Episode 52 – Cultivating Partners – Jen Spencer

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the proposal step

“One of the advantages of partnerships…together you are stronger” – Jen Spencer Jen Spencer, VP Sales and Marketing – SmartBug Media, joins us on the Catalyst Sale Podcast this week to discuss partners.  She brings her insight to the podcast, and discusses important concepts to keep in mind when identifying partners.  Mike & I also share our experience both from … Read More

Episode 51 – Why Patience Matters in Sales

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agile sale

Patience is a Critical When it Comes to Strategic Sales An aggressive mentality tends to be something we look for when identifying sales potential.  It is a characteristic that we reinforce when recognizing top performers and one we tend to highlight during an interview process.  What about patience though?  Where does patience fit in?  Can you be patient and aggressive?  Is there a … Read More

Episode 50 – Highs and Lows of Sales and Life

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Highs and lows

Dealing with the Roller Coaster that comes with Sales & Life Emotions are part of the game in life, and certainly in sales.   Don’t let yourself get too high or too low.  If you read the press clippings or listen to the noise, remember that you are never as good as they say you are, nor are you as bad … Read More

Episode 49 – Working with Recruiters

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dealing false start

Listener Question – What are some best practices to consider when working with recruiters? Mike Conner is back this week, he and I tackle a listener question from Max in California.  Max is interested in our perspective on working with recruiters.  Specifically best practices, best approach & some ideas around what has worked for us in the past. On this … Read More

Episode 48 – Onboarding – Ira Bernstein – Rampt Consulting

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tracking key performance indicators on a website

 “Slow down to Speed Up” – Ira Bernstein Ira Bernstein joins us on the Catalyst Sale Podcast this week to discuss onboarding.  He brings his insight to the table and discusses the common issues and challenges associated with looking at onboarding as a one-time event vs. a continuous progression. Perspective is critical – start first with where you want … Read More

The LinkedIn SSI Score – Does it Correlate to Sales Success?

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the proposal step

Host Question – What is an SSI Score? Jody threw us a curveball this week, with his own question.  He has heard Mike and I give each other a hard time about our individual SSI score, and finally asked – what is an SSI score?  This prompted a discussion and a Catalyst Sale Research Project. There’s an old saying in business … Read More

Episode 46 – Your Data Tells a Story – Matt Ostanik – CEO FunnelWise

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dealing false start

Guest – Matt Ostanik – Founder, CEO, FunnelWise Matt Ostanik is our guest on this week’s podcast.  Matt is the CEO of FunnelWise. He previously founded and grew Submittal Exchange, a provider of web-based collaboration tools for commercial construction projects. In a five-year period, Matt grew the company from two employees to more than 100 and more than 100,000 users … Read More

Episode 45 – Proposal Templates – Good, Bad, Ugly

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Hire a professional

Listener Question – Proposal Templates This week on the Catalyst Sale podcast we review another listener question. Lynn asks about proposal templates, and if it is common to use templates that are more focused on the vendor’s business than the customer.   In her organization, they use a template that focuses on their business and the market, and wonders if this is the … Read More

Episode 44 – Partnerships in Business, Sales, and Life

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agile sale

Teamwork Makes the Dream Work John Maxwell famously wrote, “Teamwork makes the dream work”.  This is critical to our success as individual sale reps (account executives, account managers, SDRs, BDRs, sales leaders), and to Catalyst Sale as an organization. This week on the Catalyst Sale podcast we talk about the importance of partnerships in business, and how finding the right business … Read More

Episode 43 – Personality Data and Sales – Drew from Crystal Knows

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TheConfirmationStep

Guest – Drew D’Agostino – Founder, Crystal Knows This week on the Catalyst Sale podcast Drew D’Agostino, Founder, Crystal Knows joins us to talk about building trust with your customers, prospects, and team members by understanding their perspective, tendencies, and personality type. Crystal Knows works at the intersection of social science, technology, and communication. They use machine learning & natural … Read More