Podcasts about catalyst sale

"Remember, in that interview process you may want the job, but they want to hire you." Notable Moments 01:32 Creating clarity in the interview process 03:31 Identify who is going to be in the room 04:13 Know their objectives  05:27 Understand your objectives 07:52 Desired next steps 11:11 Managing risk in new situations Effective communication can set you apart in any interview process. Best Culture Solutions was started with a vision of helping leaders create winning cultures and helping job seekers land roles they love. Along the way, I have had the opportunity to collaborate with a number of industry experts including Mike Simmons of Catalyst Sales. Mike's insights on using communication tools during interviews have been game-changing for so many clients. Mike has a fantastic tool for interview prep that he shared on our recent podcast episode. Read more about it here in our blog.  Connect with Mike https://findmycatalyst.com Twitter - https://twitter.com/simmons_m Linkedin - https://www.linkedin.com/in/mikesimmons/ Catalyst Sale - Link Tree - https://linktr.ee/catalystsale GAME Plan - https://catalystsale.com/game Catalyst Sale - https://catalystsale.com/  Catalyst Sale Courses - https://catalystsale.mykajabi.com/store Catalyst Sale Podcast - https://catalystsale.libsyn.com/ Initial Clarity Call - https://calendly.com/simmons_catalystsale/25min-initial Twitter - https://twitter.com/simmons_m LinkedIn - https://www.linkedin.com/in/mikesimmons/ Connect with Tim and his team: Website: https://bestculturesolutions.ca/ LinkedIn: Best Culture Solutions, Inc Instagram: @best.culture.solutions   Email: tim@bestculturesolutions.ca

"Go out and do the work on your own to figure your stuff out. Don't expect somebody else to figure your stuff out for you." If you're feeling stuck in your job search, don't give up. Get clarity. Navigating your career path can sometimes feel like an endless maze with no exit in sight. It's that overwhelming moment when you think, "I need a change, but where do I even start?" That's where clarity comes in. Read more on our blog here. Connect with Mike https://findmycatalyst.com Twitter - https://twitter.com/simmons_m Linkedin - https://www.linkedin.com/in/mikesimmons/ Catalyst Sale - Link Tree - https://linktr.ee/catalystsale GAME Plan - https://catalystsale.com/game Catalyst Sale - https://catalystsale.com/  Catalyst Sale Courses - https://catalystsale.mykajabi.com/store Catalyst Sale Podcast - https://catalystsale.libsyn.com/ Initial Clarity Call - https://calendly.com/simmons_catalystsale/25min-initial Twitter - https://twitter.com/simmons_m LinkedIn - https://www.linkedin.com/in/mikesimmons/ Connect with Tim and his team: Website: https://bestculturesolutions.ca/ LinkedIn: Best Culture Solutions, Inc Instagram: @best.culture.solutions   Email: tim@bestculturesolutions.ca  

Unleash your potential as Mike Simmons, the catalyst seeker, disrupts the status quo, shatters limitations, and guides you to achieve your goals through innovative thinking and a simplified game plan.Does this sound familiar? You've been told to simply set goals and work hard to achieve your dreams, but despite your efforts, something is still missing. The pain of putting in all that effort and not seeing the results you desire can be discouraging and demotivating. It's time to break free from this ineffective cycle and discover the strategies that will truly unleash your potential and lead you to success.In this episode, you will be able to:Discover the strategies to tap into your hidden talents for personal and professional growth.Learn proven techniques to set meaningful goals and stay motivated to achieve them.Effectively plan and execute your goals for maximum success.My special guest is Mike SimmonsMeet Mike Simmons, a seasoned professional who has leveraged his experience from the corporate world, including his time with the Walt Disney Company, to help individuals like you gain clarity and achieve their goals. As the founder of Catalyst Sale, Mike understands the struggles of feeling stuck and stagnant in life and career. Through his two by two process, he offers practical tools and strategies to help you break free from the rut and make meaningful decisions. Mike's relatable approach and personal experiences make him a trusted guide in goal setting and execution. Get ready to be inspired and equipped with the knowledge and insights you need to create a life worth living. Join us as we dive deep into Mike's story and discover how you can apply his expertise to your own journey.Go to BeyondTheRut.com/capsho for your free 14-day trial and see for yourself. Click on BeyondTheRut.com/capsho to claim your free 14-day trial and see for yourself. Click on BeyondTheRut.com/capsho to claim your free 14-day trial and see for yourself.Support the showMusic Hopeful Camping Folk | Camping by Alex-Productions | https://youtu.be/aUHdSwhiNVU Music promoted by https://onsound.eu/ Go to BeyondTheRut.com/capsho for your free 14-day trial and see for yourself. Click on BeyondTheRut.com/capsho to claim your free 14-day trial and see for yourself. Support the show

This week's guest started his professional career studying Psychology in college, and has used it while coaching his clients and sales professionals around the world. He has over 20+ Years in the EdTech space, and is now running The Catalyst Sale, where he helps technical SaaS founders and team leaders scale their organizations from $2M - $80M ARR. He helps build playbooks, laying out process, frameworks, systems, tools, and everything in between.  He is a husband, Father, and ardent Golfer Please join me in welcoming Mike Simmons to The 20% Podcast. In this week, episode, we discussed: Helping Others Be The Best They Can How Important Systems Are  Mike's Goal Setting Process Problem Solving 101 Ego and Loyalty Much More Please enjoy this week's episode with Mike Simmons ____________________________________________________________________________ I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me!  Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-community I want your feedback! Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn.

“When you start deconstructing goals into smaller pieces, I think that most people realize that they actually are pretty goal oriented and can design for success.” -Mike Simmons   In this episode, you will: Get acquainted with the Catalyst Sale game plan system for streamlined goal setting and achievement. Discover how self-reflection and recognizing personal values and purpose contribute to your success. Understand the power of feedback and community dynamics for continuous growth and learning.   Episode Resources: Clearing Our Head Before Setting Goals Webinar Find My Catalyst Project Lab   Catch up on our last 3 episodes: Transform Your Life with Jerry Dugan's Five F's Approach to Intentional Living Unlocking Tech Opportunities with Corey Kossack The Power of Manifestation and Self-Awareness with Sharath Kuruganty   Connect With Us! Instagram YouTube Twitter LinkedIn www.catalystsale.com Please share this podcast episode with friends and colleagues and leave us a review and rating via your favorite podcast platform.  

This week our host Brandi Starr is joined by Mike Simmons, Fractional (CRO) Sales & Success Leader at Catalyst Sale. Mike has worked in high growth tech companies over the past 22+ years as an individual contributor and leader. With pivotal roles at UPS, SmartForce (acquired by SkillSoft), O'Reilly Media, and with clients such as Intel, Microsoft, MIT, the Walt Disney Company, Full Sail University, and a number of early-stage start-ups. A coach, an enabler, and a leader who knows that legacy is built through developing better leaders, Mike's work is built on a combination of processes, frameworks, methods, tools, & applied thinking. He helps business leaders and founders find clarity, stop second-guessing the work they do, and take the next logical step. In this week's episode, the second installment of Revenue Rehab's my journey series, Brandi and Mike discuss his unusual path to the present in My Journey Mike Simmons: An Uncommon Career Path to GTM Leadership. Links: Get in touch with Mike Simmons on: LinkedIn Twitter Catalyst Sale Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live

Mike Simmons is the Founder of Catalyst Sale, a Sales consultancy. He helps companies achieve MLG via proper, modern, non-spam Sales. He is the host of the show “Find My Catalyst” Mike dons B2B buyers' flip flops to share buying preferences for Marketing + Sales: ✅aware of vendors via peers/network/referrals/WOM/influencers via content/social/communities (tks to Marketing + Marketing's influence on peers) ✅learn about/try/buy vendors via peers and website (tks to Marketing) w/OPTION for Sales ❌Turn off + tune out: telemarketing, email spam, LinkedIn spam, bribery via gift cards (Sales Development)

Today we have Mike Simmons, founder of Catalyst Sale. In today's episode, Mike will tactically share how masterfully set up next steps at the end of a sales call. Interested in investing in your sales skills some more? check out FDTC University. Questions? Connect with me on LinkedIn over here.

It's time to celebrate - episode 300 is here. Jody joins me to reflect on the past 299 episodes, why I will continue to invest in the podcast, and what's next. Show Links Improve velocity in your pipeline with Catalyst Sale process, tools, design, and methods. Coaching Catalyst Courses Catalyst Sale YouTube - Whiteboard Wednesdays Execute Better. Start getting the right things done, in the right order, and grow your business. http://catalystsale.com/game  Connect with Mike Mike Simmons Catalyst Sale

My Catalyst this week is Lee Salz.  We get pretty deep into what it means to "Sell Different" - and how you can do it in your organization and your territory. When salespeople aren't winning deals at desired levels or volumes, executives turn to Lee B. Salz. Lee is a leading sales management strategist and founder of Sales Architects®. He has helped hundreds of companies, in various industries and sizes, create marketplace disruption – leading to explosive, profitable growth. Lee challenges executives to blast through the artificial barriers that impede their success. He is an entrepreneur, results-driven consultant, and dynamic keynote speaker. Clients say he has a gift for architecting sales success. He is an award-winning, bestselling author of six books including: “Sell Different!,” "Sales Differentiation,” and “Hire Right, Higher Profits.” He is also a columnist with the Business Journals, serves on the Sales Education Advisory Board, and is the Program Advisor to Kansas State University's Strategic Selling Institute. Connect with Lee. Lee Salz on LinkedIn Target Client Profile Sell Different Sales Architects Create Clarity & Focus Inside your Organization. Interested in discussing how you can create clarity and focus inside your organization, improve alignment, and "maximize your MIN"? - contact Mike via LinkedIn or the Catalyst Sale website. Connect with Mike Mike Simmons Catalyst Sale

Lee Benson is my Catalyst on this episode. With more than 25 years of experience as a CEO, Lee understands the challenging tensions that exist between putting people first while remaining focused on performance.  Over the past 25 years Lee has founded 7 companies with exits ranging from a few million dollars to well into 9 figures. He has worked with hundreds of leadership teams in companies ranging in size from 4 employees to over 40,000 employees (both for-profit and nonprofit). In this conversation we discuss the MIND Methodology, developed by Lee and his team to help organizations gain clarity, maintain focus, and not let process become prioritized over what's "Most Important". Connect with Lee Lee Benson on LinkedIn The ETW website Max Your MIN Interested in discussing how you can create clarity and focus inside your organization, improve alignment, and "maximize your MIN"? - contact Mike via LinkedIn or the Catalyst Sale website. Connect with Mike Mike Simmons Catalyst Sale

This week - my catalyst is Tim Schurrer Tim knows what it takes to build a winning team. He spent almost a decade of his career launching two brands— StoryBrand and Business Made Simple—as COO alongside New York Times bestselling author Donald Miller. Before that Tim worked at TOMS as well as Apple Inc. He is the host of the Build a Winning Team podcast, where he offers listeners actionable advice as he interviews some of the top leaders in business. Tim lives in Nashville, Tennessee, with his wife, Katie, and their two kids. CONNECT WITH TIM http://SecretSocietyBook.com https://instagram.com/timschurrer/ http://linkedin.com/in/timschurrer/ https://twitter.com/timschurrer Listen to Tim's episode with Katie on the One Spark Solutions podcast - https://onespark.libsyn.com/discovering-the-secret-society-of-success-tim-schurrer This episode is brought to you by the Catalyst G.A.M.E Plan. Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter  or LinkedIn. You can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com. 

In this episode, Mike is joined by Coach Kurt Hines. If you are a coach, an athlete, a parent, a teacher or a leader, this episode is a must listen.  Key Takeaways: The process of building a successful team is a living, breathing organism. My passion for coaching is empowering as many people as I can. People want to know that they make a difference, that they would be missed if they didn't show up. Life doesn't happen to us, it happens for us. A huge key to success is loving your life. Be where your feet are. Find people that are passionate about life and spend time with them. Growth is painful but necessary. The world is overpopulated with people who are self proclaimed experts. There aren't enough people who are passionate. We need more humble leaders.  We are all leaders. The questions are, who are we leading and where are we leading them? It's our job as coaches to selflessly serve others. Getting players to know their worth as people gets me fired up. Sports build character when coaches intentionally teach and model character. Leaders have to model accountability as a blessing and an opportunity to grow. The way to build relationships is to spend time with people -don't over complicate it. It doesn't need to be fancy. Share moments with people.  We miss so much of life by looking ahead.  Links: Coach Kurt Hines on Twitter Coach Kurt Hines on Instagram Coach Kurt Hines on TikTok CoachKurtHines.com Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com Invest in a Catalyst Sale course - self directed. Find our courses here  Hire us as a consultant/advisor within your team or organization  Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter  or LinkedIn. You can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com.  Follow our social channels: Catalyst Sale Instagram Catalyst Sale LinkedIn Catalyst Sale Twitter Find My Catalyst Instagram  

Patience and diligence are valuable attributes. We know they're essential to pass between generations but, are they something we apply enough in our careers day to day? Slow and steady may not be thrilling but let it in and, like the tortoise, it can win you the race. In this episode of INSIDE Inside Sales, Darryl welcomes Mike Simmons, Founder at Catalyst Sale. Join them as they explore the temptation to skip process, how to build a winning structure from scratch, and the common risks lurking in the swamps of both speed and stagnation.

In this episode, Mike is joined by Michelle Baker. This is a dynamic conversation that you don't want to miss.  Key Takeaways: Most people want to know how they are doing and what their blindspots are. As a leader, your actions speak louder than words. If training isn't integrated into the operation and culture, it's not going to stick. When leaders are focused on the tasks required to manage and the results needed everyday, they aren't necessarily taking the time to develop employees, therefore, you won't see change. Everyday it's priority and focus. You need buy-in from the very top - it must be a priority for the entire organization. If you can't get your mind right first, it's going to be really difficult to lead yourself much less other people. Morning Alignment: Journaling Meditation Move Find what works for you to calm your inner chaos. Try to get away from waking up and immediately checking social media, e-mail, etc… Authenticity is huge - to be able to say you are proud of yourself Calm leadership starts with collaboration. Companies must carve out time. Coaching is telling people what they are doing right just as much as it is the performance side. New leaders must be curious, ask a lot of questions, be comfortable talking to their people. Look at emerging leaders and develop them. Give them stretch assignments. When your actions align with your intentions, that's pretty powerful. What makes a good mentor relationship? Transparency Genuine interest in seeing you succeed. Communication style that works for you Understanding who you relate with, who you respect, who you have seen go through things and come out in a way you admire. Links: Stoneledge Enrichment Eat That Frog by Brian Tracy Professor Mason Jar Video Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com Invest in a Catalyst Sale course - self directed. Find our courses here  Hire us as a consultant/advisor within your team or organization  Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter  or LinkedIn. You can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com.  Follow our social channels: Catalyst Sale Instagram Catalyst Sale LinkedIn Catalyst Sale Twitter Find My Catalyst Instagram

In this episode of The Find My Catalyst Podcast, Mike is joined by Glenn Pasch. They have an in depth conversation about podcasting, marketing and coaching.  Key Takeaways: Implementation is where people give up or struggle. Decision Making Struggles Time Moving too fast Things that have changed in marketing: It is constantly changing People now have access to everything Advertising your process is now important Humanize your business Communicate visually Bad footing won't get better on its own Think about running your business like a sports team. There are a lot of people out there willing to help you. Show Links: Glenn on LinkedIn Glenn on Twitter You're In Charge Podcast pcgdigital.com Thank You  Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter  or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com. 

In this episode of The Find My Catalyst Podcast, Mike is joined by Mike Hook. They have a dynamic conversation about leadership, thinking, communication and knowing your team.   Key Takeaways: Find the things that are important to you. Listen - make sure you hear people. Paraphrase back to them what you heard. Teach people how to think. As a leader, you have to be in touch with your team. You have to teach them how to think. Coaching really is about helping people understand and critically think about the task at hand. Coaching is not doing. There is an opportunity to do better if we take a genuine interest in our team. We need to communicate well. Read the room Be self aware Listen Be intentional in the message you give Live what you speak. Show Links: Mike Hook on LinkedIn Mike Hook on Twitter Thank You  Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter  or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com. 

Mike Simmons is the owner of Catalyst Sale, which helps Founders, Sales Professionals and Leaders FIND Clarity and STOP Second-Guessing the Work They Do.  His business processes, frameworks, tools, and methods are the catalyst for enabling people and organizations to reduce waste, create certainty, and improve execution through clarity, focus, and design. Mike is also host of the Find my Catalyst podcast which with almost 300 episodes offers a wealth of knowledge around sales, processes, and business. Honestly, he has an episode for everything. Any time I ask mike a question he shares how his business approaches it, then inevitably messages me a perfectly relevant episode. Hilariously awesome every single time! Mike and I have had many incredible conversations and I finally decided it was time to turn on the mic and share his expertise with you all. So without further ado, welcome Mike Simmons of Catalyst Sale. G.A.M.E Plan: Course Link Website: Catalyst Sale Podcast: Find my Catalyst Twitter: @simmons_m Instagram: @catalystsale LinkedIn: www.linkedin.com/mikesimmons

In this episode, Mike and Jody discuss the value they receive when attending masterminds. Key Takeaways: It feels good to share some stuff that we are working on. It's nice to know that we aren't the only one with struggles and fear. Masterminds give you access to a diverse set of experiences and industries. Insecurities tend to rear their ugly head at the most inopportune times. It is important to identify the patterns that precede the insecurities. Plan, design backward, execute forward, take the shot and move on. Forget about moving fast. Too often we fall into the trap of wanting to move really fast. When value comes up, are we looking at it from an internal or external view. How do we balance those two? Everyone has their own perception of value. Ask questions and then listen. If you aren't clear, if things aren't as simple as they can be, and you're not operating with a high level of purpose, ask yourself the question, “should I be doing this work?” This episode is brought to you by the Catalyst Sale G.A.M.E. Plan. Learn more about it here. Show Links: Clarity and Focus Blog Post Have a question you would like us to answer or a topic you would like us to discuss in a future episode? Contact us: podcast@catalystsale.com www.catalystsale.com twitter Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com Invest in a Catalyst Sale course - self directed. Find our courses here  Hire us as a consultant/advisor within your team or organization  Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter  or LinkedIn. You can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com.  Follow our social channels: Catalyst Sale Instagram Catalyst Sale LinkedIn Catalyst Sale Twitter Find My Catalyst Instagram

In this episode of The Find My Catalyst Podcast, Mike is joined by Brynne Tillman who has earned the title of the LinkedIn Whisperer. Brynne shares a lot of great tips in this episode. Key Takeaways: In order to truly leverage what is available to us today, we need to slow down our outreach to speed up the outcome. Be strategic and look at what matters to those you want to reach out to. We need to small talk with content, but content that matters to our audience. Leverage the information that LinkedIn provides to start authentic conversations. 2 Types of Sales Professionals: Brand new sales professionals that understand technology Seasoned sales professionals that understand relationships. Rarely do you find the ones that have both. Goal is bring the two together. Meaningful conversations from social = value + rapport  Get people engaged in chat  My style (Brynne) is to make it so easy that my audience is confident that they can implement it. Simplify your story. 5 Elements that get people to lean in: Resonate with story Create curiosity Teach your audience something new Get them to think differently about what they are doing Create a compelling moment. We can't start a conversation with lurkers, we have to convert the lurker into an engager. Create a compelling moment. Ways to increase engagement: Ask a meaningful question Create a poll Do something that gets your audience say, “I want to engage in this.” The more engagement you get in the first hour, the more LinkedIn says this is relevant. Ask for their thought leadership, not their baggage. Ways to get a better understanding of what people value: Social listening - what is your audience engaging on? Polls Research topics being presented at conferences they attend? What podcasts are they listening to? Have a system in place before you reach out to a prospect.  Have a strategy for content that leads to engagement. Nurture existing connections. Show Links: LinkedIn Library Socialsaleslink.com/12week Thank You  Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter  or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com.  

In this episode of The Find My Catalyst Podcast, Mike is joined by John Morris. They have a dynamic conversation about creating culture, finding purpose and building a brand.  Key Takeaways: You have to have a defined set of core principles to fuel culture. In order to have a dynamic culture, you have to know who the individual people are. Put people in a position that rewards and recognition where they are going to feel comfortable. Understanding personality types helps you to coach instead of manage. Share wins on a regular basis. People like to see their name in lights but they would rather it be a green light than a red one. If we are really great coaches and managers and executives, why would we have a process in place and not recognize people for following that process? We have stopped finding joy. We don't put enough time and effort into the joy of the process.  Immediate gratification is good, but it's not sustained. There are two sides to building a brand Internal - if the internal is really good, then it will translate to the external External - if the external is really good, it builds loyalty. If we can do it internally, we then share it externally. When people start to understand and believe that their role plays a part in the growth of the organization and the success, then you have brand champions. Experience should hit multiple senses. Every business is a people business. It's one thing to make a living, it's a whole 'nother thing to make a life. Purpose can be a whole bunch of small things. Purpose needs to be the thing that fills your heart. Don't put too much stock on the wins and losses. Show Links: John Morris on LinkedIn Contact John via email at jmorris@clubcolors.com Thank You  Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter  or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com.  

In this episode, Mike talks with Christie Walters and Jeff Bajorek about why conversations matter and what they learned during the 5 years they hosted The Why and The Buy Podcast.  Key Takeaways: Block time for your most effective activities.  Sometimes the things you think you know the most end up being the things you are most closed to. Conversations develop camaraderie and connection. When you are curious to learn more, just show up and talk.  Show Links: Jeffbajorek.com Rethinkthewayyousell.com Christie on LinkedIn Thank You  Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter  or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com. 

On this episode of the Find My Catalyst Podcast, Mike is joined by Andrea Waltz. Andrea is the Co-Author of Go for No, and Co-Founder of Courage Crafters, Inc. In this episode, they discuss how yes is the destination, no is how you get there.  Key Takeaways: How do you think about no? Can you value a no? If so, how? Can you turn a no into a yes? How persistent should you be? Where does courage come in? How does fear play a role? Rejection affects everyone. Go for “no's” in order to get to the yes. Use what you know to get better. Determine how to go about it differently. Getting “no's” early seems to be a characteristic of top sales people. They want those out of their pipeline.  Give yourself permission to fail. No's teach you things if you're paying attention. Look around and assess where you are. Create a “no” awareness. Set a no goal. Have the courage to execute. A go for no moment is anytime you have the opportunity to ask. Show Links: Go For No Go For No book on Amazon Thank You  Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter  or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com. 

In this episode, Mike and Jody discuss the importance of having a process and knowing your approach.  Key Takeaways: Looping Process: Identify Engage Establish Objectives and Next Steps CTA (loop back to engage) *see it here* When you use a specific approach, you start to act as a professional. Have a process. Keep it super simple. Like any process, start with deconstructing. Start with the end in mind.  This episode is brought to you by the Catalyst Sale G.A.M.E. Plan. Learn more about it here. Have a question you would like us to answer or a topic you would like us to discuss in a future episode? Contact us: podcast@catalystsale.com www.catalystsale.com twitter Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com Invest in a Catalyst Sale course - self directed. Find our courses here  Hire us as a consultant/advisor within your team or organization  Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter  or LinkedIn. You can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com.  Follow our social channels: Catalyst Sale Instagram Catalyst Sale LinkedIn Catalyst Sale Twitter Find My Catalyst Instagram

In this episode, Mike and Jody discuss the importance of knowing the what, who, why and how of your business.  Key Takeaways: In order to have a plan, you have to know your business. For your organization, create clarity around who we are and why we do what we do. 4 questions for clarity around your business: What problems do we solve? Who has those problems? Can be people or organizations. Why - related to the “who's” also ask why is it important to us? How do we solve it? What makes us different, how do we deliver? If there's a lot of confusion about how we do the things that we do inside the business, imagine how much confusion there is outside of your business. This episode is brought to you by the Catalyst Sale course, Demystify Sales. Learn more about it here. Have a question you would like us to answer or a topic you would like us to discuss in a future episode? Contact us: podcast@catalystsale.com www.catalystsale.com twitter Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com Invest in a Catalyst Sale course - you can find our courses here  Hire us as a consultant/advisor within your team or organization  Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter  or LinkedIn. You can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com.  Follow our social channels: Catalyst Sale Instagram Catalyst Sale LinkedIn Catalyst Sale Twitter Find My Catalyst Instagram

In this episode, Mike is joined by Larry Long Jr. You don't want to miss this motivating conversation.  Key Takeaways: It's when you stretch yourself - that's when you start to see growth, to feel growth. You live and you learn. There are so many learning lessons. Enjoy the journey. Make it an adventure and even a mis-adventure. I have learned the most through some of the downs. Be thinking about who you pass your learnings to. You can learn something from everyone. The beginners mind perspective can open our minds to things we forgot. We are lucky to be able to impact lives for the positive. Authentic relationships are key. Remember - a smile is contagious! Coaching Takes you to heights you never thought attainable Keeps you focused and intentional Holds you accountable If you are leading a team, all of your people will have a different “why.” Encourage yourself. Surround yourself with folks that are supporting you. It starts with you, but you can't do it alone. Links: Larry on LinkedIn www.larrylongjr.com Look for his book Jolt coming out in March! Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com Invest in a Catalyst Sale course - self directed. Find our courses here  Hire us as a consultant/advisor within your team or organization  Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter  or LinkedIn. You can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com.  Follow our social channels: Catalyst Sale Instagram Catalyst Sale LinkedIn Catalyst Sale Twitter Find My Catalyst Instagram

In this episode, Mike and Jody discuss the importance of accountability to self and to your team as well as the difficulty that comes with accountability. Key Takeaways: Personal Accountability Have visual cues - whiteboard, checklist Digital cues - watch, ring, phone reminders Make use of some sort of dashboard It seems easier to make good on commitments to others but not on commitments to yourself. If I can't do it myself, how can I expect others to do it? If you're going to say something, embody it. Accountability and integrity go hand in hand. Give yourself grace about how you hold yourself accountable. Ask, “How can we as a team create an accountability network to hold each other accountable?” Accountability is tough. It is easy to find a way to justify things. Start by defining yourself as “I'm the type of person that _______. Be deliberate, have an accountability partner and go get the work done. This episode is brought to you by the Catalyst Sale G.A.M.E. Plan. Learn more about it here. Have a question you would like us to answer or a topic you would like us to discuss in a future episode? Contact us: podcast@catalystsale.com www.catalystsale.com twitter Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com Invest in a Catalyst Sale course - self directed. Find our courses here  Hire us as a consultant/advisor within your team or organization  Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter  or LinkedIn. You can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com.  Follow our social channels: Catalyst Sale Instagram Catalyst Sale LinkedIn Catalyst Sale Twitter Find My Catalyst Instagram

Dan John is the "Catalyst" that joins Mike this week.  They have a great discussion about movement, discipline and recovery.  Key Takeaways: Out think, out wit Be careful about who you follow Think about cost to benefit ratios A bad night's sleep throws off your timing Training plus recovery equals progress Everyday, I want you to move better, feel better Ways to recover - meditate, recovery walks, sauna, water, protein, veggies 5 Key Movements Push - get your environment away from you. Press overhead Pull - embrace the environment. Horizontal row Hinge (i.e. Kettlebell Swing) Squat (i.e. Goblet Squat) Loaded Carry - add something to a carry. Examples: farmer walk, suitcase carry, prowler, heavy bags Show Links: danjohn.net Danjohnuniversity.com Use discount code ESPEN Thank You  Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter  or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com or www.findmycatalyst.com. 

On this episode of the Find My Catalyst Podcast, Mike is joined by MJ Patent. MJ is the Co-Founder and CEO of Alveo and the Co-Chair of the Phoenix chapter of Pavilion. They talk about revenue, strategy, sales & marketing, collaboration and more.   Key Takeaways: Strategy is a plan. A lot of companies miss out on working on the strategy because they want results today.  Aim for more opportunities and a higher revenue per client than the number of clicks generated. If we can be more effective with our time, that effectiveness should yield or lead to better results and more compensation. Be opportunistic with intention. Take time to review and create feedback loops. Mistakes are going to happen - it is what you take away from that experience that matters. Drive a culture where it is ok to fail, it is ok to reflect and where you are constantly learning. Don't continue making a mistake just because you have spent a lot of time making it. Innovation and learning will happen with testing. Translate short-comings and failures into something good. Ex: I spent time learning a lot about_______. This mental shift is so important. Be intentional versus reactive. Data is fantastic, but it depends on where you are as an organization. Only capture the data you are going to do something with. Communication is key especially when you are putting together strategy. Work to make sure everyone is on the same page. At the end of the day, everyone wants to be successful. You can pick up a lot by having more collaborative team meetings where you solve for a problem together.  Show Links: Alveo Strategy MJ on LinkedIn Pavilion Phoenix Chapter Thank You  Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter  or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide at www.catalystsale.com.  Growth Acceleration - Plateau Breakthrough The G.A.M.E. Plan  - a Catalyst Sale Course

On the first episode of 2022, Dan Pontefract joins Mike. They have a great discussion about the future of organizations and horizontal ignition.  Key Takeaways: We need to ask - “what can we do better to develop cross-functional skills?” Horizontal Ignition - create awareness, job shadow, understand where others in other job roles are coming from Horizontal ignition is a mindset. If looking to start the horizontal ignition concept in your organization, start in one unit and use the Tiger Team Concept. Be proactive We need to build bridges within organizations Organizations are made up of a culture of cultures. Build bridges between units so that we can know, empathize, respect and be compassionate about how other roles function. Show Links: Horizontal Ignition Article www.danpontefract.com Lead, Care, Win: How To Become A Leader Who Matters Thank You  Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter  or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Demystify Sales - the course

Jeff Noel joins me this week for the 3rd NOEL, an annual tradition for us on the Podcast. Key Takeaways Find Your Fuel - find the thing that motivates you You control your Mindset It is important to rekindle the fire - don't wait too long "The road to excellence has no finish line" Links Mid Life Celebration Jeff's Blogs Mind Body Spirit Family Health Work Health Jeff's Twitter Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough The G.A.M.E. Plan  - a Catalyst Sale Course

On this episode, Catherine Brown joins Mike for a great conversation. They discuss her new book and some challenges we tend to face with our perception and confidence in Sales.  Key Takeaways: At our core, people believe they are not enough. We posture and have our brand but deep down a lot of the sales challenges we have and the complication that we bring to the situation is because we are complicated inside ourself. Most people who feel reluctant about selling are wresting with the foundational definition of Sales. Operate from a principle of "them before me" Ask, don't assume Educate, give information so that they can make the best decision for them. Listen more than you talk Show Links: How Good Humans Sell Catherine on LinkedIn www.extraboldsales.com  Thank You  Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter  or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit Demystify Sales - the course

In this episode, Mike and Jody discuss Leading Well Into the New Year.  Key Takeaways: We can control our attitude, we can control our effort. When leading self, ask what is going to be different about next year and how will I make it happen? We know we should lead self, but we spend so much time reacting to the things in front of us rather than taking a leadership perspective and shining the light a couple of feet ahead and asking if we are moving in the right direction. We fall into the trap of focusing on what others should do, but we haven't taken care of ourselves. Put your list together and then prioritize. Start with simple things - it feels good to check things off your list. Focus your time and energy on the right things. Be consistent in the way you execute. If you're a leader and you're not holding yourself personally accountable to doing the things you say you are going to do, are you really leading? Consistently review work that is being done to determine if you are making progress toward your over-arching objective. Give yourself freedom to adapt and iterate. This episode is brought to you by the Catalyst Sale G.A.M.E. Plan. Learn more about it here. Have a question you would like us to answer or a topic you would like us to discuss in a future episode? Contact us: podcast@catalystsale.com www.catalystsale.com twitter Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com Invest in a Catalyst Sale course - self directed. Find our courses here  Hire us as a consultant/advisor within your team or organization  Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. You can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit Catalystsale.com

On this episode, Camille Clemons once again joins Mike for a great conversation. They discuss leading well into the new year, characteristics of a good leader and the role of being a mentor.  Key Takeaways: Remember what got you where you are. Make incremental changes along the way. Leadership is a choice, not a title. Harness your business and understand where you thrive. Take time to really figure out what your ideal client looks like. There does come a time as a leader where you need to say we're going. Keep yourself honest - this takes re-assessing. "Be where your feet are" - Camille Create people who are making change. We are way better, we're way stronger when we each carry out our strength in the process.  Be ok to defer, even if it means someone else gets the credit. Being a leader requires giving people a certain amount of grace. Keeping standards high can only be executed by those executing on a plan. It's important that we remind ourselves why we're here and why we're doing what we're doing. Take time with your team. It will be time well spent. Show Links: Camille on Twitter Camille on LinkedIn We Are Smarter Than Me by Barry Libert Thank You  Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter  or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit Demystify Sales - the course

In this episode, Mike is joined by Brandon Fluharty. Brandon is the VP of Strategic Account Solutions at Live Person. He is also the Founder of Be Focused, Live Great.  Key Takeaways: A lot of people haven't found purpose in what they do - the best motivation is intrinsic motivation. When you look at elite performers, many have a drive that is driving them toward something most people can't see. When you can align to that personal north star, that's when special things can occur. If we're too busy being busy, when does the real work get done? Elite performers integrate their life and their work because they don't necessarily view work as work - it is their calling. Everything is connected.  We can move through things much faster when we put them in their appropriate buckets. During your peak energy, do your high level tasks. Leverage the tools available to you. Operate at an elite level so it can be a consistent mode of operation. Unlock insight into yourself. We have two things we can control during the work day - the start of the day and the end of the day. Have a simple routine for the start and the end of your day. At the end of the day, review objectively and plan for tomorrow. Pomodoro Technique - set a timer for 25 minutes and concentrate on one task. When the timer goes off, give yourself permission to take a break. Allow yourself to be a curious human being.  Keep a dedicated place for work and a dedicated place for personal time. You ironically will perform better doing less than you felt like you were doing before because you've created a personalized operating system. You're not just working, you are building a craft.  Show Links:  Brandon on Linkedin Be Focused, Live Great Atomic Habits by James Clear Pomodoro Technique Thank You  Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit

Gratitude and Reflection In this episode, Mike and Jody reflect on 2021 and they each share a few things they are grateful for. Let us know what you are grateful for at hello@catalystsale.com.  Key Takeaways: Figure things out and move things forward There are a number of different ways to inspire or create reflection and gratitude It is important to take time to reflect and to express gratitude. Have a question you would like us to answer or a topic you would like us to discuss in a future episode? Contact us: podcast@catalystsale.com www.catalystsale.com twitter Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com Invest in a Catalyst Sale course - self directed. Find our courses here  Hire us as a consultant/advisor within your team or organization  Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit

In this episode, Mike has some exciting news and he talks with Jody Maberry, about getting your message out, those who are catalysts in your life and podcasting. Key Takeaways: A catalyst is somebody that gets you started. A spark or inspiration that gets you started down the path. You have a lot in your head that other people are going to find valuable. It helps sometimes to have another person to bounce things off of or to give you a reason to speak it out loud. When you have to show up every week and have something to say, you start to understand what you believe and what you stand for and what your experience really is. This is a great benefit of doing a podcast. It is so powerful to have to say what you think and believe all the time.  Call To Action:  Think about the thing you have been putting off and go out and start doing it. Email us at hello@catalystsale.com and let us know who your catalyst was that encouraged you to start  - we would love to have them on the show! Show Links:  www.jodymaberry.com Jody on Instagram The Four Agreements by Don Miguel Ruiz This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com Invest in a Catalyst Sale course - self directed. Find our courses here  Hire us as a consultant/advisor within your team or organization  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Thank You 

In this episode, Mike and Jody talk about why it is a good idea to really know your customer and what is important to them. Key Takeaways: Knowing your customer makes it easier to design a specific approach that makes it easier for them to solve their problems. If we don't take the time to understand our customers, we increase risk. Get our of your own head space. Ask simple questions of your customer. Get passed your own assumptions. Know what is important to those you intend to serve.  Questions to Ask Your Customer: Why do you do business with us? Why did you decide to do business with us? Why do you continue to do business with us? Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com Invest in a Catalyst Sale course - self directed. Find our courses here  Hire us as a consultant/advisor within your team or organization  Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit The G.A.M.E. Plan - a Catalyst Sale course Seven Traps

Jeff Noel joins Mike this week on the podcast.  They cover a number of topics in the conversation, including balance, perspective, health, preparation, scary things and gratitude. Jeff is the host of If Disney Ran Your Life, he is a keynote speaker and educator.  He will help you and your organization Think Differently. Key Takeaways: "When you change what you see, what you see changes" - Jeff Noel Why is it scary to believe that balance is possible? Take time - notice the shadows. There is a difference between reading the work, saying the work, and doing the work. "It's not the magic that makes it work, it's the work that makes it magic" - Walt Disney Why do we not put in the work in to practice, or avoid the work? "We are medicated, entertained, and distracted." Jeff "The wolf is coming, be prepared" Jeff Can you be thankful for pain? Everyone has gone through a hell that nobody knows about What would your "I am grateful for..." list look like? Sore feet might be the greatest gift, for someone - it's a matter of perspective. Be grateful for the struggle, for the harder work. Ask this question - What do I get to do vs what do I have to do? Links If Disney Ran Your Life - Jeff Noel Jeff Noel Find Jeff on Twitter Jeff's Tweet Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com Invest in a Catalyst Sale course - self directed. Find our courses here  The G.A.M.E. Plan - a Catalyst Sale course Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale.

Key Takeaways: If you can take a creative approach to problem solving, it's amazing what a group of smart, committed, creative individuals can accomplish. It's awesome to see the lightbulb go off when people realize they aren't the only ones with that problem. You don't solve complex problems with complex solutions. Take a simple framework and apply it to the challenge you are dealing with. It can be a 2x2, Franklin T, the Catalyst Sale Territory plan (or other Catalyst Sale tools and frameworks.)  Most organizations fall into the trap of talking about things in the context of what they do, not what they do for their customer or what challenges their customers are running into.  We create our own blindspots by focusing on ourselves. Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com Invest in a Catalyst Sale course - self directed. Find our courses here  Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit The G.A.M.E. Plan - a Catalyst Sale course Seven Traps

In this episode, Mike talks with Alexine Mudawar and Gabrielle Blackwell. They are the Co-Founders and Co-Hosts of Women in Sales Club. Find them on Clubhouse on Saturday afternoons.  Key Takeaways: The most unexpected thing about Clubhouse is seeing how much interest there is. People want to participate and contribute. There is so much noise in Sales, it is easy to get distracted.  There is value in the voices and strategies out there but it can create analysis paralysis. Set clear goals for yourself. Stay disciplined to your objectives.  We don't leverage data enough. We need to teach new reps differently - show other activities that are important. Show the clear metrics and teach them how to look at and use the data. Find people that are entrepreneurial minded. Not everyone wants to be the CEO of their own business but they can be great for your team. Work hard to be better. Show Links:  Alexine Mudawar on LinkedIn Gabrielle Blackwell on LinkedIn Women in Sales Club on LinkedIn Women in Sales Club on Clubhouse This episode of The Catalyst Sale Podcast is brought to you by The Catalyst Sale G.A.M.E Plan. Find out more at www.catalystsale.com/gameplan  Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com Invest in a Catalyst Sale course - self directed. Find our courses here  Hire us as a consultant/advisor within your team or organization  Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

In this episode, Mike and Jody talk about how to overcome your fear of sales and why sales isn't scary. Key Takeaways: Things are scary when they are unknown or uncertain Tools can be used to improve the likelihood of success. Ex: Catalyst Sale Account Plan, Catalyst Sale Call Plan, Catalyst Sale Territory Plan. Have a list of desired next steps to help limit the uncertainty. Once you start doing it, you start to get more comfortable. Taking in your environment and knowing what things should feel like, you can overcome some of those fears. Having someone who has gone through the path share their experience is good. However, that doesn't take the place of the personal experience that you will need to gain to overcome your fears. Guideposts can help keep you moving toward the objective. But, at some point, you need to get rid of the rails. Do the work! This Episode of The Catalyst Sale Podcast was brought to you by the Catalyst Sale G.A.M.E. Plan - www.catalystsale.com/gameplan Show Links: Catalyst Sale Account Plan, Call Plan and Territory Plan Documents Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com Invest in a Catalyst Sale course - self directed. Find our courses here  Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter or LinkedIn.

In this episode, Mike talks to Liz Heiman, CEO and Chief Sales Strategist for Regarding Sales.They talk struggles, process, funnel and ways to identify your ideal customer. Key Takeaways: It's fun to help people realize Sales isn't a big, bad, scary thing. Many Founders struggle because they don't realize they can ask certain questions of prospects. Work on becoming more comfortable talking about what you do. Ideal Customer Profile Customer that is most likely to buy from you Customer who is most likely to be happy with the outcome Customer who will continue to buy from you Customer with a short sales cycle Customer where the timing is right Customer who you really designed your product for Saying no to a prospect feels like we are giving up on what we could have. However, we have to say no so that we use the resources we have as efficiently as possible. If you focus on the wrong customers, your company will always go in the wrong direction. Pipeline - opportunities that are coming in and moving through the process to close. Can also be referred to as a funnel. Qualify Out - purposely look for opportunities to move people out of the funnel. Teamwork is the best thing that should happen in a team meeting. Focus on the things that matter in team meetings: Where do we stand? What's new? Updates. What are our partners doing? Team exercise There is always a frantic focus on what's closing right now, which is the worst focus! Pipeline reviews should be 1:1, not in a group setting! Pipeline/funnel review: What's going on? What do you need from us? When is the deal going to close?  What have you done to put stuff in the top of your funnel? How is your prospecting going? What is going on with your qualification? During a pipeline/funnel review, it is important to have a discussion and not beat your Sales Rep up. It is important to have some sort of value exchange. We leave so much money on the table by not growing our existing accounts. Show Links:  www.regardingsales.com Liz on LinkedIn Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com Invest in a Catalyst Sale course - self directed. Find our courses here  Hire us as a consultant/advisor within your team or organization  Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit

In this episode, Mike talks to Shelton Banks, CEO of Re:work Training and Co-Founder of Sales For The Culture. Key Takeaways: People don't ask the questions they should because they are scared to work and are afraid to fail. Grandma's baby effect tends to happen in businesses too - no matter how much you grow, they will still see you as Grandma's baby. We tend to want to help everybody, but we can't. Sometimes we unintentionally make things tougher. At Rework Training, we take things that people are familiar with and relate them to what they are not.  Show Links:  www.reworktraining.org Shelton on LinkedIn Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com Invest in a Catalyst Sale course - self directed. Find our courses here  Hire us as a consultant/advisor within your team or organization  Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit

In this episode, Mike and Luke Thomas have a great conversation about remote work and the implications of the continuation of remote work. Luke Thomas is the Founder of Friday and the author of The Anywhere Operating System. Key Takeaways: People don't need to be convinced to work from anywhere because they already are. Instead they need a series of practical tooling on guidance on how to actually make it work. The thing missing the most from the work from anywhere environment is context. We need to ensure there is an easily accessible place for people to get company announcements around strategy, new hires, company goals, etc.. The act of documenting requires a level of intention and care.  As more people work from home, more tools to help will become available. Be thoughtful about the communication channel you use to deliver your messages. Ask yourself, if the conversation has a job, what would that job be? 2x2 for communication:  Do you know the person? What kind of information are you sharing? Lasting changes will unfold or are currently unfolding. Hybrid work will probably be the default initially with a shift more toward remote work. We likely will experience a lower demand for commercial real estate and restaurants near large office areas.   Show Links: www.friday.app Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit The Catalyst Sale G.A.M.E Plan

In this episode, Mike and Vicki Znavor have a great conversation about authenticity and purpose in the workplace and in life. Vicki is the author of Authenticity Reawakened: The Path To Owning Your Life's Story and Fulfilling Your Purpose and she is a certified leadership coach. Questions Answered: What is authenticity? Why do we struggle with authenticity? How often should we ask the question, “who am I?' What are some good practices to get to authenticity? How do we overcome the fear of being authentic in the workplace? How can authenticity help us to reduce/manage conflict? How do we discover purpose? Key Takeaways: Authenticity is knowing who you truly are, knowing what matters most to you and having the courage to show up in the world in a way that reflects that. You need to fully understand your story in order to live a life of purpose. We struggle with authenticity because it is painful to look inward. Reawakening - we learn, we grow, we learn, we grow. There can be rewards especially in corporate America to show up in a non-authentic way. We get so busy with life that we forget to ask, “Who Am I?” Ask basic questions, write down the answers. Simple exercises to know who you are: Know what matters most to you Know what you value Think about 5-7 pivotal moments that made you who you are It is important to have leaders that talk about showing up as yourself. The heart of building better relationships with clients is authenticity. It's common to not handle conflict well in the workplace. We aren't really taught how to handle conflict and we don't see a lot of good role models. Intentional Conflict Model - 8 Steps: State your Intention Describe what happened How are you impacted Describe your feelings Ask for explanation Describe what would make it right Negotiate how to move forward Express gratitude If you can name your fear, you are halfway to conquering it. Most of us don't analyze our lives very thoughtfully at all until we are faced with a crisis. P.I.N.: Problem - can you state the problem in a sentence or two? Information - evidence of the problem Need - what do you need Purpose is really important Questions when considering your purpose: What do you want? When you are at your best, what does that look like? What do you believe? Show Links:  www.vickiznavor.com To purchase Vicki's book, click here  Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com Invest in a Catalyst Sale course - self directed. Find our courses here  Hire us as a consultant/advisor within your team or organization  Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit

In this episode, Mike is joined by Amy Volas. They discuss the importance of listening, asking questions, and engagement - when conducting an interview or being interviewed. Many of the stories, ideas, and concepts discussed can also apply to listening in all aspects of life.  Key Takeaways: Learn to love active conversation again. Founders, Leaders - stop taking a back seat approach to interviewing Get to the practical nature of the work that needs to be done Basic questions can open up deeper conversation Our ego has a tendency to get in the way - we want to sound like the smartest person in the room. This isn't necessary. The best business conversations aren't laden with jargon Pause the minute you start making absolute statements Practice knowing when to insert your knowledge If you feel you have to push or convince, you have more work to do. The only way to be understood is to slow down The basics are the basics for a reason and there's a reason why they stood the test of time. Show Links:  AvenueTalentPartners.com Amy on LinkedIn Amy on Twitter Thursday Night Sales Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com Invest in a Catalyst Sale course - self directed. Find our courses here  Hire us as a consultant/advisor within your team or organization  Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit

In this episode, Mike is joined by Chip Huth. Chip is a division commander with the Kansas City Police Department, a Senior Consultant with the Arbinger Institute and producer/contributor to the Changing Discourse Podcast. Key Takeaways: You have to have people at the strategic level at any enterprise. Think about how your work impacts your partners.  To build credibility with others, involve them. Think about the impact of your work on other people. Have others operate with you. Help others to shift to long-term thinking, making an investment in the future. The cost of your good habits are in the present. The cost of your bad habits are in the future. Get your priorities straight right off the bat. Invite people in and look at the problem objectively. Network. Mentoring = customizing, modeling, talking, partnering together and making it relative to them. Focus on the process as much as you can Aim for the ideal. Show Links:  Changing Discourse Red Team Mastermind - August 20 - 21 Red Team Thinking Changing Discourse Podcast - can also be found on Apple Podcast, Spotify, Amazon and more. Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com Invest in a Catalyst Sale course - self directed. Find our courses here  Hire us as a consultant/advisor within your team or organization  Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit

There are so many different ways to view your sales process and what happens along the way. Mike Simmons of Catalyst Sale joins the show to discuss the different ways he views selling, and how it can change your whole approach to the sales. Mike's website, Catalyst SaleConnect with Mike on LinkedInWant the full transcript? Visit the show notes page on our website:https://servedontsell.com/modern-sales/catalyst-sale---Get a daily sales insight sent straight to your inbox:Subscribe to the daily sales insights newsletterDon't miss a single episode:Subscribe on SpotitySubscribe on Apple Podcasts Like what you heard?Help us get the word out by leaving a rating and review on Apple Podcasts.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this episode, I'm joined by my friend Mike Simmons, founder of Catalyst Sale and host of the Catalyst Sale podcast. Mike joins me today to talk about analysis skills and how proper analysis and communication can help persuade, engage and guide our clients away from learning failures! Get the transcript 26 - Mike Simmons_transcript. Covered in this episode: Why is analysis important? Mike's process for analysis We covered some of the following Write it down, Get the data you need to make a decision Find gaps in info Questions we can ask to understand the problem (who, what, why, where, when, how) Conduct research (public information or interviews with people) Understand the boundaries you are working in Define the objective Recognize what "good" looks like when the problem is solved How do you get to the story? There isn't just ONE way! Find YOUR way Simplify questions so you don't create objections Getting information from SMEs Selling the analysis phase when someone doesn't support it Flat tires and learning analysis Create a plan Set timelines to avoid analysis paralysis Leverage "good enough" Mindmap as a tool The value of deconstructing the learner journey Using OneNote, technology and, yes, paper note cards Mike's details: More than 20 years of operations, customer success, sales and sales leadership experience, 15 in the EdTech space. Life long learner, creative, analytical, and driven to achieve results. Mike has built, lead, and optimized sales organizations leveraging both direct and indirect teams. Husband, father, and jeep enthusiast. Arizona State University B.A. Psychology. LinkedIn * remember to let him know you heard him on The Lounge Podcast www.Catalystsale.com Twitter Podcast Episode 1, Episode 2