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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. Sales Process, Leadership, Frameworks and Wayfinding with Paul Fuller

Sales Process, Leadership, Frameworks and Wayfinding with Paul Fuller

Jan 5, 2024

I think sales is one of the most amazing professions that you can get into because you get the opportunity to give of yourself and not necessarily expect anything in return. But guess what? If you do it well, you will get rewarded.

- Paul Fuller

Unlocking Growth: Aligning Sales Strategy for Results

If you're feeling frustrated because your sales team's efforts are not translating into the revenue growth you desire, then you are not alone! Despite implementing various sales strategies and techniques, you may be seeing little to no improvement in your bottom line, leaving you wondering what else you can do to drive growth. Perhaps, instead of the streamlined and effective sales process you envisioned, your team is facing confusion, misalignment, and missed opportunities, hindering your ability to achieve the desired results.

Paul Fuller, a seasoned sales professional and leader, boasts a wealth of experience in refining sales processes and driving revenue growth. His passion for enhancing effectiveness and propelling growth makes him a trusted authority in the realm of sales.

"So unless you get those words defined real well, you always get that idea of somebody's failing because you always have this idea that you can blame. Right? I can blame. The other part of the marketing is just not giving me enough MQLs."

- Paul Fuller

In this episode, you will be able to:

  • Discover how Sales can be a powerful form of Leadership.

  • Navigate the Sales Process with expert Wayfinding techniques.

  • Avoid common Mistakes in the Wayfinding journey of sales.

  • Uncover the impact of Applying Playbooks in Sales strategies.

  • Embrace Adaptability to excel in the Sales Process.

Navigating the Sales Process
The concept of wayfinding is explored, likened to journeying through changing conditions and-charts a path to achieve sales goals. Fuller emphasizes the need for flexibility and adaptability in the face of changing global trends and circumstances. This approach, encapsulating cognizance of external variables, encourages sales professionals to be effective guides for their clients, navigating them from point A to point B.

The resources mentioned in this episode are:

  • Connect with Paul Fuller on LinkedIn to learn more about his work at Membrain and to stay updated on sales optimization tools and methodologies.

  • Explore Membrane's sales optimization tools to enable your sales team to improve their performance and achieve their goals.

  • Check out Kelly Starrett's book Becoming a Supple Leopard 2.0 and his YouTube channel for valuable insights on physical well-being and recovery, especially for back and hip issues.

  • Learn more about the OODA loop and its application in decision-making and competitive environments by exploring John Boyd's work.

  • Consider reaching out to Catalyst ACTS to discuss revenue frameworks and strategies for aligning marketing, sales, and success teams on definitions such as MQLs to drive better organizational alignment and performance.