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.