Catalyst Sale Podcast

Donald Forgione — Former Director of 175 Florida State Parks, with 40+ years in ecotourism, leadership, and public service. Now a business owner, speaker, and coach, Donald connects leadership lessons from nature to business. Mike Simmons — Founder of Find My Catalyst, leadership coach, and sales strategist, helping people identify and act on their catalyst for change.

Three Key Quotes

1. Donald Forgione: "Trust is the key to absolutely everything… If they're not feeling what I'm saying, I might as well throw it out the window."

2. Mike Simmons: "A revenue challenge is often a culture challenge in disguise. Culture starts with leadership. Leadership starts with self."

3. Donald Forgione: "Superman ain't coming. You have to be your own Superman, your own Wonder Woman — and figure it out."

Mike and Donald explore the deep connections between nature and leadership, revealing how adaptability, trust, and asking the right questions can transform teams and culture. They share real-world lessons from state parks to sales, showing leaders how to align purpose, overcome obstacles, and create environments where people thrive.

5 Key Takeaways – Finding Your Catalyst in Leadership 1. Adaptability is Essential

• Nature changes daily, sometimes hourly — so do business environments.

• Leaders must adjust "sails" when conditions shift, not fight the wind.

• Like a river finding a new path, flexibility keeps momentum moving forward.

2. Trust is the Foundation

• Without trust, communication falls flat — people must feel you're genuine.

• Consistent standards and fairness build credibility.

• Trust enables teams to follow direction, even in tough changes.

3. Ask Better Questions

• Leaders have an obligation to ask questions others won't.

• Tone, timing, and context matter — the "tailgate" setting often works best.

• Asking opens doors to insight; telling can shut them.

4. Sales is Everyone's Job

• Selling is solving problems, not pushing products.

• Every role in an organization impacts customer experience.

• Internal and external "customers" both require thoughtful service.

5. Break Down Silos

• Customers don't care which department "owns" the problem.

• Internal collaboration is as important as external service.

• Remove political barriers so the mission comes first.

Find your Catalyst at https://findmycatalyst.com

Check out Tailgate Talks at https://tailgate-talks.com/speaker-experience/podcasts/

You Can Put the Work in to Practice, and we'd love to hear about it.

Listener Challenge: Your Catalyst Connection

This week, take 15 minutes to connect one lesson from nature to your work.

Step 1 – Observe: Go for a walk in a park, your neighborhood, or any outdoor space. Notice one thing that stands out — a tree's growth pattern, the way water flows, how animals interact, or even the weather.

Step 2 – Reflect: Ask yourself:

• What obstacle is this natural element facing?

• How is it adapting or overcoming?

• How does this mirror challenges in my team or business?

Step 3 – Act: Identify one small change you can make in your leadership or work this week inspired by that observation.

Example: If you see water rerouting around rocks, consider how you can redirect your team's energy around a roadblock rather than trying to push through it.

Share Your Story: Email Mike and Donald with your insight — you might inspire the next podcast conversation.

Fidel Cache Flow is an account executive at a public company and an influential voice in the "burner verse" – the world of anonymous social media accounts. Through his Twitter profile, he openly shares unfiltered takes on tech sales, job stacking, leadership, and career strategies, while also building a thriving community that helps others grow in tech sales.

Follow Fidel here: https://x.com/FidelCacheFlow

1. "There's freedom in being anonymous. It lets me speak truthfully without fear."

2. "Job stacking isn't about cheating. It's about working smarter, not harder."

3. "Leadership starts with yourself—even if you don't have a title."

In this episode, Fidel Cache Flow explains why he built an anonymous online persona, the rise of job stacking, and how community drives success in tech sales. He shares bold ideas about career growth, leadership, and building trust while staying authentic. This episode challenges traditional work models and inspires independent thinking.

5 Key Takeaways 1. The Power of Anonymity

• Freedom to share raw, unfiltered ideas

• Builds confidence to challenge norms

• Encourages finding your voice despite risks

2. Job Stacking as a Catalyst

• Multiple income streams create independence

• Requires strong personal accountability

• Forces you to rethink time and value

3. Leadership Starts with Self

• Leadership is influence, not just titles

• Self-awareness improves teamwork and results

• Learning leadership early changes your future

4. Community Drives Growth

• Mentorship accelerates your learning curve

• Peer groups help solve tough problems

• Teaching others strengthens your own skills

5. Rethinking Career Paths

• Big companies provide a strong foundation

• Smaller roles offer freedom and creativity later

• Strategic moves can be your career catalyst

Find Your Catalyst at https://findmycatalyst.com

Bill Kantor is the co-founder of Funnelcast, a forecasting platform designed to help businesses understand, optimize, and act on their sales pipelines. With decades of experience in sales operations and revenue analytics, Bill is on a mission to shift how companies use forecasting — from chasing accuracy to driving meaningful change.

💬 3 Key Quotes from Bill Kantor:

1. "The job of the forecast is to tell you what to change in order to make the outcome better."

2. "People think the job of the forecast is to tell you what you're going to close. But your sales are not like the weather. You can control the outcome."

3. "Don't chase hyper-accuracy in forecasts — focus on what you can control to change the outcome."

Bill Kantor joins the show to challenge the conventional view of forecasting. Rather than striving for accuracy, Bill advocates for forecasts as tools for change. He explains the math behind pipelines, common mistakes in sales forecasting, and how better definitions and insights can empower sales teams to improve outcomes — not just predict them.

🔑 5 Key Takeaways 1. Forecasting Is a Catalyst for Change

• Forecasts should help you identify where to take action, not predict perfectly.

• Think of forecasting like coaching — it's about improvement, not prediction.

• Use forecasting to find leverage in your pipeline, not just to report numbers.

2. You Can't Predict Individual Deals — And That's Okay

• The idea that you can call specific deals is flawed and statistically impossible.

• Treat your pipeline as a portfolio — not a list of "yes" or "no" bets.

• Focus on the distribution of outcomes, not just the "commit list."

3. Pipeline Math is Simple but Powerful

• Three levers drive outcomes: number of deals, size of deals, and win rate.

• These factors are dynamic and function over time.

• Modeling those time-based variables correctly uncovers more accurate and actionable insights.

4. Sales Stages Must Be Clearly Defined

• Poor stage definitions lead to forecast noise and misalignment.

• Consistent definitions enable higher forecast fidelity.

• Clarify criteria for entering and exiting each stage to drive accountability and insight.

5. Tools Don't Replace Thinking

• Too many teams buy tools before building skills.

• Forecasting tools like Funnelcast amplify insight but aren't a magic fix.

• Simplify your model before layering in complexity — get the basics right first.

"Why Accurate Sales Forecasts Are Overrated with Bill Kantor"

"The Forecast Is Not the Goal: How to Change Outcomes with Bill Kantor"

"Forecasting for Impact: Ditch the Guesswork, Embrace the Math"

Find your catalyst at https://findmycatalyst.com

St. John "Sinjin" Cramer is a dynamic sales strategist, keynote speaker, and host of the Rural Sales Success podcast. A UK native now based in New Zealand, Sinjin helps businesses understand how to sell with empathy, especially in high-stakes, rural environments. His philosophy? Stop selling. Start serving.

1. "If you don't like where you are—move. Even a small shift can be a catalyst for growth."

2. "Don't sell to farmers—or anyone. Help them make informed decisions."

3. "Be a buyer's assistant. If you're not helping people feel safe in a purchase, you're not selling—you're pushing."

Sinjin Cramer shares wisdom from decades in rural sales, exploring why trust and understanding context matter more than tactics. From metaphors on movement and mindset to book recommendations and rugby strategy, this episode uncovers how small actions, curiosity, and service can create lasting transformation—for both buyers and sellers.

🔑 5 Key Takeaways 1. Movement Creates Momentum

• Small shifts, like rearranging your desk or changing your routine, can spark meaningful change.

• "Little and often over the long haul" beats intense bursts of action.

• Movement—literal or metaphorical—fuels growth.

2. Help, Don't Sell

• Farmers and other buyers don't want to be sold to; they want help making smart, lasting decisions.

• Shift from "salesperson" to "buyer's assistant" to build trust and long-term success.

• Sales is a service, not a transaction.

3. Context is Everything

• Understand the world your customers live in—their risks, community, and long-term vision.

• Farmers, for example, live with their purchases—literally seeing them every day.

• Specificity in how you serve different buyers makes all the difference.

4. Trust Is Earned, Not Titled

• Becoming a "trusted adviser" isn't a label you give yourself—it's a role others bestow on you.

• It takes time, reps, and a true focus on the buyer's needs.

• Curiosity and service build credibility over time.

5. Books as Catalysts

• Books like Man's Search for Meaning, Legacy, and The Talent Code offer timeless insights on mindset, resilience, and leadership.

• Rereading key books can reinforce principles you're working to live.

• Reading fiction, too, can ignite creativity and empathy—critical tools for any change-maker.

Why You Should Stop Selling and Start Serving: A Masterclass with Sinjin Cramer

Little Changes, Big Impact: Sales, Trust, and Movement with Sinjin Cramer

Selling to Farmers & Leading with Empathy: Lessons in Rural Sales from Sinjin Cramer

Find your Catalyst at https://findmycatalyst.com

Seth Goldstein is a 15-year podcast pro, coach, and former journalist. He runs "Podcast Mastery" and helps new hosts skip common mistakes. Seth's big message: have a simple plan, keep the show real, and hit record—because action is the true catalyst.

1. "If you have a plan and a cadence, it works. When you don't, it usually doesn't."

2. "Your first ten episodes are practice—most people won't even know they exist."

3. "People listen because they want to feel part of the conversation."

Seth Goldstein and host Mike Simmons swap straight-talk tips on starting and growing a podcast. They cover gear, planning, guest fit, and why breathing and pressing record beat perfection. The chat shows how small, steady steps turn ideas into a real show—your catalyst for sharing big ideas.

5 Key Takeaways

1. Start Small, Start Now

   • A low-cost mic and headphones are enough.

   • Zoom works—don't wait for fancy tools.

   • Hitting record is the catalyst that moves dreams to action.

2. Make a Simple Plan

   • Pick a release rhythm (weekly, twice-a-month).

   • Know your ideal listener and guest.

   • A clear plan sparks steady progress.

3. Practice Builds Confidence

   • First episodes are mostly for you.

   • Reps polish voice, pace, and stories.

   • Each episode becomes a mini catalyst for the next.

4. Keep It Real

   • Light edits—leave natural pauses and laughs.

   • Listeners bond with honest sound.

   • Authentic voice is a trust catalyst.

5. Measure and Iterate

   • Check basic stats: downloads and listens.

   • Test formats—solo, guest, or hybrid.

   • Data-driven tweaks act as feedback catalysts.

"Podcast Beginner? Seth Goldstein's 3-Step Plan to Launch Fast"

"From Idea to Mic: Seth Goldstein Reveals the Catalyst for Podcast Success"

"Skip the Rookie Mistakes - Podcast Mastery Tips from Seth Goldstein"

Find your Catalyst at https://findmycatalyst.com

Mike Simmons, founder of Catalyst and host of the "Find Your Catalyst" podcast, returns for a solo Q&A session. In this episode, he explores how ADHD shows up in leadership, strategies for clear communication, and why coaching is an essential part of personal and business growth. Mike shares personal experiences and systems that help him and others focus, execute, and lead effectively.

💬 3 Key Quotes

"Don't diagnose people—understand behaviors and build systems that reduce chaos."

"There are things that are said, things that are heard, and things that are remembered—and rarely are they the same."

"A coach helps people think differently, see differently, and ultimately do differently."

Mike Simmons dives into leadership with ADHD, how communication often breaks down, and the critical role coaching plays in helping people move faster and smarter. With practical tools like priority lists and communication preferences, Mike shows how clarity and systems can be a catalyst for better business and personal outcomes.

🔑 5 Key Takeaways 1. Leading with ADHD: Embrace Focus and Flexibility

• Leaders with ADHD often juggle many ideas, creating confusion for their teams.

• Systems and priority lists can reduce stress and clarify direction.

• Asking "Where does this fit in our priorities?" curbs the chaos of chasing new ideas.

2. Communication is a Two-Way Street

• Don't assume understanding—validate what was heard.

• Ask: "What did you hear me say?" to catch misalignment early.

• Clear definitions help reduce frustration and improve team trust.

3. Define Accountability Clearly

• Use the framework: Who will do what by when.

• Color-code notes to track priorities, ideas, and action items.

• Avoid assumptions—clarity builds accountability.

4. Build and Share Communication Preferences

• Leaders should express how they prefer to receive information (e.g., text over email).

• Encourage team members to share their preferences too.

• Revisit these preferences regularly to improve efficiency.

5. Coaching as a Catalyst

• Coaching helps people go from where they are to where they want to be.

• A coach shifts perspectives and simplifies next steps.

• Mike emphasizes making coaching more visible and accessible for leaders and teams.

How to Lead with ADHD: Focus, Systems & Coaching Tips

The ADHD Boss: Clear Communication and Why Coaching Matters

Said, Heard, Remembered: Mastering Team Communication with Mike Simmons

Find Your Catalyst at https://findmycatalyst.com

Mike Rizzo is the founder of MarketingOps.com and the vibrant Mo Pros community—a 6,500+ member strong network dedicated to elevating marketing operations professionals. With a background in martech and a passion for building systems that scale, Mike champions the art of connecting strategy, technology, and people.

1. "Marketing operations is the backbone of strategic success."

2. "Slow down to speed up—operational rigor helps eliminate chaos."

3. "Invest in your community, and it will invest back into you."

Mike Rizzo shares how marketing operations drives business success by combining strategy with execution. He explores how the Mo Pros community helps professionals connect, grow, and share. Through clear systems, thoughtful collaboration, and investment in self and others, Mike shows how ops can become a true catalyst for innovation and clarity.

🔑 5 Key Takeaways: 1. Marketing Ops as a Strategic Catalyst

• It's not just tactical; it underpins strategy and growth.

• Clear systems and aligned definitions unlock momentum.

• Marketing ops professionals translate business goals into technical execution.

2. Slow Down to Speed Up

• Operational rigor avoids repeated mistakes.

• Standardized onboarding, process, and measurement create efficiency.

• The best systems are built to support speed through structure.

3. Community is the Shortcut to Growth

• The Mo Pros community offers peer support, advice, and shared experiences.

• Professionals thrive when they ask for help and offer it to others.

• Engagement fuels growth: ask, share, listen, repeat.

4. Invest in Self to Find Your Catalyst

• Learning communities and workshops accelerate development.

• Real growth comes from applying skills like communication and problem-solving.

• Participation leads to deeper insight, connections, and opportunity.

5. The Future of Ops: From Execution to Architecture

• The goal is not just using tools but designing systems that work.

• Understanding the "why" behind tools matters more than knowing how to use them.

• Leadership in ops comes from curiosity, critical thinking, and clarity.

"Marketing Ops as a Catalyst: Building Strategy Through Systems with Mike Rizzo"

"From Chaos to Clarity: Why Community and Ops Are the Key to Growth"

"The Hidden Power of Marketing Ops: Why It's More Than Just Execution"

Find Your Catalyst at https://findmycatalyst.com

Benyamin Holley is a "GTM engineer" who blends technical tools and creative problem-solving to revolutionize go-to-market strategies. With a background in music tech and a passion for scrappy, AI-driven workflows, Benyamin brings a fresh, practical approach to solving sales and operations problems. Currently at Sift, he's helping shape how startups use automation to scale smarter, not just faster.

1. "Sales is a thinking process. And if you think well, you can build better systems."

2. "Less is more — I don't want more leads; I want better ones."

3. "Fear of being wrong holds people back. But if you're doing something good, the world conspires in your favor."

Benyamin Holley joins the show to share how he's redefining sales and go-to-market strategies using AI and automation. From his roots in music education tech to pioneering GTM engineering at Sift, Benyamin dives deep into what it means to proactively solve problems, embrace tools like Clay, and find true product-market fit.

🔑 5 Key Takeaways 1. GTM Engineering Is a Thinking Process

• GTM (go-to-market) engineering isn't just a buzzword—it's a mindset.

• It involves problem-solving across the sales funnel using AI and automation.

• You don't need to be a coder, just scrappy and optimistic.

2. Start with the Right Fit

• Whether it's customers, culture, or tools, fit reduces friction.

• Good fits feel like "no-brainers"—they flow without forcing.

• If you're constantly battling resistance, it may not be the right match.

3. Fear Stops Progress

• People often hesitate to act because they fear being wrong.

• Startups thrive when people tackle problems without waiting for approval.

• Building confidence through small wins helps overcome this fear.

4. The List Is the Strategy

• Outbound success depends on building a high-quality, well-qualified list.

• Tools like Clay help isolate the right leads with fewer but better targets.

• Relevance in outreach increases connection and reduces noise.

5. Let Robots Do the Busywork

• Automation isn't about replacing humans, but enhancing them.

• Benyamin shares how AI tools manage waitlist follow-ups automatically.

• Freeing time from manual tasks lets people focus on meaningful conversations.

"From Music Tech to GTM Engineer: Benyamin Holley on Sales Innovation with AI"

"Why Less Is More in Sales: Benyamin Holley's Playbook for Smarter Outreach"

"GTM Engineering Explained: Automation, AI & Fearless Thinking with Benyamin Holley"

Find Your Catalyst at https://findmycatalyst.com

Steve Heroux is a sales thought leader, author of The Sales Contrarian, and founder of The Sales Collective. Known for his humorous and no-fluff approach, Steve challenges outdated sales methodologies and champions a people-first philosophy. With roots in comedy and admiration for icons like Bob Ross and Larry David, Steve brings heart and honesty into the world of sales, coaching, and leadership.

1. "He didn't paint to show you how good of a painter he was. He painted to show you how good of a painter you could be." – On Bob Ross's influence and philosophy.

2. "Selling ice to an Eskimo doesn't make you a great salesperson. It makes you an asshole." – On ethical, value-driven sales.

3. "You have to teach people how to swing like them, not like you." – On individualized coaching and leadership.

Steve Heroux joins the podcast to dismantle traditional sales myths, challenge robotic training, and advocate for purpose-driven selling. From detaching from outcomes to building self-awareness, Steve shares personal stories and strategies that ignite self-leadership and redefine success—proving that joy, ethics, and humility are the real game changers in sales.

🔑 5 Key Takeaways 1. Sales Isn't About Scripts—It's About Humanity

• Robotic scripts kill connection; human presence builds trust.

• Salespeople should call audibles, just like smart quarterbacks do.

• Be you—your unique voice is your catalyst.

2. Detach from Outcomes to Drive True Performance

• Obsessing over quotas leads to burnout and misalignment.

• Focus on inputs you can control: preparation, practice, and care.

• Daily performance indicators (DPIs) matter more than KPIs.

3. Failure Is Not the Opposite of Success—It's Part of It

• Real learning comes from being wrong, not being right.

• Self-awareness starts with admitting mistakes.

• Humor and humility unlock better performance.

4. Gamify What Matters—The Process, Not Just Results

• Use point systems to reward meaningful actions (thank you notes, learning).

• Make the work fun and joyful—like fishing or painting.

• Execution creates consistency; passion sustains it.

5. Leaders Must Coach the Individual, Not the Group

• One-size-fits-all training is outdated and ineffective.

• Great leadership develops the person's swing, not the leader's swing.

• Sales DNA assessments reveal unique strengths and blind spots.

"Why Sales Quotas Are Broken: Steve Heroux on Ethical Selling and Self-Leadership"

"Sales Without Scripts: Steve Heroux on Finding Your Voice and Letting Go of Outcomes"

"From Bob Ross to Sales Boss: Steve Heroux Redefines Success in Business"

Find Your Catalyst at https://findmycatalyst.com

Dale Dupree is the founder of The Sales Rebellion and a dynamic thought leader in modern sales. Known for his rebellious mindset and deeply human approach, Dale challenges traditional business thinking. He shares his love for nature, the power of curiosity, and his vision for Totality—a transformative experience that's reshaping what a business conference can be.

1. "Change exists on a daily basis for me. So I don't live in comfort or stagnation."

2. "We can't reflect on what we're going to do—you have to do it, then reflect."

3. "Totality is a mix of medicine and enlightenment. It's about thinking much deeper about your existence."

Dale Dupree reflects on his journey from urban life to the mountains, the importance of community and discomfort, and how these lessons shaped Totality 2025. He reimagines business experiences by emphasizing creativity, human connection, and inner exploration. This episode is about finding your catalyst by embracing unpredictability and authenticity.

🔑 5 Key Takeaways 1. Discomfort Is a Catalyst for Growth

• Leaving comfort zones leads to personal clarity and transformation.

• Dale's story—from city life to mountain quiet—reflects this principle.

• Challenges force us to reevaluate what really matters.

2. Authenticity Fuels Connection

• Dale values genuine interaction over polished personas.

• Small-town experiences gave him meaningful community bonds.

• Totality mirrors this by removing conference fluff in favor of real talk.

3. Curiosity Is the Rebel's Tool

• Asking "what else is there?" breaks the cycle of complacency.

• Exploration is not just physical—it's emotional and intellectual.

• Rebelling isn't destruction; it's deep curiosity in action.

4. Creativity Transforms Sales and Life

• Creativity is often undervalued in sales, but it's a game changer.

• Totality brings hands-on, unexpected experiences to foster it.

• Real innovation starts by doing things differently—and with feeling.

5. Designing Experiences Creates Lasting Impact

• Pairing music and scent with moments enhances memory and meaning.

• Dale blends sensory cues and mystery to create Totality's magic.

• People remember how you made them feel—not just what you said.

"Dale Dupree on Why Discomfort Is the Key to Living Fully"

"Totality 2025: Reinventing the Sales Conference Experience"

"The Rebellion Begins: Dale Dupree on Curiosity, Community & Creativity"

Find your Catalyst at https://findmycatalyst.com