Bob Paskins is the founder of Catapult and a sales consultant who helps businesses build and elevate their sales teams. Known for his practical and structured approach, Bob developed the LAUNCH framework, a system that helps companies identify, train, and empower salespeople to reach higher performance and measurable results.
Here’s a glimpse of what you’ll learn:
- [01:00] The story behind Bob’s rebrand to Catapult.
- [02:30] How the LAUNCH program helps validate and develop sales teams.
- [04:30] Why sales training often gets neglected by business owners.
- [05:00] The meaning of each step in the LAUNCH framework.
- [08:00] How to locate your targets and approach them effectively.
- [09:00] Why understanding buyer needs is essential to long-term success.
- [13:00] Navigating the sales process and aligning with internal and external teams.
- [16:00] Closing deals and handling objections strategically.
- [18:00] Harnessing client relationships and the right time to ask for referrals.
In this episode:
What makes a great salesperson, and how can business owners help their teams reach their full potential?
In this episode of Systems Simplified, host Adi Klevit talks with Bob Paskins, founder of Catapult, about his structured LAUNCH framework for developing effective sales teams. Bob explains how the program helps identify talent, train sales professionals, and systematize the entire sales process for predictable growth.
He breaks down each step of the LAUNCH acronym: Locate targets, Approach prospects, Understand needs, Navigate the sales process, Close the deal, and Harness relationships. Bob also shares how business owners can align their teams, manage objections, and build lasting client relationships that drive referrals and repeat business.
Resources mentioned in this episode:
Quotable Moments:
- “Sales training often falls to the bottom of the list for business owners who are busy running the company.”
- “Locate your ideal clients instead of trying to sell to everyone.”
- “Cold calling is not dead, but your messaging needs to be clear and purposeful.”
- “Understanding the buyer’s needs is more than identifying problems. It’s about finding the emotion behind the decision.”
- "Sales is not just closing deals. It’s about navigating the process and aligning everyone involved.”
- “If you do not uproot the incumbent provider, you will not win the business.”
Action Steps:
- Focus your sales efforts on a clearly defined target audience.
- Create structured messaging for written and verbal outreach.
- Ask meaningful questions that uncover emotional needs, not just surface problems.
- Align internal and external teams around a single sales goal.
- Prepare for objections and confidently ask for the business.
- Nurture relationships after the sale to retain clients and gain referrals.
Sponsor for this episode:
This episode is brought to you by Business Success Consulting Group.
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