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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 easy questions that are sometimes missed. The little problems that can turn into big problems down the road. Questions Addressed Are there problems that are too small for us to address? Why is the "rolodex" hire a potential indicator of risk? What's the best way to connect with Mike & Mike & ask a question? Where can you go inside your own organization? Key Takeaways A question that is not asked can lead to big problems down the road. Hire the right rep for the right time. The "Magical Rolodex" does not exist. Smart people sometimes miss the obvious due to blind spots - do the due diligence. Remember to leverage your network - both inside your company and outside of your organization. There are a lot of people out there who are willing to help - you just have to ask. Remember - the only dumb question is the one that is not asked. Contact Mike & Mike hello@catalystsale.com ASU SkySong Catalyst Sale Twitter LinkedIn Ask Questions - we are happy to talk 1:1 - or answer a question on the podcast. Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.

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 also both have to push out of our comfort zones to be more extroverted in our jobs. Jennifer talks about setting personal challenges when communicating, including personal gates, such as never being the first person to talk, and not offering a solution until you ask at least one question. Questions addressed What does disruption mean to Jennifer? What are some of the things that are happening in HR when it comes to innovation? How do you distinguish between signal and noise What are some things people should consider when thinking about making a transition (level up, do something different)? What is the secret to being a good coach? What happens if you dismiss HR or others in the hiring process? How can HR (and other) professionals build business acumen? Key Takeaways As an organization or as a leader, if you say you are innovative, but you don't allow people to fail, you are simply fooling yourself. From the receptionist to the switchboard operator, treat people like you would like to be treated - people matter. Your #1 job when going through the interview process is to be the most likable person they interact with. Engage - it will help you differentiate from others in the process. Look in the mirror - be self-aware; you know what's in your head, your job is to get information out of the person you are meeting with, then deliver your information in context. The more we look at talent through the same lens that we look at consumer products, the better we will perform. This will free HR up to work on more strategic things. Think of yourself in the context of a well-rounded business professional. A business leader with HR expertise. Over the next 2 to 3 years Jennifer expects HR to continue to evolve to a much more strategic function - it's not just a phrase, people are our most important resources. If you want to build business acumen, start by developing a curiosity about the business. Start with some foundational questions - i.e. How do we make money? Show Links Jennifer's LinkedIn Profile https://www.linkedin.com/in/jennifermcclure/ DisruptHR - https://disrupthr.co/ Jennifer's Twitter - https://twitter.com/jennifermcclure Jennifer's Website - http://jennifermcclure.net/ ---------------------- Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.

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 engage with. Some Zig Ziglar Quotes discussed, include the following. Your Attitude, not your aptitude, will determine your Altitude - Ziglar You can have anything you want in life if you help others get what they want in life - Ziglar If you can dream it, you can achieve it - Ziglar Questions addressed How do the timeless classics impact development today? How important is it to look back to the fundamentals of selling? How did you cut your teeth in sales? Who are the new leaders in this type of content? Community Question - who do you recommend? Key Takeaways Give proper credit If you do not go back and sharpen the saw, you increase your risk Refer back to the timeless classics as a method to sharpen the saw & stir the paint Ask the leaders in your organization for their thoughts on the fundamentals that have helped them get to where they are today. Ask them for their story. Zig would not take 100K for his cassette player if he could not replace it - what are some of the things you would not give up for 100K, if you could not replace them? Don't just look at the data - ask your team questions Conceive, Believe, Achieve Thank you for sharing this episode. If you like what you heard, please provide a rating and/or review via Apple Podcasts, Google Play Music, Stitcher, or your favorite podcast app.Show Links Hardcore History Beyond Selling Value Zig Ziglar Secrets of Closing the Sale - Zig Ziglar See you at the Top - Zig Ziglar Brian Tracy Seth Godin (Startup School podcast) Lee Cockerell Tim Ferris - Cal Fussman (Power of Listening) Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.

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, and being persistent. Questions addressed What is an SDR? What works in SDR/AE handoffs? Where does the transition fail? How do you onboard a new AE/SDR? What does the transition from SDR to Manager look like? What about transitioning from an SDR to an AE role? What surprised Morgan most about the transition from individual contributor to a manager? Key Takeaways Sweat the details Define success criteria and expectations with each Account Executive As you make the transition into leadership, focus on how you can work for others. Consistency Brings Results - If you don't show up, you can't show out. Monthly data may skew your perception on results, look at the quarterly numbers to help minimize the impact of anomalies. Steady mindset - good things will happen, or bad things will happen - know that the one constant is change. Trust your process. When you feel the fire in something that you are doing, but are not seeing the impact - trust yourself, be persistent. Show Links Morgan's LinkedIn Morgan's Twitter SDR Chronicles Steady Mindset as an SDR Books mentioned in this episode Captivate - Vanessa Van Edwards The Lucifer Effect The Lost Art of Closing - Anthony Iannarino Influence - Robert Cialdini Extreme Ownership - Jocko Willink ---------------------- Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.

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 Plan. The territory plan establishes the guardrails that the Account Plan, and subsequent call plans fit within. The call plan is the day to day detail. The three of these should tell the story of how you accomplished your objectives. The Territory Plan is a preview of what's to come. Questions Addressed How do you start building out a territory plan? Where does Account Planning fit into this process? How much time does this take? What if territory planning is not something that is required in my current role? What are some common mistakes that organizations make when it comes to territory planning? Key Takeaways Don't boil the ocean. Compartmentalize and execute - shrink the territory down to something that is manageable. Know your numbers, plan based on the numbers. Allocate ~one hour per week to adapt - Observe, Orient, Decide & Act (OODA Loop) The territory plan helps to identify the spectrum that you plan to work within, or guideposts, for the year Even if territory planning is not a requirement of your role, you may benefit from creating your own. Use the territory planning process as an opportunity to identify new business opportunities & growth. Run your territory as if it were your own franchise. A territory plan should be a living, breathing, document - it is not a one and done proposition. Feed your territory plans with new insight, new information. The plan will and should evolve. Thank you for sharing this episode. If you like what you heard, please provide a rating and/or review via Apple Podcasts, Google Play Music, Stitcher, or your favorite podcast app. Show Links Previous Podcast Episodes Episode 29 - The Account Plan Episode 25 - Planning your Sales Calls Templates Discussed on the Podcast Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.

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 prospects are looking for sales professionals who understand their objectives, needs, requirements, and their business. Successful sales professionals do right by the customer, and build relationships for the long term. Questions addressed What does it mean to "Reimagine" sales? How does diversity impact sales and team success? What does "how you sell matters" mean? "What's Next", and what is Tiffani excited about in sales, customer experience, and technology? What will the best brands do in the future? Key Takeaways Innovation comes when you reimagine the business and the customer experience. There is a technical consideration when it comes to team diversity, it's not just about gender or experience. Diverse teams may also include AI/Machines as well as a human component. As a sales professional, you control how you interact with your customers, how you communicate, how you serve them. The greatest salesperson is the customer who advocates on behalf of the organization. Build trust, you have to earn the right to ask your customer/prospect for help. Advice for Founders - get better at sales Advice for Sales Professionals - invest in your personal development Advice for Everyone - get comfortable with technology. Show Links Tiffani's LinkedIn Profile - https://www.linkedin.com/in/tiffanibova Tiffani's Twitter - https://twitter.com/Tiffani_Bova Huffpost article - http://www.huffingtonpost.com/author/tbova-657 Tiffani's Website - http://tiffanibova.com/ What's Next Podcast - https://itunes.apple.com/us/podcast/whats-next-with-tiffani-bova/id1262213009?mt=2 ---------------------- Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.

Listener Question - When does it make sense to buy a mailing list or leads? Buy vs Build is one of the most common questions facing business leaders today. Jordan, a listener in Texas, asks when does it make sense to purchase a list? We address Jordan's question, but also get side-tracked in the discussion and dive deeper into the concept of buy vs build. This week on the Catalyst Sale podcast we discuss how to create a list when prospecting, and we also discuss how to improve your success when buying a list from many of the services that are out in the marketplace. Questions for Consideration When does it make sense to buy a list vs building a list? What factors do we consider when it comes to buying vs building a list? What are the risks with either approach? How does Catalyst Sale evaluate lists? Key Takeaways Whether buying or building - make sure you take the time to test. Identify your buyers and influencers before investing resources. Who is the buyer? What are their roles? Create the list based on what you know about the company/market you are targeting. It may make sense to buy in an environment when your expertise is lacking, time is critical, cost/benefit analysis supports the investment, the budget is available. Show Links Previous Podcast Episodes Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.

Special Episode - Lessons learned in Podcasting with Jody, Mike & Mike This is a unique podcast, it will be posted both in the Catalyst Sale Podcast feed & the Jody Maberry Show feed. This week on the Catalyst Sale podcast Jody, Mike, and Mike discuss the Catalyst Sale podcast, lessons learned, the importance of finding a good partner, and why we chose podcasting. Questions Discussed What have you learned over the course of the past 12 months? How does the podcast fit into your sales process? What is sales, and how does a podcast relate? Why Podcasting? What are some of the surprises that have come with the podcast? Key Takeaways Nerves got the best of us early on, we finally found our stride when we went off script. Over time we have gotten more comfortable. We have received great feedback on the many guests we have had on the show. In hindsight, we would have invited guests early in the process. Consistency is critical - it helps build set expectations, build trust, and has helped us continue on on a positive growth curve. Find the right partner, there is no need to go it alone. Be yourself, don't try to be someone or something else. Show Links HBR Ideacast Tim Ferris Podcast Jocko Podcast Creating Disney Magic Jody Maberry Show Proposal Podcast Drew D'Agostino Previous Podcast Episodes We hope you have enjoyed the podcast as much as we have enjoyed doing it. Please share it with team members, colleagues, friends, and those who might find value in the information. Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.

Is Your Process Slowing your Progress or Improving Performance? Process supports scalability and execution. An effective process is important when creating predictable growth. Lack of process usually results in higher risk, confusion, and inconsistency. This week on the Catalyst Sale podcast we discuss how process potentially prevents or limits progress. We also discuss how process for the sake of process may be driven by ego or a lack of understanding. Process for the sake of process stifles creativity, and may take the focus of the team away from the things that really matter. Questions for Consideration What if a rep/team member challenges you on a current process? Constantly ask yourself - why are we doing this? Where Can I Improve? Is this process for you, or is it for the benefit of the team/organization? Key Takeaways This is how we have always done it - should not be your fall back. Create a culture where asking questions is expected - your team should trust you, you should trust your team. When establishing process, begin with the end in mind & establish guideposts. Give your team the flexibility, the creativity to work within the guideposts. Leverage the strength and experience of your team. We are smarter than me - Barry Libert and Jon Spector Show Links Seven Habits of Highly Effective People We are Smarter than Me Creating Disney Magic Podcast Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.

Guest - Jen Spencer - Vice President of Sales & Marketing, SmartBug Media Jen Spencer joins us on the Catalyst Sale Podcast this week to discuss partners - where to start, what works, common errors, and how to reduce risk. Mike and I also share our experience with partners, both as a partner and a company looking for partners. Jen shares her expertise, and fills in the blanks.Partners can accelerate your path to revenue. They can open up new markets, and provide an opportunity to test feasibility and fit. Questions we address How do you identify good partners? When is it time to exit a partnership? What should a partner on-boarding program include? Why might you choose a partner approach? What are some of the common errors when building a partner program? Key Takeaways Begin with the end in mind (This is an ongoing theme that most listeners will recognize) Treat your partners like you would treat your direct sales team Continue to evaluate success and adapt the relationship as necessary. Thank you for sharing this episode. If you like what you heard, please provide a rating and/or review via Apple Podcasts, Google Play Music, Stitcher, or your favorite podcast app.Show LinksJen's LinkedIn Profile - https://www.linkedin.com/in/jenspencer/ Jen's Twitter - https://twitter.com/jenspencer SmartBug Media - https://www.smartbugmedia.com/ Girls in Tech - https://phoenix.girlsintech.org/ ---------------------- Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform. Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.