Catalyst Sale

Author Archives: catalystsale

15 Fundamental Sales Skills

There are numerous sales skills that are imperative to your professional success. Some of these may be skills you’ve already learned, but others will change the way you tackle sales completely. Here are 15 foundational sales skills you need to … Read More

Mindset in Sales, Business, and Life

Take Dead Aim Golf is one of those games where your mindset can make or break a round. There are a number of correlations between golf and life, golf and sales, sales and life, and life and business. How do … Read More

What is the Qualification Step in Sales?

In sales, the qualification step is about gathering information that will help you craft a solution to a specific problem or question that an organization may have. This step is oftentimes regarded as the foundation of any proposal or job. … Read More

Catalyst Sale: The Validation Step (Podcast)

What is the Validation Step? The validation step helps you determine whether or not there is a business opportunity in front of you. This step is all about getting to know the organization, the people that work there, and their … Read More

Sales Targets: What They Are & How to Meet Them

As Q4 comes to a close, the time has come to set sales targets and create plans to hit them. These are our thoughts. … Read More

Let’s Talk about Revenue Operations

Revenue operations is a topic that we are seeing come up more and more often. I want to put my thoughts out there. So we can get started on the right foot, let’s start with a definition. What is Revenue … Read More

Addressing the Leadership Void

Leadership – addressing the current VOID

I was fortunate enough to work with a retired Col. early in my career. There are a number of statements Chuck made that have stuck with me over my career. The first – “Be Bright, Be Brief, Be Gone” – … Read More

What Goes into a Decision?

**Updated Data as of 08/31/2020** What goes into a decision? How does this change depending on if it is a good decision or a bad one? How does this change if it is reversible or not reversible? That’s a lot … Read More

Where Does Revenue Come From?

Where Does Revenue Come From?

Better yet – where does your revenue come from? Can you draw it up on a whiteboard? If everyone in the org drew their version of the model, equation, funnel, etc – would it look the same? This is a … Read More

Clarity and Focus – Lead to Execution

Well – they do, if you do the work… I get it most of us do not like math. However, there are a couple of us out there who do. I’d like to start this journey by looking at the … Read More