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

March 2, 2021

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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    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 Disney Ran Your Li...
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    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?
  • How do you differentiate between fundame...
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    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 the point that it is critical to have p...
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    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 selling.
  • Even more important, you h...
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    December 1, 2020

    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 comfortable using when thinking about the...
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    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 With Catalyst Sale:

  • Listen to our free ...
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    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 goal
  • M = Metrics
  • Measurables -...
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    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 accomplish. 
  • Trap # 1 - Being Vague With Yo...
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    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 intentional in the way you practice.
  • Ask what m...
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    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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