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Catalyst Sale Podcast

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Location:

United States

Language:

English

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4807727448


Episodes

Episode 68 - Host of the Sales Success Stories

12/12/2017
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Guest - Scott Ingram - Host of the Sales Success Stories Podcast Scott Ingram joins us this week to share the insight and knowledge he has gained since launching the Sales Success Stories podcast. He shares some thoughts on pattern recognition across his guests, practical examples of how they go about doing their work, and why they have been successful. Scott also announces a conference he is launching in 2018. Thank you for listening, sharing, and reviewing the podcast. Please keep the...

Duration: 00:35:57


Episode 67 - On Location with Ambition

12/5/2017
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Guest - Brian Trautschold - Co-Founder, Ambition This week we are on location in Chattanooga with Brian Trautschold the cofounder of Ambition. Brian and I revisit a common subject - there are no silver bullets. We also discuss how data can be used to self-assess and identify ways to improve personal performance, what's changing in sales technology, and why technology is not the solution for bad culture. Questions addressed Key Takeaways There are no silver bulletsMost of the tech that...

Duration: 00:22:39


Episode 66 - Stop Selling After Yes

11/28/2017
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Do you introduce additional risk by selling after "Yes"? We've discussed many topics on the Catalyst Sale podcast since the launch in October 2016. This week we discuss selling after yes. Many have heard this phrase, yet continue to do it. This is something that likely happens when the sales process is rushed, either by our side or the client's side. If you skip steps or rush the process, you tend to make assumptions. When these assumptions are revisited, they can lead to confusion, a...

Duration: 00:15:04


Episode 65 - Building a Story Brand - Donald Miller

11/21/2017
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Guest - Donald Miller - CEO, StoryBrand Don helps companies "clarify their message so customers engage", he is the CEO of StoryBrand and a New York Times best-selling author. Don joins us this week on the Catalyst Sale podcast to discuss the StoryBrand Framework and how it applies to Sales professionals, marketers, and anyone looking to improve their success. Questions addressed Key Takeaways Show Links https://storybrand.com/about/https://twitter.com/donaldmiller Building a Story...

Duration: 00:21:14


Episode 64 - How does the Agile Organization Impact Sales?

11/14/2017
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What impact does an Agile development process have on Sales? We've discussed sales as an Agile process during previous episodes. This week on the Catalyst Sale podcast we discuss the impact of Agile Development Cycles on Sales. What happens when you develop product functionality in the context of sprints vs a waterfall approach? This week Mike Conner is back. He and Mike Simmons discuss the things we should be mindful of when selling a solution in an environment of constant...

Duration: 00:22:49


Episode 63 - Doing Important Work

11/7/2017
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Maintaining Focus and Doing the Things that are Important Time management is an area where most sales professionals struggle. Everyone has the same number of hours in a day - 24. What we do with these hours is up to us. One way to make the most out of every day is to prioritize and execute. This week on the Catalyst Sale Podcast we revisit the importance of doing the important things, and not falling into the trap of urgency driven by others. Questions Addressed Key Takeaways Show...

Duration: 00:16:34


Episode 62 - If You Know Your Whys...

10/30/2017
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Guests Christie Walters & Jeff Bajorek - Hosts - The Why and The Buy Podcast This week is a pretty special episode of the Catalyst Sale Podcast. We have a roundtable of experience on the show, and we go a little longer than usual. Christie Walters and Jeff Bajorek from The Why and The Buy Podcast join us on part one of a two-part podcast. We discuss how Christie & Jeff met, why they launched a podcast, and what they have learned throughout the process. We also dive pretty deep into what...

Duration: 00:37:59


Episode 62 - If You Know Your Whys...

10/30/2017
More
Guests Christie Walters & Jeff Bajorek - Hosts - The Why and The Buy Podcast This week is a pretty special episode of the Catalyst Sale Podcast. We have a roundtable of experience on the show, and we go a little longer than usual. Christie Walters and Jeff Bajorek from The Why and The Buy Podcast join us on part one of a two-part podcast. We discuss how Christie & Jeff met, why they launched a podcast, and what they have learned throughout the process. We also dive pretty deep into what...

Duration: 00:37:59


Episode 61 - The Small Stuff

10/24/2017
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Are There Questions That Are Too Small to Discuss? Although we traditionally discuss some of the bigger problems that organizations run into when looking to generate sales and accelerate growth, sometimes it is the small things that can seem like big problems to new organizations. What happens when you make a decision today, with limited information, or decide to cut a corner, but it creates significant costs down the road? This week on the Catalyst Sale Podcast we discuss some of the...

Duration: 00:23:45


Episode 61 - The Small Stuff

10/24/2017
More
Are There Questions That Are Too Small to Discuss? Although we traditionally discuss some of the bigger problems that organizations run into when looking to generate sales and accelerate growth, sometimes it is the small things that can seem like big problems to new organizations. What happens when you make a decision today, with limited information, or decide to cut a corner, but it creates significant costs down the road? This week on the Catalyst Sale Podcast we discuss some of the...

Duration: 00:23:45


Episode 60 - Jennifer McClure - Disruption & Innovation in HR & Sales

10/16/2017
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Guest - Jennifer McClure - Speaker, Executive Coach, President of Unbridled Talent & CEO of DisruptHR How do you innovate in a role that historically has been typecast as transactional? Jennifer McClure joins us on the podcast this week. We discuss innovation, building business acumen, how a role in Human Resources relates to sales, and a number of other topics. Jennifer was an amazing guest. Not only did we discover that both of us are D’s when it comes to our DISC profiles, but we...

Duration: 00:31:36


Episode 60 - Jennifer McClure - Disruption & Innovation in HR & Sales

10/16/2017
More
Guest - Jennifer McClure - Speaker, Executive Coach, President of Unbridled Talent & CEO of DisruptHR How do you innovate in a role that historically has been typecast as transactional? Jennifer McClure joins us on the podcast this week. We discuss innovation, building business acumen, how a role in Human Resources relates to sales, and a number of other topics. Jennifer was an amazing guest. Not only did we discover that both of us are D’s when it comes to our DISC profiles, but we...

Duration: 00:31:36


Episode 59 - Fundamentals in Sales

10/10/2017
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The fundamentals are what they are - fundamental In this week’s Catalyst Sale podcast we start with Zig Ziglar, and the foundational sales skills he shared with others. We then transition into a discussion around other thought leaders from past and present that have shared ideas and concepts that help improve performance. We wrap up with a request of our audience. We ask the audience to share the names of today’s thought leaders that they listen to, read, and those they would like us to...

Duration: 00:23:33


Episode 59 - Fundamentals in Sales

10/10/2017
More
The fundamentals are what they are - fundamental In this week’s Catalyst Sale podcast we start with Zig Ziglar, and the foundational sales skills he shared with others. We then transition into a discussion around other thought leaders from past and present that have shared ideas and concepts that help improve performance. We wrap up with a request of our audience. We ask the audience to share the names of today’s thought leaders that they listen to, read, and those they would like us to...

Duration: 00:23:33


Episode 58 - What is an SDR? - With guest Morgan Ingram

10/3/2017
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Guest - Morgan Ingram, Manager, Sales Development at Terminus and Host of the SDR Chronicles The Sales Development Representative (SDR) role is another level of specialization within the sales function. Some organizations have adopted this role and successfully integrated the position into their teams, while others are struggling with success. This week on the Catalyst Sale Podcast, Morgan Ingram, host of the SDR Chronicles joins us to discuss the SDR, the evolution of the role, mindset,...

Duration: 00:27:28


Episode 58 - What is an SDR? - With guest Morgan Ingram

10/3/2017
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Guest - Morgan Ingram, Manager, Sales Development at Terminus and Host of the SDR Chronicles The Sales Development Representative (SDR) role is another level of specialization within the sales function. Some organizations have adopted this role and successfully integrated the position into their teams, while others are struggling with success. This week on the Catalyst Sale Podcast, Morgan Ingram, host of the SDR Chronicles joins us to discuss the SDR, the evolution of the role, mindset,...

Duration: 00:27:28


Episode 57 - Building a Territory Plan from Scratch

9/26/2017
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Territory Planning - A Catalyst Sale Approach 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 refine our focus. Given that this is a whiteboard exercise, a visual follows. In previous episodes, we have discussed the Account Plan and the Call...

Duration: 00:17:46


Episode 57 - Building a Territory Plan from Scratch

9/26/2017
More
Territory Planning - A Catalyst Sale Approach 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 refine our focus. Given that this is a whiteboard exercise, a visual follows. In previous episodes, we have discussed the Account Plan and the Call...

Duration: 00:17:46


Episode 56 - Tiffani Bova - Innovation in Sales and Customer Experience

9/19/2017
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Guest - Tiffani Bova - Global, Customer Growth, Sales and Innovation Evangelist at Salesforce and host of the What’s Next Podcast Tiffani Bova joins us on the Catalyst Sale Podcast this week to discuss innovation within the sales profession, customer experience, taking ownership of your personal development, and “What's Next” in sales and customer success. Have you thought about the transition from optimization to transformation to reimagining the customer experience? Customers and...

Duration: 00:29:39


Episode 56 - Tiffani Bova - Innovation in Sales and Customer Experience

9/19/2017
More
Guest - Tiffani Bova - Global, Customer Growth, Sales and Innovation Evangelist at Salesforce and host of the What’s Next Podcast Tiffani Bova joins us on the Catalyst Sale Podcast this week to discuss innovation within the sales profession, customer experience, taking ownership of your personal development, and “What's Next” in sales and customer success. Have you thought about the transition from optimization to transformation to reimagining the customer experience? Customers and...

Duration: 00:29:39

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