Find My Catalyst Podcast

In this episode, Mike and Jody talk about the different ways that music can affect your mindset.   Key Takeaways: Music can have a visceral impact.  Range helps. Music is powerful. Music can help to shift a mindset. Mindset is an important aspect of Sales. Find something that inspires you - don't be embarrassed by the music that works for you. Tag us on Twitter and let us know what your go to song...

In this episode, Mike and Jody talk about their experiences so far on Clubhouse.   Key Takeaways: You need to go in knowing value you want to get out of it. Currently an iOS device is needed for access. In order to join, you need to be invited. The level of intention you put toward it is extremely important.  You need to be really deliberate about listening. Be selective about the rooms you decide...

In this episode, Mike and Jody discuss negotiation and why it isn't as hard as you think. Questions Answered: If negotiation doesn't happen at the end, when does it happen? What is negotiation? What questions can you ask to determine what your customer values? Key Takeaways: Common mistake - thinking negotiation is something that happens at the end. You are always in a negotiation. You are always...

In this episode, Mike and Jody discuss project management and what it has to do with Sales Skills. Questions Answered: What does project management have to do with Sales Skills? How do you break project management down? How does it change if we are a small organization? What are the elements of project management? Key Takeaways: Planning - can I put together a plan that will help me execute? Asses...

In this episode, Mike is joined by Ray Edwards. Ray is a communications strategist and author of How To Write Copy That Sells. Ray is also the host of the Ray Edwards Show.  Questions Answered: How do we create the same type of sales experience when we are not in the room? What can we learn from movies about writing copy? Does it make sense to be deliberate about the copy you write for videos? Wha...

In this episode, Mike and Jody discuss the importance of saying "I don't know" when talking with prospects or customers. Key Takeaways: It is shocking how many people are uncomfortable saying "I don't know." It is important to follow-up with "I will find out," "I will get an answer," or "I'll get back to you." Don't be dismissive when using "I don't know." You come across as more confident saying...

In this episode, Mike and Jody discuss how to prepare for your initial conversation with a prospect and why the preparation piece is important.  Questions Answered: How do you prepare for the initial conversation with a prospect? Key Takeaways: Determine how you found out about the person you will be talking to. Did they contact you or did you identify them as a prospect? I want to gather as much...

In this episode, Mike talks with Dan Cockerell about his new book, What's The Culture In Your Kingdom? Key Takeaways: The book is broken into 4 sections: Leading Yourself, Leading Your Team, Leading Your Organization and Leading Change. Studies have shown that CEO's who have emotional intelligence have better results. It doesn't take a lot to be good at connecting with people. Growth mindset is ke...

In this episode, Mike and Jody talk about ways to start the year off right even if you have already abandoned your New Year's Resolution.  Questions Answered: How do we start the year off right? What do we do to get back on track? Key Takeaways: People cannot disrupt the attitude that you take, the effort you put forth, the attention you use when doing work. Go back to the why behind the decision...

In this episode, Mike and Jody talk about why it is a good idea to break down a problem in order to execute and solve.  Key Takeaways: You aren't going to know where your blindspots are until something or someone helps reveal those things. If you can break a problem down enough, then you can get it done. Establish time, understand risk, and then make a decision. Be specific about what you want to...

In this episode, Mike talks to Liston Witherill. Liston is the Author of Serve Don't Sell, the Chief of Sales Insights at Serve Don't Sell and is the host of The Modern Sales Podcast.  Questions Answered: What is the connection between environmental science and sales? Why do sales folks struggle with systems thinking concepts? Do you believe people struggle with practice? Why is it important to di...

Jeff Noel is back for a special episode of the Catalyst Sale Podcast. We talk about a number of things, with a specific focus on Home. Make sure to take the 72 hour challenge that we mention at the end of the podcast. I'm going to keep the show notes short - your can learn more about Jeff Noel by following his podcast "If Disney Ran Your Life" or following him at junglejeff.com Jeff's Podcast - If...

In this episode, Mike talks with Amber Naslund. Amber is a Principal Consultant at LinkedIn. She leverages her expertise to help some of the top brands in the world build outstanding digital content strategies. Questions Answered: Why can't we do more of what the internet is good at? Are there ways for us to leverage the good? How can we converse better on social channels? How can we get better? H...

In this episode, Mike talks to George Randle, Managing Partner at EF Overwatch and Co-Author of Talent War. Questions Answered: What inspired the book? Why do we fall into the trap of thinking industry experience is critical? Why do HR professionals struggle with pushing back? What is effective intelligence? What is resilience? What is Hire for Character, Train for Skill? Key Takeaways: Drive home...

In this episode, Mike and Jody discuss how to be in Sales without being salesy.  Questions Answered: What advice do you have to help folks avoid being "Salesy"? Key Takeaways: When people think of "salesy" they think used car salesman or door to door sales people and they don't want to be that because they don't feel comfortable with that approach. You have to believe in the product you are sellin...

In this episode, Mike and Jody answer a listener question about building comp plans. Listen in to know what you should consider when building a comp plan and what you want to avoid. Questions Answered: What should I consider when developing a comp plan? What are common mistakes people make when doing a comp plan? Key Takeaways: Know what you are trying to accomplish Know what modeling you are comf...

In this episode, Mike talks with Tanner Brock about the conclusion of the three month test with Catalyst Sale.  This is the fourth round of this series.  Check out episodes 212, 215, and 220, if you missed the first three sessions. Questions Answered: What would Tanner never do again? What did we learn throughout the test? What would have done differently? What will change as we go forward? Work W...

Listen in as Mike and Jody discuss how to use the Catalyst Sale G.A.M.E. Plan template for goal-setting and execution. Questions Answered: What is the G.A.M.E. Plan? What do each of the letters stand for? How do we download the guide? Key Takeaways: A framework you can use to help improve your ability to execute on your goals. G = Goal A = Activities Actions you are going to take to reach your goa...

In this episode, Mike and Jody discuss some of the traps Mike has identified that keep people from obtaining their goals. Questions Answered: How did you come up with the 7 Traps? What are some of the traps? How do we download the guide? Key Takeaways: There are things that we all do and reasons that we do these things. Imagine if you put a little structure behind it, how much more you could accom...

In this episode, Mike and Jody discuss the importance and value of practice. Key Takeaways: There is a time and place for thinking Planning is so important in all the work we do. You can draw a correlation between business and many things - business and sports, business and cooking, etc… You increase your ability to execute if you operate in that muscle memory mode. There is value in being intenti...

On this episode, Mike is joined by Tim Clarke. They discuss building out process & timing and how you can build out your revenue operations engine. Tim is a Managing Partner at Growth Sigma. Growth Sigma helps growth leaders align and execute against the four most important parts of the enterprise sales system.  Questions Answered: How does system design apply in the context of Sales and building...

In this episode, Mike and Jody discuss confidence in sales, asking for help and enjoying the thinking that sales requires.  Questions Answered: How do we gain confidence when starting in Sales? Why do Sales experts not seek help? How do we enjoy the thinking that goes into Sales? Key Takeaways: Being able to trust the process leads to confidence When you have a stable set of systems, tools, method...

In this episode, Mike talks with Tanner Brock about his continued onboarding experience with Catalyst Sale.  This is the third round of this series.  Check out episodes 212 and 215, if you missed the first two sessions. Questions Answered: What's not working? What are some of the things we will test regarding follow-up? What are some common challenges? What are some things we are going to start? K...

Mike Conner is back.... In this episode, Mike talks with Mike about ways to apply basic sales skills when job hunting, along with a number of other things.  Don't miss the last 10 min where we discuss some foundational things many sales pros miss. Questions Answered: How can you apply sales skills to a job hunt What basic things can early Sales Pros do better? Key Takeaways: Be sure to take time t...

In this episode, Mike and Jody discuss a listener question regarding the Catalyst Sale Frameworks. Questions Answered: Why is it that the Catalyst Sale Frameworks are effective not just for sales, but for other areas of life? How does it change things to have a plan? Where else can the frameworks apply? How often do you think of the frameworks being used outside of sales? Why did you decide that T...