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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 Find My Catalyst Podcast is published weekly.  We take listener questions at @catalystsale on twitter or via email.

Topics discussed - Revenue Operations, Customer Success, Goal Setting & Execution, Mindset, Performance, B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

Apr 18, 2022

In this episode of The Find My Catalyst Podcast, Mike is joined by Andy Paul. They discuss Andy’s most recent book, Sell Without Selling Out.

Key Takeaways:

  • The average tenure of a CRO is roughly 1 year.
  • Intellectual Humility = acknowledging, “I don’t know everything.”
  • Our job as sellers is to go out and listen to the buyer.
  • Sales cycles will shorten if you focus on the buyer.
  • Sales is about compelling, not convincing.
  • Humans react badly to being persuaded, we resist it.
  • Make sales work for you by emphasizing what you are good at.
  • Selling is a creative thing. As a leader, help people develop their unique selling methodology.
  • Give generously to understand. Give in a way that helps the buyer achieve what is important to them.
  • If we help the buyer get the things that are important to them, we get the things that are important to us.
  • How to start finding your own way:
    • Document the parts of the job that you enjoy.
    • Document your weaknesses
    • Experiment

Show Links:

Thank You 

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