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Improve Performance, Provoke Thought, Think Critically.

You are constantly striving to improve.  You are looking for practical tips you can apply to your daily work that will impact your performance.  You are looking for advice from professionals who do the work. You want to engage with professionals who have been in your shoes.

Be the Founder that can clearly articulate the problem your company solves.

Be the Sales Professional that your customers want to work with.

Be the Learning Professional who can deliver your solution in the context of the business.

The Catalyst Sale Podcast is published weekly.  We take listener questions at @catalystsale on twitter or hello@catalystsale.com via email.

Topics discussed - B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

Jul 23, 2019

Break Your Routine, Testing, and Specialization with Gaetano DiNardi

This week Gaetano DiNardi joins me on the podcast.  This episode has a couple of guys with NY roots, so don't listen to it with the kids in the car.

We cover a lot of ground in this podcast, including testing, what works, pushing boundaries, and getting out of your comfort zone.  I hope you enjoy the conversation as much as I did.

Questions Addressed

  • Why is it important to break your routine?
  • What are some mistakes early-stage companies make?
  • What's wrong with generalization?
  • What is the risk of CEO intuition?
  • What can we learn from the HBR Milkshake Story?
  • How does Storytelling play into Sales & Marketing?
  • What are some common mistakes sales orgs make when they pitch you?
  • How does the creative process apply to business?

Key Takeaways

  • Break your routine - Business, personal, step out of your comfort zone
  • Getting comfortable asking for help
  • Bande  a paisa
  • Early-stage mistakes -
    • Product messaging fit
    • Product channel fit
  • Specialize - No generalists
  • Scope creep is real.
  • Risk of CEO intuition - Bias is real
    • Connect the gaps between real-world and CEO visionary world.
    • "Jobs to be Done" Framework
    • Milkshake example - keep their car clean
    • Drill deep into the problem
    • There is always a deeper reason why
    • Get to the root of the problem
    • Know what your customer cares about
    • Start at the end
  • Future state
  • Transition
  • The story does not need to be long & drawn out
    • Allow visualization
    • Four Parts - Beginning, Gap, Future State, & End
    • Symptoms are not actual problems - Know the difference 
  • Marketing automation does not work for sales
  • Good methods…
    • Show me you know me
    • Skip the BS
    • Get back to blocking and tackling, do the work.
  • The creative process in business.
    • Start with a formula
    • Question based
    • Know the bars, verse, and tempo

Show Links

Call To Action

How will you challenge the status quo and break your routine?  Let Us Know.

Thank You 

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Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystifying Sales - Sales for Non-Sales Professionals

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Catalyst Sale

In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. 

Sales is a Thinking Process.