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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.

Oct 30, 2018

Guest - Josh Pigford, Founder of Baremetrics

Josh is the host of the Founder Chats podcast, he is an entrepreneur, maker, and the founder of Baremetrics.  Josh shares some great experience, perspective, and background.  We discuss startups, his founder journey, learning, sleep, and more.

Thank you for listening to & sharing the Catalyst Sale Podcast.

Questions Addressed

  • Why is it important to be open/transparent with your numbers?
  • How has transparency impacted the way you have built out the Baremetrics team.
  • What compelled Josh to share his absurd list of products, apps, websites, and business?
  • Where does "Learning by Doing" fit into Josh's process?
  • What did Josh learn from starting a band?
  • Where did Josh learn the importance of delegation?
  • The "Primary job of the CEO is putting things in motion" - How does Josh think about accountability?
  • What are some of the patterns Josh has noticed from the interviews he has had on the Founder Chats Podcast?
  • What is Josh's learning process?

Key Takeaways

  • Baremetrics is a Revenue Analytics Platform
  • Built based on a need he had for his organization
  • Authenticity & Transparency was lacking.
  • The news was focused on "good news stories" but not where 99% of us operate.
  • Josh - Transparency
    • I need other people to weigh in on things and provide input, they need context to do this.
    • If they don't have the data, all they are sharing is opinion without context.
    • Our financials are available to the team.
    • Nothing is a surprise.
  • Absurd List of Products/Apps/Websites/Businesses - Recognized Patterns.
    • Forgotten how many, and how crazy some of the ideas were.
    • Opportunity to learn something via a real-world project
    • Josh would identify a trend, and would try to replicate success. (many of these failed)
    • Shifted to a product approach (e-commerce, web-based) really enjoyed building, and refining the process.
  • Importance of Learning by doing
    • Programming Languages
    • Playing the Guitar
    • Taking what someone has done, trying to copy, creates an opportunity to learn.
  • Let people who have certain strengths, make good use of those strengths.
  • Being able to do all the things is important early, but you need to know when to let go.
  • Hire out your weaknesses.
  • When something feels like a significant pain, that is the right time to hire.  Hiring too early gets expensive.
  • Crucial to hire with capabilities in mind. Provide the guidelines, but let them work autonomously.  Equip them with the tools that they need.
  • Patterns recognized from interviewing founders.
    • Almost all have a pretty lengthy history of doing/trying different things. 
    • Almost no one is on their first thing.
    • Chances are this "first thing" is not the thing.
  • Josh's learning process
    • Starts with a goal (iterative)
    • Needs to create a feedback loop
    • Small wins are a requirement
    • Create the next few steps to get to the next thing.
  • Product Market Fit
    • You can't know the path, but you can look for the little things along the way that will nudge you in the right direction.
    • The small little steps along the way are critical.
  • Sleep is critical - lack of sleep makes you a worse founder, sales, rep, etc.
    • Schedule your sleep
    • Make a conscious choice
  • It is important to hear how others have done things, but it is more important to just keep trying things.  90% may not work, but it's ok, keep moving forward.
  • Figure out what works well for you.

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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.