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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 hello@catalystsale.com 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.

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  2. What Works in Marketing and Sales - 69

What Works in Marketing and Sales - 69

Dec 19, 2017

Guest - Pam Boiros - Principal Bridge Marketing Advisors

This week on the Catalyst Sale Podcast a great friend joins the discussion.  Pam and Mike Simmons worked with each other at SkillSoft in the early 2000's. 

Pam is the principal and founder of Bridge Marketing Advisors.  She has a long history in Ed Tech, and is a marketing expert with both sales and marketing skills.  Pam currently works with companies to help with go to market communication strategies.  

Questions addressed

  • What have you learned as you have made the transition from a small company, to a larger organization, to startup?
  • When did Pam start building her Network?
  • Why is there this ongoing battle between Marketing & Sales?
  • How can the Sales rep help customers navigate the buying process?
  • What impact can marketing automation systems have on the sales role?
  • How can Sales reps better partner with Marketing?
  • How has innovation impacted marketing?
  • How are innovations in marketing tech entering into EdTech?
  • What are some common mistakes early stage companies make when it comes to marketing?
  • Where does content marketing fit in the current market?

Key Takeaways

  • The Network is Critical
  • There is no excuse today, for not building a network.
  • Why you, Why Now
  • Sales is more complex than ever
  • “Marketing exists for one reason - to help sales professionals sell more stuff” - Pam
  • According to CEB - 57% of the sale happens before the customer engages with the organization.
  • Look at the Sales role as one similar to a concierge - focus on servicing your customer.
  • Equip your coaches for success.
  • Marketing automation tools will help ensure you are skating to the puck.
  • "90% of your marketing budget is wasted, you just don’t know which 90%" no longer applies.
  • It is critical that you time your marketing with the current stage of your product.  Most organizations start too late.
  • The scarcest resource is time - you have to earn your customer’s attention
  • Map your marketing assets to your buyers and the buyer's journey.

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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.