Find My Catalyst Podcast

In this episode, Mike and Jody discuss Leading Well Into the New Year.  Key Takeaways: We can control our attitude, we can control our effort. When leading self, ask what is going to be different about next year and how will I make it happen? We know we should lead self, but we spend so much time reacting to the things in front of us rather than taking a leadership perspective and shining the ligh...

On this episode, Camille Clemons once again joins Mike for a great conversation. They discuss leading well into the new year, characteristics of a good leader and the role of being a mentor.  Key Takeaways: Remember what got you where you are. Make incremental changes along the way. Leadership is a choice, not a title. Harness your business and understand where you thrive. Take time to really figu...

In this episode, Mike is joined by Brandon Fluharty. Brandon is the VP of Strategic Account Solutions at Live Person. He is also the Founder of Be Focused, Live Great.  Key Takeaways: A lot of people haven't found purpose in what they do - the best motivation is intrinsic motivation. When you look at elite performers, many have a drive that is driving them toward something most people can't see. W...

Gratitude and Reflection In this episode, Mike and Jody reflect on 2021 and they each share a few things they are grateful for. Let us know what you are grateful for at hello@catalystsale.com .  Key Takeaways: Figure things out and move things forward There are a number of different ways to inspire or create reflection and gratitude It is important to take time to reflect and to express gratitude....

In this episode, Mike has some exciting news and he talks with Jody Maberry, about getting your message out, those who are catalysts in your life and podcasting. Key Takeaways: A catalyst is somebody that gets you started. A spark or inspiration that gets you started down the path. You have a lot in your head that other people are going to find valuable. It helps sometimes to have another person t...

In this episode, Mike and Jody talk about why it is a good idea to really know your customer and what is important to them. Key Takeaways: Knowing your customer makes it easier to design a specific approach that makes it easier for them to solve their problems. If we don't take the time to understand our customers, we increase risk. Get our of your own head space. Ask simple questions of your cust...

Jeff Noel joins Mike this week on the podcast.  They cover a number of topics in the conversation, including balance, perspective, health, preparation, scary things and gratitude. Jeff is the host of If Disney Ran Your Life, he is a keynote speaker and educator.  He will help you and your organization Think Differently. Key Takeaways: "When you change what you see, what you see changes" - Jeff Noe...

Key Takeaways: If you can take a creative approach to problem solving, it's amazing what a group of smart, committed, creative individuals can accomplish. It's awesome to see the lightbulb go off when people realize they aren't the only ones with that problem. You don't solve complex problems with complex solutions. Take a simple framework and apply it to the challenge you are dealing with. It can...

In this episode, Mike talks with Alexine Mudawar and Gabrielle Blackwell. They are the Co-Founders and Co-Hosts of Women in Sales Club. Find them on Clubhouse on Saturday afternoons.  Key Takeaways: The most unexpected thing about Clubhouse is seeing how much interest there is. People want to participate and contribute. There is so much noise in Sales, it is easy to get distracted.  There is value...

In this episode, Mike and Jody talk about how to overcome your fear of sales and why sales isn't scary. Key Takeaways: Things are scary when they are unknown or uncertain Tools can be used to improve the likelihood of success. Ex: Catalyst Sale Account Plan, Catalyst Sale Call Plan, Catalyst Sale Territory Plan. Have a list of desired next steps to help limit the uncertainty. Once you start doing...

In this episode, Mike talks to Liz Heiman, CEO and Chief Sales Strategist for Regarding Sales. They talk struggles, process, funnel and ways to identify your ideal customer. Key Takeaways: It's fun to help people realize Sales isn't a big, bad, scary thing. Many Founders struggle because they don't realize they can ask certain questions of prospects. Work on becoming more comfortable talking about...

In this episode, Mike talks to Shelton Banks, CEO of Re:work Training and Co-Founder of Sales For The Culture. Key Takeaways: People don't ask the questions they should because they are scared to work and are afraid to fail. Grandma's baby effect tends to happen in businesses too - no matter how much you grow, they will still see you as Grandma's baby. We tend to want to help everybody, but we can...

In this episode, Mike and Luke Thomas have a great conversation about remote work and the implications of the continuation of remote work. Luke Thomas is the Founder of Friday and the author of The Anywhere Operating System . Key Takeaways: People don't need to be convinced to work from anywhere because they already are. Instead they need a series of practical tooling on guidance on how to actuall...

In this episode, Mike and Vicki Znavor have a great conversation about authenticity and purpose in the workplace and in life. Vicki is the author of Authenticity Reawakened: The Path To Owning Your Life's Story and Fulfilling Your Purpose and she is a certified leadership coach. Questions Answered: What is authenticity? Why do we struggle with authenticity? How often should we ask the question, "w...

Reflecting on 9-11 and the past 20 years.  This is an unedited podcast episode - we will do more of these going forward. Key Takeaways Take time to reflect Take time to push your imagination Thank those who serve, and continue to do so Find common ground Lead Thank you

In this episode, Mike is joined by Amy Volas. They discuss the importance of listening, asking questions, and engagement - when conducting an interview or being interviewed. Many of the stories, ideas, and concepts discussed can also apply to listening in all aspects of life.  Key Takeaways: Learn to love active conversation again. Founders, Leaders - stop taking a back seat approach to interviewi...

In this episode, Mike is joined by Chip Huth. Chip is a division commander with the Kansas City Police Department, a Senior Consultant with the Arbinger Institute and producer/contributor to the Changing Discourse Podcast. Key Takeaways: You have to have people at the strategic level at any enterprise. Think about how your work impacts your partners.  To build credibility with others, involve them...

In this episode, Mike talks with Craig Sybert, Senior Systems Consultant at Envolve Media and Producer/Creator of the Music Musing Podcast. They discuss creativity and its importance in the workplace. Key Takeaways: You can be creative, but unless you have the basics, you can't really starting playing with it and creating. Creativity helps you think things through deeper than the surface level In...

In this episode, Mike and Jody discuss the importance of a positive mindset and slowing down.  Question for the Audience: Do we lose people or your referrals because we say "Sales" in the name of the podcast? Key Takeaways: Our job in sales is to cover the gap between problems known or unknown and solutions that are known or unknown and helping our customers actually make an impact in their busine...

In this episode, Mike talks with DeJuan Brown, Senior Director, Seismic. This conversation covers a number of topics including community, learning and the buyer journey.  Key Takeaways: Those of us that have any type of audience should make a better effort to bring attention to where attention is warranted.  Use the platform you have to magnify other voices. Look for the voices you learn from and...

In this episode, Mike talks with Darryl Praill, CRO VanillaSoft. They cover a myriad of topics ranging from Sales and Marketing Alignment to creating a culture where people feel comfortable with cross team collaboration. Key Takeaways: Misalignment comes when you think your view is the only way/view. Have an intentional perspective. Are you being intentional and trying to understand all perspectiv...

In this episode, Mike talks with Jen Spencer about the role of sales and marketing in demand generation and her new role as CRO at SmartBug Media.  Key Takeaways: You have to make hard decisions when it comes to demand generation, having data helps.  Organizations struggle when they don't have that data - it becomes an emotional decision when data is absent. Use data to tell a story. Failure comes...

In this episode, Mike talks with Chris Walker about marketing, sales, and revenue operations. Chris is the Founder and CEO of Refine Labs. Key Takeaways: It's the mindset of the executives at the highest level that drive everything down.  The first tree to plant is a ridiculously intimate understanding of your customers. It's often marketing on the hook for continued growth. Figure out your logica...

Generating Revenue - Common Mistakes In this episode, Mike and Jody discuss four common mistakes Sales Reps make when it comes to generating revenue. Common Mistakes : Believing that people care about the problem you solve for enough to pay for your product or service. If they aren't interested enough to pay for your product or service, you won't generate revenue. If they aren't solving for the pr...

In this episode, Mike and Jody continue their discussion on the topic of mindset and discuss internal versus external locus of control. Key Takeaways: Internal locus of control - you are able to look at situations and say "I understand what happened and I can go accomplish what I need to accomplish." External locus of control - things tend to happen to you There are things we can control and thing...