Podcast
Catalyst Sale Podcast
Hosted by Mike Simmons · EN
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.
21episodes
Episodes
Newest firstAll episodes
Stanley Cup Playoffs - Round II Predictions
4w ago00:39:21Tap to summarizeThe Stanley Cup Playoffs are heating up, and Mike Simmons is joined by Jacquelyn Nicholson and Constantine Johns to break down every Round 2 matchup, react to the drama from Round 1, and make bold predictions for the road to the Stanley Cup Final. From Colorado Avalanche hype and Buffalo Sabres Cinderella dreams to debates about Tampa Bay, Carolina, Vegas, and Anaheim, this episode dives deep into playoff hockey, team momentum, coaching, fan culture, legendary arenas, and the unforgettable energy of postseason hockey. The crew also talks NHL broadcasters, playoff traditions, Miracle on Ice stories, and what makes hockey the best playoff sport in the world. Three Key Quotes "We're hockey fans first and foremost. I'm gonna root for my teams, but if there's a cool Cinderella story, I will see it." — Constantine Johns "I don't think anybody stops Carolina." — Mike Simmons "Going to Mullet Arena with you to watch that game was my best hockey experience." — Jacquelyn Nicholson Five Key Takeaways Why do NHL playoff Game 7s feel so intense? Game 7 hockey creates unmatched pressure, emotion, and momentum swings that make the Stanley Cup Playoffs one of the most exciting events in sports. What makes the Colorado Avalanche dangerous in the playoffs? The Avalanche combine elite speed, offensive firepower, strong defense, and playoff experience, making them one of the top Stanley Cup contenders. How can a Cinderella team like Buffalo make a deep playoff run? Young talent, momentum, strong coaching, and confidence can help underdog teams like the Buffalo Sabres surprise experienced opponents in the NHL Playoffs. Why does coaching matter so much in the Stanley Cup Playoffs? Coaches like Jon Cooper and Rod Brind'Amour adjust quickly, manage pressure well, and help teams stay disciplined during long playoff series. What makes live NHL playoff hockey special? Arena atmosphere, passionate fans, overtime drama, and the speed of the game create an experience that feels completely different from watching on TV. Call to Action & Links Enjoying the playoff conversation? Share your Stanley Cup predictions and let us know which team you think will win it all.
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From RevOps to VP of Sales: Building Aligned, High-Performing Teams with Ryan Milligan
Feb 600:42:48Tap to summarizeRyan Milligan is the VP of Sales at QuotaPath, where he leads sales within a unified go-to-market organization alongside marketing and revenue operations. His career spans Wayfair, data science, performance marketing, and RevOps, giving him a systems-driven approach to sales leadership. Ryan focuses on using clear incentives, aligned teams, and data-backed planning to drive revenue retention and sustainable growth. Ryan's catalyst has been learning how to connect systems, people, and incentives to create better outcomes for both reps and the business. Three Key Quotes from Ryan Milligan On clarity and results "What follows that clarity is a level of focus, and that focused attention actually leads to results." On compensation as a tool "You can actually use the comp plan to change how your team's performing and operating daily." On career growth "A lot of the biggest amount of growth I've had in my career has been in identifying those projects that don't live in the bullet point list of things that they hired me to do." Ryan Milligan, VP of Sales at QuotaPath, explains how RevOps thinking can be a catalyst for better sales leadership, smarter quota setting, and stronger revenue retention. This episode covers comp plan design, cross-functional alignment, rep confidence, and how data-driven sales teams win in today's market. VP of Sales, quota setting, RevOps, revenue retention, sales leadership, compensation plans Five Key Takeaways: Find Your Catalyst 1. Compensation Can Be a Catalyst for Sales Behavior Comp plans should guide daily actions Simple plans drive clearer decisions Bigger incentives change real behavior 2. Better Customers Create Better Retention Sales shapes retention before the deal closes Quality pipeline matters more than volume Incentives should reward long-term fit 3. Career Growth Is Not a Straight Line Raise your hand for cross-team projects Small initiatives build big skills Curiosity creates new opportunities 4. RevOps Thinking Makes Better Sales Leaders Look at the whole system, not just deals Data helps remove emotion from decisions Neutral thinking builds trust across teams 5. Alignment Is the Catalyst for Scale Assume positive intent across teams Talk directly to solve problems faster Shared goals reduce silos
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Sales Fundamentals: Real Talk with Matt Ferguson
Feb 501:11:15Tap to summarizeMatt Ferguson is a seasoned sales leader and coach with a global reach, having worked with clients in over seven countries. Known for his direct, story-driven teaching style, Matt focuses on sales fundamentals, leadership alignment, and the importance of clear communication. He joins the podcast to unpack the noise in modern sales, the misuse of technology, and the role of fundamentals in driving consistent success. Three Key Quotes from the Podcast with Matt Ferguson "Stories that other people go through benefit people way more, and I think that's in your head." "We all have the same problems in some way…because you're dealing with people." "You saying stuff all the time—you're almost kinda looked at as dad. Like, 'Oh, there goes dad again.'" In this lively and thoughtful conversation, Matt Ferguson and host Mike explore the true fundamentals of sales—storytelling, project management, communication, and mindset. They tackle AI tools, fake content, and the importance of real human connection in leadership and selling. The episode is packed with insights, humor, and authentic experiences. ales fundamentals, sales leadership, AI in sales, sales tools, sales communication 5 Key Takeaways and Their Catalyst Connection 1. The Right Tools Only Work When You Use Them Intentionally AI note-takers like Elephant are only helpful if you revisit and apply what they capture. Sales leaders often hoard tools without gaining insight—intent matters more than tech. Use tools like rangefinders in golf: they're useful when aligned with real awareness. Catalyst Connection: Intentional use of tools sparks clarity and momentum. 2. Fundamentals Beat Noise in Sales Fundamentals include: asking questions, storytelling, time management, and project management. The sales world is filled with "fake fundamentals" that distract from what matters. Clarity in fundamentals is what helps reps and leaders progress confidently. Catalyst Connection: Re-centering on true fundamentals activates consistent growth. 3. Communication is the Core of Everything Misalignment in teams and sales processes usually stems from poor communication. Clarify, verify, and create space for others to share—especially in leadership. Don't assume people understood what you said; ask them to reflect it back. Catalyst Connection: Clear communication removes blocks and empowers action. 4. Storytelling Makes Lessons Stick Matt brings client stories into conversation to make abstract lessons real. Stories create emotional connections and help teams remember and apply learnings. Don't hide lessons from clients—share them (respectfully) to help others grow. Catalyst Connection: Storytelling ignites empathy and shared learning. 5. Leadership Doesn't Mean Doing It Alone Leaders often believe they must solve every problem solo. Team alignment and shared ownership make challenges easier to overcome. Create space for "players-only meetings" and organic collaboration. Catalyst Connection: Asking for help or offering collaboration can be the spark that changes everything. Find Your Catalyst at findmycatalyst.com
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Why Most Sales Teams Fail: Marcus Chan on Root Cause Thinking
Feb 400:48:57Tap to summarizeMarcus Chan is the founder of Venli Consulting Group and a top sales coach known for transforming underperforming teams into high-performing machines. With a background that spans individual sales excellence and large-scale team leadership, Marcus brings a laser focus to diagnosing the real problems behind poor sales results—and solving them with intention, systems, and deep-rooted discipline. "Are you solving a symptom or are you solving the problem?" "Preparation creates precision." "Eighty, ninety percent of people float. They just float. They're not intentional." Marcus shares how sales teams can stop fixing the wrong problems. He explains how better planning, strong systems, and smart leadership lead to real results. With a focus on doing the right work, Marcus shows how to stop floating through the day and start making real progress in sales and life. 5 Key Takeaways 1. Solve the Real Problem, Not Just the Symptoms Most teams focus on more activity, not better outcomes. Real change starts with finding the root cause, not guessing. Diagnose first—then fix the problem that matters most. 2. Most People Float—Intentionality is the Catalyst 80–90% of people "float" without a clear plan. Build routines and systems to stay focused on big goals. Being intentional helps you win the day before it starts. 3. Fixing Frontline Leadership with CHARGE Many sales managers were never taught how to lead. The CHARGE model outlines six key leadership skills: Coach, Hire, Align, Run pipeline, Grade performance, Engineer culture. Good leadership creates strong teams that perform with purpose. 4. Not Every Manager Role Fits—and That's Okay Some top reps struggle in leadership roles. Honest, safe conversations help leaders find the right fit. It's better to step back into your strength than stay stuck. 5. Build These 3 Essential Skills Emotional intelligence to understand yourself and others. Communication to lead and connect across any team. Adaptability to grow through change, not get stuck in it. Learn more about Marcus Chan and his work at: ➡️ https://www.venliconsulting.com Looking for that nudge to do the things you are meant to do? Find Your Catalyst at https://www.findmycatalyst.com Subscribe to our weekly newsletter and view previous versions at findmycatalyst.com
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From Burnout to Breakthrough: Jamie Vinck on Coping, Addiction & Life Transitions
Feb 300:45:13Tap to summarizeJamie Vinck is a seasoned behavioral health executive, therapist, and author of The Rehab Playbook. With a background in corporate HR and a powerful personal journey through family, leadership, and loss, Jamie brings a unique blend of clinical insight and real-world business acumen. As the CEO of The Meadows and a board leader in national addiction treatment efforts, she is passionate about helping people find healthier coping mechanisms and create lasting change. Her work bridges professional success and personal healing — a true catalyst for transformation. Three Key Quotes "Addiction is a chronic brain disease" "We all have coping strategies — they're healthy until they're not." "We heal in community. We're all hardwired for connection." Jamie Vinck shares her journey from corporate HR to behavioral health leadership, highlighting the realities of addiction, coping mechanisms, and life transitions. She unpacks how trauma, stress, and even success can mask addiction — and how finding a healthy outlet can be the catalyst for real healing and lasting transformation. 5 Key Takeaways 1. Redefining Addiction Addiction is not about willpower; it's a chronic disease with biological and psychological components. Misconceptions about addiction can delay treatment and increase stigma. Understanding addiction's complexity helps us become better allies and support systems. 2. Cross-Addiction is Real Switching from one addiction (e.g., opioids) to another (e.g., gambling or shopping) is common. The brain seeks dopamine, not the specific substance. Healthy coping mechanisms must be intentional and structured. 3. The Danger in Life Transitions Moments like empty nesting, divorce, or job loss can trigger relapse or new addictions. Many people don't see these changes as high risk, but they are. Awareness and preparation during transitions can prevent maladaptive behaviors. 4. Healthy Coping Isn't Always Healthy "Healthy" outlets like work or exercise can become addictions if they harm relationships or self-care. Self-reflection questions (e.g., "Am I hurting anyone?") help determine if habits are problematic. Balance is the key — passion shouldn't overshadow wellbeing. 5. Exposure Creates Possibility In treatment, people are introduced to new passions — journaling, sports, horses, music, and more. Discovery is key to replacing negative patterns with fulfilling practices. The light in someone's eyes when they find joy is a powerful catalyst for growth. Looking for that nudge to do the things you are meant to do? Find Your Catalyst at https://www.findmycatalyst.com/ Subscribe to our weekly newsletter and view previous versions of the newsletter at findmycatalyst.com
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The 4 Levers of Negotiation: with author Todd Caponi
Jan 2100:50:59Tap to summarizeTodd Caponi is a sales historian, author, and transparency advocate. With decades of experience in leadership and sales strategy, Todd is best known for transforming how people think about negotiation. His latest book, "The Four Levers of Negotiation," introduces a refreshingly honest, trust-building framework that empowers sellers and buyers alike to make better, faster decisions together. "Every for profit company in the world - they run their business based on four things, and that's, where four levers negotiating comes from." - Todd Caponi Todd Caponi joins the show to share how sales teams can stop lying, start building trust, and negotiate smarter using four clear business levers. He explains how transparency, mutual value, and long-term thinking outperform short-term tactics. From pricing to procurement, Todd reframes negotiation as a collaborative, data-backed, and trust-driven process. 🔑 5 Key Takeaways 1. Negotiation is a Process, Not an Event Like marathon training, successful negotiation starts long before the final conversation. Set clear expectations from the beginning to avoid surprises later. Stop treating negotiation as a high-stakes showdown—collaborate early and often. 2. The 4 Levers That Drive Business Decisions Every for-profit company depends on: Volume Timing of cash Length of commitment Predictability These four factors can be traded like currency during negotiation. Playing your "cards face up" creates mutual benefit and trust. 3. Why Transparency Builds Trust (and Better Deals) Stop hiding pricing logic—buyers can see through the games. A transparent approach leads to fewer discounts and more accurate forecasting. Trust equals speed. Buyers move faster when they understand the "why" behind your terms. 4. Real People Have Real Problems Personas are imaginary. Focus on helping actual people with specific pains. Use discovery to understand what matters most to the individual—not just the company. Help buyers prioritize their problems, even if it's something they've ignored for months. 5. Storytelling Beats Data in Driving Change Stories connect; data divides. Use storytelling to shift mindsets. Structure your message like a reality makeover show: Understand the current state Teach and educate Lead them to a better future Make the customer the hero—not your brand. Looking for that nudge to do the things you are meant to do? Find Your Catalyst at https://www.findmycatalyst.com/ Subscribe to our weekly newsletter and view previous versions of the newsletter at findmycatalyst.com
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DeShawn Wynn - Events, Planning, Execution, and the Power of Retreats
Nov 1300:46:40Tap to summarizeDeShawn Wynn is a veteran event strategist, entrepreneur, and transformational retreat leader. With nearly 30 years of event planning experience and 15 years as the founder of Winning Touch Event Design, she blends logistics and heart-centered transformation. Her mission? To help people pause, ask deeper questions, and reconnect with the why behind their actions. "An event is supposed to cause change — people should leave different than when they came in." "Don't wait for a tragedy to be your catalyst. Let a luxurious retreat be your wake-up call." "Value means putting yourself in the equation — not after the job, the family, or the to-do list, but now." DeShawn Wynn shares the behind-the-scenes truths of event planning and the powerful inner work needed to live with intention. She discusses her transformational retreats, the importance of mindset, and how understanding your "why" can shift everything. This episode is a roadmap for moving from autopilot to purposeful action — without waiting for crisis. 🔑 5 Key Takeaways (Connected to "Find Your Catalyst") 1. True Transformation Begins with Questions Asking "why" helps uncover hidden motivations. Self-reflection is the start of real change. A catalyst doesn't need to be a crisis — it can be a conscious pause. 2. Events Should Spark Change The purpose of an event is to create transformation. Planners must consider every stakeholder's expectations. Cookie-cutter agendas fail to meet evolving human needs. 3. Mindset is More Than Motivation Mindset = Attitude + Belief + Clarity of Definition. Most people live reactively instead of intentionally. Your mindset shapes how you value yourself and others. 4. Serve, Don't Just Show Up Speakers should align with the event's mission, not just their topic. Responsiveness and reliability build trust with event planners. Add value by being available beyond your scheduled time. 5. Retreats as Catalysts for Realignment DeShawn's retreats are designed to help people rediscover purpose. Reflection time is often the missing piece in a busy life. Real breakthroughs happen when you're surrounded by intention and community. How Event Planning Can Be Your Catalyst for Change — with DeShawn Wynn From Logistics to Legacy: DeShawn Wynn on Purposeful Living Don't Wait for a Crisis: Transform Now with DeShawn Wynn's Retreats Looking for that nudge to do the things you are meant to do? Find Your Catalyst at https://www.findmycatalyst.com/ Subscribe to our weekly newsletter and view previous versions of the newsletter at findmycatalyst.com
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Relationship Currency - with Author Ravi Rajani
Nov 1101:08:12Tap to summarizeRavi Rajani is a master of impactful communication, storytelling, and leadership development. He is the author of Relationship Currency and helps professionals unlock their influence through the power of intentional storytelling. From theater and investment banking to keynote stages and coaching rooms, Ravi's journey is a testament to finding alignment and embracing authenticity. https://www.theravirajani.com/ "Charisma is an innate superpower we all possess, which allows others to feel significant in our presence." "Your daughters will marry your example. Your sons will follow it." "The more you do the inner work, the more the dream works." In this heart-led and insight-packed conversation, Ravi Rajani dives into storytelling, authenticity, and personal transformation. He explores how inner alignment fuels outward success, the power of leading with vulnerability, and how storytelling can be the catalyst for influence and connection. It's a masterclass in communication that truly resonates. 1. Parenthood Becoming a parent reshaped Ravi's perspective on leadership and legacy. Children reflect the examples we set—our integrity, actions, and mindset matter. Personal growth becomes urgent when others look to you as a model. 2. Masks, Authenticity, and Alignment We wear masks to protect ourselves, but they often block genuine connection. True growth happens when we embrace who we are, not who we pretend to be. Removing the mask can be the catalyst to meaningful relationships and self-leadership. 3. Redefining Charisma Charisma isn't about attention—it's about making others feel they matter. Ravi's ASI framework (Authenticity, Specificity, Impact) turns compliments into transformations. When people feel seen and heard, they unlock their own potential. 4. From Pain to Story to Influence Ravi guides listeners to turn personal challenges into powerful stories. His "Acorn Checklist" (Attention, Conflict, Outcome, Relevance, Narrative) helps craft stories that stick. Your story is a bridge—when shared well, it invites others to step into their own journey. 5. Technology and Human Connection AI can support growth, but it must not replace human reflection and depth. Fast results without inner work risk shallow success. Use tools like AI to make space for deep conversations, not avoid them. Unlock Your Charisma: How Ravi Rajani Uses Storytelling as a Catalyst for Change Why Your Story Matters: Building Influence Through Authentic Communication From Masks to Meaning: Ravi Rajani on Living and Leading with Integrity Looking for that nudge to do the things you are meant to do? Find Your Catalyst at https://www.findmycatalyst.com/ Subscribe to our weekly newsletter and view previous versions of the newsletter at findmycatalyst.com
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DevLearn Prep - with Brent and Mike
Nov 1101:01:01Tap to summarizeMike Simmons and Brent Schlenker are learning and enablement veterans with a deep passion for helping professionals connect, prepare, and get the most out of events. Mike brings expertise in sales enablement and field learning, while Brent is a long-time learning and development (L&D) leader known for building communities and driving conversation in the L&D space. Together, they dive into how to make the most of DevLearn 2025 — from tactical planning to real-time strategies for networking, booth visits, and personal performance at large conferences. "Go in with a plan. Take a leadership position, identify your top ten." – Mike Simmons "Training is an event. Learning is a process. Technology supports them both." – Brent Schlenker "You're not measured by the number of booths you visit. You're measured by the quality of conversations you have." – Mike Simmons Mike Simmons and Brent Schlenker offer a real-time breakdown of how to prep for DevLearn 2025. With humor and experience, they share tips for navigating expo halls, creating intentional booth strategies, and focusing on meaningful conversations. It's about finding your catalyst through connection, clarity, and curiosity at conferences. 🔑 5 Key Takeaways 1. Have a Clear Conference Strategy Identify your top 10 booths before entering the expo hall. Use the conference app to scan vendors and set goals. Approach with purpose, not just curiosity. 2. Know Who You Want to Meet Research vendor teams on LinkedIn. Look for people in product, sales, and marketing roles. Ask to speak with specific people to drive deeper conversations. 3. Plan, But Be Flexible Set intentions, but be okay when plans change. Great conversations often happen by chance. Let spontaneity and connection guide you. 4. Make Your Time Count Avoid the food lines—go talk to vendors during peak break times. Take notes and prioritize what matters most. Track who you talk to and why to follow up meaningfully. 5. Support and Enable Performance Focus on learning tools that drive real outcomes. Look for vendors tackling onboarding, enablement, and everboarding. Remember: improving human performance is the goal, not just collecting tech. "How to Crush DevLearn 2025: Pro Tips from Industry Veterans" "Expo Strategy, Connection, and Performance: Your DevLearn Game Plan" "Why You Need a Top 10 List for DevLearn (And How to Use It)" Looking for that nudge to do the things you are meant to do? Find Your Catalyst at https://www.findmycatalyst.com/ Subscribe to our weekly newsletter and view previous versions of the newsletter at findmycatalyst.com
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Custom-Fit with Author Kate Morgan
Nov 900:43:50Tap to summarizeKate Morgan is the author of Custom-Fit, and the founder of BostonHCP. She is a no-nonsense, passionate voice in the world of HR, culture, and team development. With a background in scaling teams, Kate focuses on helping small business owners build thriving organizations from the inside out. She's a Forbes-published author, EO Accelerator Chair, and a firm believer in people as the ultimate competitive advantage. "A core value isn't a value unless you can say…you'll be fired if you don't live up to it." "Execution rests with your people. Get that right and you're going to be head and shoulders above your competition." "Your culture will evolve regardless—but it won't necessarily be good unless you design it." Kate Morgan joins the podcast to discuss why HR gets messy, how culture can be intentionally designed, and what it takes to move from solopreneur to entrepreneur. With sharp insights on performance reviews, core values, and team alignment, she brings clarity to the chaos many small business owners face when scaling. https://www.bostonhcp.com/ 🔑 5 Key Takeaways 1. HR Isn't Just Foosball and Perks HR's role evolved from talent attraction to compliance and development. Misaligned expectations between business and HR cause friction. Clear strategy and purpose must guide HR, not just "being nice." 2. Core Values Are Not Marketing Material If you can't fire someone for violating a "core value," it's not real. Culture becomes real when values are non-negotiable edicts. Culture misalignment causes costly turnover and performance issues. 3. Performance Reviews Aren't Optional Avoid lawsuits by documenting honest performance feedback. Managers often give inflated scores to avoid discomfort. A simple PIP (Performance Improvement Plan) can protect the business. 4. From Solopreneur to Entrepreneur True entrepreneurship involves replicating yourself and hiring others. Let go of control—your team can do it better with guidance. Growth means shifting dopamine from personal success to team wins. 5. Building a Culture in Remote Teams Start with daily "Word of the Day" huddles to check mindset. Open books and open conversations lead to stronger connections. People thrive with transparency, structure, and shared values. From Solopreneur to CEO: Kate Morgan on Building Culture That Scales Why HR Fails—and How to Fix It: Kate Morgan's Guide for Small Businesses The Culture Mistakes Killing Your Company (And How to Avoid Them) Looking for that nudge to do the things you are meant to do? Find Your Catalyst at https://www.findmycatalyst.com/ Subscribe to our weekly newsletter and view previous versions of the newsletter at findmycatalyst.com
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