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

My Catalyst this week is Caron Heady. He is the Director of Health Services at Microsoft, and author of Salesman on Fire & Birth of a Salesman. We go deep into a number of topics including culture, leadership, building teams, building your business, process, focusing on the moment, and a couple of great movie quotes.  If you are interested in the value of process, finding your fuel, and a mistake most leaders make with how they use data, you'll enjoy this conversation. Show Links Connect with Carson Carson's website Podcast Episode with Mike Weinberg 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

This is a TEST - Decided to push a record an episode live on LinkedIn Live - responding to a recent question I received around - Getting over a bad year, and selling in uncertainty. Show Links Conducting Outreach Catalyst Sale Tactical Playlist Catalyst Sale Link Tree 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

Jen is the Chief Evangelist at Challenger™ and the Host of Winning the Challenger Sale Podcast. 38% of complex B2B purchase attempts end in "no decision" and involve ~11 customer stakeholders. How do you overcome status quo? We get into a number of topics in this discussion, including the Challenger Sale, a beginners mind approach, empathy, framing, and the comfort in saying I don't know. Show Links Connect with Jen Listen to the "Winning the Challenger Sale" podcast Challenger - 3 Things 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 Grant Hayzlett - he helps B2B/B2C orgs sell to state and local governments. State and local governments spend $4 trillion annually - if you are interested in learning more about B2G sales, selling into state and local governments, this conversation is for you. Connect with Grant On LinkedIn Via SLED sales 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 Morgan Ingram. Morgan is empowering the sales professional of the future.  He is the host of the 1UP Formula Podcast, and 3x LinkedIn Top Sales Voice. We talk about personal development, creativity, engaging with prospects, body language, mindset, and a number of other topics on this episode. Connect with Morgan. Morgan on LinkedIn Morgan on Instagram - @morganjingram Morgan on TikTok - @morganjingram Execute Better. Stop wasting resources, 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 on this episode is KC Cox.   KC is a marketing leader, fractional CMO, and all around great revenue focused marketer.  In today's episode we get into product market fit, and KC's series on the 4 F's of strong marketing.  Foundation Focus Fit Faith Connect with KC. KC Cox on LinkedIn Execute Better. Stop wasting resources, start getting the right things done, in the right order, and grow your business. 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 Se

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 Lin

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 te

Samantha McKenna joins me this week on the podcast. We talk about Sam's trademark - Show Me You Know Me™, authenticity, trust, transparency, being yourself, copywriting, and why 85% of copy should be written by someone else. Check out Sam and her team at SamSales.  Connect with Sam on LinkedIn See the #samshorts here You can make an impact through helping others. This episode is brought to you by the Catalyst G.A.M.E Plan.

Greg Head joins me this week on the podcast. We talk about connecting people, building networks, building business, and making an impact. There are people who can help you address the acute problem you are working through.  Greg's List - Phoenix Greg's List - Dallas Dallas Software Podcast GregHead.com PracticalFounders.com Greg on LinkedIn You can make an impact through helping others. This episode is brought to you by the Catalyst G.A.M.E Plan.

In this episode of The Find My Catalyst Podcast, Mike is joined by Andy Paul. They discuss Andy’s most recent book, Sell Without Selling Out. Key Takeaways: The average tenure of a CRO is roughly 1 year. Intellectual Humility = acknowledging, “I don’t know everything.” Our job as sellers is to go out and listen to the buyer. Sales cycles will shorten if you focus on the buyer. Sales is about compelling, not convincing. Humans react badly to being persuaded, we resist it. Make sales work for you by emphasizing what you are good at. Selling is a creative thing. As a leader, help people develop their unique selling methodology. Give generously to understand. Give in a way that helps the buyer achieve what is important to them. If we help the buyer get the things that are important to them, we get the things that are important to us. How to start finding your own way: Document the parts of the job that you enjoy. Document your weaknesses Experiment Show Links: Andypaul.com Andy on LinkedIn Thank You  Plea

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 leadershi

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 Cata

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

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: R

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,

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.