Category: Podcast

Listener Question – Customer Churn 

Churn is inevitable.  It should be considered in your business planning, as it is something most SaaS organizations experience on a monthly basis.  Other companies may track churn on a quarterly or annual basis.

• What if you are a sale rep, and something happens beyond your control, and now your number is at risk?
• How do you get things back on track?
• What happens if you need to take one step backward in order to move things forward?

Let’s say you are an Account Manager or Customer Success Manager, and you find that the Account Executive over promised, now you are under delivering.  Or, maybe the customer’s perspective of what they purchased has changed.  Maybe you are dealing with a new decision maker, or there is a disconnect between the original decision maker and the team tasked with implementing.

Click Here to see our additional Catalyst Sale Podcast Topics
At Catalyst Sale, we are focused on the long game. This week a listener question draws attention to the things that happen beyond your control, and when it makes sense to recommend that a client reduces their investment with your organization.

We also review why it is important to factor in churn as you work through your budget planning process, and when is the right time to discuss it.

Catalyst Sale

Sales is a Thinking Process. Qualification, Fit, and Feasibility are core components of our sales process.  You can learn more about Catalyst Sale by following us on LinkedIn, Twitter, & via the Catalyst Sale Website.

Identify gaps in your Sales Process through an assessment with one of our founders
You can find us via LinkedIn, Twitter, & The Catalyst Sale Website on the links below

Mike Conner on Twitter

Mike Simmons on Twitter

Mike Conner on LinkedIn

Mike Simmons on LinkedIn

Catalyst Sale Twitter

Catalyst Sale on LinkedIn

Catalyst Sale Website

The first part of the year is finished, how are you performing against your plan?

t’s the end of the quarter, so we kept this one short.  Mike Conner & I talk off the cuff about how quick the first quarter of the year has evaporated.  You may be ahead of plan – if that’s the case, “make hay while the sun shines”, and take advantage of your comp plan.

What if you are behind, what if the year is not off to the start you envisioned?

What do you do next?

How do you adjust, and get the train back on track?

In this weeks’ episode of the Catalyst Sale Podcast we talk about pushing the reset button if necessary, hopefully, this is not the case.  We also talk about building on success, creating your foundation for the future, and execution.

Download the Sales Planning Templates Discussed on the PodcastDownload the Sales Planning Templates Discussed on the PodcastYou can find us via LinkedIn, Twitter, & The Catalyst Sale Website on the links below

Mike Conner on Twitter

Mike Simmons on Twitter

Mike Conner on LinkedIn

Mike Simmons on LinkedIn

Catalyst Sale Twitter

Catalyst Sale on LinkedIn

Catalyst Sale Website

Communication with your team is critical.
But, what’s the risk of over communicating?

Many times, leadership requires creating a buffer.  A need to shield your team from information, to improve focus. At the same time, your team can reach new levels in both creativity and impact if they have all of the details.

The importance of transparency is recognized by both new leaders, and those who have recorded a number of years of experience.    A common topic addressed by Jocko Willink, in his book Extreme Ownership & on his podcast, is decentralized command.  Decentralized command is impossible if the team does not understand the commander’s intent. Commanders intent requires transparency.

Is there risk in over communicating?  If so, are you being less than transparent?

In this weeks’ episode of the Catalyst Sale Podcast we discuss why transparency, from a sales leadership perspective, is important at Catalyst Sale.  We also discuss the risks associated with transparency, and why providing a buffer is critical when leading a high performing team.

Download the Sales Planning Templates Discussed on the PodcastYou can find us via LinkedIn, Twitter, & The Catalyst Sale Website on the links below

Mike Conner on Twitter

Mike Simmons on Twitter

Mike Conner on LinkedIn

Mike Simmons on LinkedIn

Catalyst Sale Twitter

Catalyst Sale on LinkedIn

Catalyst Sale Website

The Catalyst Sale Account Plan – Strategic Account Plan Template

At Catalyst Sale we look at the account plan as the roadmap of where we have been, and where we expect to go with an account.  The document is critical to effective strategic sales, and account management.  This plan fits into our qualification stage of our sales process, and will be utilized through proposal, confirmation, and beyond.

Account planning includes baseline information such as goals, objectives, the roles of the players in the relationship.  It also should include a list of open questions, or gaps in knowledge.  The things we need to know but have not yet determined or uncovered.

An effective account plan should read like a story, one that can be used to allow senior leadership, or other players on the team to read up on an account quickly.  We address the why, the who, the what, and via the 30/60/90/180 & past 90, and the when.

In this weeks’ episode of the Catalyst Sale Podcast, we share our personal experience related to strategic account planning, why it is worth the investment of time, and how we apply this approach with our client base.

Download the Sales Planning Templates Discussed on the Podcast

Catalyst Sale

Sales is a Thinking Process. Catalyst Sale is a learning organization first and foremost. That’s why we care about a thinking process that enables results versus a process that tells people what to do. We aim to add value whenever we can, and our true success is measured by the sustainability of our work long after we complete a project. We surround ourselves with good company and never stop learning.

We are Catalysts. We Connect people we know and people we meet to help create an opportunity for others. We Challenge ourselves, our clients and our team, to discover what is possible. We Learn from others, others learn from us and that never stops. We Contribute our expertise to deliver results with meaningful projects that are aligned with our values. We care about the people we work with every day and get great satisfaction from seeing them thrive.

Identify gaps in your Sales Process through an assessment with one of our founders
You can find us via LinkedIn, Twitter, & The Catalyst Sale Website on the links below

Mike Conner on Twitter

Mike Simmons on Twitter

Mike Conner on LinkedIn

Mike Simmons on LinkedIn

Catalyst Sale Twitter

Catalyst Sale on LinkedIn

Catalyst Sale Website

Letting a Customer Go.  When is it time to move on?

Bob Dylan famously sang “The times they are a-changin'”.  Whether in business or in life, the relationships you are engaged with are in a constant state of change.  New information is gathered, perspectives change, objectives change.

Many times this change is good for both parties.  However, there are times when change requires additional action.  That additional action may include letting a customer go.  The strategic fit may no longer be there, or you may no longer be able to help.

In this weeks’ episode of the Catalyst Sale Podcast, we share our personal experience related to making the tough choice to let a customer go.  And why, it may be good for both of your businesses.

We discuss the right way, and the wrong way to let a customer go.  We also discuss the importance of not doing this alone.

Click Here to see our additional Catalyst Sale Podcast Topics

Catalyst Sale

Sales is a Thinking Process. Catalyst Sale is a learning organization first and foremost. That’s why we care about a thinking process that enables results versus a process that tells people what to do. We aim to add value whenever we can, and our true success is measured by the sustainability of our work long after we complete a project. We surround ourselves with good company and never stop learning.

We are Catalysts. We Connect people we know and people we meet to help create an opportunity for others. We Challenge ourselves, our clients and our team, to discover what is possible. We Learn from others, others learn from us and that never stops. We Contribute our expertise to deliver results with meaningful projects that are aligned with our values. We care about the people we work with every day and get great satisfaction from seeing them thrive.

Identify gaps in your Sales Process through an assessment with one of our founders
You can find us via LinkedIn, Twitter, & The Catalyst Sale Website on the links below

Mike Conner on Twitter

Mike Simmons on Twitter

Mike Conner on LinkedIn

Mike Simmons on LinkedIn

Catalyst Sale Twitter

Catalyst Sale on LinkedIn

Catalyst Sale Website

Sales Enablement – The Swiss Army Knife of your Sales Organization 

Sales Enablement takes on a different meaning depending on who is involved in the conversation, and who is driving the mission.  Today, there are a number of sales enablement technologies that have entered the marketplace.

Sales enablement goes well beyond tools and technology.  It includes process, it includes communication, it includes integration.  It can be the bridge that connects marketing, operations, engineering, technology, finance, and operations.  In our experience, the ability for someone, or a group, that plays the role of connector across lines of business will help you minimize false starts.

In this weeks’ episode of the Catalyst Sale Podcast we share how we define sales enablement at Catalyst Sale, why you may want to consider this type of role in your organization, and how to execute.  Mike and Mike also share their experience with building a sales enablement team from the ground up.

Download the Sales Planning Templates Discussed on the Podcast

Catalyst Sale

Sales is a Thinking Process. Catalyst Sale is a learning organization first and foremost. That’s why we care about a thinking process that enables results versus a process that tells people what to do. We aim to add value whenever we can, and our true success is measured by the sustainability of our work long after we complete a project. We surround ourselves with good company and never stop learning.

We are Catalysts. We Connect people we know and people we meet to help create opportunity for others. We Challenge ourselves, our clients and our team, to discover what is possible. We Learn from others, others learn from us and that never stops. We Contribute our expertise to deliver results with meaningful projects that are aligned with our values. We care about the people we work with every day and get great satisfaction from seeing them thrive.

Identify gaps in your Sales Process through an assessment with one of our founders
You can find us via LinkedIn, Twitter, & The Catalyst Sale Website on the links below

Mike Conner on Twitter

Mike Simmons on Twitter

Mike Conner on LinkedIn

Mike Simmons on LinkedIn

Catalyst Sale Twitter

Catalyst Sale on LinkedIn

Catalyst Sale Website

Working With and Identifying Channel Partners 

Partners can accelerate growth in your startup.  They can also stunt your business if you choose the wrong one.

When you evaluate your partner strategy, it is critical that you identify your primary objectives.   Are you focused on growth in new markets?  Do you have enough margin in your business to properly compensate a partner?  How much time will you save with this approach?  How much will it cost you?  Are you better off building the capability internally?

Once these questions are answered, and you have identified your target partners, the tough questions follow.  Are they the right cultural fit?  How do our business objectives align?  How will their customers respond to the product?  How will their sales team sell the product?  Why will their sales team sell the product?

Mike and Mike share their thoughts on partner management, qualification, and execution.  They discuss best practices, common mistakes, and share their personal experience.

Download the Sales Planning Templates Discussed on the Podcast

Catalyst Sale

Sales is a Thinking Process. Catalyst Sale is a learning organization first and foremost. That’s why we care about a thinking process that enables results versus a process that tells people what to do. We aim to add value whenever we can, and our true success is measured by the sustainability of our work long after we complete a project. We surround ourselves with good company and never stop learning.

We are Catalysts. We Connect people we know and people we meet to help create opportunity for others. We Challenge ourselves, our clients and our team, to discover what is possible. We Learn from others, others learn from us and that never stops. We Contribute our expertise to deliver results with meaningful projects that are aligned with our values. We care about the people we work with every day and get great satisfaction from seeing them thrive.

Identify gaps in your Sales Process through an assessment with one of our founders
You can find us via LinkedIn, Twitter, & The Catalyst Sale Website on the links below

Mike Conner on Twitter

Mike Simmons on Twitter

Mike Conner on LinkedIn

Mike Simmons on LinkedIn

Catalyst Sale Twitter

Catalyst Sale on LinkedIn

Catalyst Sale Website

The Call Plan 

How many times have you wrapped up a conversation with a client or prospect, and thought ‘crap, I missed that’?

Call planning is a foundational skill.  Ben Franklin said, “If you fail to plan, you are planning to fail!”  Planning is a crucial skill in both sales and life.  Yet, many rush this step or skip over the basics because they just want to talk to the customer.  We challenge you to take a breath, relax, and identify your goals and objectives before jumping on that next call.

Mike and Mike share their thoughts regarding call planning, concepts that tend to be missed, and also share a basic call plan that will help you keep your meetings on track.

Download the Sales Planning Templates Discussed on the Podcast

Catalyst Sale

Sales is a Thinking Process. Catalyst Sale is a learning organization first and foremost. That’s why we care about a thinking process that enables results versus a process that tells people what to do. We aim to add value whenever we can, and our true success is measured by the sustainability of our work long after we complete a project. We surround ourselves with good company and never stop learning.

We are Catalysts. We Connect people we know and people we meet to help create an opportunity for others. We Challenge ourselves, our clients and our team, to discover what is possible. We Learn from others, others learn from us and that never stops. We Contribute our expertise to deliver results with meaningful projects that are aligned with our values. We care about the people we work with every day and get great satisfaction from seeing them thrive.

Click Here to see our additional Catalyst Sale Podcast TopicsYou can find us via LinkedIn, Twitter, & The Catalyst Sale Website on the links below

Mike Conner on Twitter

Mike Simmons on Twitter

Mike Conner on LinkedIn

Mike Simmons on LinkedIn

Catalyst Sale Twitter

Catalyst Sale on LinkedIn

Catalyst Sale Website

The Vend Zone

We have all experienced it at one time or another.  You are looking for more out of a relationship than the other party has in their mind.  The dreaded friend zone.

Sales is a skill/capability that requires the ability to build relationships over time.  Relationships can evolve, they can also get stuck.  As a sales professional you try to avoid being caught in an order-taking role, but sometimes you are unable to break through the type-cast.

Sales training events or seminars discuss taking a consultative approach to working with your customer.  They discuss how to avoid order-taking and being pulled into a transactional role.  Sometimes this is truly a function of the product, the relationship, or the need of the customer.  We discuss how to identify when this is the case.

Mike & Mike also share their experience getting stuck in the “Vend Zone”, how you can avoid this trap, and prevent the relationships with your customers from devolving into this category.

Click Here to see our additional Catalyst Sale Podcast Topics

Catalyst Sale

Sales is a Thinking Process. Catalyst Sale is a learning organization first and foremost. That’s why we care about a thinking process that enables results versus a process that tells people what to do. We aim to add value whenever we can, and our true success is measured by the sustainability of our work long after we complete a project. We surround ourselves with good company and never stop learning.

We are Catalysts. We Connect people we know and people we meet to help create opportunity for others. We Challenge ourselves, our clients and our team, to discover what is possible. We Learn from others, others learn from us and that never stops. We Contribute our expertise to deliver results with meaningful projects that are aligned with our values. We care about the people we work with every day and get great satisfaction from seeing them thrive.

Identify gaps in your Sales Process through an assessment with one of our founders
You can find us via LinkedIn, Twitter, & The Catalyst Sale Website on the links below

Mike Conner on Twitter

Mike Simmons on Twitter

Mike Conner on LinkedIn

Mike Simmons on LinkedIn

Catalyst Sale Twitter

Catalyst Sale on LinkedIn

Catalyst Sale Website

Agile Sales

Is sales agile?  Mike and Mike tackle this question of sales in the context of agile methodologies.  They also discuss how this development approach applies within the Catalyst Sale Process.

Successful sales professionals are agile by design.  Whether thinking about how we work with customers or how we work with our team, critical thinking and iteration are core requirements of the job.

Mike & Mike also share some experience with cross-functional team communication, process application, setting expectations, and the importance of listening to your customer.

Click Here to see our additional Catalyst Sale Podcast Topics

Catalyst Sale

Sales is a Thinking Process. Catalyst Sale is a learning organization first and foremost. That’s why we care about a thinking process that enables results versus a process that tells people what to do. We aim to add value whenever we can, and our true success is measured by the sustainability of our work long after we complete a project. We surround ourselves with good company and never stop learning.

We are Catalysts. We Connect people we know and people we meet to help create opportunity for others. We Challenge ourselves, our clients and our team, to discover what is possible. We Learn from others, others learn from us and that never stops. We Contribute our expertise to deliver results with meaningful projects that are aligned with our values. We care about the people we work with every day and get great satisfaction from seeing them thrive.

Identify gaps in your Sales Process through an assessment with one of our founders
You can find us via LinkedIn, Twitter, & The Catalyst Sale Website on the links below

Mike Conner on Twitter

Mike Simmons on Twitter

Mike Conner on LinkedIn

Mike Simmons on LinkedIn

Catalyst Sale Twitter

Catalyst Sale on LinkedIn

Catalyst Sale Website