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Catalyst Sale Podcast

Catalyst Sale Podcast

Author: Mike Conner & Mike Simmons

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Sales is a thinking process. The Catalyst Sale podcast with Mike Conner and Mike Simmons will help you learn what works in sales, hone your skills, and increase your success.
116 Episodes
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#116 - Reflecting on the Year and Getting Ready for Next Year
Reflecting on the Year and Getting Ready for Next Year Looking back on the year and preparing for the upcoming year is a practice that many of us consider this time of year.  Some wait until the beginning of the year, some start around October/November.  Reflection is critical, it provides an opportunity to evaluate and enjoy success, consider opportunities for improvement, and determine focus for the following year. This week on the podcast we talk about the importance of reflection, establishing goals, measuring, and iteration.  Questions Addressed Why is it important to reflect? How do you set goals & reflect? How have you performed against goals in the past year? When you set yourself up for the year, identify goals, how do you plan for opportunities that you are not aware of? If we are going to fall short of our goals for the year, how do we adjust late in the year? How important is it to focus on things outside of sales? (i.e. fitness, family) What else should we be looking at as we wrap up the year? Key Takeaways This is a great time to ask yourself the question - "Of the goals, I set at the beginning of the year - how many of them have I accomplished?" Establishing and evaluating goals/performance in the context of Mind, Body, Finances, Family.  Here are some questions I ask. Did I do what I said I was going to do? What did I add to my list over the course of the year? Where did I fail & where did I succeed most?  What patterns can I identify, and how might they apply to the next year? Evaluating the year from a personal perspective. There were some good things, and some not so good things, but I continue to move forward. The importance of building the pipeline is a lesson that was reinforced. One question I like to ask is "What's the worst thing that can happen?" you can also look at the alternative of this - "What's the best thing that can happen? Don't let the jackpot events influence your strategic planning. At some point, you may need to shift the mindset to focus on the future.  Mind & Body come into play - if you are not healthy, it is hard to do the work. Your priorities will change with the seasons of your life. This will evolve. Balance is important. Bill Marriott story conveyed by Lee Cockerell - "You know why I do not have any problems at work? It's because I don't have any problems at home." What can we do as we prepare for the next year? Think about your buckets. Identify the KPIs that help you determine if you are making progress in these areas. Continue to evaluate performance & the buckets throughout the year. (Time, Balance, Things you can do to make an impact on success) Be ok with letting go.  Sometimes it makes sense to exit. Simplify by taking things away, not by adding. Take Time & Reflect.   Show Links Catalyst Sale Live Chat Past Reflection episodes Getting over a Bad Year How to Handle a Sales Slump Dealing with Emotions in Sales Ratings & Reviews on iTunes Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  Sales is a Thinking Process.      
#115 - The One Thing - a Catalyst Sale Book Review
The One Thing - a Catalyst Sale Book Review This week on the Catalyst Sale Podcast we review a book that applies to our work, our approach, and sales in general. The One Thing, by Gary Keller - is the book we discuss on this week's episode of the podcast. Please let us know what you think of this format, and if there are any books you would like us to add to our review list. This episode is brought to you by our sponsor - getAbstract.  Questions Addressed How do we apply the concepts discussed in The One Thing? How do we use tools like getAbstract? Key Takeaways Superior success comes from the extraordinary focus on your “ONE Thing.”   Multitasking is a weakness, it is not a good thing Your brain will not allow you to do multiple things at once There are switching costs in moving from one thing to another Multitasking gives you the chance to screw up multiple things This applies to big things and little things Ask the focusing question What is the one thing I can do such that, by doing it, everything else will be easier or unnecessary?" Find your focal point The formula for reaching your goals is "Purpose, Priority, and Productivity" How does your passion align with your focus? Jody shares a Dan Cockerell - Housekeeper story The best housekeepers at Disney found JOY from cleaning Passion matters Ask yourself this question - What can I do today to make a difference? Success is about doing the right thing, not doing everything right. Work on the right things Activity is often unrelated to productivity In the past, multitasking and being busy may have been worn as a badge of honor We all have the same time in a day - what are you doing with your time? Ask yourself - How can I stay more focused? Jody - If you are too busy…you may be doing something wrong Adoption of concepts vs Adaption of concepts.  Jody takes an adaptation approach. Both Jody & Mike use notecards to maintain focus on a daily basis. Mike - I write down the three things I need to move forward You know what to Do - focus on those things. Knowing your One Thing can help you say NO to the things that do not align. "Take care of your health with good food, exercise, stress relief, family time and sleep. Show Links The One Thing - Gary Keller Carol Quinn - Motivation-Based Interviewing Dan Cockerell Episode Time Management - Lee Cockerell episode getAbstract Catalyst Sale Live Chat Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  Sales is a Thinking Process.
#114 - Josh Pigford - Founder Baremetrics and Host Founder Chats Podcast
Guest - Josh Pigford, Founder of Baremetrics Josh is the host of the Founder Chats podcast, he is an entrepreneur, maker, and the founder of Baremetrics.  Josh shares some great experience, perspective, and background.  We discuss startups, his founder journey, learning, sleep, and more. Thank you for listening to & sharing the Catalyst Sale Podcast. Questions Addressed Why is it important to be open/transparent with your numbers? How has transparency impacted the way you have built out the Baremetrics team. What compelled Josh to share his absurd list of products, apps, websites, and business? Where does "Learning by Doing" fit into Josh's process? What did Josh learn from starting a band? Where did Josh learn the importance of delegation? The "Primary job of the CEO is putting things in motion" - How does Josh think about accountability? What are some of the patterns Josh has noticed from the interviews he has had on the Founder Chats Podcast? What is Josh's learning process? Key Takeaways Baremetrics is a Revenue Analytics Platform Built based on a need he had for his organization Authenticity & Transparency was lacking. The news was focused on "good news stories" but not where 99% of us operate. Josh - Transparency I need other people to weigh in on things and provide input, they need context to do this. If they don't have the data, all they are sharing is opinion without context. Our financials are available to the team. Nothing is a surprise. Absurd List of Products/Apps/Websites/Businesses - Recognized Patterns. Forgotten how many, and how crazy some of the ideas were. Opportunity to learn something via a real-world project Josh would identify a trend, and would try to replicate success. (many of these failed) Shifted to a product approach (e-commerce, web-based) really enjoyed building, and refining the process. Importance of Learning by doing Programming Languages Playing the Guitar Taking what someone has done, trying to copy, creates an opportunity to learn. Let people who have certain strengths, make good use of those strengths. Being able to do all the things is important early, but you need to know when to let go. Hire out your weaknesses. When something feels like a significant pain, that is the right time to hire.  Hiring too early gets expensive. Crucial to hire with capabilities in mind. Provide the guidelines, but let them work autonomously.  Equip them with the tools that they need. Patterns recognized from interviewing founders. Almost all have a pretty lengthy history of doing/trying different things.  Almost no one is on their first thing. Chances are this "first thing" is not the thing. Josh's learning process Starts with a goal (iterative) Needs to create a feedback loop Small wins are a requirement Create the next few steps to get to the next thing. Product Market Fit You can't know the path, but you can look for the little things along the way that will nudge you in the right direction. The small little steps along the way are critical. Sleep is critical - lack of sleep makes you a worse founder, sales, rep, etc. Schedule your sleep Make a conscious choice It is important to hear how others have done things, but it is more important to just keep trying things.  90% may not work, but it's ok, keep moving forward. Figure out what works well for you. Show Links Founder Chats Podcast Baremetrics Josh's Twitter Ryan Carson Episode Catalyst Sale - Live Chat Catalyst Sale - Podcast List Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  Sales is a Thinking Process.
#113 - The Prospect or Client Goes Silent - Uh Oh
Common Question - What If The Customer/Prospect goes Quiet - How do I Get Them To Re-engage? This is one of the more common questions we receive from listeners and from participants in our workshops/training sessions.  How do I get the client/prospect to re-engage?   This week on the Catalyst Sale Podcast we discuss how to avoid this situation, what to do if you are in this situation, and we have a bonus question around sales rep compensation/credit. Thank you for listening to, and sharing the Catalyst Sale Podcast. Questions Discussed  How do I get the customer to re-engage? Why is this a common question? Is it important that the content is generated by your organization? What if you are in a rut, how do you get out? Bonus Question - How do I make sure I get credit for the sale? Key takeaways Sometimes the question is driven by sales management and frequent requests for updates.  CRM may not be current, account plans may not be current. Sometimes the question is a result of sales rep activity or perception.  They could be experiencing be a slump or rut. Avoid the rut by not getting caught in the rut in the first place. Project manage the sales cycle. Establish clear next steps Hold the client/prospect & yourself accountable to these next steps. Create a reason to stay engaged. Account Planning Use your Account Plan. Maintain a list of next steps - what are the 1, 2, or 3 items that I know that the client will need as they go through the buyer journey. Know your gates. Design your next steps based on the journey that you know your customer should go through. i.e. schedule time for the demo, define participants, identify questions, schedule a trial, etc. Manage the buyer journey. Next steps should not be scripted out, but you should understand the guideposts. Always have a list of resources or pieces of information that you can share with the client/prospect that will provide value. Whitepapers, blog posts, podcast, etc Let them know that you have come across the post, and you thought of them. Provide context Have a call to action - this might be an open deliverable that the client is responsible for completing. Take on the role of curator, you are curating information, don't fall into the trap of only sharing content you create. Context is critical. Don't fall into the trap of only working with one point of contact.  Expand your network within the organization. Give yourself another option/person to communicate with. Build up a level of trust with others in the organization. What if you are in a rut, or the prospect/client has gone quiet - what do you do? Be patient, don't let your problem become the customer's problem. Evaluate the situation, where did things leave off? Find something, a compelling event, a location, and use it as a reminder to re-engage. It is about them, it is not about you. Maintain a service-oriented approach. Help your client solve problems. Don't make up the story in your head.  Stay engaged.  Build your network. Bonus Question - A Prospect Re-engages, How Do I Make Sure I get Credit for the Sale? Sometimes a prospect/client will go silent, a couple of months later they may return via the website.  They fill out a lead form and get re-directed to someone else in the company. You, as the rep are responsible for documenting your activity. Ask the question - if you have been working with them for over a year, why did they come through the website? Sometimes this is the result of client research. Sometimes they are looking for a competitive quote. Do your job - make sure you are following your internal process. Ask the prospect - how did you find us? Establish clear process & procedures.  Set expectations. Sometimes it makes sense to double comp the team - you might identify a gap in your own process. Show Links Catalyst Sale Live Chat Pam Boiros Why You, Why You Now Account Planning Catalyst Sale Planning Templates Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  Sales is a Thinking Process.
#112 - Leadership Pipeline and Learning Agility - Guest Mike Sarraille, EF Overwatch
Guest - Mike Sarraille, CEO EF Overwatch Mike is a retired Navy Seal, founder of Vetted, and CEO of EF Overwatch.  EF Overwatch connects veterans with companies who are looking to address talent gaps.  They are currently focused on placing retired Special Ops & Combat Aviators. We cover a lot of ground in this episode.  We discuss leadership, common mistakes leaders make, how to overcome these mistakes, and why you should consider hiring veterans in your workspace.  We also discuss the direct correlation between military experience and the private sector. Questions Addressed How does military experience apply to the non-military workspace? What are some common mistakes leaders make? As a leader, how do I check myself to make sure I'm not making these mistakes? What is meant by leading up & down in an organization? Leadership development and learning over time Can you describe the onboarding process when adding new leaders to a team? How can we help veterans make the transition to the private sector? Can you discuss what it means to detach? Key Takeaways It’s all about leadership There are three primary categories of mistakes leaders make.  #1 - They don’t believe in the mission/organization #2 - Ego #3 - Extreme Ownership Extreme Ownership Starts with Humility A common question Mike hears is - How do you overcome a bad boss? #1 - Keep your ego in check #2 - Lead up and down #3 - Work together Steadfast humility - keep your ego in check One of the worst misconceptions about leadership in the military is that we all fall in line. There is a time for just get it done, but that is not the norm. "It is not what you preach, it’s what you tolerate" The military does not have a zero-defect mentality. People will make mistakes.  Learn from these mistakes an move forward After action processes Great mentor and coaches AAR (After Action Review) this is similar to a post-mortem It is about Learning It is important to make Failures known. Identify the Solution AARs are used in both successful missions & failed missions Answer the question - "How do we get better?" Decentralized Command Everyone Leads It is important that the team knows the "Why". The leader explains the why - desired end state Communicates what the standard is. Think of this in the context of "The Box" Initial the boundaries of the box are tight. Over time, the boundaries expand. The Box gets larger. Why EF Overwatch? Military experience brings - Learning Agility + Mindset There is no quit in these guys. Focused on sourcing talented & humble leaders in organizations. Detachment is important, because... When you try to solve everything at once you solve nothing. You have to have the ability to relax, back away Calm is contagious Mindset can overcome a lack of industry experience Show Links EF Overwatch Jocko Podcast with Mike Sarraille Echelon Front EP 80 OODA Loop with Dave Berke Catalyst Sale - Live Chat Catalyst Sale - Podcast List Extreme Ownership Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  Sales is a Thinking Process.
#111 - Personalize Your Outreach
Take a Personalized Approach to Your Cold Outreach Do you remember playing Mad Libs as a kid?  I remember long car rides and crazy stories.  This is not an approach you should take with your outreach to prospects, nor should you take this approach when drafting your proposals.  It is not personalized, and it is manufactured. This week on the Catalyst Sale Podcast, Jody and I share some stories about guest requests we have received, including some good behavior and some bad ones.  We take these stories and connect the dots between this, and your cold outreach to prospects. Let us know how you personalize your outreach to new prospects.  Questions Discussed  How often do you receive requests to be on the podcast? What if, I don't know you, but I'm a fan, how do I ask to be on the podcast? How do you personalize outreach? How does this relate to sales?  Key takeaways The copy paste approach is lazy and is not effective. Typos can be repeated Context is lost Don't play the numbers game Psuedo customized is better than copy paste, but it is still not great. This may seem more personalized, but if you are just replacing nouns and verbs, your prospects will see right through things. Take a personalized approach to your outreach Reminder - being personal does not scale This approach takes thought, and a high-level understanding of who the person is on the other end. Let them know what compelling event led to the request. Include a clear call to action Provide Context - why did you reach out? When conducting outreach to Catalyst Sale about being a guest on the podcast, consider the following.. (this can apply to any outreach, really) What was the compelling event that led to the outreach? Answer this question - How can you help our audience? Demonstrate that you did the work - share what you have observed. Help by connecting the dots between the problem & the solution Suggest a discussion to see if there is the right fit Demonstrate you know what you are talking about Make sure your profile is relevant Build rapport, don't pitch Don't be I/me focused Be transparent Fit is critical Templates don't work - use guidelines or guideposts to frame your approach. DOs Make the communication personal Do the work, do the research Put the outreach in context Help connect the dots for the person on the other end Describe the value they may get or give Context is critical Context matters Show Links Catalyst Sale Live Chat Jennifer McClure Pam Boiros Why You, Why You Now Bo Burlingham EP 80 OODA Loop with Dave Berke Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  Sales is a Thinking Process.
#110 - Guest Donald Kelly - Host of The Sales Evangelist Podcast
Guest - Donald Kelly, Host of The Sales Evangelist Podcast Donald Kelly joins us on the podcast, I think he is the first Miami Dolphins fan we have had on the show.  We recorded this episode in August, and date it a bit with talk of 3 quarterbacks & 4-2 Jets records, given that the Jets are currently 1-3. Donald started off as a B2C Sales rep, and made the transition into B2B before starting the TSE Podcast, the Sales Podcast Network, and his coaching & training practice.  I hope you enjoy the discussion as much as I did.  Thanks for your patience with the Jets vs Dolphins banter.  Questions Addressed Who is Donald Kelly? What are some things that happened last year that have led to this year's success? What was the struggle between "I need to bring in others", instead of "doing it myself"? What patterns has Donald Kelly identified while recording 950 episodes? What is Donald's approach to helping people solve problems? Everybody can sell, what does this mean? Dolphins/Jets talk  Key Takeaways When Donald first made the transition from B2C to B2B, it was like being smacked in the face This experience reinforced the importance of training.  Donald was fortunate to work with an organization who valued training. Donald started sharing his experience on his podcast in 2013. TSE the startup launched in 2015 2018 has been Donald's best year yet - why? Focus Thinking Big - not limiting himself or his team by thinking small. Overcoming Imposter Syndrome was important. Use what you know, and leverage this to build a community. Donald added a BDR in 2018 and a virtual assistant I can do it, does not mean I should When thinking about the transition from B2C to B2B, realize that the sales principles are the same.  However, the value you bring changes Get past your beliefs, outside of your echo chamber. There is an advantage to having other eyes on a task Anyone can sell. If they have the desire Process is critical Coaching and guiding people Planning and structure - prioritize and execute If your body is the business, sales is the lifeblood For every problem, there is a solution Identify the problem, then go 5 WHY's deep The first problem is likely not the real issue Don't just prescribe a solution Discover Identify what we have done in the past to fix it Put a plan in place Experiment Know that your client wants to win Everyone can Sell  There is a process, follow the process Identify your process Know your buyers Donald knows his team better than I do. Dolphins are 3-1 Jets are 1-3 Show Links TSE Hustler's League Sales Podcast Network Podcast Movement Simmons Episode of TSE 12 Week Year EP 80 OODA Loop with Dave Berke Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  Sales is a Thinking Process.
#109 - The Obstacle is the Way - a Catalyst Sale Book Review
The Obstacle is the Way - a Catalyst Sale Book Review This week on the Catalyst Sale Podcast we are testing a new format. We will review a book that applies to our work, our approach, and sales in general. The Obstacle is the Way - the Timeless Art of Turning Trials into Triumph, by Ryan Holiday - is the book we discuss on this week's episode of the podcast. Please let us know what you think of this format, and if there are any books you would like us to add to our review list. This episode is brought to you by our sponsor - getAbstract.  Questions Addressed Why review a book? Why did we choose - The Obstacle is the Way by Ryan Holiday? How much of what you hear is magnified by your own perception? Many of us get stopped in our tracks when faced with obstacles, what aspects of the book resonated with you? How do you use tools like getAbstract? Key Takeaways Stoicism - Perception, Action, and the Will There are things that will happen that are outside of your control. If you allow these things to impact your approach, you become beholden to others. Colin Cowherd - "It's not how you act, it's how you react" "Every obstacle is unique - the responses elicited are the same" - Ryan Holiday Behind the Serenity Prayer is a 2,000-year-old Stoic Phrase - "ta eph'hemin, ta ouk eph'hemin" Mindfulness - challenge yourself to think through - how do I respond in a given situation? Ask yourself the question - Am I reacting, or am I focused on moving things forward? Theodore Rosevelt - "We must either wear out or rust out,...my choice is to wear out" Change will happen - you choose whether to be a part of it or impacted by it. Lee Cockerell - "5 years is going to go by anyway, why not be a doctor at the end of those 5 years" Simmons - I've made the mistake of taking a short-term approach in the past.  Today I've shifted to a more long-term perspective, I do not want to look back 2-years from now and say "I did not make any progress, or I'm in the same place" Show Links The Obstacle is the Way - Ryan Holiday Carol Quinn - Motivation-Based Interviewing Edison's story - when the lab burned down Time Management - Lee Cockerell episode getAbstract Catalyst Sale Live Chat Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  Sales is a Thinking Process.
#108 - Finish Big and Small Giants with Author Bo Burlingham
What does it take to Finish Big and what makes a Small Giant Bo Burlingham joins us this week on the Catalyst Sale Podcast to discuss two of his books - Small Giants & Finish Big.  We also discuss the importance of knowing what question you intend to answer when conducting research, the importance of understanding this question for your audience, and where community fits. Questions Discussed What inspired you to do the research for Small Giants? What is the Small Giants Community? What compelled Bo to write Finish Big? How do you know if you have asked enough questions to get to the root of the story? Why do founders try to manage the exit on their own? What does research mean to Bo? Key Takeaways Zingerman's - 2003 coolest small company in America Small Giant's have a quality - MOJO - which is the business equivalent of charisma. Most companies lose their mojo as they get larger. Bo started with what do these companies have in common. Run by people & started by people who had a clear idea of who they were, what they wanted, and why. Reflected the community where they started. 1:1 relationship with customers & suppliers. Employees come first. Financial/Business models. Focus on gross margins Healthy balance sheet Need to have a business model that can change with the environment & times Crazy/passionate about what the company does - over the top. Things change when a company grows.  It is no longer possible to operate the same way when it was smaller. You have a choice - there is nothing in business that requires that you build a large organization. The reason we tend to adopt quick fixes is that companies are so focused on growing big fast.  Go to smallgiants.org to connect with others who are interested in building Small Giants. When researching Finish Big, he found a tremendously high percentage of the people were unhappy about their exit. People were willing to share more than expected.  They wanted to help other people. People were willing to let Bo write about mistakes A good exit People could look back on the process, and feel it was a good process. People could look back on what they have done, and feel they created something of value. People could look back and say that the others who joined them on the journey benefited. That the business continues to go on & do better. A bad exit missed one of the above. Entrepreneurs like to feel like they are in control.  They forget that do not have the experience in managing the exit. They will make mistakes through the process. Some of the best people to ask to help you with an exit are those who have done it.  They understand the mistakes.  Find an exit advisor who has been through it. Entrepreneurship is not a construction project.  It is a journey that includes building a company, but it also includes leaving the company. An exit is not an event - it is a stage of the business. Stage 1 - The education phase Stage 2 - The strategic phase Stage 3 - The exit Stage 4 - The transition from being an owner to whatever comes next. The business tells you what the next thing is that you have to do - the exit or lack of structure after the exit can be extremely disorienting. Failing at the exit is a tragedy - Don't Fail Alone A book (or research) starts with a question. Once Bo has the question, then he knows how to do the research.  The most important thing is to understand what is the question you want to answer for your reader?  Peer groups are important - the best advice you will get is from people who have been through the journey. Show Links Small Giants Finish Big Small Giants Community Norm Brodsky - The Offer - INC column Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  Sales is a Thinking Process.      
#107 - Proper Prior Planning Prevents Poor Performance
Proper Prior Planning Prevents Poor Performance  Lack of planning can put you in a bad place - how do you avoid this? It is important to have the tools in your toolbox, but you actually have to use them, and they need to be ready when you need them. This week on the Catalyst Sale Podcast we discuss checklists, thinking through scenarios, and planning. Thanks for listening, and for sharing with a colleague. Questions Discussed What's the worst that can happen? How is anticipation a part of preparation? How can a SMILE save your day? Key Takeaways Always look left before going through intersections It is not enough to be prepared, you have to execute. It is one thing to have the tools, have the checklist. It is another thing to make sure you are ready to use them when it counts. The fundamentals are critical Asking effective questions is a good step.  One you should consider is "What's the worst that can happen?" Always have an out, always have a backup plan. Leverage concepts like the "Crush Workshop" to anticipate competitive threats and better understand your competition. You can use anticipation to prepare for the questions that you may be asked.  (i.e. what's the most challenging question they/audience can ask?) You will never be prepared for every situation, but by putting these concepts into practice, you can minimize your risk. Routines are very important. The patterns we repeat set expectations for our customers.  Jody shares a story where this had a direct impact on a park ranger. Continue the conversation via hello@catalystsale.com or via the live chat at https://catalystsale.com "Everybody has a plan until they get punched in the face" - Mike Tyson Links Catalyst Sale Planning Templates Building a Sales Territory Plan Sales for Non-Sales Professionals - version 3 - 9/27/2018 at ASU SkySong Live chat with us on the Catalyst Sale Website Catalyst Sale Workshops & Training Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  Sales is a Thinking Process.
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