DiscoverCatalyst Sale Podcast: Sales Training | Sales Strategy | B2B | Selling | Marketing
Catalyst Sale Podcast: Sales Training | Sales Strategy | B2B | Selling | Marketing

Catalyst Sale Podcast: Sales Training | Sales Strategy | B2B | Selling | Marketing

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.
108 Episodes
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#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.
#106 - Your First 90 Days
Your First 90 Days, Some DO's and DON'Ts This week on the Catalyst Sale podcast we talk about your first 90 days in a new role, or with a new organization.  Mike & Jody discuss some of their experiences in onboarding, considerations, and some general do's and don'ts. Thank you for listening to the Catalyst Sale Podcast.  You can find additional episodes at https://catalystsale.com/podcast  Questions Discussed What advice do we have for people who are taking on a new role? What type of information are you trying to gather in the first 90 days? How do you go about "learning" in the first 90 day period? Is there anything that you should NOT do during the transition period? What is one thing that we/I can do tomorrow to help make the first 90 days more successful? Key Takeaways Whether onboarding a new client or moving into a new role in an organization, keep in mind - you don't know what you don't know. 30/60/90/180/365 plans are important.  Failing to plan is a plan to fail. Try to remove or limit your preconceived notions. Listen & Learn as much as you can in that first 90 day period. Try to identify both the formal & informal leaders. Get to know your colleagues. Questions you can ask Why do you do the work that you do? What are some of the things the previous person did really well? Where did they struggle? What do you wish you knew in your first 90 days, that you know now? Do the research. Know the organization and the people, look for things that you may have in common. It is likely that one of the first people you will engage with is a member of the HR team.  When you are working with HR, take the time to ask some questions. Build Rapport Gather Information Ask Questions Find people who are in a similar role. Be cognizant of their time. Have a plan. Have a conversation with the person who hired you, or brought you into the organization.  Work with them to identify and clarify expectations. Be really careful about trying to implement new things, take the first 90 days to listen & learn. Things you can do to improve your success... Take notes Identify patterns Do NOT assume things Find your advocates within the organization. Don't let others control your calendar. Links Blind Spots Making The Transition from Inside to Field Sales @simmons_m on Twitter Sales for Non-Sales Professionals - version 3 - 9/27/2018 at ASU SkySong 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.  

#106 - Your First 90 Days

2018-09-0400:21:46

#105 - Applying the StoryBrand Framework with Guest J.J. Peterson
Applying the StoryBrand Framework with J.J. Peterson - Chief of Staff - StoryBrand. This week on the Catalyst Sale Podcast we revisit StoryBrand and the StoryBrand Framework.  This is one of my favorite discussions to date, and one that I think many of you will save and listen to multiple times.   We even manage to get some "free consulting" out of J.J. on the podcast, and have applied his recommendations to our home page.  Thank you J.J. Questions Addressed How has StoryBrand impacted what we are doing at Catalyst Sale? Why do we/Companies want to be the hero? Why do we feel like we have to fall back on feature functionality, rather than the customer story? Does the hero know what success or failure looks like at the beginning? How can we communicate better, and speak more plainly? Have you used the Starbucks test? How can you create magical moments in your customer experience? Key Takeaways StoryBrand - brand scripts at Catalyst Sale - when we consider new products or services, a StoryBrand brandscript is part of the process. Brandscript - how to talk to the customer in a way that illustrates what's important and helps them engage in the discussion. We know the people at parties who only talk about themselves, they annoy us.  For some reason, we think we need to do this in sales, and ultimately it comes across as insincere. The Hero does not become the Hero until the end of the story. The Guide does not transform throughout the story. The Hero goes through an up-down-up-down cycle. Think of Mary Poppins - she is the guide, not the hero.  The dad is the hero who goes through the hero's journey Features are about us, the benefit is about the customer. StoryBrand BrandScript - 6 things you need to address. # 1 - Identity who your character is (customer) - What do they want, and what do they want to be. # 2 - Identity what is the problem & what do they need to overcome. (position yourself as a brand that solves problems) # 3 - You have to position yourself as the guide. Do this through Empathy & Authority. # 4 - The Plan - "here's the plan" - your customer needs to see that there is a way forward.  (don' t land on the feature, always land on the benefit) # 5 - Call to Action - what's the next step, no guessing # 6 - There are stakes - Success or Failure When you are talking about failure, you do not need to pile on. When it comes to success, talk about things in the context of short-term & long-term. People do not have time to think - if you make me think, you are going to lose me. Big words confuse people - think about this question "what is the benefit?" Starbucks test - 3 seconds, 3 questions What do we do? How does it make your life better? How can I get it? Create magical moments for your customers, focus on the details, deliver the experience. The story is not about you as a company - it is about the customer. Show Links storybrand.com 5-minute marketing makeover StoryBrand podcast Donald Miller on the Catalyst Sale Podcast  StoryBrand workshops 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.
#104 - Sales for Non Sales Professionals - Part 2 - Lessons Learned
Sales for Non-Sales Professionals Part II - Workshop Feedback and Lessons Learned This week on the Catalyst Sale Podcast we share feedback captured from the "Sales for Non-Sales Professionals" workshops we have facilitated, discuss some general lessons learned, and provide a brief overview of the Catalyst Sale Process. Questions Discussed What did we learn? How did this change the course? What were some of the common questions asked? What was it about the process slide that led to the detailed discussion around process? What is the Catalyst Sale Process? Why were the participants interested in the process? Lessons learned. The expectation was that we would have people who were interested in sales, but not necessarily interested in selling.  ~75% of the participants were people who were not in a sales role, but are being asked to sell. We ended up spending over an hour on the sales process.  I did not expect this. We thought we would start with definitions, then move into concepts.  A significant amount of time was spent on definitions. The discussion around business acumen and knowing your business was very active.  Leverage resources like your 10K, About Us pages, and Job Descriptions. "Asking Effective Questions" was also a very popular topic.  You can do this well by keeping the questions simple and by conducting your research in advance.  Catalyst Sale Process Validation – do I see the potential for a business relationship between both organizations? Qualification – This is where we build out the customer story Fit – Based on what we know about the customer, can we solve their problem? Feasibility – Can the customer implement? Proposal – The solution in the context of the customer, costs, timeline, etc. Closed Won – Contract is executed. Confirmation – Did we do what we said we were going to do? Agenda for the Workshop Definitions Research Asking Effective Questions Evaluating Fit/Feasibility Alignment with the Business Improve Execution The Process Links Sales for Non-Sales Professionals - version 3 - 9/27/2018 at ASU SkySong 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.
#103 - Communicate with Empathy
Communicate with Empathy - Putting yourself in the shoes of others This week on the Catalyst Sale podcast we chat about communication, specifically communicating with empathy.  It takes us a little time to get to the practical application, but we end the discussion on a strong note with some guidance on how you can communicate with empathy. We also add a point of clarification on the front end of the podcast.  If you are looking for us online, you can find us at https://catalystsale.com Questions Addressed What does empathy mean? What is the difference between empathy and sympathy? What does it mean to communicate with empathy? What do you think of when you reflect on Lee Cockerell’s quote – “Candor is Truth with Empathy” How does Empathy impact Sales? Key Takeaways Empathy - Putting yourself in someone else’s shoes. Empathy - Evaluating a situation through their eyes. Being empathetic is doing what you can to put yourself in the shoes of others. Focus on how others may receive the message based on their experiences, where they are at a given point in time. You don’t know what is going on in the mind of someone when you are communicating with them at a given point in time. Ask questions to clarify where they are, what their mindset is. Jody’s Granny – “When you communicate, you are responsible for what someone hears” The same comment, in different places, at different times, can be received differently. Lee Cockerell quote – “Candor is Truth with Empathy” If you want to communicate, and ensure that your message is heard in the way you intended it, you should be truthful, transparent, and communicate with an understanding that considers the perspective the person on the other end. Put the person you are communicating with first. In the context of sales, whatever challenge you are helping the customer overcome, you need to realize it is their challenge. What can we do today to help us communicate with empathy? Ask this question - Do I really understand what my customer is going through right now? Leverage tools like Crystal Knows (https://crystalknows.com/) Show Links StoryBrand Framework - Don Miller Episode Christie Walters - Transparency Drew D'Agostino - Crystal Knows Rush to Demo Empathy vs Sympathy 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.
#102 - Common Listener Questions and How we Interpret Them
Common Questions and How we Interpret Them This week on the Catalyst Sale Podcast, we take a different approach.  Instead of focusing on one question or topic, we discuss some of the most common questions we receive from listeners.  This was a little different, but I think you'll find the journey is pretty interesting. Questions Discussed What are some of the common questions we receive from listeners of the podcast? Common Question #1 - How do I get the right information out of the subject matter experts that I work with? Common Question #2 - How do I communicate better with Marketing?  i.e. marketing is calling a lead qualified, but when I speak with the contact - they are not really a qualified lead. Common Question #3 - How can I better communicate customer requirements to the product team? i.e. share customer requirements and use cases with the product. Common Question #4 - How do I know when it is time for me to leave the organization? Common Question #5 - I'm working with a prospect/customer, and they go "quiet". How do I get the customer/prospect to re-engage? What do these 5 questions tell us about the listeners of the show? How do you handle questions, when they have been addressed previously on an episode? How have the questions changed the way we think about and talk about sales? How can listeners connect with Catalyst Sale? Show Links hello@catalystsale.com Catalyst Sale Website Mike's Twitter Planning Templates Territory Planning that Works 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.
#101 - The Inbound Organization and How Sales is Changing
The Inbound Organization and How Sales is Changing with Guests, Dan Tyre and Todd Hockenberry This week HubSpot's Dan Tyre joins us for his second appearance on the podcast. We are also joined by the co-author of The Inbound Organization, Todd Hockenberry.   We discuss a number of topics, including what it means to be an Inbound Organization, how the sales profession continues to change, why the buyer should be your focal point, and the difference between understanding the desired outcomes of your client vs being a "problem solver". Questions Addressed "Everyone wants to grow, no one wants to change" - what does this mean? How do I handle the internal conflict? What is the difference between "Change" and ongoing implementation/adoption of "Tactics"? What are some of the things we can do within our organizations to improve alignment? "To DO Inbound, You have to BE Inbound" - what does this mean to Todd & Dan? What is the inbound ecosystem? How does the inbound organization impact us at an individual rep level? How does this approach translate into other roles within the organization? What does the future look like? Show Links Dan Tyre Todd Hockenberry Rachel Leist Link to MSPOTs article referred to during the podcast InboundOrganization.com Assessment MSPOT Territory Planning that Works 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.    
#100 - Catalyst Sale Episode 100
Catalyst Sale Episode 100 This week Mike, Mike, & Jody celebrate the 100th episode of the Catalyst Sale Podcast. We share some of the lessons learned, share feedback we have received from listeners, chat a bit about previous guests, and discuss where we plan to take the show going forward.   Show Links Most Popular Podcast - Don Miller First Podcast Guest - Lee Cockerell EP #35 - Dan Peter Coaching Episodes #79 - Training vs Coaching #89 - Coaching, Mentoring, or Training? #98 - Coaching with Christie Walters EP #80 - Dave Berke Catalyst Sale Twitter LinkedIn hello@catalystsale.com Territory Planning that Works 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.  
#99 - Sales for Non Sales Professionals - Part I
Sales for Non-Sales Professionals A segment of the audience who listens to the Catalyst Sale podcast are not practicing sales professionals.  This week we discuss some high-level topics related to sales for non-sales professionals.  For the sales pros out there, some of this may be a little basic, but you may want to share it with other members of your organization. Questions Discussed Why is sales an interesting topic to those who are not in sales? What comes to mind when thinking about sales for non-sales professionals? How does sales apply in a non-sales role? Key Takeaways Everybody sells We are all trading something, sometimes it is time, sometimes it is insight, sometimes it is information Sales for Non-Sales Professionals is one of the workshops we facilitate at Catalyst Sale. Sales is the activity that leads toward a business transaction Success is often measured by the dollars generated, number of people or number of companies you expose to your product. Sales is about connecting a problem to a solution. A core component of sales is influence. How do you influence others?  Communication, Empathy, Listening, these are all skills that are important. We can get better with influence by understanding general sales best practices. Influence requires listening, gathering information, and delivering the solution in the context of what is important to the individual. Vocabulary plays a big role in this discussion as well. Quota - the sales professionals target for a given timeframe (year, quarter, month) Activity metrics - the number of calls, number of proposals, number of demos.  These can be leading indicators for an organization. The sales team's ability to meet objectives can have a significant impact on other aspects of the organization, including investment. Take the time to ask people questions about their roles within the organization. Be cognizant of the time period and time of year. i.e. budget planning and award periods, or mid-year/beginning of the year kickoffs. As a sales rep leverage the other members of your team to improve and shift your perspective. Salespeople are people - they are human. Show Links Catalyst Sale Twitter LinkedIn hello@catalystsale.com Territory Planning that Works 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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