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.
Problem Solving, Growth, and Building Businesses - Erik Kostelnik
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
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 be easy to do business with?
How can we manage the growth cycle?
Common Pipeline Challenges
When we say pipeline, what are we talking about?
What are some common pipeline challenges?
Are there different segments of the pipeline?
Sum of all of the opportunity that is out there = pipeline
Weighted probability of closing that business = forecast
Challenge 1 - actually doing the work and getting in front of customers
Challenge 2 - Deals sit in the pipeline for too long
Challenge 3 - Neglecting to put things in the pipeline because you are not sure if it will turn into anything.
How Do You Onboard Someone New To Sales
In this episode, Mike talks with Tanner Brock about his continued onboarding experience with Catalyst Sale.
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?
Do we apply call planning in the context of outreach?
How do we measure success?
Dealing with Mistakes
What are the best ways to handle mistakes?
How can we handle current mistakes?
How do you view historical mistakes?
What Does Good Discovery Look Like?
In this episode, Mike and Jody discuss the importance of a good first customer interaction and discovery call/meeting.
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?
Onboarding and an Announcement with Guest Tanner Brock
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 journey, lessons learned, mistakes, and wins.