Find My Catalyst Podcast

Revenue Collective, Self Awareness, and Sales and Community - with Guest Sam Jacobs Sam Jacobs is the host of the Sales Hacker Podcast and founder of the Revenue Collective. Sam and I discuss a number of topics this week, including his time as a DJ, the catalyst for the Sales Hacker Podcast, why he started the Revenue Collective, and how we can do better when it comes to building teams, creating f...

The Account Plan - a Tactical Discussion This is the third in a series of discussions around tactics.  This week we discuss the tactical side of building an Account Plan.   The Account Plan is a living, breathing document, it is not static.  It serves multiple purposes.  It helps the account rep/account executive/account manager maintain focus. It can be used as a project management tool. It can b...

SalesTruth with Author Mike Weinberg Mike Weinberg is a consultant, speaker, and has recently authored his 3rd book # SalesTruth .  Both of his first two books have been Amazon bestsellers, and Mike has spoken and consulted on 5 continents in the past year. This discussion hits a number of the items covered in #SalesTruth.  Additionally, we discuss hockey, the NY public school system, sales, sales...

Digital Empathy, Marketing, Sales, and Influence with Guest - Brian Fanzo Brian is a Pager-Wearing Millennial Keynote Speaker | Podcaster| Empowering Digital Empathy & Inspiring You to #PressTheDamnButton.  His brand is iSocialFanz Digital Empathy, Data, Influence, Sales, Questions, Research, Taking a Personal Approach, and Getting Back to Basics, are all topics we discuss during the conversation....

Learning, Culture, Alignment, and Process with Guest Cyndi Laurin - Chief Training Officer - AMP Cyndi is the Chief Training Officer at AMP Business Systems, and the author of Catch! and Rudolph Factor.  She also keynoted TLDC19.  This discussion is a follow-up from the information shared during the keynote. Process improvement, training, learning, systems, education, operations, are all topics we...

Technology and Sales - Is the Technology Enabling Something? This week Jody and Mike discuss technology adoption, and the process Mike uses to evaluate technology that we may consider implementing at Catalyst Sale, and within our client base. Thank you for sharing the Catalyst Sale Podcast with a colleague.  Please let us know how you apply the concepts discussed in this episode, via  twitter ,  f...

Emerging Technologies, Salesforce, and Learning with guest Dan Peter This week, another guest joins the podcast.  Dan Peter, the Salesforce Practice Lead with Robots and Pencils joins us to discuss a broad range of topics.  We get into Dan's break from traditional work, and venture down the consulting path.  We also discuss the group he is building out at Robots and Pencils, and we touch on a numb...

Complexity in Work and the Challenges We Create for Ourselves Ted Bauer joins me on the Catalyst Sale Podcast this week.  We discuss a number of different topics including universal evils in work, why they persist, manager/employee relationships, onboarding, and interviewing. Ted turns the table at the end of the discussion, and asks Mike a couple of questions as well, which was an awesome surpris...

Infinite Learning - How Can You Apply It To Your Role? (Repost) This week on the Catalyst Sale Podcast, we discuss Infinite Learning. Specifically, what is it, how you can apply it to your job, how it applies to sales, and how we apply it within Catalyst Sale. Mike Simmons first heard the phrase Infinite Learning on a recent Masters of Scale podcast with Reid Hoffman and Barry Diller. A link to th...

Consistency - How do you Execute and What Tools do you Use? This is the second of a series of podcast episodes where we will focus on sales tactics.  This week we discuss the importance of consistency, and how the practice of consistency as a strategy translates into specific tactics.  We also discuss some of the tools that help us maintain consistency and execute. Thank you for sharing the Cataly...

Is Sales an Agile Process? - Repost Is sales agile?  Mike and Mike tackle this question of sales in the context of agile methodologies.  We also discuss how this development approach applies within the Catalyst Sale Process.  Successful sales professionals are agile by design.  Whether thinking about how we work with customers or how we work with our team, critical thinking and iteration are core...

Thinking Differently to Do the Impossible with Jeff Noel Jeff joined us on a previous podcast episode (First Noel) at the end of 2018.  It's April 1st, and Jeff is back to help us think differently and do the impossible. Embrace the freedom of April Fools day to challenge your thoughts, push your limits, ask questions, and do the impossible. I hope you enjoy the conversation as much as I did. Ques...

Call Planning - How do you Execute? This is the first of a series of podcast episodes where we will focus on sales tactics.  This week we discuss the call plan.  As has been quoted many times - "Failure to Plan is a Plan to Fail" - Ben Franklin. This prompts the question - how come we often fail to plan for our sales calls?  How come each of those calls tend to look the same? Many of the concepts...

Taking the Cringe Out of Recruiting Sales Pros with Guest Amy Volas This week Amy Volas, Founder & CEO of Avenue Talent Partners, joins us on the podcast.  The conversation was great.  We covered a wide range of topics including recruiting, sales, recruiting sales professionals, being human, setting expectations, partnering with a recruiter, and executing. Thank you, Amy, for joining us this week...

Blindspots - We all Have Them This week on the Catalyst Sale Podcast, we have a listener question from Ann in San Diego.  Ann asks - What is something you consistently find within organizations you work with? One of the most consistent things we see across all of the organizations we work with, are the blind spots they have created.  Many times these blindspots are a function of focus, attention,...

  Sales Process - Do You Need One? Continuing our series on common listener questions, this week we discuss Sales Process, why it is important to have one, common mistakes made when defining sales process, and why the Sales Process is different from the Customer Decision Making Process. Thank you for sharing the Catalyst Sale Podcast with a colleague.  Please let us know how you apply the concepts...

Connecting Security, Technology, Leadership and Sales with Guest Mike Kail Mike Kail is the CTO of Everest.org, with over 25 years working in technology companies from large to early-stage startups.  We discuss Security, SecDevOps, Sales and Software Development Alignment, Sales Rep Outreach, Compensation, Leadership, Focus, etc.  This discussion crosses a number of different critical areas that w...

Training - Is it an Expense or an Investment? CFO asks "what if we train our people and they leave?"  Someone else asks "What if we don't train them, and they stay?" - this story/set of quotes has been uttered so many times, I'm not sure who we should attribute it to. This week on the Catalyst Sale Podcast we discuss the question - Is Training an Investment or an Expense?  We also discuss how to h...

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...

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 S...

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 white...

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 kn...

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 perso...

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...

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 hand...