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.... Show More

Episodes

October 27, 2020

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 out revenue engines?
  • What are th...
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    October 19, 2020

    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, methods and approach, you can improve confid...
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    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?
  • Key Takeaways:

  • Spraying and praying app...
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    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 to have an evaluation process. As...
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    September 28, 2020

    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 The Reset was worth doing?
  • Key Takeaways...

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    In this episode, Mike and Erik Kostelnik talk about solving problems, working towards execution and building out your business. Erik is the Founder and CEO of Postal.io 

    Questions Answered:

  • Why do people struggle with engagement?
  • How have things changed in our current environment?
  • What is your approach to problem solving?
  • How do you avoid scope creep?
  • What is your decision making process?
  • Why do we get sucked into the lures?
  • How can you ...
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    In this episode, Mike and Jody discuss the definition of pipeline and common challenges associated with a Sales pipeline. 

    Questions Answered:

  • When we say pipeline, what are we talking about?
  • What are some common pipeline challenges?
  • Are there different segments of the pipeline?
  • Key Takeaways:

  • Sum of all of the opportunity that is out there = pipeline
  • Weighted probability of closing that business = forecast
  • Challenge 1 - actual...
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    In this episode, Mike talks with Tanner Brock about his continued onboarding experience with Catalyst Sale. 

    Questions Answered:

  • What has been the worst thing that has happened so far?
  • How are you overcoming this issue?
  • Why might our outreach number be lower than we expect?
  • What’s next?
  • Do we apply call planning in the context of outreach?
  • How do we measure success?
  • Key Takeaways:

  • Adjustment into an official sales role has been the hard...
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    In this episode, Mike and Jody discuss the best ways to handle mistakes when they occur.

    Questions Answered:

  • What are the best ways to handle mistakes?
  • How can we handle current mistakes?
  • How do you view historical mistakes?
  • Key Takeaways:

  • It is great to share stories about lessons learned.
  • It is important to be transparent and open.
  • We can all learn from each others mistakes and learn from the stories that relate to those mistakes.
  • If ...
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    In this episode, Mike and Jody discuss the importance of a good first customer interaction and discovery call/meeting.

    Questions Answered:

  • What should the first customer interaction look like?
  • What is involved in discovery?
  • Why do you want to find out more about the person?
  • How does knowing the person better help you with the sale you are trying to make?
  • What else do we need to know about the first interaction?
  • Key Takeaways:

  • Ask quest...
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    This week Tanner Brock, founder of 9-5 5-9 Coaching joins the Catalyst Sale Podcast. 

    Tanner is joining the team in a freelance role as an Account Executive.  As an account executive, Tanner's focus will be on selling Catalyst Sale courses in the B2B space.

    Tanner is a non-traditional sales professional, who has not worked in an account executive role.  Tanner will be a guest on the podcast in the future, we will share his jour...

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    This week we have a listener question - how do you avoid selling on price alone?

    Questions Answered:

  • How do you avoid selling on price alone?
  • How do you go about figuring out what the problem is?
  • If a customer keeps driving conversation towards price, should we be concerned?
  • Are there other bad habits to avoid?
  • Key Takeaways:

  • Price is one of those things that a lot of people want to know about, but no one wants to talk about in detail...
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    In this episode, Mike and Amanda Goetz have a great conversation about intention, focus, lessons learned in building a business, joining a business and starting over. Amanda is the VP of Marketing at The Knot and Founder of a new side gig. 

    Questions Answered:

  • What drove you to start building out a side business?
  • How do you keep things straight?
  • How did you start to get comfortable with saying no to things?
  • What compelled you to go ou...
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    How do you create a great proposal?

    In this episode, Mike and Jody discuss best practices when it comes to proposal planning.

    Questions Answered:

  • What goes into a proposal?
  • Where does price go?
  • What are some mistakes people make with proposals?
  • Key Takeaways:

  • One of the challenges people will make when coming to proposal writing is they feel like they have to put everything in there.
  • I would challenge you to think of it as less is mor...
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    A lot has happened since launching Catalyst Sale in 2015.  In the spirit of making it easier to work with us, Mike and Jody talk about Catalyst Sale and what Mike is working on now.

    We take some time and distinguish between Catalyst Sale the products, and the advisory services Mike provides.

    Questions Answered:

  • What will listeners get when working with Mike?
  • What will listeners get from Catalyst Sale?
  • What are you most excited about ...
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    Handling Objections

    In this episode, Mike and Jody discuss a listener tip regarding objection handling.  We bounce around a bit on this one, but ultimately bring it home with some practical thoughts on objection handling.

    TLDR - ask questions, gain context, don't react.

    Questions Answered:

  • Do objection handling documents work?
  • Can you build out questions on an objection handling sheet?
  • Key Takeaways:

  • Objection handling documents...
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    In this episode, Mike talks with Chris Walker about marketing, sales, revenue operations and alignment. Chris is the CEO of Refine Labs.

    Questions Answered:

  • How did you suddenly start to appear in everyone feed’s and gain a following?
  • How do we design for the future?
  • Where did your appreciation for doing the work come from?
  • What are some biases that Sales folks have about marketing?
  • Why don’t we do anything with the information we read...
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    In this episode, Mike and Jody tackle a listener question and provide tips on how to make it easy to do business with you.

    Listener Question:

    For companies not taking a beating, but also are not currently positioned for success, what are clever and nimble revenue leaders doing right now?

    Questions Answered:

  • How easy is it for our customers to do business with us?
  • What can we do to help our customers solve problems?
  • Key Takeaways:

  • Do...
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    In this episode, Mike talks with Justin Rohner about entrepreneurship, mindset and gardening. Justin is the Founder and CEO of Agriscaping Technologies and Director of the Queen Creek Botanical Garden.

    Questions Answered:

  • From an entrepreneurial aspect, where does creativity come into play?
  • What questions do you use to drive curiosity?
  • Should there always be balance?
  • Are mindset and perspective critical?
  • How do we avoid negative traps?
  • ...
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    In this episode, Mike and Jody discuss a listener question related to adopting the Challenger Sales Method.

    Listener Question:

    My organization is adopting the Challenger Sales Method. I am curious on your thoughts on Challenger and training the team on the same process. 

    Questions Answered:

  • What is the benefit of training a sales team all on the same process/method?
  • What do you think about the Challenger Method?
  • What’s the difference...
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