James Buckley, sales leader and host of the "Sell Better" daily show, brings energy and passion to the world of sales. Known for his insightful, high-energy hosting style, James leverages daily interactions with sales experts to provide accessible advice for both new and seasoned sales professionals. With a background that spans from cold-calling to guiding in-depth sales panels, James emphasizes the power of experimentation, contextual outreach, and genuine connections in the sales world.

1. "It’s not your job to convince or persuade people to buy what you have; it’s your job to sell what you have to the people that need it."
2. "Reputation is so important…you are the first impression."
3. "Pragmatism is the religion of sales—we do what works. When you find what works, double down on it."

James Buckley discusses the importance of authenticity, targeted communication, and reputation in sales. He emphasizes experimentation, value-driven content, and creating genuine relationships with clients. By embracing a mindset of pragmatism and understanding buyer needs, James explains how sales professionals can refine their approach to thrive in modern sales.

Connect with James on LinkedIn and at https://sellbetter.xyz/

Find your Catalyst at https://www.findmycatalyst.com/

1. Build Relationships and Reputation

   • Engage with genuine, value-driven interactions that prioritize client needs.
   • Avoid "transactional" language; build trust through understanding and adaptation.
   • Remember: Your reputation starts with the first impression; credibility is earned over time.

2. Master Contextual Outreach

   • Tailor outreach to be specific and relevant, focusing on the prospect's needs and timing.
   • Use recent developments in your industry as touchpoints to reach out meaningfully.
   • Contextual interactions create "forward momentum," making follow-ups more natural and valuable.

3. Embrace Pragmatism and Experimentation

   • Test different approaches and double down on strategies that show results.
   • Use data to refine your methods continuously, adapting based on feedback.
   • Every interaction is an opportunity to learn; approach each one with curiosity.

4. Focus on the Buying Cycle, Not Just the Sales Cycle

   • Align your process with the customer’s buying journey, respecting their timing and steps.
   • Avoid imposing timelines on clients—listen to understand their process and respond accordingly.
   • Recognize that buyers may have unique organizational hurdles; adapt your approach as needed.

5. Use Content as a Tool for Connection

   • Creating or curating content that resonates with potential buyers can act as a "magnet" for sales.
   • Share insights relevant to your industry to become a trusted resource, not just a salesperson.
   • Develop your brand in a way that attracts the right clients and repels those who aren’t a fit.

• "You can't reflect on what you're going to do or what you've read in a book. You have to go out there and do the work."
• "Humility is realizing that I was trying to be pretty good at a lot of things, but you can't be great at everything."
• "You don't realize how burned out you are until you stop, and suddenly, you're not obligated to report to work."

Jeff Bajorek joins Mike this week, and dives into lessons learned from burnout, the critical role of humility, and the importance of staying focused. He shares personal stories about navigating ego, asking for help, and regaining balance after being overextended. The episode offers practical advice for aligning personal and professional growth.

Find your catalyst at https://www.findmycatalyst.com/

1. Embrace Humility for Growth:

   • Understand that you can't excel at everything.
   • Humility enables you to ask for help when needed.
   • Success comes from focusing on fewer things and mastering them.

2. Overcoming Burnout:

   • Recognize the signs of burnout before it's too late.
   • Take time to rest and reflect on your experiences.
   • Burnout recovery is gradual—give yourself space to recharge.

3. The Importance of Doing the Work:

   • Real learning comes from experience, not theory.
   • Reflection is only valuable after action.
   • Feedback loops are crucial for continuous improvement.

4. The Balance Between Ego and Asking for Help:

   • Let go of the need to do everything yourself.
   • It's okay to ask for help—it strengthens relationships.
   • Being open to feedback fosters growth and clarity.

5. Finding Your Catalyst in Setbacks:

   • Challenges can serve as catalysts for personal growth.
   • Take setbacks as opportunities to reassess your path.
   • Use humility and reflection to make meaningful adjustments in life.

1. "Leadership is how we move forward—how we advance from where we are today to where we want to go."
2. "If you're looking for leadership, start with a mirror. Leadership starts with self."
3. "Self-confidence, self-awareness, and self-worth—these are the foundations of leadership."

Mike shares practical tips for improving leadership by honing skills like problem-solving, decision-making, communication, and execution. Mike emphasizes that understanding personal values and leading oneself is crucial before successfully leading others.

1. Leadership Begins with Self:

• Leadership starts by looking in the mirror and recognizing your potential.
• Self-awareness is key to personal growth and leadership.
• Building self-confidence and self-worth lays the foundation for effective leadership.

2. Developing Core Leadership Skills:

• Focus on problem-solving to tackle challenges head-on.
• Improve decision-making to drive positive outcomes.
• Strong communication skills are essential for leading yourself and others.

3. Understanding Personal Values:

• Reflect on what you value most in life—time, relationships, or energy.
• Align your values with your actions for authentic leadership.
• Recognize that values change as you grow and evolve.

4. The Power of Thinking:

• Critical thinking helps solve problems and make better decisions.
• Creative thinking opens the door to innovation and new ideas.
• Life, like business, is a thinking process—embrace it.

5. Continuous Self-Improvement:

• Work on yourself first before leading others.
• Build leadership skills through experience and practice.
• Effective leaders are always learning and growing.

• "Leadership is how we move forward. It's about making progress and maintaining momentum."
• "If you give people the tools to lead themselves, you unlock their ability to act and drive results for your business."
• "Leaders fall short when they focus on preference over principle. It's about principles that guide decision-making."

Mike Simmons and Tim Dyck discuss leadership's core components, emphasizing forward momentum and decision-making autonomy. They share personal experiences, analyze leadership failures, and advocate for implementing guiding principles. By empowering people to lead themselves, they argue, organizations can foster better leadership from the ground up.

Find your Catalyst at https://www.findmycatalyst.com/

1. Leadership is Movement Forward

   • Leadership isn't about position; it's about progress.
   • Forward momentum depends on clear direction and decision-making.
   • Leaders help guide teams by offering clarity and purpose.

2. The Power of Guiding Principles

   • Clear principles create a framework for better decision-making.
   • Without them, teams face confusion and inefficiency.
   • Leaders must ensure everyone understands the rules guiding decisions.

3. Empowerment Creates Stronger Leaders

   • Empowering people to make decisions increases their confidence.
   • Autonomy helps people feel valued and trusted.
   • Teams become more proactive when they are given clear guidelines.

4. Fractional Leadership for Long-Term Success

   • Fractional leadership brings expertise without long-term commitments.
   • It can accelerate growth by addressing immediate leadership gaps.
   • Experts can help develop internal capabilities for sustained success.

5. Effective Communication is Key

   • Miscommunication leads to wrong decisions and lost opportunities.
   • Leaders must ensure alignment in language and expectations.
   • Clear, consistent communication strengthens organizational culture.

This episode focuses on how leadership impacts both organizational performance and personal growth, encouraging listeners to reflect on how they lead themselves and others.

In this episode, Mike Simmons breaks down key leadership skills, emphasizing how leaders can move teams forward through guidance, direction, and motivation. He stresses the importance of communication, decision-making, and problem-solving. Leadership starts with leading oneself, and when done effectively, it translates into leading others and organizations successfully.

Mike shares insights on the fundamentals of leadership, pulling from personal experiences and lessons from leaders like Chuck Schluter. He explains how understanding objectives, knowing your current state, and designing a path forward are core to effective leadership.

1. "Leadership is how we move forward—ourselves, our teams, and our organizations."
2. "Leaders provide guidance, direction, and motivation."
3. "Start with a mirror. If you want to find a leader, begin with yourself."

1. Leadership is about Movement

   • Leaders drive progress by setting a clear direction.
   • Achieving results comes from planning with both short-term and long-term goals.
   • To move forward, leaders must know where they stand and where they want to go.

2. Core Skills of Leadership

   • Communication: Clear, effective exchanges drive team success.
   • Problem Solving: Identify problems, evaluate solutions, and make decisions.
   • Decision-Making: Prioritize tasks and take action to advance toward goals.

3. Leadership Starts with Self

   • Begin by developing self-leadership skills.
   • Focus on self-awareness and personal improvement.
   • Once you lead yourself, you earn the right to lead others.

4. Building Leaders Creates More Leaders

   • Leadership isn’t just about personal success; it's about developing others.
   • Strong leaders elevate their teams, organizations, and communities.
   • Effective leaders build a legacy by creating more capable leaders around them.

5. Design and Execution are Essential

   • Know your objectives and create a plan to reach them.
   • Consider both the strategies and the tactics that lead to success.
   • Design for long-term success by aligning actions with broader organizational goals.

Tracey Cesen is the founder of Forever Human AI, a professional services company focused on ServiceNow solutions. With a background in both business and technology, Tracey’s ability to connect the two has defined her career. In this episode, she discusses her journey as an entrepreneur and the lessons she's learned balancing business and family.

1. "You're not just raising kids; you're raising adults. That mindset shift is important in both parenting and business."
2. "Busy is a word we throw around too much. The real question is—are we focusing on what matters?"
3. "Starting my own company gave me the chance to create something I believed the world needed, even if it was scary."

In this episode, Tracey Cesen, founder of Forever Human AI, shares her journey as a first-time business owner. She talks about balancing family, overcoming challenges, and bridging the gap between business and technology. Tracey also highlights the importance of purposeful actions over being "busy" and leading with empathy.

1. Entrepreneurship Takes Courage

   • Starting a business is exciting but also filled with moments of self-doubt.
   • Entrepreneurship is a dream Tracey held since childhood, despite becoming a teen mom.
   • It’s never too late to chase your dream and build something meaningful.

2. Bridging Business and Technology

   • Tracey excels at connecting business goals with technical solutions, creating more value for clients.
   • There's a high demand for professionals who understand both sides of the tech-business spectrum.
   • Building empathy between teams can lead to smoother communication and better outcomes.

3. Parenting and Business Are Similar

   • In both roles, you're focused on the end result—whether it's raising capable adults or running a successful business.
   • Clear communication is crucial in both family and work environments.
   • Decision-making and time management are critical in balancing personal and professional life.

4. Purpose Over Busyness

   • Tracey challenges the common use of the word "busy," urging people to focus on meaningful tasks.
   • Setting clear priorities helps avoid the feeling of being overwhelmed.
   • Regularly checking in on your goals allows you to reassess and adjust where necessary.

5. Adapting to Changing Work Models

   • Fractional roles allow professionals to bring their expertise to multiple clients without long-term commitments.
   • This model can offer companies flexibility and experienced professionals without the overhead of full-time staff.
   • The gig economy offers new ways to work and deliver value.

Paul Michelman, Editor in Chief with Boston Consulting Group (BCG), has a deep background in content curation and digital transformation. He shares insights into the development of GENE, a conversational AI agent co-hosting podcasts, and how generative AI is reshaping content creation, management, and executive engagement at BCG.

Key Quotes

1. "Necessity is the mother of the best kind of invention."
2. "GENE...wasn't a traditional technology product. It was built to be fit for purpose."
3. "The future of management is managing the bots that are managing the business." – Tim O'Reilly, quoted by Paul.

Paul Michelman discusses the creation of GENE, a conversational AI co-host at BCG, and its role in helping executives envision the future of business. He delves into how AI is transforming content development, emphasizing the importance of blending technology with human creativity for better outcomes and fostering innovation.

Find Your Catalyst at https://www.findmycatalyst.com/

5 Key Takeaways

1. The Catalyst of Necessity

   • Innovation is often driven by a clear need or problem.
   • GENE was born out of a desire to make podcasts futuristic and engaging.
   • Necessity sparks creativity when talented teams collaborate on a shared goal.

2. AI as a Creative Partner

   • GENE is more than a tech tool; it functions as a co-host trained on human co-host behaviors.
   • AI can be trained not only to respond but to foster deeper conversations.
   • Collaborative creation between AI engineers and creative teams leads to more effective tools.

3. Stakeholder Buy-in and Change Management

   • Securing leadership support early on is crucial for driving AI innovation within an organization.
   • Introducing GENE was a stepping stone to securing broader executive buy-in for content transformation at BCG.
   • Effective change management involves aligning technology initiatives with business objectives and scaling with organizational support.

4. Iterative Learning and Innovation

   • Developing AI tools like GENE involves constant iteration and feedback.
   • GENE's ability to surprise its creators reflects the learning process of AI.
   • Encouraging openness to failure and iteration is essential for innovation.

5. Shaping the Future of Work with AI

   • AI will increasingly assist with content creation, freeing up human resources for strategic tasks.
   • Companies like BCG are exploring AI-driven platforms like "Scribe" to streamline written content creation.
   • The future of management lies in integrating AI into decision-making processes.

Podcasts mentioned in the episode:

1. Imagine This... Podcast
   This BCG podcast, co-hosted by GENE, explores the future of business and leadership, delving into disruptions like AI and how they will shape the next decade.

2. CEO Digest -
   This podcast focuses on helping CEOs navigate emerging trends and innovations, often featuring GENE as a conversational partner.

In this episode, host Mike Simmons shares insights on 2025 business planning. He discusses the importance of early planning, aligning strategies with objectives, and using tactics to achieve goals. He also introduces the 30-Day Blueprint to Success and the rebranding of The Phoenix Club to The Leader Lab, designed for leaders seeking to think and do differently.

1. "If you're doing the work but not making progress, something's wrong."
2. "Speed to impact is more important than going fast."
3. "Leadership is about moving things forward."

Mike Simmons emphasizes the importance of 2025 planning, encouraging listeners to start early, define clear objectives, and align strategies with tactical actions. He also introduces the Leader Lab, a community designed to support leaders in making strategic progress. The episode provides a framework for goal-setting and execution.

The Phoenix Club is now The Leader Lab - go to https://www.findmycatalyst.com/ to learn more

1. Early Planning is Crucial

   • Begin 2025 planning now, rather than delaying until late in the year.
   • Clarify where you are (current state) and where you want to go (desired state).
   • Use a planning framework to bridge the gap and achieve your goals.

2. Set Clear Objectives

   • Objectives guide your strategy; without them, you may feel stuck.
   • Break down large goals into smaller, achievable tasks.
   • Align your team or individual efforts with these goals to maintain focus.

3. Align Strategy with Tactics

   • Strategy outlines how to achieve objectives; tactics define specific actions.
   • Focus on 2-3 strategies to avoid confusion and misalignment.
   • Adjust tactics as needed, but maintain a consistent strategy to drive progress.

4. Utilize Accountability Tools

   • Implement short-term (30, 60, 90-day) plans to track incremental progress.
   • Regularly review your progress to ensure alignment with goals.
   • Use feedback loops to assess what’s working and where adjustments are needed.

5. Join a Supportive Community

   • The Leader Lab provides a space to learn from like-minded leaders.
   • Collaborate with others to uncover blind spots and share strategies.
   • Leadership is about helping others succeed while achieving personal and business growth.