CatchMoby Strategic Sales
Claim This Podcastby Christopher J. Windisch
Podcast Overview
<p>Welcome to the CatchMoby Strategic Sales Podcast. Closing LARGE, strategic deals is completely different from your everyday sale - and there's a lot of bad advice out there!! <br><br>I've spent 30 years in B2B sales and leadership and I've seen it all. I am going to share with you all the funny stories and lessons learned along with interviews of industry leaders, to give you the practical insights you need to drive revenue from strategic accounts.</p>
Language
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Publishing Since
1/31/2024
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Recent Episodes
February 1, 2024
How to Choose the Best Strategic Accounts
<p><b>Summary<br/></b>In this episode, Christopher Windisch discusses the importance of choosing the right strategic accounts for your organization. He shares a story about his experience during orientation as a sales executive and highlights the need for a methodical approach to building a territory plan. He explains why strategic accounts are important and how they contribute to revenue growth and scalability. He provides insights into what makes an account strategic and how to choose the right accounts based on criteria from different departments. Christopher emphasizes the importance of ongoing review and collaboration to ensure the success of strategic account initiatives.</p><p><b>Takeaways</b></p><ul><li>Choosing the right strategic accounts is crucial for revenue growth and scalability.</li><li>Strategic accounts are not just based on revenue, but also on their strategic importance to the success of your organization.</li><li>Collaboration and input from different departments are essential in choosing the right strategic accounts.</li><li>Regular review and refinement of your ideal customer profile and target accounts are necessary to ensure success.</li></ul><p><b>Chapters</b></p><p>00:00 Introduction</p><p>02:18 The Importance of Strategic Accounts</p><p>05:14 What is a Strategic Account?</p><p>08:07 Choosing the Right Strategic Accounts</p><p>10:59 The Consequences of Choosing the Wrong Accounts</p><p>11:59 Continuing to Target the Right Strategic Accounts</p><p>17:09 Getting Started with Strategic Accounts</p><p>23:47 Outsourcing the Strategic Account Process</p><p>31:23 Conclusion</p><p>Join the CatchMoby Newsletter at <a href='https://catchmoby.com/'>Catchmoby.com</a></p>
January 31, 2024
Turning Relationships into Revenue - SALT Process
<p><b>Summary</b><br/><br/>In this episode, Christopher Windisch discusses the importance of building relationships in B2B sales. He emphasizes that while many sales methodologies focus on qualifying and understanding customer pain points, building relationships is a crucial and difficult skill to master. Christopher introduces the SALT process, which stands for Showing Value, Achieving Value, Listening, and Trust. He explains each step in detail and highlights the significance of trust in the buyer-seller relationship. By following the SALT process, sales professionals can turn relationships into revenue.<br/><br/><b>Takeaways</b></p><ul><li>Building relationships is a crucial skill in B2B sales.</li><li>The SALT process (Showing Value, Achieving Value, Listening, and Trust) can guide the relationship-building process.</li><li>Trust is the ultimate goal in the buyer-seller relationship.</li><li>Every touchpoint with the customer should be tailored to the level of the relationship.</li></ul><p><b>Chapters</b><br/><br/>00:00 Introduction<br/>00:52 The Importance of Relationships in B2B Sales<br/>03:42 The Psychology of Building Relationships<br/>08:03 The SALT Process: Showing Value<br/>09:02 The SALT Process: Achieving Value<br/>10:26 The SALT Process: Listening<br/>25:50 The SALT Process: Trust<br/>31:34 Conclusion<br/><br/></p><p>Join the CatchMoby Newsletter at <a href='https://catchmoby.com/'>Catchmoby.com</a></p>
January 31, 2024
5 Reasons You Can't Close a Large Account
<p><b>Summary</b><br/><br/>In this episode, Christopher Windisch discusses the challenges of closing large strategic accounts and provides insights and strategies to overcome them. He emphasizes the importance of mindset, focusing on relationships, personal and engaging engagement, understanding the unique nature of strategic accounts, and the need for support from the organization. He also previews upcoming episodes on storytelling, building customer relationships remotely, and the usefulness of analytics in sales.<br/><br/><b>Takeaways</b></p><ul><li>Develop a strategic mindset focused on building relationships and long-term success with large accounts.</li><li>Shift the focus from revenue to building strong relationships with customers.</li><li>Personalize customer engagement and create a customer engagement strategy.</li><li>Educate the organization on the unique nature of strategic accounts and the need for support.</li><li>Upcoming episodes will cover storytelling, building customer relationships remotely, and the usefulness of analytics in sales.</li></ul><p><b>Chapters</b><br/><br/>00:00 Introduction<br/>01:48 Reason 1: Mindset<br/>05:04 Reason 2: Focus on Relationship<br/>08:21 Reason 3: Personal and Engaging Engagement<br/>12:12 Reason 4: Understanding Strategic Accounts<br/>16:57 Reason 5: Need for Support<br/>34:20 Upcoming Episodes</p><p>Join the CatchMoby Newsletter at <a href='https://catchmoby.com/'>Catchmoby.com</a></p>
3 total episodes available
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- What is CatchMoby Strategic Sales?
<p>Welcome to the CatchMoby Strategic Sales Podcast. Closing LARGE, strategic deals is completely different from your everyday sale - and there's a lot of bad advice out there!! <br><br>I've spent 30 years in B2B sales and leadership and I've seen it all. I am going to share with you all the funny stories and lessons learned along with interviews of industry leaders, to give you the practical insights you need to drive revenue from strategic accounts.</p> - How often does this podcast release new episodes?
This podcast updates inactive.
- Where can I listen to this podcast?
This podcast is available on 8 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
- Does this podcast accept guests?
Yes, this podcast regularly features guests.
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