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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.

Mar 20, 2018

Blindspots - We all Have them

This week on the Catalyst Sale Podcast, we have a listener question from Ann in San Diego.  Ann asks - What is something you consistently find within organizations you work with?

One of the most consistent things we see across all of the organizations we work with, are the blind spots they have created.  Many times these blindspots are a function of focus, attention, and passion.  The challenge with blindspots, everyone has them, they require help to identify, and they bring risk if not addressed.  

Questions Addressed

  • Can you provide an example?
  • How can you avoid/overcome blind spots?
  • How can consultants/coaches help with blindspots?
  • How can we find out more about Catalyst Sale?

Key Takeaways

  • On a positive side the organizations it is clear, that the organizations we have worked with are committed to their customers.
  • They have identified a need in the market and they are passionate about addressing the need.
  • On the negative side - there are blindspots that many of these organizations "Can't" see.
  • One of the biggest blindspots is missing the perspective of the customer.
  • Be aware of the risks of being caught in your own echo chamber
  • Lean on others, don't fail alone
  • We assume outcomes, and fail to pay attention, many times this approach creates those blindspots.
  • Ask your network for help.
  • Do the work, take the perspective of your customer, work through the use cases.
  • If you are in a room, and everyone is saying yes, find someone who can say "no"
  • Everyone has blindspots - you are not unique.
  • If you think you do not have blindspots - you may have some really big blindspots.
  • Consider creating SWOT teams within your organizations to help you identify and overcome blind spots.
  • Consultants can come in with an unbiased, beginners mind, perspective.
  • A coach, a consultant, can draw attention to things that you may not be paying attention to.
  • The coach/consultant is likely not tied to the political baggage that exists within the organization.

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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.