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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.

Oct 16, 2017

Guest - Jennifer McClure - Speaker, Executive Coach, President of Unbridled Talent & CEO of DisruptHR

How do you innovate in a role that historically has been typecast as transactional?  Jennifer McClure joins us on the podcast this week.  We discuss innovation, building business acumen, how a role in Human Resources relates to sales, and a number of other topics.

Jennifer was an amazing guest.  Not only did we discover that both of us are D’s when it comes to our DISC profiles, but we also both have to push out of our comfort zones to be more extroverted in our jobs.  Jennifer talks about setting personal challenges when communicating, including personal gates, such as never being the first person to talk, and not offering a solution until you ask at least one question.

Questions addressed

  • What does disruption mean to Jennifer?
  • What are some of the things that are happening in HR when it comes to innovation?
  • How do you distinguish between signal and noise
  • What are some things people should consider when thinking about making a transition (level up, do something different)?
  • What is the secret to being a good coach?
  • What happens if you dismiss HR or others in the hiring process?
  • How can HR (and other) professionals build business acumen?

Key Takeaways

  • As an organization or as a leader, if you say you are innovative, but you don't allow people to fail, you are simply fooling yourself.
  • From the receptionist to the switchboard operator, treat people like you would like to be treated - people matter.  Your #1 job when going through the interview process is to be the most likable person they interact with. Engage - it will help you differentiate from others in the process.
  • Look in the mirror - be self-aware; you know what’s in your head, your job is to get information out of the person you are meeting with, then deliver your information in context.
  • The more we look at talent through the same lens that we look at consumer products, the better we will perform.  This will free HR up to work on more strategic things.
  • Think of yourself in the context of a well-rounded business professional.  A business leader with HR expertise.
  • Over the next 2 to 3 years Jennifer expects HR to continue to evolve to a much more strategic function - it’s not just a phrase, people are our most important resources.
  • If you want to build business acumen, start by developing a curiosity about the business.  Start with some foundational questions - i.e. How do we make money?

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Growth Acceleration - Plateau Breakthrough

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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.