranted. Use the platform you have to magnify other voices.Look for the voices you learn from and help to amplify thoseLearn-Teach-LearnBest way to retain what you’ve learned is to teach someone...

Duration:00:40:33

Sales and Marketing Alignment with CRO Darryl Praill - 247

5/5/2021
In this episode, Mike talks with Darryl Praill, CRO VanillaSoft. They cover a myriad of topics ranging from Sales and Marketing Alignment to creating a culture where people feel comfortable with cross team collaboration. Key Takeaways: Misalignment comes when you think your view is the only way/view.Have an intentional perspective. Are you being intentional and trying to understand all perspectives.If you want the cheapest source of information that’s going to have the most profound impact...

Duration:00:41:15

Jen Spencer Demand Generation and the CRO - 246

4/22/2021
In this episode, Mike talks with Jen Spencer about the role of sales and marketing in demand generation and her new role as CRO at SmartBug Media. Key Takeaways: You have to make hard decisions when it comes to demand generation, having data helps. Organizations struggle when they don’t have that data - it becomes an emotional decision when data is absent.Use data to tell a story.Failure comes when you’re not aligned across the board.We are still in the early days of the CRO role in...

Duration:00:44:54

Chris Walker Returns - Demand and Revenue Generation - 245

4/12/2021
In this episode, Mike talks with Chris Walker about marketing, sales, and revenue operations. Chris is the Founder and CEO of Refine Labs. Key Takeaways: It’s the mindset of the executives at the highest level that drive everything down. The first tree to plant is a ridiculously intimate understanding of your customers.It’s often marketing on the hook for continued growth.Figure out your logical benchmark conversion rate that you should be aiming for. Is there a gap?Focus long-term on...

Duration:00:53:40

Generating Revenue - Common Mistakes - 244

4/6/2021
Generating Revenue - Common Mistakes In this episode, Mike and Jody discuss four common mistakes Sales Reps make when it comes to generating revenue. Common Mistakes: Believing that people care about the problem you solve for enough to pay for your product or service. If they aren’t interested enough to pay for your product or service, you won’t generate revenue.If they aren’t solving for the problem today, they either haven’t been able to find a solution or they don’t care.Not enough...

Duration:00:15:08

Mindset - Locus of Control - 243

3/22/2021
In this episode, Mike and Jody continue their discussion on the topic of mindset and discuss internal versus external locus of control. Key Takeaways: Internal locus of control - you are able to look at situations and say “I understand what happened and I can go accomplish what I need to accomplish.”External locus of control - things tend to happen to youThere are things we can control and things that are outside of our control. When we understand the difference between the two, we can go...

Duration:00:18:15

Mindset and Music - 242

3/8/2021
In this episode, Mike and Jody talk about the different ways that music can affect your mindset. Key Takeaways: Music can have a visceral impact. Range helps.Music is powerful.Music can help to shift a mindset.Mindset is an important aspect of Sales.Find something that inspires you - don’t be embarrassed by the music that works for you.Twitterand let us know what your go to song or soundtrack is. Episode Links: Mindset with Jeff Noel - A Practical Discussion Mindset Blog Post Want More...

Duration:00:17:21

Clubhouse - What is it, Who Cares, and Why? - 241

3/2/2021
In this episode, Mike and Jody talk about their experiences so far on Clubhouse. Key Takeaways: You need to go in knowing value you want to get out of it.Currently an iOS device is needed for access.In order to join, you need to be invited.The level of intention you put toward it is extremely important. You need to be really deliberate about listening.Be selective about the rooms you decide to enter.Find rooms that have fewer people. This allows you the chance to be heard and to ask...

Duration:00:18:43

Negotiation - Simplified - 240

2/22/2021
In this episode, Mike and Jody discuss negotiation and why it isn’t as hard as you think. Questions Answered: If negotiation doesn’t happen at the end, when does it happen?What is negotiation?What questions can you ask to determine what your customer values? Key Takeaways: Common mistake - thinking negotiation is something that happens at the end.You are always in a negotiation. You are always trading pieces of information with folks.Negotiation happens throughout the entire journey with...

Duration:00:20:03

Project Management - Simplified - 239

2/15/2021
In this episode, Mike and Jody discuss project management and what it has to do with Sales Skills. Questions Answered: What does project management have to do with Sales Skills?How do you break project management down?How does it change if we are a small organization?What are the elements of project management? Key Takeaways: Planning - can I put together a plan that will help me execute? Assess risks, identify gaps.Resources - what resources are required?AccountabilityInteractions that...

Duration:00:18:42

Ray Edwards - Copywriting, Sales, and Coffee - 238

2/8/2021
In this episode, Mike is joined by Ray Edwards. Ray is a communications strategist and author of How To Write Copy That Sells. Ray is also the host of the Ray Edwards Show. Questions Answered: How do we create the same type of sales experience when we are not in the room?What can we learn from movies about writing copy?Does it make sense to be deliberate about the copy you write for videos?What can folks do to get better at writing copy? Key Takeaways: It is better to think it through...

Duration:00:32:42

The Importance of saying "I Don't Know" - 237

2/1/2021
In this episode, Mike and Jody discuss the importance of saying “I don’t know” when talking with prospects or customers. Key Takeaways: It is shocking how many people are uncomfortable saying “I don’t know.”It is important to follow-up with “I will find out,” “I will get an answer,” or “I’ll get back to you.”Don’t be dismissive when using “I don’t know.”You come across as more confident saying “I don’t know,” followed by one of the phrases than to fill in the gaps with random...

Duration:00:13:33

Research and Call Prep - 236

1/26/2021
In this episode, Mike and Jody discuss how to prepare for your initial conversation with a prospect and why the preparation piece is important. Questions Answered: How do you prepare for the initial conversation with a prospect? Key Takeaways: Determine how you found out about the person you will be talking to. Did they contact you or did you identify them as a prospect?I want to gather as much information as I can about the person based on the data we have collected from our website,...

Duration:00:18:46

How's the Culture in Your Kingdom? - with author Dan Cockerell - 235

1/20/2021
In this episode, Mike talks with Dan Cockerell about his new book, What’s The Culture In Your Kingdom? Key Takeaways: The book is broken into 4 sections: Leading Yourself, Leading Your Team, Leading Your Organization and Leading Change.Studies have shown that CEO’s who have emotional intelligence have better results.It doesn’t take a lot to be good at connecting with people.Growth mindset is key.You never know the door that you open, what door will open after that.Don’t sell a product,...

Duration:00:41:02

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