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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. Buy vs Build - Leads - 55

Buy vs Build - Leads - 55

Sep 12, 2017

Listener Question - When does it make sense to buy a mailing list or leads?

Buy vs Build is one of the most common questions facing business leaders today.  Jordan, a listener in Texas, asks when does it make sense to purchase a list?  We address Jordan's question, but also get side-tracked in the discussion and dive deeper into the concept of buy vs build. 

This week on the Catalyst Sale podcast we discuss how to create a list when prospecting, and we also discuss how to improve your success when buying a list from many of the services that are out in the marketplace.

Questions for Consideration

  • When does it make sense to buy a list vs building a list?
  • What factors do we consider when it comes to buying vs building a list?
  • What are the risks with either approach?
  • How does Catalyst Sale evaluate lists?

Key Takeaways

  • Whether buying or building - make sure you take the time to test.
  • Identify your buyers and influencers before investing resources.  Who is the buyer?  What are their roles?
  • Create the list based on what you know about the company/market you are targeting.
  • It may make sense to buy in an environment when your expertise is lacking, time is critical, cost/benefit analysis supports the investment, the budget is available.

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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.