Nov 27, 2018
How do you survive as a salesperson in a
This week on the Catalyst Sale Podcast, we
have a listener question. James
wonders, how do you survive as a salesperson
in a siloed
Many of us have dealt with this challenge at
one point or another. Lack of access, lack of awareness, lack
of engagement across functional areas within an organization.
In many organizations, this is by design. In others, it is a
function of the culture. Silos create an alignment risk and
do not let you leverage the collective intelligence and expertise
of the broader team.
We discuss this, and a couple of other items,
including survival on the podcast this week.
Thanks for listening. If you know
someone who could benefit from this conversation, please share the
- If we have a question for the podcast, where can
we send them?
- How do you survive as a salesperson in an
organization, with no marketing systems?
- What is a 'siloed' organization?
- Can you control the silo?
- Can you leave your silo, and reach across the line?
- Survival skills in the wilderness - what are some of the things
you need to keep in mind?
- How does this apply to us in business?
- What can you do about silos?
- How to Ask Catalyst Sale Questions
- Silos are a result of the walls that exist between
functional areas within organizations
- They can lead to a lack of alignment or
- Control what you can control - here are some of
the things you can control as a sales professional.
- The interactions you have with customers
- Direct outreach
- The way you go about doing your job
- The way you engage with others
- Success breeds success - Bring others into the
- Invite product or marketing to customer calls
- Define the call plan
- Leverage their expertise
- Empathize with the needs of the product team
- Identify the person who cares within your
- Build your network - don't waste their time.
- Just because the organization creates the silo, does not
mean you have to operate in that manner.
- Build the relationships, find common ground
- Networking inside your organization is as important as
networking outside of your organization.
- You can incrementally tear down silos
- "Things aren't the way they are, they are only the
way you let them be" - Lee Cockerell
- It does not have to be that way.
- Keep in mind, you may be dealing with cultural
- The path to change begins with one step.
- Survival in sales
- Make your number
- There are other things you can provide back to the
organization that go beyond the number - i.e. providing
- Continue to look at the data that is in front of
- Survival skills in the wilderness - what are some
of the things you need to keep in mind?
- Take stock of what you have
- Figure out where you are
- Know where you are going
- These skills, survival, project management,
communication, they apply.
- Leverage your OODA loop
- Sales is a thinking process
- If you are operating in an organization that
enables or supports silos and you would like to change this, you
can start with the following questions.
- What are you doing about it?
- What's the current state?
- What's the desired state?
- Where are the gaps?
- What can you control?
- Differentiate between what you can control and
what you can influence?
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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
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