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Sales is a thinking process. The Catalyst Sale Podcast is a weekly podcast with Catalyst Sale founder Mike Simmons and host Jody Maberry. We discuss real stories with practical application, in the context of B2B Sales. Other topics discussed include - Sales Strategy, Revenue Operations, Training, Onboarding, Sales Enablement, Organization Enablement, Workforce Development, and Execution.
Explore how global headlines will affect your multinational business on Nota Bene, a bimonthly horizon-scanning podcast for the C-Suite by the Sheppard Mullin law firm. Join host, international trade partner Scott Maberry, as he and his expert guests explore how trends in geopolitics, law and commerce intersect while providing insights and strategies for succeeding as a global business in this new world economic order.
"Most entrepreneurs are reactive with their hiring, but I'm more of a big picture guy. I want to have more of a strategy. So we've developed a strategic approach to recruiting, including assessing your existing team against a future state chart." - Kurt Wilkin Kurt Wilkin Kurt Wilkin is the co-founder of HireBetter and author of Who's Your Mike? Hi…
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Catalyst Sale Podcast
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Brand Evangelism, Self-Awareness and Clarity with Alexis Scott - 320
41:31
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“While I am very aware of my blind spots and where I lack, I also beat myself up heavily for those blind spots instead of focusing on what I'm really great at.” - Alexis Scott Alexis Scott Since the recording of this podcast, Alexis founded The Fairy Job Mom. She is also a founding member of the Old Girls Club and a friend of Catalyst. She is a Bra…
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Sheppard Mullin's Nota Bene
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Nota Bene Episode 161: Africa Update: What the Rapid Evolution of the Commercial and Enforcement Environments Mean for International Business, with Andreas Stargard of Primerio
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In this episode, Andreas Stargard, a co-founding senior member of Primerio, joins host Scott Maberry to discuss recent international law and policy developments in Africa, including the competition for business on the continent, the anticipation of further AfCFTA integration, and the evolving antitrust enforcement environment. What We Discussed In …
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Sheppard Mullin's Nota Bene
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Nota Bene Episode 160: European Update: Oliver Heinisch and Scott Maberry Talk Protectionism, Competition Enforcement, and Data Protection
26:53
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In this episode, Sheppard Mullin partner Oliver Heinisch joins host Scott Maberry to discuss international law and policy trends in Europe, including the race for green energy, greater protectionism, and the outlook for competition enforcement. What We Discussed in This Episode: What are some implications of new signs of protectionism between the E…
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Catalyst Sale Podcast
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Community, Learning, Golf and Sales with guests Jeff Bajorek, Scott Leese, and Larry Long Jr - 319
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The Golf and Sales event is my Catalyst this week. Jeff, Larry, and Scott join me to discuss community, learning, golf and sales. This episode is brought to you by Golf and Sales. A leadership and sales retreat for professionals who are working through tough challenges in leadership, sales, and growth. Show Links Golf and Sales Jeff on LinkedIn Lar…
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Sheppard Mullin's Nota Bene
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Nota Bene Episode 159: U.S. Legislative Update: What to Expect from the Divided 118th Congress with Elizabeth Frazee and Chani Wiggins of TwinLogic Strategies
30:29
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In this episode, Elizabeth Frazee, CEO and Co-founder of TwinLogic Strategies, and Chani Wiggins, Principal at TwinLogic, join host Scott Maberry to discuss what's likely on the horizon for the 118th Congress, including prospects for the debt limit and the potential for bipartisan action on a farm bill, tax extenders, and immigration reform. What W…
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Catalyst Sale Podcast
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Unlock value with customer led growth - why the funnel is outdated with Georgiana Laudi - 318
39:11
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My Catalyst this week is Georgiana Laudi. She is a marketing leader in the SaaS space, and is leading the Customer Led Growth charge. Gia joins me to discuss why we should forget the funnel, the keys to customer led growth, when research goes wrong & what to do about it, and designing for your customer. This episode is brought to you by the Find My…
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Catalyst Sale Podcast
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Workshops, Cruising, Community, and What's Next - 317
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My Catalyst this week was a recent Phoenix Cruise on Virgin. On this episode, Jody and I discuss the cruise, some lessons learned, and three workshops I can facilitate with your team. This episode is brought to you by the Find My Catalyst - GAME Plan. for more information check out the links below. Find My Catalyst Links Mike on LinkedIn The GAME P…
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Sheppard Mullin's Nota Bene
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Nota Bene Episode 158: The U.S.-China Trade War: How It Started and Where It’s Headed with Reid Whitten
25:14
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In this episode, Reid Whitten, Managing Partner of Sheppard Mullin's London office and a frequent Nota Bene guest, joins host Scott Maberry to discuss the U.S. China-trade war, including its origins, where the conflict could be headed in the future, and the potential implications for trading partners, multinationals, and individuals. What We Discus…
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Catalyst Sale Podcast
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Community and Evangelism - Leslie Greenwood - 316
31:36
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My Catalyst this week is Leslie Greenwood. She is a community builder and evangelist. Leslie joins me to talk about communication, community, design, and buidling advocacy. This episode is brought to you by the Find My Catalyst - GAME Plan. for more information check out the links below. Show Links thechiefevangelist.com Leslie on LinkedIn Course o…
My Catalyst this week is Reflection and Focus. Reflecting on 2022, and sharing clarity of focus for 2023. This episode is brought to you by the Find My Catalyst - GAME Plan. for more information check out the links below. What are your key reflections for 2022? Where will you focus in 2023? Find My Catalyst Links Mike on LinkedIn The GAME Plan Than…
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Sheppard Mullin's Nota Bene
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Nota Bene Episode 157: Analyzing Risks and Opportunities Facing Multinational Companies with Michael P.A. Cohen and Scott Maberry
30:31
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Sheppard Mullin's Nota Bene is a horizon-scanning podcast targeted at the C-suite that explores the risks facing multinationals doing business without borders. Multinational businesses have always been affected by major developments in international trade, global risk, and geopolitical shifts. The importance of these issues is increasing every day …
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Catalyst Sale Podcast
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Communication and Leadership Through Challenges - 314
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My Catalyst this week is a travel experience. This travel experience provides a great opportunity to reflect on how we plan, how we communicate, how we lead, how we design, and how we move forward. Red Teaming, Pre-mortems, post-mortems, and design - all have a place when leading and communicating through challenges. This episode is brought to you …
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Catalyst Sale Podcast
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Communication, Story, Reflection, Growth - Ravi Rajani - 313
44:45
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My Catalyst this week is Ravi Rajani. He is a master communicator that helps people find and leverage story that works. Ravi joins me to talk about communication, story, reflection, growth, and his ACORN framework. This episode is brought to you by the Find My Catalyst - GAME Plan. for more information check out the links below. Show Links Ravi on …
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Catalyst Sale Podcast
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Content Creation and Social - with Nick Capozzi - 312
53:28
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My Catalyst this week is Nick Capozzi. He is my go to when it comes to creating videos that draw people in. Nick joins me to talk about creating content, imposter syndrome, shooting better video, and why collaboration works in social. This episode is brought to you by the Find My Catalyst - GAME Plan. for more information check out the links below.…
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Catalyst Sale Podcast
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The Transparent Sales Leader - Todd Caponi - 311
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My Catalyst this week is Todd Caponi. Many people talk about transparency, Todd embodies it. Todd joins me to talk about his most recent book - The Transparent Sales Leader. And, if you know Todd, you know we will get into some sales history, and practical application. This episode is brought to you by the Find My Catalyst - GAME Plan. for more inf…
My Catalyst this week is Larry Long Jr., and as usually he brings the energy. If you are looking for a JOLT - look no further. Larry joins me to talk about his most recent book - JOLT. This episode is brought to you by the Find My Catalyst - GAME Plan. for more information check out the links below. Show Links Larry Long Jr - on LinkedIn Buy the Bo…
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Catalyst Sale Podcast
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Things That Piss Us Off with Vince Fowler - 309
1:00:27
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My catalyst this week is Vince Fowler. Vince is a performance coach, an enabler of great things, and a friend. This week we get into a number of things that really piss us both of, and take some time to chat through what to do about it. We had a blast with this discussion. I hope you enjoy it as much as I did. Mike The Find My Catalyst podcast is b…
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Catalyst Sale Podcast
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Sales Rebel and the Sales Rebellion - Dale Dupree - 308
58:34
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My Catalyst this week is Dale Dupree. We are going to go a bit off script and publish this as an unedited episode. Dale is a sales coach, trainer, and consultant. He is teaching sales teams to Rebel Against "Typical" Results., and he is Founder and CSO of The Sales Rebellion. We hit on a number of important topics, including creativity, innovation,…
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Catalyst Sale Podcast
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Alignment - Sales, Marketing, and Customer Experience with guest Darryl Praill - 307
44:02
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Darryl Praill is my Catalyst this week. Darryl is the CMO at Agoropulse, top 10 SaaS branding expert, top 50 social seller, and someone I'm excited to claim as a friend. If you are interested in sales and marketing alignment, how this impacts the customer experience, common mistakes we continue to make, problem solving, the importance of team selli…
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Catalyst Sale Podcast
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RevOps - Strategy, Tactics, Design, and What's Next with Cliff Simon - 306
38:47
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Cliff Simon is my Catalyst this week. Cliff is the Chief Revenue Officer at Carabiner Group, a full service Revenue Operations Agency. He is a strategic advisor, fractional revenue leader, and RevOps practitioner. If you are interested in revenue operations, sales process, systems, data, and what's next in this space you will enjoy this discussion.…
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Catalyst Sale Podcast
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Capital, Alignment, Mistakes, and Learning - David Paul - 305
43:50
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David Paul is my Catalyst this week. David is the Managing Director of DWP capital, an early stage growth equity firm that invests in vertical SaaS and tech-enabled services. If you are interested in investment, new to capital, understanding the various types of capital that are available, and the implication of going down one path or another you w…
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Catalyst Sale Podcast
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Product Led Growth - PLG, Speed to Value, and Alignment with Kyle Poyar - 304
44:35
44:35
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Kyle Poyar is my Catalyst this week. Kyle is an Operating Partner at OpenView Ventures, focused on SaaS revenue growth, specifically in the PLG (Product Led Growth) space. If you are interested in PLG, innovation, enabling your customers for success, designing for success, creating alignment across your organization and your customer base, you will…
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Catalyst Sale Podcast
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Branding, Communication, and Leadership with Jason Vana - 303
44:43
44:43
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My Catalyst this week is Jason Vana. Jason is the Founder/Head of Content at SHFT Agency. Jason shares his insight and experience on Brand, Brand Strategy, and Branding - and why it's important to understand the difference. We also get into a discussion on how leaders can get in the way of branding efforts, if they are not careful, and how you can …
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Catalyst Sale Podcast
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Owner's Intent & The No BS Small Business Book with Casey Graham - 302
36:11
36:11
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My Catalyst this week is Casey Graham. Casey is the Founder/CEO at Gravy and Author of The No B.S. Small Business Book. What does it mean to be the best version of yourself - it may be something different than you think. From Visionary Arsonist to Owner's Intent, to The Inc. of you, we go pretty deep in this conversation. Casey shares why leaders s…
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Catalyst Sale Podcast
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Improv, Revenue Operations & Enablement with Jen Igartua - 301
44:51
44:51
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My Catalyst this week is Jen Igartua. Jen is the CEO at Go Nimbly. She and her team help SaaS companies drive revenue by creating a frictionless, human buying experience with RevOps. This is another one of those episodes that has a lot of range, and ends with some things you can start doing inside your organiztaion to reduce friction in the buying …
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Catalyst Sale Podcast
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The 300th Episode - Catalyst Sale to Find My Catalyst - 300
25:29
25:29
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It's time to celebrate - episode 300 is here. Jody joins me to reflect on the past 299 episodes, why I will continue to invest in the podcast, and what's next. Show Links Improve velocity in your pipeline with Catalyst Sale process, tools, design, and methods. Coaching Catalyst Courses Catalyst Sale YouTube - Whiteboard Wednesdays Execute Better. S…
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Catalyst Sale Podcast
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Podcasting, Productizing Services and Where to Start - Adam Vazquez - 299
36:13
36:13
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My Catalyst this week is Adam Vazquez. Adam is the founder of Heard Media, and host of the Content is for Closers Podcast. He is helping founders and creators tell their story through media. We discuss produuctizing your service, why podcasting is a great medium and how it is evolving, where to start when thinking about content, repurposing content…
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Catalyst Sale Podcast
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Product Led Revenue, Data, and Focusing on the Customer - with Breezy Beaumont - 298
43:05
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My Catalyst this week is Breezy Beaumont - Head of Growth at Correlated. If you are wondering what PLG is, why it matters, and what should be thinking about when it comes to Product Led Growth - this episode is for you. Key Takeaways/Topics What is Product Led Growth 91% of SaaS companies are looking to invest more in PLG - impact on NRR & CAC PLG …
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Catalyst Sale Podcast
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Carson Heady - Leadership, Sales, Culture, and Building Leaders - 297
40:21
40:21
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My Catalyst this week is Caron Heady. He is the Director of Health Services at Microsoft, and author of Salesman on Fire & Birth of a Salesman. We go deep into a number of topics including culture, leadership, building teams, building your business, process, focusing on the moment, and a couple of great movie quotes. If you are interested in the va…
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Catalyst Sale Podcast
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Recovering From a Bad Year - LinkedIn Live - 296
14:09
14:09
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This is a TEST - Decided to push a record an episode live on LinkedIn Live - responding to a recent question I received around - Getting over a bad year, and selling in uncertainty. Show Links Conducting Outreach Catalyst Sale Tactical Playlist Catalyst Sale Link Tree Execute Better. Start getting the right things done, in the right order, and grow…
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Catalyst Sale Podcast
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Evangelizing Challenger with Jen Allen - 295
39:23
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Jen is the Chief Evangelist at Challenger™ and the Host of Winning the Challenger Sale Podcast. 38% of complex B2B purchase attempts end in "no decision" and involve ~11 customer stakeholders. How do you overcome status quo? We get into a number of topics in this discussion, including the Challenger Sale, a beginners mind approach, empathy, framing…
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Catalyst Sale Podcast
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B2G - Selling into State and Local Government with Grant Hayzlett - 294
45:34
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My catalyst this week is Grant Hayzlett - he helps B2B/B2C orgs sell to state and local governments. State and local governments spend $4 trillion annually - if you are interested in learning more about B2G sales, selling into state and local governments, this conversation is for you. Connect with Grant On LinkedIn Via SLED sales Execute Better. St…
My catalyst this week is Morgan Ingram. Morgan is empowering the sales professional of the future. He is the host of the 1UP Formula Podcast, and 3x LinkedIn Top Sales Voice. We talk about personal development, creativity, engaging with prospects, body language, mindset, and a number of other topics on this episode. Connect with Morgan. Morgan on L…
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Catalyst Sale Podcast
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Product, Market & Sales Alignment with KC Cox 292
50:21
50:21
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My catalyst on this episode is KC Cox. KC is a marketing leader, fractional CMO, and all around great revenue focused marketer. In today's episode we get into product market fit, and KC's series on the 4 F's of strong marketing. Foundation Focus Fit Faith Connect with KC. KC Cox on LinkedIn Execute Better. Stop wasting resources, start getting the …
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Catalyst Sale Podcast
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Sell Different with Author Lee Salz - 291
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My Catalyst this week is Lee Salz. We get pretty deep into what it means to "Sell Different" - and how you can do it in your organization and your territory. When salespeople aren’t winning deals at desired levels or volumes, executives turn to Lee B. Salz. Lee is a leading sales management strategist and founder of Sales Architects®. He has helped…
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Catalyst Sale Podcast
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Alignment, Accountability & Execution with Lee Benson - 290
48:47
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Lee Benson is my Catalyst on this episode. With more than 25 years of experience as a CEO, Lee understands the challenging tensions that exist between putting people first while remaining focused on performance. Over the past 25 years Lee has founded 7 companies with exits ranging from a few million dollars to well into 9 figures. He has worked wit…
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Catalyst Sale Podcast
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The Secret Society of Success with Tim Schurrer - 289
46:39
46:39
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This week - my catalyst is Tim Schurrer Tim knows what it takes to build a winning team. He spent almost a decade of his career launching two brands— StoryBrand and Business Made Simple—as COO alongside New York Times bestselling author Donald Miller. Before that Tim worked at TOMS as well as Apple Inc. He is the host of the Build a Winning Team po…
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Catalyst Sale Podcast
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Building Relationships, Coaching & Leadership with Kurt Hines - 288
1:15:10
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In this episode, Mike is joined by Coach Kurt Hines. If you are a coach, an athlete, a parent, a teacher or a leader, this episode is a must listen. Key Takeaways: The process of building a successful team is a living, breathing organism. My passion for coaching is empowering as many people as I can. People want to know that they make a difference,…
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Catalyst Sale Podcast
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Show Me You Know Me & Getting Better at Copywriting with Sam McKenna - 287
41:42
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Samantha McKenna joins me this week on the podcast. We talk about Sam's trademark - Show Me You Know Me™, authenticity, trust, transparency, being yourself, copywriting, and why 85% of copy should be written by someone else. Check out Sam and her team at SamSales. Connect with Sam on LinkedIn See the #samshorts here You can make an impact through h…
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Catalyst Sale Podcast
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Networking, Funding, Building, and Making an Impact with Greg Head - 286
58:16
58:16
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Greg Head joins me this week on the podcast. We talk about connecting people, building networks, building business, and making an impact. There are people who can help you address the acute problem you are working through. Greg's List - Phoenix Greg's List - Dallas Dallas Software Podcast GregHead.com PracticalFounders.com Greg on LinkedIn You can …
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Catalyst Sale Podcast
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Sell Without Selling Out with Andy Paul - 285
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In this episode of The Find My Catalyst Podcast, Mike is joined by Andy Paul. They discuss Andy’s most recent book, Sell Without Selling Out. Key Takeaways: The average tenure of a CRO is roughly 1 year. Intellectual Humility = acknowledging, “I don’t know everything.” Our job as sellers is to go out and listen to the buyer. Sales cycles will short…
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Catalyst Sale Podcast
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Calm Leadership with Michelle Baker - 284
44:05
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In this episode, Mike is joined by Michelle Baker. This is a dynamic conversation that you don’t want to miss. Key Takeaways: Most people want to know how they are doing and what their blindspots are. As a leader, your actions speak louder than words. If training isn’t integrated into the operation and culture, it’s not going to stick. When leaders…
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Catalyst Sale Podcast
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Podcasting, Marketing & Coaching with Glenn Pasch - Ep 283
54:56
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In this episode of The Find My Catalyst Podcast, Mike is joined by Glenn Pasch. They have an in depth conversation about podcasting, marketing and coaching. Key Takeaways: Implementation is where people give up or struggle. Decision Making Struggles Time Moving too fast Things that have changed in marketing: It is constantly changing People now hav…
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Catalyst Sale Podcast
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Leadership, Communication, and Thinking - Mike Hook - 282
51:48
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In this episode of The Find My Catalyst Podcast, Mike is joined by Mike Hook. They have a dynamic conversation about leadership, thinking, communication and knowing your team. Key Takeaways: Find the things that are important to you. Listen - make sure you hear people. Paraphrase back to them what you heard. Teach people how to think. As a leader, …
In this episode, Mike and Jody discuss the value they receive when attending masterminds. Key Takeaways: It feels good to share some stuff that we are working on. It’s nice to know that we aren’t the only one with struggles and fear. Masterminds give you access to a diverse set of experiences and industries. Insecurities tend to rear their ugly hea…
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Catalyst Sale Podcast
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The LinkedIn Whisperer - Brynne Tillman - 280
49:53
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In this episode of The Find My Catalyst Podcast, Mike is joined by Brynne Tillman who has earned the title of the LinkedIn Whisperer. Brynne shares a lot of great tips in this episode. Key Takeaways: In order to truly leverage what is available to us today, we need to slow down our outreach to speed up the outcome. Be strategic and look at what mat…
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Catalyst Sale Podcast
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Culture, Purpose and Branding with John Morris - 279
40:22
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In this episode of The Find My Catalyst Podcast, Mike is joined by John Morris. They have a dynamic conversation about creating culture, finding purpose and building a brand. Key Takeaways: You have to have a defined set of core principles to fuel culture. In order to have a dynamic culture, you have to know who the individual people are. Put peopl…
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Catalyst Sale Podcast
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Conversations Matter with Christie & Jeff - Ep. 278
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In this episode, Mike talks with Christie Walters and Jeff Bajorek about why conversations matter and what they learned during the 5 years they hosted The Why and The Buy Podcast. Key Takeaways: Block time for your most effective activities. Sometimes the things you think you know the most end up being the things you are most closed to. Conversatio…
On this episode of the Find My Catalyst Podcast, Mike is joined by Andrea Waltz. Andrea is the Co-Author of Go for No, and Co-Founder of Courage Crafters, Inc. In this episode, they discuss how yes is the destination, no is how you get there. Key Takeaways: How do you think about no? Can you value a no? If so, how? Can you turn a no into a yes? How…
