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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 27, 2020

On this episode, Mike is joined by Tim Clarke. They discuss building out process & timing and how you can build out your revenue operations engine. Tim is a Managing Partner at Growth Sigma. Growth Sigma helps growth leaders align and execute against the four most important parts of the enterprise sales system. 

Questions Answered:

  • How does system design apply in the context of Sales and building out revenue engines?
  • What are the 4 P’s?
  • Why do we overcomplicate building out a process?
  • How can we build a culture over a period of time?
  • What types of lifecycles do organizations go through?
  • What are some questions reps can ask during an interview to know if an organization is using a systems based approach?

Key Takeaways:

  • 3 Roles of a Chief Revenue Officer
    • Recruiting, onboarding and developing great Sales talent.
    • Build an unbeatable Sales culture
    • Build the sales execution system, go to market strategy, understand the buyer journey, sales process and scale.
  • Chief Revenue Officers should be spending 100% of their time on building a great culture.
  • 4 P’s
    • Priorities
    • Process - should be collaborative
    • Positioning - what message resonates
    • Performance - what types of behavior do incentivize
  • Reality is, you should be looking to see who you can bring in that can bring the team together, communicate a clear cut strategy, understand how your customers buy and organize the team.
  • It is important for leaders to set expectations properly.
  • Organization Life cycles -
    • Iterate - focus on product
    • Growth - net new acquisition, retain what is sold
    • Scale - how do we move to scale? Define ideal customer, determine how your buyers buy.
  • Rep interview questions - 
    • What are you going to do to enable my success?
    • How would you define your ideal customer?
    • What tools can I use across the buyer journey to help with my success?

Show Links:

Tim on LinkedIn

Thank You 

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This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.

Growth Acceleration - Plateau Breakthrough

Product Market Fit

Demystify Sales - the course