Catalyst Sale Podcast

Catalyst Sale Podcast

Sales is a thinking process. The Catalyst Sale Podcast is a weekly podcast with Catalyst Sale founder Mike Simmons and host Jody Maberry. We discuss real stories with practical application, in the context of B2B Sales. Other topics discussed include - Sales Strategy, Revenue Operations, Training, Onboarding, Sales Enablement, Organization Enablement, Workforce Development, and Execution.

Episodes

July 2, 2021

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.
  • Think about the impact of your work...
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    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 order to be creative in a certain fie...
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    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 business.
  • Slow down even when dealing with...
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    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 help to amplify those
  • Learn-Teach-Lear...
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    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 perspectives.
  • If you want the cheapest source o...
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    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 when you’re not aligned across the bo...
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    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 logical benchmark conversion rate that you s...
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    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 problem today, they either haven’t bee...
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    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 things that are outside of our control. Wh...
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    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 or soundtrack is. 
  • Episode Links:

    Minds...

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    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 to enter.
  • Find rooms that have fewer peo...
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    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 trading pieces of information with fol...
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    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? Assess risks, identify gaps.
  • Resources - wha...
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    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?
  • What can folks do to get better at writin...
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    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 “I don’t know,” followed by one of the...
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    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 information as I can about the perso...
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    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 key.
  • You never know the door that you ope...
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    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 and start executing again.
  • There is no...
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    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 solve and why you want to solve it.
  • Lim...
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    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 discuss ethics in sales?
  • What challenges ...
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