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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 3, 2017

Guest - Morgan Ingram, Manager, Sales Development at Terminus and Host of the SDR Chronicles

The Sales Development Representative (SDR) role is another level of specialization within the sales function.  Some organizations have adopted this role and successfully integrated the position into their teams, while others are struggling with success.

This week on the Catalyst Sale Podcast, Morgan Ingram, host of the SDR Chronicles joins us to discuss the SDR, the evolution of the role, mindset, and being persistent.

Questions addressed

  • What is an SDR?
  • What works in SDR/AE handoffs?
  • Where does the transition fail?
  • How do you onboard a new AE/SDR?
  • What does the transition from SDR to Manager look like?
  • What about transitioning from an SDR to an AE role?
  • What surprised Morgan most about the transition from individual contributor to a manager?

Key Takeaways

  • Sweat the details
  • Define success criteria and expectations with each Account Executive
  • As you make the transition into leadership, focus on how you can work for others.  
  • Consistency Brings Results - If you don’t show up, you can’t show out.
  • Monthly data may skew your perception on results, look at the quarterly numbers to help minimize the impact of anomalies.
  • Steady mindset - good things will happen, or bad things will happen - know that the one constant is change. Trust your process.
  • When you feel the fire in something that you are doing, but are not seeing the impact - trust yourself, be persistent.

Show Links


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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.