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

Blindspots - We all Have them This week on the Catalyst Sale Podcast, we have a listener question from Ann in San Diego.  Ann asks - What is something you consistently find within organizations you work with? One of the most consistent things we see across all of the organizations we work with, are the blind spots they have created.  Many times these blindspots are a function of focus, attention, and passion.  The challenge with blindspots, everyone has them, they require help to identify, and they bring risk if not addressed.   Questions Addressed Can you provide an example? How can you avoid/overcome blind spots? How can consultants/coaches help with blindspots? How can we find out more about Catalyst Sale? Key Takeaways On a positive side the organizations it is clear, that the organizations we have worked with are committed to their customers. They have identified a need in the market and they are passionate about addressing the need. On the negative side - there are blindspots that many of these organ

Personal Relationships - Do they help in Sales? Is this the first time Mike & Mike are going to have conflicting viewpoints on the podcast? This week on the podcast, Mike & Mike tackle the question of personal relationships in sales.  You may be surprised to see who takes which perspective. We hope you enjoy the discussion, and look forward to your feedback on Twitter, LinkedIn, and Facebook. Questions Addressed What is the place of personal relationships in sales? What’s the difference between surface level engagements, and true friendships? Have you ever purchased a product even when you do not like the sales rep? Key Takeaways The impact a personal relationship has on an opportunity is different based on the complexity and scope of the problem you are solving. SDR - their job is to get people in the door, the AE - then tasked the discussion deeper into the sales process. The perspective we are seeing - many folks are too focused on “making friends” as a quick way to sell. We are not looking for

Feedback Loops, including the OODA Loop & Leadership Lt Col. Retired, David “Chip” Berke is our guest this week.  Dave served 23 years as a Marine, mostly flying airplanes as a fighter pilot.  He is currently with Echelon Front as a Leadership Instructor. Dave shares his experience with the OODA loop as a pilot, forward air controller, and in the business environment.  We also discuss the science and art of this process, and how this applies in sales, learning, and leadership. Questions Addressed What is the OODA Loop? How do you apply the OODA loop or feedback loops today in business? How do feedback loops apply to leadership? How do questions apply to this process? Key Takeaways John Boyd F-86 pilot - Korean War Boyd figured out that there is a process that we use to make a decision. The capability of your equipment can’t be what limits your success. OODA loop translates into every aspect of our lives.  There are four phases/stages - Observe, Orient, Decide, & Act - Repeat When it comes to dat

Listener Question - What is the difference between Training & Coaching? Matt's company is implementing a new sales process, some folks believe they need training, others believe coaching is a better fit.  He asks "what is the difference between Coaching & Training?" This week on the Catalyst Sale Podcast we discuss the difference between training and coaching, and the scenarios where training may be a better fit.  We also discuss why coaching may work better, and why organizations do not take this approach. Questions Addressed What is the difference between Coaching & Training Within an organization how do you tell if the team needs training or that there are some individuals who would benefit from coaching? What are some of the benefits of coaching vs. training? Key Takeaways Training is an event, designed to meet a specific set of objectives. Coaching is personal, it is 1:1, and tailored to the individual need. One of the benefits of a good coach is their ability to see the things that you ma

GDPR & Cyber Security - The Human Element - Guest Oz Alashe MBE - CEO, CybSafe We are excited to have Oz Alashe on the podcast this week.  We talk about the forthcoming GDPR regulations, its global impact, as well as the impact of cyber security at both a personal and organizational level. Oz is a former Lieutenant Colonel in the British Army and UK Special Forces. He has a successful track record of developing strategy, driving innovation and leading implementation in both the public and private sectors. His background gives him a unique insight into the socio-technical realities of cyber security and the sensitivities around changing human behavior. Oz was awarded an MBE for personal leadership in the most complex and sensitive of conflict environments   Questions Addressed What is GDPR? How does it impact communication with potential prospects? Are others being influenced by the EU approach? How does this impact the sales professional? How do you measure behavior change? What is Social Engineering?

Initial Outreach to Prospects This week on the Catalyst Sale Podcast we discuss an initial outreach approach mentioned during the episode with Pam Boiros, and one that Mike Simmons first learned from Jeff Hoffman when Mike and Pam were at SkillSoft. This initial contact approach is based on a foundation of Why You (the customer), Why You Now.  Mike has had significant success over the years using this customer focused and personalized approach.  This is a personalized approach that works well for both new prospects, and for re-engaging with previous contacts. We would also love to hear some of the additional topics you would like us to discuss on future episodes.  Questions Addressed "Why you, why you now?" How do you apply this today? How can we start? Key Takeaways Why you (the customer, prospect, recipient of the email); Why I’m reaching out to you now. Call to Action - who would you recommend? Provide context, demonstrate that you have done the legwork, focus on the customer. Here is the copy of my ini

To Discount or Not to Discount - What's the Risk? Discounting is a four-letter word. If you reduce your price, are you going to decrease the value of what you deliver, or decrease the impact that you will have on the customer? Think of some of the organizations you purchase goods or services from, but will never pay full price. Think of any conversation you have had with a customer where price has become the focal point. Mike Conner is back this week, and we briefly discuss what he has been up to, and dive into the details around the risks of discounting. We hope you enjoy the discussion, and look forward to your feedback on Twitter, LinkedIn, and Facebook. Questions Addressed What are some of the things that have popped up on LinkedIn that are interesting? How should you approach discounts? What’s the difference between selling value and taking a discounting approach? What advice do you have for a rep who knows their customer is looking for the discount, but your sales manager is saying you should not? What

Guest - Anthony Iannarino - International Speaker, Author, Podcast Host & Consultant This week on the podcast Anthony joins us to discuss key concepts discussed in both of the books he has authored, we also touch briefly on his forthcoming book.   We discuss a number of different items, including discipline, doing work, why "price is a shield" - not a sword, and many other topics.  We hope you enjoy the discussion as much as we did. Questions Addressed Who is Anthony Iannarino? What is Anthony's writing process? How do you distinguish between signal & noise? How can you build business acumen? How often have you asked others for help, and had the person you asked say no? What is wrong with presenting the solution but not getting the next commitment? How do you distinguish between Objections & Concerns? What does Anthony mean by using price as an advantage? Why do we tend to overcomplicate things? Key Takeaways Book #3 - planned for October 2018 Self-Discipline is a differentiator in sales.  Anyo

Curation vs Creation This week on the Catalyst Sale Podcast we discuss curation vs creation, the difference between the two, why it is important to your audience to do both, and some general best practices.  We would love to hear from the audience regarding Curation vs Creation & how you Create vs Curate. We would also love to hear some of the additional topics you would like us to discuss on future episodes.  Questions Addressed Where is the line between creating content and curating content? How does Mike use Twitter? What are some best practices? What are some recommendations that Jody has regarding content creation? Is there a difference between a thought leader, teacher, and practitioner? Key Takeaways Creation of content is more important than curation of content today - Simmons Your perspective is a combination of practical experiences, the things you read, the things you watch, the things you hear, the discussions you have. If you rely completely on curated content - you are not providing your

Making Mistakes and How to Respond This week we have a listener question - Jason in NY, says we always talk about success, can you share some of your mistakes? Mistakes happen, but do they just happen?  Are all mistakes accidents?  A mistake can be an accident, a mistake can be intentional, a mistake can be a result of not knowing your situation. This week on the Catalyst Sale Podcast we talk some of the mistakes Mike has made, how he responded, and what the results were.   Questions Addressed What are some of the mistakes you have made, and how have you overcome them? How do you recover? Is there a difference between how customers view mistakes in judgment vs a technical mistake? Key Takeaways Say I’m Sorry Think before you act - be careful about what you say or do. Own up to the mistake, take action, move forward. Sometimes a mistake can help make the relationship stronger. It may be the process or the system in place that enables that mistake to happen.  Ask the five whys to find the root of the mistake

Guest - Paul Michelman - Editor in Chief, MIT Sloan Management Review This week on the podcast Paul Michelman - Editor in Chief, MIT Sloan Management Review joins us for a great discussion that covers a number of topics, including the impact of technology on business and vice versa, and why the middle may not be the best place to be. Paul is the former Editor in Chief of Safari Books Online, he has worked with strategy+business, the Harvard Business Review, and other prestigious organizations.  Paul was also the original executive producer and host of HBR Ideacast, launched in 2006. Questions addressed What do you think about the future of podcasting? How is technology influencing business, how is business influencing technology? How do you stay ahead of the technology changes, while keeping the business going? Who is doing this well? What can we do at an Individual Contributor level to impact organizational success? Can you apply math to the risk of change? What is real & what is BS when it comes to Art

The Quick Fix? - Do the Work Every year, most of us start the new year with resolutions.  We resolve to lose weight, attain 125% of our quota, save for a down payment on a house, achieve better work-life balance, be more mindful.  Some of us execute on these resolutions.  Many of us fail within a couple of months or even weeks.    This week on the Catalyst Sale Podcast we talk about the risks associated with looking for a quick fix/shortcut, and the importance of creating a plan and working the plan.  The journey of 1000 miles begins with one step.   Questions Addressed Are there quick fixes, shortcuts, and silver bullets that work in sales? Why do we seek shortcuts/quick fixes? When does your Sales success start? Key Takeaways You don't create pipeline overnight. Get better each day - take incremental steps toward success. Slow is Smooth & Smooth is Fast "People need to stop making New Year's resolutions, and start doing things that work every day." - Lee Cockerell "I don’t fear the man who has practi

Guest - Andrew Savikas - Founder, YieldTalk This week on the podcast another friend of Catalyst Sale joins us.  Andrew Savikas is the founder of YieldTalk. He is the former CEO of Safari Books Online, and he is a startup advisor who helps CEOs and Founders with strategy.   This week we discuss the importance of understanding history, similarities between those in sales roles and those in technical roles, and how b2c and b2b strategies can thrive in the same environment. Questions addressed How are Sales and Marketing folks similar to those in Engineering, Product, and Technology? As Sales professionals, what are the gaps we should be mindful of when communicating requirements back to the organization? What roles would benefit from learning to code? How does accounting apply to software development? What happens in organizations as they navigate the transition from b2c to b2b? What are some of the common challenges Andrew has seen in early-stage organizations? Why is it so important to understand history? Ke

Guest - Pam Boiros - Principal Bridge Marketing Advisors This week on the Catalyst Sale Podcast a great friend joins the discussion.  Pam and Mike Simmons worked with each other at SkillSoft in the early 2000's.  Pam is the principal and founder of Bridge Marketing Advisors.  She has a long history in Ed Tech, and is a marketing expert with both sales and marketing skills.  Pam currently works with companies to help with go to market communication strategies.   Questions addressed What have you learned as you have made the transition from a small company, to a larger organization, to startup? When did Pam start building her Network? Why is there this ongoing battle between Marketing & Sales? How can the Sales rep help customers navigate the buying process? What impact can marketing automation systems have on the sales role? How can Sales reps better partner with Marketing? How has innovation impacted marketing? How are innovations in marketing tech entering into EdTech? What are some common mistakes earl

Guest - Scott Ingram - Host of the Sales Success Stories Podcast Scott Ingram joins us this week to share the insight and knowledge he has gained since launching the Sales Success Stories podcast.  He shares some thoughts on pattern recognition across his guests, practical examples of how they go about doing their work, and why they have been successful.   Scott also announces a conference he is launching in 2018.  Thank you for listening, sharing, and reviewing the podcast.  Please keep the questions coming.   Questions addressed What patterns have you recognized? What’s the difference between training & coaching? What should be in place to enable innovation? How do Successful Sales reps use personality to change their approach? What do most top sales professionals have in common? Key Takeaways One commonality - there are not a lot of commonalities Know your skills, high level of self-awareness, be the best self you can be. Focus on coaching, NOT training Be ruthless - Qualification is Critical - you

Guest - Brian Trautschold - Co-Founder, Ambition This week we are on location in Chattanooga with Brian Trautschold the cofounder of Ambition.  Brian and I revisit a common subject - there are no silver bullets. We also discuss how data can be used to self-assess and identify ways to improve personal performance, what's changing in sales technology, and why technology is not the solution for bad culture.  Questions addressed How are Sales Enablement and the Sales Enablement stack evolving Why does new technology continue to crop up? What are those organizations doing well? What does the Sales Enablement spectrum look like in the future? What is it about the behavioral aspects of what people do that excite Brian? Key Takeaways There are no silver bullets Most of the tech that is out there is replacing excel Technology can be a force multiplier, that helps the organization be more effective The successful companies do the basics well (Hire, Manage, Enable, Reward, Recognize, Develop) The ones who are failing

Do you introduce additional risk by selling after "Yes"? We've discussed many topics on the Catalyst Sale podcast since the launch in October 2016.  This week we discuss selling after yes and the confusion that comes with lack of clarity around expectations. This is something that likely happens when the sales process is rushed, either by our side or the client's side.  If you skip steps or rush the process, you tend to make assumptions.  When these assumptions are revisited, they can lead to confusion, a need for clarification, or worse - a lost deal. Questions Addressed What are the risks in selling after "Yes"? What does it mean to sell after “Yes”? What advice do we have for the new sales rep who might be prone to continue to sell after “Yes”? Key Takeaways Ask the important questions to ensure fit and feasibility - i.e. can we solve the problem, can the customer actually implement? Understand the challenges the customer is running into.  Address them with your solution, in the context of their problem

Guest - Donald Miller - CEO, StoryBrand Don helps companies "clarify their message so customers engage", he is the CEO of StoryBrand and a New York Times best-selling author.  Don joins us this week on the Catalyst Sale podcast to discuss the StoryBrand Framework and how it applies to Sales professionals, marketers, and anyone looking to improve their success. Questions addressed What are two core functions of the human brain? What are prospects/contacts looking for when they scan your email? As a sales pro - should you be the hero? Why do we daydream? What are the 7 stages of the StoryBrand Framework? How does this apply to working with customers? Key Takeaways The first priority of the human brain is survival The next thing the human brain tries to do is conserve calories. Stories create engagement. Simple, clear messaging wins. Customers look for what they can understand the fastest. The purpose of the guide is to help the hero beat the villain and win the day. We all wake up in our story in the hero ro

What impact does an Agile development process have on Sales? We've discussed sales as an Agile process during previous episodes.  This week on the Catalyst Sale podcast we discuss the impact of Agile Development Cycles on Sales. What happens when you develop product functionality in the context of sprints vs a waterfall approach? This week Mike Conner is back.  He and Mike Simmons discuss the things we should be mindful of when selling a solution in an environment of constant iteration.   Questions Addressed How does Agile impact sales? What are the risks of a perpetual pivot? What is Agile? How does Agile change the perspective that the sales professional should take? What are the dependencies from a Product perspective vs Sales perspective vs Marketing perspective vs... Key Takeaways Don't use your live instance as your sandbox. Maybe your first customers will not be your best long term customers, but you should always remember who you are serving. Minimize surprises within your customer base - set expec

Maintaining Focus and Doing the Things that are Important Time management is an area where most sales professionals struggle.  Everyone has the same number of hours in a day - 24.  What we do with these hours is up to us.  One way to make the most out of every day is to prioritize and execute.   This week on the Catalyst Sale Podcast we revisit the importance of doing the important things, and not falling into the trap of urgency driven by others.   Questions Addressed How do you work on what's "Important", not "Urgent"? When you ask others for something, do you set expectations? How often do you revisit your priorities? How do you keep track of success? Are you allowing yourself to be managed by others? Are you working toward your objectives or theirs? Key Takeaways Don't be a Washing Machine It's hard to say No, but you need to learn how to do this with grace or you will find your day consumed with the priorities of others Identify your spectrum of what's important to you.  (Mind, Body, Family, Work are