Find My Catalyst Podcast

Are you forcing a sales script on your team?  Has your organization given you a script?  Scripts might create efficien…

Are you generating revenue or traction?  Traction may be a great first step when you are working your way out of rut, or a roadside ditch…

How does your sales process and approach apply to looking for your next career opportunity?  Is sales the right place for you?  Is an account execu…

Sometimes, many times in higher risk sales, the year does not end as your originally envisioned.  High risk from a sales perspective, can mean emerg…

Compensation plans are something we all have experience with as sales professionals.  Whether it is designing a plan to reinforce de…

Many books have been written about the topic of negotiation.  In this week's episode of the Catalyst Sale podcast, Mike & Mike tackle a listener question.  They share their perspective on…

Are trade shows are part of your business plan? If you are going to spend time and money on a trade show, you want to make sure you are getting the most from your investment. 

In this episode of the …

If sales is a thinking process, where does artificial intelligence fit in the sale process? 

Artificial intelligence can be used as a replacement for thinking. Or, artificial intelligence can be a to…

Understanding the why will get you to the what.  The questions you ask shape the success or failure of the opportunities you are pursuing.  It is easy to present the information we know about the pro…

Whether in baseball, football, life, or sales, slumps happen. Mike & Mike discuss slumps, how we get into them, and how to get out of them.   We all go through cycles, don’t let yourself get too high…

Mike Conner is back this week.  Mike & Mike discuss proposals, common errors, and how to prepare your proposals for success.  At Catalyst Sale, when we get to the proposal stage of our sales process,…

The Catalyst Sale podcast has its first guest.  Lee Cockerell is a former Executive Vice President of Operations.  He is the author of Time Management Magic, and has recently launched his 4th book, C…

Episode 10 - Hiring a Sales Professional

Mike and Mike share their thoughts on how they hire, what qualities and characteristics we look for, and how we partner with Arizona State University.  We sha…

Dreamforce is an annual event, this year ~170K developers, operators, consultants, and sales professionals met in San Francisco.  

Mike and Mike share their thoughts on the event, lessons learned, be…

Episode 8 - False Starts & Stalls

Everyone can think of a scenario where you thought the conversation was going one way, only to find that momentum stops.  

Mike & Mike discuss their experience with …

Episode 7 - Fit/Feasibility

How do you know if you can deliver on the customer’s requirements?  Have you ever said, ‘yes, we can do that’, only to find out you can’t?  What about managing opportunity…

Episode 6 - Ground Zero.  

Is your product, your service, your capability, ready for delivery within the market?  Or, have you not reached your zero state.  Mike & Mike discuss the ground zero concep…

Episode 5 - Qualification- How many times have you worked with a prospect, only to find that you missed critical pieces of information that could have accelerated the sales process or ensured success…

Episode 4 - Validation - How do you know if there is a deal to be had?  This is the first step in the Catalyst Sale process.  Mike & Mike discuss how to validate if you have a real opportunity, if yo…

Mike & Mike discuss the role of the sales professional, the importance of connecting with customers, connecting solutions to problems, and share stories and lessons learned.  

Sales is a Thinking Pro…