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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.

Sep 16, 2019

Pricing, Productizing Services, and Creating a Product Ladder - with guest Paul Klein

This week Paul Klein joins me on the podcast to discuss pricing, time, value, and making the transition from W2 to K1.

Paul is the host of the Pricing is Positioning podcast, a Keynote speaker, and business consultant.

Thanks Paul for the awesome discussion.


  • What does the transition from W2 to K1 typically look like?
  • How do you think about productizing services?
  • Why do we fall into the hourly rate trap?
  • If value is subjective, how can that help or hurt us?
  • What are some common misperceptions around pricing when moving from W2 to K1?
  • Why do we over complicate the process?

Key Takeaways:

  • Most people undervalue their services, their expertise
  • The first sale is to yourself
  • Recognize that there is value in what you do
  • You can’t serve every client in every vertical
  • Make it easy for customers to do business with you
  • Give your customers three (3) choices when it comes to pricing - the sweet spot
  • At the end of the day, it’s about the value to the client
  • Value is very subjective
  • People buy outcomes, not time
  • Every brand should have a product ladder
  • Leverage your expertise to build out your design
  • Not all customers are created equally, not all services are created equally

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Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course

Are you looking for a way to improve your capability in sales, and grow your business?

Would you like a framework, methods, approach, and tools that can help you put the concepts discussed on the podcast, into practice?

This course is designed for you.

We will apply the Revenue Operations Framework (Know your Customer, Know your Business, Know your Approach) and the foundational Sales Skills (Gathering Data, Story, Time Management, Project Management), to help you design your playbook, and start executing.

Thank you