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Catalyst Sale Podcast

Author: Mike Conner & Mike Simmons

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The Catalyst Sale Podcast is a weekly podcast. We discuss real stories with practical application, in the context of B2B Sales. Other topics discussed include - Sales Strategy, Training, Onboarding, Sales Enablement, Organization Enablement, Workforce Development, and Execution.
Sales is a Thinking Process.
129 Episodes
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#129 - KPIs - Measuring Your Success - Repost
Key Performance Indicators This week is a repost of one of our original podcasts on Key Performance Indicators. We discuss some common errors when creating KPIs, general best practices, and some practical examples.  We also discuss how KPIs can be established outside of sales, and be used to measure other aspects of the organization's success.   When we think of these metrics we usually begin with the end in mind.  We identify the desired behavior(s), desired state, and some of the key milestones that are necessary to demonstrate progress.  It is important to understand what we expect to see to indicate success. KPIs provide a data-driven measurement of performance that goes beyond feelings or intuition.  When tracked consistently, they provide a great look into the rearview mirror as well.  Year over year, quarter over quarter, month over month, measured performance can help to identify opportunities in your business.  Thank you for sharing the Catalyst Sale Podcast with a colleague.  Please let us know how you apply the concepts and tactics discussed in this episode, via twitter, facebook or LinkedIn. Show Links Send us your Questions Twitter hello@catalystsale.com  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
#128 - Regaining Momentum and Kicking Off the New Year - Again
Regaining Momentum and Kicking off the New Year - Again Executing on Your Objectives - This week on the Catalyst Sale Podcast we discuss maintaining focus on your goals in the New Year, at a time where you might be losing momentum. Momentum may have faded, you may have already decided to wipe the slate clean.  It's February - get refocused, and start executing. Thank you for sharing the Catalyst Sale Podcast with a colleague.  Please let us know how you apply the concepts and tactics discussed in this episode, via twitter, facebook or LinkedIn. Questions Addressed Why do we struggle with execution? Do you set larger goals? How does fitness goals relate to executing professional goals? How can we improve on execution? Key Takeaways Start with one thing. We tend to overcomplicate goal setting, trying to accomplish too much. If you can execute on the first goal, then establish two more. Push your capacity to the limit, then determine your actual capability. There are always some larger overarching goals. However, there still should be some smaller, more short term objectives that help keep you on track. Jeff Noel discusses goals and focus on this episode of the Catalyst Sale Podcast Tactical things you can do to get closer to executing on your goals. Be realistic Deconstruct success - break things down 1st establish goals 2nd establish measurements 3rd identify tools Reevaluate your KPIs often - Measure what matters Think of daily, monthly, quarterly measurements and guideposts Establish step goals Let's say we set a goal to lose 12 lbs in a year. Break this down to 1 lb a month .25 lbs a week Factor in the seasonality Design for the changes Application to sales - think about your daily, weekly, monthly, and quarterly goals - Are you creating the number of opportunities necessary to hit your number? Application to product - Are you shipping enough features to hit your major objectives? The mechanism you use to keep track of progress should be incorporated into your daily workflow - i.e. google docs, apps on your phone, etc. Ask this question - Am I making progress or do I need to course correct? Keller - The One Thing - Book Review Podcast You can readjust, reassess, failure is ok. Is it better to set 10 goals, and execute on none?  Or, establish one goal and execute on that one? Losing control of your days can significantly impact goal execution Control the day Setting success criteria Measuring success Evaluate the data Shine the lens backward / ask what did I accomplish? Things will happen, obstacles will occur - compartmentalize Time management is critical - assess your current state - document. List out the things you are currently spending time on. List out the things you should be spending time on. Connect the dots between the things you are doing, and your goals. Eliminate obstacles. Evaluate your goals - Be willing to let go Goal setting and execution are a process You will fail, You will learn from the mistakes You can't change the past, you can create in the future Start with one thing Simmons - Professional Goals Onboard 5 New Clients in 2019 Launch a Digital Subscription Program Launch 2 New Productized Services Speak at 6 Events Show Links Send us your Questions Twitter hello@catalystsale.com  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.
#127 - Territory Planning that Works - Repost
Territory Planning that Works - A Catalyst Sale Approach This is a repost of one of our earlier podcast episodes where we cover a topic that we receive a number of questions on Territory Planning. This week on the Catalyst Sale Podcast we discuss the components that makeup the territory plan, including starting from ground zero, and defining your area of focus. Traditionally this starts as a whiteboard exercise for us. We start with a blank whiteboard and go through yes/no questions to refine our focus. Given that this is a whiteboard exercise, a visual follows. In previous episodes, we have discussed the Account Plan and the Call Plan. The territory plan establishes the guardrails that the Account Plan, and subsequent call plans fit within. The call plan is the day to day detail. The three of these should tell the story of how you accomplished your objectives. The Territory Plan is a preview of what’s to come. Questions Addressed How do you start building out a territory plan? Where does Account Planning fit into this process? How much time does this take? What if territory planning is not something that is required in my current role? What are some common mistakes that organizations make when it comes to territory planning? Key Takeaways Don’t boil the ocean. Compartmentalize and execute - shrink the territory down to something that is manageable. Know your numbers, plan based on the numbers. Allocate ~one hour per week to adapt - Observe, Orient, Decide & Act (OODA Loop) The territory plan helps to identify the spectrum that you plan to work within, or guideposts, for the year Even if territory planning is not a requirement of your role, you may benefit from creating your own. Use the territory planning process as an opportunity to identify new business opportunities & growth. Run your territory as if it were your own franchise. A territory plan should be a living, breathing, document - it is not a one and done proposition. Feed your territory plans with new insight, new information. The plan will and should evolve. Thank you for sharing this episode. If you like what you heard, please provide a rating and/or review via Apple Podcasts, Google Play Music, Stitcher, or your favorite podcast app. Show Links Previous Podcast Episodes Episode 29 - The Account Plan Episode 25 - Planning your Sales Calls Templates Discussed on the Podcast 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 the 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.
#126 - When Is It Time to Scale Your Team?
How Do You Know When It Is Time to Add Members to your Team? This week on the Catalyst Sale Podcast we discuss some of the questions you should ask yourself when determining if it is time to scale your team, how to onboard new team members, and how to integrate them into your organizational culture. Thank you for sharing the Catalyst Sale Podcast with a colleague. Questions Addressed How do you know when it is time to Scale? How do you bring the member on the team? How do you integrate someone new into the culture? Key Takeaways There is a risk in adding headcount Prepare for a potential step backward Before you Scale Identify patterns Identify gaps Adding team members can address capacity issues Additional team members can also help you focus, and reduce opportunity costs When you Onboard Use Motivation-Based Interviewing in your hiring process Don't micromanage Map out the onboarding journey Here is an example of a sales rep onboarding mindmap we use. You need to plan Design based on outcomes Be deliberate Remember - This is an iterative process Empathize with those who are joining the organization Every time you add something to the equation you change the make-up of the organization. Engage others in the process, we all wear the same logo, use the same domain, support our customers We as a group, are stronger than the individual Help new team members be part of the team, help them engage with others. Do not operate in a vacuum. Ask questions to reduce blind spots If you hire the right people, if you communicate effectively within the organization, you can improve your ability to execute. Show Links Send us your Questions Twitter hello@catalystsale.com  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.
#125 Mentoring - Repost
REPOST - Listener Question - Mentoring on the Job This week on the Catalyst Sale podcast we review a listener topic. Spencer asked if we could discuss the importance of having a good mentor as a new rep OR a seasoned rep starting with a new company or in a new industry. It is through mentoring programs and job shadowing programs that organization information can be passed down from person to person, and generation to generation. It is also through these programs that creativity can be inspired, relationships can be built, knowledge can be passed quickly, and a catalyst for innovation can occur.   If these programs are set up poorly, or the mentor/mentee match is mishandled, the results can be rough. Should you implement a job shadowing or mentoring program in your Sales Org? The short answer - it depends.   Should you have a formal or informal mentoring program?   Again, it depends.   We discuss why you may want to consider a formal mentoring or job shadowing program, even if culturally it may not seem like the best fit.  We share personal experiences with mentors who helped us throughout our career and end with some important tips for both mentors & mentees.  Thank you for listening to this week's podcast.  If you have questions about the Catalyst Sale approach or building a mentoring program, you can reach us at hello@catalystsale.com  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Contact us today to learn more. ---------------------- 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.

#125 Mentoring - Repost

2019-01-1500:20:11

#124 - Sell Without Selling Your Soul with guest Liz Wendling
Sell Without Selling Your Soul - with author Liz Wendling Liz Wendling is a sales coach and consultant for women, sales professionals, and a few smart men.  Liz is also the author of Selling Without Selling Your Soul Bringing integrity to the sales world was Liz's inspiration for this book. Since we are all selling something, Liz thought it was time to drop the baggage, and focus on the thing that keeps us in business - Sales. I hope you enjoy the conversation as much as I did. Questions Addressed Sell without selling your soul why? You choose how you want to sell - why is this important? Why do we struggle with identity and confidence? What are some common mistakes we all make? Why is it important to be authentic? What can we do if we struggle with being ourselves? How does technology play a role in sales? What does Liz's execution process look like? What is the Knowing/Doing Gap? What are some skills that we can focus on that will help us be better sales professionals? What are some of the skills that people resist? What does Liz's research process look like? How do we build out our own process? Key Takeaways It is time for women to reframe what it is to sell, create influence, and generate confidence We can't avoid the thing that keeps us in business - SALES Focus on how you want to be.  We get to choose this, we should lean into this. Sales many times is a love-hate relationship Love the work, but hate the idea of stepping into the role of the salesperson. When we step into this mindset, we create a fatal business strategy If you are reluctant to sell, or have a hatred toward it, it means you are doing it wrong. Common Mistakes Feel like you have to talk about yourself - Best way to combat this - ask questions, listen, relax. Showing up as self-serving rather than self-confident Don't get stuck up in your head. Within the first few moments, the client may decide "you are not it". Authenticity is not a strategy.  You don't learn to be authentic.  You are, or you are not. If you have crappy skills, it does not matter how authentic you are. You have to be you. If it does not feel right, it likely is not. You have an option to change your language.  Stop, figure out a way that resonates with you. If you are using words or a process that is not yours, it's like running around with someone else's clothes.  You'll never feel comfortable. The human element will always be a part of the process. Think Heart to Heart instead of just Head to Head Fit - "we are a good match" Inspired Action - what can I do that can inspire me right now to do what I need to do to move things forward. "If it's on paper, it is something that I thought was important" Knowing/Doing Gap - I know what I need to do, but I'm not doing it.  Break the problem into multiple pieces, smaller parts. Too many people drop the ball because they do not want to stay in the process. If you are going to do the activity, build a process around it to ensure success. People Skills/Communication Skills - We are human beings talking to other human beings. People do not like "being closed", they do like buying things, and solving problems. Empathize from your heart, not your head. Drive-by empathy does not make an impact. Hone/refine your prospecting skills.  Is your prospecting approach a cold-call version of an email?  Are you barging into their inbox?  If so - this is a virtual sales pitch that will get you nowhere. Differentiate yourself. When prospecting - leave out all of the stupid stuff that makes people roll their eyes.  Know the pains, challenges, issues, headaches, heartaches.  Get in their world. Make it about them, their world, not your world. Follow-up - These days people are either failing to follow-up or using improper follow-up - This is the main reason sales pros are losing sales. "You want to give yourself a raise? Improve your follow-up" Liz After the 10th follow-up, they just give up. Follow-up is not a task, it is a process. Honesty is always welcomed - this is an expectation you can set. Ask better questions - GOOD, emotional, questions. Your process is personal.  If you have closed business, you can map out this process.  Create the steps, what does it look like when you pull the path apart, and put it back together? Don't drop the ball in your process. Don't make the prospect feel like they are being forced through your process. Take a personal approach, remember the 1:1 relationships, don't make assumptions, ask better questions. If you don't get the sale - get the lesson.  See if there was a lesson you were supposed to learn.  Assess the situation. There is a nugget in there you can apply to the next sale. Show Links Sell Without Selling Your Soul Liz's Website Liz's Twitter Liz's LinkedIn Catalyst Sale Podcast Episode with Christie Walters Catalyst Sale Podcast Episode with Christie & Jeff 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.  
#123 - Is it Time to Leave Your Job?
How Do You Know When It Is Time To Leave Your Job? This is the time of year where many of us take the time to reflect, we think about what the past year has provided, and what we plan to accomplish in 2019. This week we discuss some of the questions you should ask yourself when determining if it is time to look elsewhere, and move on.  We also discuss the importance of exiting with grace, and handling your business appropriately. Thank you for sharing the Catalyst Sale Podcast with a colleague. Questions Addressed How do you know when it is time to leave? How do we know if we are settling for good, when great is out there? If we are in a position where things are not good, how do we know that we are better off by breaking free? What if you should leave just because you want to get different experiences? How can you send us questions? Key Takeaways Ask yourself these questions. Are you Happy? Are you Learning? If you are not excited about the thing you are doing for the organization you are currently with, it might be time. Sometimes the hardest job to leave is the one where things are "good". You may have the opportunity to be great, but you may not be able to be great in the current role. When you are coasting, you are likely going downhill. How can you make this opportunity great? Be self-aware. If you find yourself in a rotation like the old Dunkin' Donuts commercial, it might be time to make a move. Ask your boss about new opportunities, opportunities to stretch. Job shadowing, participating in other team meetings, may provide a great opportunity to expand your role and innovate. If you have a question, or would like to share how you apply the concepts discussed on the podcast, please send them to hello@catalystsale.com If the situation is bad, ask these questions. What am I doing? How can I improve the situation? Have I learned everything I can from the role? Don't stick around too long, thinking this too shall pass. In any scenario where you feel like you have learned everything in a given role, patterns continue to repeat themselves, you are at a point where things are predictable, it may be time to explore new opportunities. You can always go back, you may not go back to the same role, in the same org, but there are other similar roles out there. You are not beholden to your decision forever. It may be time to explore other options if the following apply.., If you don't feel like you are making an impact If you don't feel like you are giving back If you struggle to enter the beginners' mind perspective Keep in mind - what you deliver to the new organization may drive innovation. You are not bound to geography, leverage the technology that is available to you. If you decide that now is the time to leave, you cannot coast on the way out.  You can't mail it in. You have made a commitment to the organization you are a part of, make good on that commitment. Don't let a short-timers mentality become part of your legacy. Show Links Send us your Questions Twitter hello@catalystsale.com  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.    
#122 - The First Noel with Guest Jeff Noel
The First Noel with Guest Jeff Noel Jeff is spent 30 years building an amazing career at the Walt Disney Company.  The last 15 years a speaker with the Disney Institute. I am really excited to have Jeff join us this week, in what I hope is an annual Christmas appearance.  This week we discuss Jeff's blogs, which he has published daily since April 1st 2009, goal setting, sales, learning, and execution.  I hope you enjoy the conversation as much as I did. Questions Addressed Why The First Noel? How does Jeff achieve balance? Why did Jeff select to focus on mind, body, spirit, health? Do you want to be the best in the category, or do you want to be the category? How can we be better salespeople, and not focused on the pitch? "Don't let your learning lead to knowledge, let your learning lead to action" - what does this mean to Jeff? Is there any guidance Jeff would give folks on going through the process of setting goals for the next year? Key Takeaways Jeff has blogged every day, since April 1st, 2009 Mind Body Spirit Family Health Work Health Everyone struggles to gain the feeling that they are not overwhelmed in one area or another. Jeff could not find a role model that had the balance he was looking for. We tend to use "time" to measure balance.  Jeff suggests using "energy". If you wanted to be prepared, if the unthinkable were to happen, what would you do?  (Jeff's question) You take your mind, body, spirit to work & home. Work is our contribution to society.  Society (work) pays people for our contribution. Your "Get to Do's" should be more than your "Have to Do's" Other questions to consider... How is your health? How is your attitude? How is your spirit? How are you at work? How are you at home? Brand is your reputation.  It's the first thing people think about when they hear your name or see your name. Brand yourself for yourself - your inner voice should be encouraging. Not self-defeating. The self-talk, self-branding, has to be a critical part of your movement forward. Walt Disney & Roy Disney were brothers, they worked together for decades.  Roy looked at profit as the goal, Walt looked at profit as the reward.  The customer can feel this. "The sale should be the reward, not the goal" - Jeff Creativity is the idea part, Innovation is the implementation. All of Jeff's blogs are personal. Can you be a boundary pusher? It's only impossible (your impossible) until you do it for the first time. Do something every day that scares you, eventually, you will do something that inspires you. Some additional thoughts Jeff shared regarding setting goals, documentation, and execution. Everything that happens to you is a gift - Train yourself in finding the good. You think, you move, and you feel.  You do have a job, you have a place where you live.  Draw five boxes on a piece of paper Create your list Identify those things that are missing Identify those things that you don't need to take with you. Start with the blueprint. Things will work out better than you hope, or worse.  Be grateful when it is better, forgive yourself when it is worse. Go through the practice. Reflect. Keep Moving Forward. Think Differently. Show Links Jeff's Blogs Mind Body Spirit Family Health Work Health Jeff's Twitter ThinkingHeads.com 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.      
#121 - Prospecting and Outreach
Common Listener Questions - Prospecting & Outreach Prospecting & outreach is another common topic we discuss with folks we coach, clients we work with, and listeners of the podcast.  This week we dive deep into the tactical detail of conducting research, beginning outreach, and the importance of context.  One assumption we make in this podcast is that you are operating in an organization that has not adopted an inbound approach, and the core of your business comes from direct outreach and prospecting. Questions Addressed If someone asks for help with outreach, where do you start? What action should we take if we are starting from zero when prospecting? What are some common mistakes we make when conducting outreach? Key Takeaways First, assess your current situation, you can start with these questions... How do you define prospecting? How do you define outreach? How do you define your business development process How do you find customers? Be careful about going too broad. There is a difference between crabbing and catching fish - decide what approach is going to work best for your potential client base. Once you have identified the role of the folks that you are interested in speaking with, start your search within LinkedIn or LinkedIn Sales Navigator. Establish your filters based on the desired profile. Determine if the people are within the spectrum of your ideal customer profile.  (i.e. organization size between 500 and 2,000 people) Look at the companies, and identify those that you have something in common.  You may use their products, know people who work there, own stock in the organization. Begin conducting research into the organization. Take action, be deliberate. With the "casting the net" approach, you hope/anticipate that something is going to come to you.  The risk here is that this is a bit more passive, and the fish may find another route. Casting a line requires specific intent.  You cast to a target.  You focus on quality over quantity. There are multiple approaches that you can take to engage with those who you would like to speak with. Take a personalized approach, do the research, do your homework.  The person on the other end should understand why it is worth trading their time to spend time with you.  It's your job to identify and convey this. Lee Cockerell - "Don't ask me something that you could have googled" Prospecting is about the customer, it is not about you. You are trying to discover the people who care about the problem that you are trying to address. Ask more questions. Be deliberate. Show Links #77 Initial Outreach - Why you Why You Now - Podcast CISO & Security Vendor Relationships Podcast Send us your Questions Twitter hello@catalystsale.com  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.  
#120 - Leaders Eat Last a Catalyst Sale Book Review
Leaders Eat Last - Why Some Teams Pull Together and Others Don't - a Catalyst Sale Book Review This week on the Catalyst Sale Podcast we review Simons Sinek's "Leaders Eat Last", the episode is brought to you by our sponsor - getAbstract.  Questions Addressed How do we use tools like getAbstract? How do we apply the concepts discussed in Leaders Eat Last? What did August learn from reading the book? What are the differences between the approach taken at Costco vs GE? Why is Trust Important? Call to Action Let us know how you gather feedback. Let us know how you plan to apply the concepts discussed in Leaders Eat Last to your workday? Show Links Leaders Eat Last - Simon Sinek Carol Quinn - Motivation-Based Interviewing 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.
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