Catalyst Sale

Author Archives: catalystsale

Call Plans That Help You Execute

Catalyst Sale Call Plan Template

A Failure to Plan is a Plan to Fail – Ben Franklin This week we discussed the Catalyst Sale Call Planning template. This was the first in a series of discussions where we will focus on the tactical aspects of … Read More

Building a Sales Technology Stack that Works with Your CRM Program

If you’re like most business leaders, you keep a close eye on sales—not just the numbers (that goes without saying), but the process, as well. You want your sales staff to be as efficient as possible. You know that technology … Read More

Coaching – Is a Coach the Right Fit?

Is this a job for Coaching, Training, or Mentoring? Getting better every day is something that many people discuss, however they fail in execution. The greatest athletes in the world rely on coaches every day – do you? It is … Read More

Fundamentals in Sales

The Fundamentals in Sales are Fundamental Zig Ziglar is known for a number of things, including the foundational sales skills he shared with others.  How have the fundamental skills changed or evolved over time?  Have they, or are we simply repackaging … Read More

SDR - Morgan Ingram

Episode 58 – What is an SDR? Guest Morgan Ingram

Guest – Morgan Ingram, Host of the SDR Chronicles The Sales Development Representative (SDR) role is another level of specialization within the sales function.  Some organizations have adopted this role and successfully integrated the position into their teams, while others … Read More

the catalyst sale territory template

Sales Territory Planning That Works

Territory Planning – A Catalyst Sale Approach Territory planning is where it all begins.  You establish the outer guideposts for where you will focus your attention.  The broader this range is, the higher the risk.  The more targeted, based on … Read More

the proposal step

The LinkedIn SSI Score – Does it Correlate to Sales Success?

Host Question – What is an SSI Score? Jody threw us a curveball this week, with his own question.  He has heard Mike and I give each other a hard time about our individual SSI score, and finally asked – what … Read More

agile sale

Episode 44 – Partnerships in Business, Sales, and Life

Teamwork Makes the Dream Work John Maxwell famously wrote, “Teamwork makes the dream work”.  This is critical to our success as individual sale reps (account executives, account managers, SDRs, BDRs, sales leaders), and to Catalyst Sale as an organization. This week … Read More


Episode 43 – Personality Data and Sales – Drew from Crystal Knows

Guest – Drew D’Agostino – Founder, Crystal Knows This week on the Catalyst Sale podcast Drew D’Agostino, Founder, Crystal Knows joins us to talk about building trust with your customers, prospects, and team members by understanding their perspective, tendencies, and … Read More

tracking key performance indicators on a website

Key Performance Indicators

Key Performance Indicators – what works, what doesn’t, and where to start This week on the podcast, we have a listener question from Jared in Florida.  Jared is questioning the Key Performance Indicators (KPIs) that are being measured by the … Read More