Catalyst Sale Podcast: Sales Training | Sales Strategy | B2b | Selling | Marketing

Continuous Learning, Creativity, and an Awesome Future - with Guest Don MacPherson Mike is joined by Don MacPherson. Don is the Founder of 12 Geniuses where they are educating leaders of today and building leaders of tomorrow. Questions Answered: What are some things you are excited about that will improve sales? What are the risks with technology? How can we be more creative around continuous learning? Why should we consider ways to be creative? Key Takeaways: Mobility has really changed the way we work. AI will really change Sales - more collaboration will be needed. The mountain of data we have will be a game changer. 127 new devices are added to the internet every second! Expand your ability to respond to the ups and downs of everyday. Be a continuous learner. Sales is a creative job. You have the ability to look at a situation and see it in different ways. Work with new people coming into the organization to help them discover the “language.” Remember how great the world is. Show Links: 12 Geniuses

Masterminds - Time to Invest In Yourself With Others Mike and Jody are joined by Dan Cockerell as they discuss the benefits of attending a Mastermind. Questions Answered: What were some moments from the Mastermind that struck you? What is the benefit of a Mastermind? Why should we seek out a Mastermind event? Key Takeaways: Clarity, simplify and focus Don’t fall in love with the idea Keep it simple - why do people want to buy your product or service? Are you able to deliver it? How will you tell the story? We are all dealing with many of the same problems within our organizations. Problems related to people, process, technology, connections, culture and change. Engaging in conversations and having those conversations help you to gain a new perspective on how others are addressing those same challenges. Masterminds are another way to open your eyes to another point of view and to help point out blindspots.  It’s good to have someone who isn’t invested in you or your business ask the hard questions. It’s cru

Difference in Selling - B2B, B2C, Products, Services - Does it Matter? On this episode, Mike and Jody discuss whether or not there is or should be a difference in selling different products/services. Questions Answered: Is there a different approach to selling different things/items i.e. products vs services or B2C vs B2B? Key Takeaways: There is not a difference in the foundational items related to Sales. Sales is about connecting a problem that exists in the market with a solution that exists in the market. Think through the problem you solve in the market. Put yourself in the shoes of the person with the problem. The challenge as a Sales Professional is figuring out who has the problem, why they have the problem, what they think about the problem and what they would like to do about the problem. Once you understand the problem, you can design communication and experiences to support the customer decision-making process. The fundamentals are going to stay consistent. The actual vocabulary will shift depe

On this episode, Mike is joined by Clint Clarkson. Clint is the Founder of eLearning Alchemy and is an author of L& D Scenes - Comics for Learning Professionals. Mike and Clint discuss the value of comics in business today as well as how to get our creativity flowing. Questions Answered: Why can we convey an interesting message in comics?  How do you do it so it doesn’t take away from the story? How does spacing impact communication? Why is it important for someone to relate, but not feel attacked? What are the negative connotations of sales? How can we initiate the creative process? Key Takeaways: Abstraction allows people to recognize it as a human experience while keeping it far enough away that they don’t feel attacked. There is often confusion around engagement and interaction. Engagement = “brains-on” activities while interaction = “hand-on” activities. Questions automatically make a person think. We can’t communicate or learn effectively if we are in fight or flight mode The moment you are tryin

A Buyer-Centric Approach to Sales Mike is joined by Tom Williams, CEO of DealPoint. They discuss sales process, common mistakes and taking a buyer-centric approach to Sales. Questions Discussed: What does trusted advisor mean? Why are we uncomfortable with the silence? What is buyer-centric selling? How can a buyer-centric approach help to reduce the risk of a stalled sales cycle? How do you build trust with customers? Key Takeaways: When we are talking “at” the customer, we are making a lot of assumptions. Ask mindfully, “what about what I said made you want to take this meeting?”  Don’t be afraid of the pause. Trust comes from your ability to show that you are in it for their success. Have a consistent set of questions for your Sales Reps to use If you truly care about the problem you solve, you can take a buyer-centric approach. Be sure to determine if their initiatives align with the problem you solve. As you solve problems with multiple customers, you start to see things that your customer cannot. Tak

On this episode, Mike and Jody discuss the importance of communication in sales and the steps we can take to improve. Questions Answered: Why do we struggle with communication? How can we practice? What can we do to ensure that what people hear is what we believe we said? When it comes to asking questions, what is your favorite approach? Key Takeaways: We can always get better Record role play sessions with members of your team and then listen to the session Ask reflective questions Ask questions to validate Get back to basics and use who, what, where, why, when and how. Don’t try to over-think the room Qualification should focus on understanding the customer story Understanding how and when to ask questions is really powerful 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 follow

Create Togetherness - Author Jeff Davis On this episode, Mike is joined by Jeff Davis. Jeff is the author of the new book, Create Togetherness. He is also an international keynote speaker. Questions Answered: Why write the book now? If we are all operating within the same environment/domain, why the disconnect between Sales and Marketing? How does vocabulary play a role in communication? How can we be more empathetic to the needs of the customer base? What is the cost of mis-alignment? What questions should we be asking within our business? What should we be thinking about from a process perspective? Key Takeaways: In B2B, data has become more valuable than oil. It is important to align the 2 data sets so we see the same version of reality. We need to agree on not only terminology, but the definition of the terminology. Find a way to partner with colleagues. The customer is looking for someone to help guide them. Be mindful of not just doing more, but understanding how we need to connect with the modern bu

On this episode, Mike is joined by Camille Clemons. They discuss life, work, kids, control and butchering quotes. Tune in to hear favorite quotes from both Mike and Camille.  Questions Answered: Are there quotes you like to lean on or triggers you use to help you maintain focus? How do you find the tool to help you if you don’t know what it is? Why don’t we ask questions? How do you navigate the intersection between work and home? Key Takeaways: "Work Hard, Be Nice" - Camille Subtle reminders can trigger thought If you keep it simple and the statements resonate, it’s easy to execute. Don’t be afraid to reach out to people. We tend to forget to look back at the things we did We are all our best when we own up to who we truly are. Core foundational concepts apply to our work and personal environments. Show Links: Camille on Twitter Camille on LinkedIn Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. This podcast is br

Getting 2020 off to a Great Start 2020 is just about here (well, less than 18 hours away).  How are you prepared, what will you do differently, and how will you get the year off to a great start? Mike and Jody discuss on this episode. Questions Discussed How do we get the year off to a good start? What are you doing differently? Why do we continue to struggle with focus and execution? Key Takeaways Every day is a new day You can't change the past - you can use the information to inform approach going forward. Planning is a critical component - Sit down, plan things out using a 30., 60, 90, 180, 270, 365 day plan. Decide what you do NOT want to do, what do you want to intentionally avoid/say no to. "Excellence is the Next 5 min" - Tom Peters If the next 5 min are going to be excellent - what am I going to do? Execution - it is important to have a long term focus (knowing where we are going), and still execute on the next step that is in front of you (short term execution) Catalyst Sale Sprints 15 day spri

Continuing with the 25 days of Christmas Movies with Lessons that apply to Business, Sales, and Life - Here are episodes 21 through 25. Also, the links to the original YouTube Videos follow. if you'd like to see me in costume. Day 21 - Let Your Team Dance - Charlie Brown Christmas Day 22 - Know Your Metrics - Elf Day 23 - Island of Misfit Toys - Rudolph Day 24 - Be World Class - Elf Day 25 - Roles and Details - Die Hard This series is brought to you by the Catalyst Sale Courses & Sprints - Watch for the 2020 Sprint of the Month Club to be Announced Soon. Catalyst Sale

Continuing with the 25 days of Christmas Movies with Lessons that apply to Business, Sales, and Life - Here are episodes 16 through 20. Also, the links to the original YouTube Videos follow. if you'd like to see me in costume. Day 16 - Narrative and Storytelling - A Christmas Story Day 17 - Know Your Strengths - Elf Day 18 - Problem Solving - Christmas Vacation Day 19 - Commercialization - A Christmas Story Day 20 - Expectations - Christmas Vacation This series is brought to you by the Catalyst Sale Courses & Sprints - Watch for the 2020 Sprint of the Month Club to be Announced Soon. Survey to choose your favorite video & register to win a Catalyst Sale t-shirt Catalyst Sale

Design with User Experience in Mind On this episode, Mike and Jody discuss user experience and designing with the user in mind. Questions Answered: Where are some areas that we may have designed without thinking about the user experience? How do we identify where we can improve our approach to designing for the end user experience? Key Takeaways: If you empathize with the user, put yourself in their shoes, you can identify so many challenges that you may not have considered. We get so focused on the outcome that we forget what the journey looks like and the experience that the customer goes through. User experience testing is so important. A mistake we make is sometimes we look at the problem through the wrong lens. Embrace and engage in the operation. Listen with intention to understand. The only way to overcome blind spots is to shift perspective. If you can reduce the amount of friction your customer goes through, you can create experiences that are significantly better than your competition. Show Link

Continuing with the 25 days of Christmas Movies with Lessons that apply to Business, Sales, and Life - Here are episodes 11 through 15. Also, the links to the original YouTube Videos follow. if you'd like to see me in costume. Day 11 - Break the Pattern - Christmas Story Day 12 - Level Up - Elf Day 13 - Overcoming Fear - Home Alone Day 14 - Question Timing - Christmas Vacation Day 15 - Rapport Building - Charlie Brown Christmas This series is brought to you by the Catalyst Sale Courses & Sprints - Watch for the 2020 Sprint of the Month Club to be Announced Soon. Catalyst Sale

Continuing with the 25 days of Christmas Movies with Lessons that apply to Business, Sales, and Life - Here are episodes 6 through 10. Also, the links to the original YouTube Videos follow. if you'd like to see me in costume. Day 6 - Bias - Elf Day 7 - Advocate - Christmas Story Day 8 - Creativity and Innovation - Christmas Vacation Day 9 - Teamwork - Charlie Brown Christmas Day 10 - Guiding Principles - Elf This series is brought to you by the Catalyst Sale Courses & Sprints - Watch for the 2020 Sprint of the Month Club to be Announced Soon. Catalyst Sale

The period between Thanksgiving & Christmas is one of my favorite times of year.  It is a time for reflection, family, food, faith, and preparation. This year I'm running a 25 Days of Lessons we can takeaway from Holiday Movies.  My objective with this project is to improve my comfort with video, highlight the small things that we may miss in some of our favorite movies, and have some fun. Here are the links to the original YouTube Videos, if you'd like to see me in costume. Day 1 - Kickoff & Don't Be A Washing Machine Day 2 - Simplify - Peanuts Day 3 - Know Your Path - Elf Day 4 - Communication without Words - Christmas Story Day 5 - Reflection - Christmas Vacation This series is brought to you by the Catalyst Sale Courses & Sprints - Watch for the 2020 Sprint of the Month Club to be Announced Soon. Catalyst Sale

On this episode, Mike is joined by Evo Terra. Evo is a podcast strategist with Simpler Media Productions. Questions Answered: Should organizations take advantage of podcasting as a way to communicate to employees? Why do organizations struggle with the idea of putting together a podcast? What are some advantages of communicating through the spoken word? How long does a podcast need to be? How can we avoid analysis paralysis?  What happens if you change the style mid-stream? What are some common mistakes people make when starting on this journey? How do you look at audio as a secondary activity? How can content be reused? What can I do if I want to get started podcasting? Key Takeaways: Podcasting is a lot easier than most people think. We are natural storytellers. Each episode should have a theme Design is important Intent is important Think about it as content marketing Figure out a structure first 25 - 30% of people listen to a podcast weekly Podcasting can be a dedicated communication channel for your b

How Do You Select Your Sales Stack? Mike is joined by Dan Cilley and Steven Wright of Vendor Neutral. Dan is the Co-Founder of Vendor Neutral and Steven is a Certification Analyst. The Vendor Neutral mission is to simplify the Sales Tech selection at all levels.  This is a follow-up from an earlier podcast where Mike discusses the stack we use and implement with our Catalyst Sale clients. Questions Answered: Why do organizations come to Vendor Neutral for help? What is the Vendor Neutral S.T.A.C.K. framework? What are some internal questions we can start with? Why do folks struggle with these questions? What are the challenges with stakeholder alignment? How does empathy play a role? Key Takeaways: Vendor Neutral assessments are buyer facing Understand your own process first. What we need to look for more often than not is the emotional transfer, the buyer journey. Invest some of this thinking into both the Buyer and the Seller journey.  Remember your internal customers Show Links: www.vendorneutral.com

Habit Creation, Workforce Performance, Communication - with guest Luke Thomas This week I am joined by Luke Thomas. Luke is the Co-Founder of Friday and a former colleague. Friday is building software that aids high-performing people in the habit creation process and improving performance at work. We discuss creating habits, communication tools we all use and how to get people motivated to start a habit. Questions Answered: How do we build and form habits? How do we get technology to compliment the people doing the work? How do we know which communication tool to use? Why do frameworks resonate with us? Key Takeaways: Having a trigger dramatically improves the probability that people will do the “thing” (task, habit, etc..) People process seeing emojis as a facial reaction. Text can be easily misinterpreted. Communication channels need to adapt. If you deliver the right thing on the wrong channel, it may not work. When you ask for information that people can provide behind a screen, you tend to get better

The Distress of Busyness Mike and Jody discuss how to combat the stress of busyness and eliminate feeling as though you are underwater.  “Stress is good, it’s distress that makes us feel bad.” - Lee Cockerell  Questions Answered: Is this distress real or is it manufactured? How do I get a handle on all that needs to be done? If we are feeling distressed, what do we do? Key Takeaways: Put a date or deadline on your to-do items. Otherwise, you are likely to put the task off again or never return to it. Be sure to have a process you use and then trust your personal processes. Focus on high impact items By pushing things off to tomorrow, you don’t actually address the challenge you have out there. Have a day to focus on the things that aren’t urgent but are important. Identify opportunities to do things that you really enjoy. Realize that you are not alone. You aren’t the only one who has had this level of stress.  We would love to hear how you combat stress in your life/business. Share your tips via twitter.

What can you find on the other side of risk? This week is a bit different, this episode was recorded live at Disney's Wilderness Lodge.  Jeff Noel and I had an awesome conversation around risk, what you'll find on the other side of risk, and the importance of doing things that are scary. I hope you enjoy the conversation as much as I did.  Make sure you engage with Jeff via Twitter or LinkedIn, to continue the discussion. Show Links Jeff's Podcast - If Disney Ran Your Life Jeff's Blogs Mind Body Spirit Family Health Work Health Jeff's Twitter Jeff's first episode on the Catalyst Sale podcast Call to Action Take Jeff's challenge, grab a piece of paper, write at the top of it, "I was put on this world to...", complete this sentence, paragraph, etc. until you bring yourself to tears. 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 S