The Proposal Step 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, we forecast … Read More

Time Management for Sales Professionals 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, Career Magic. … Read More

Hiring a Sales Professional Mike and Mike share their thoughts on how they hire, what qualities and characteristics they look for, and how they partner with Arizona State University.  They share best practices, lessons learned and common mistakes. Whether you … Read More

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, best practices, and emerging trends they are most excited about. Sales … Read More

Dealing With False Starts Everyone can think of a scenario where you thought the conversation was going one way, only to find that the momentum stops. Mike & Mike discuss their experience with false starts, how to avoid them, and … Read More

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 costs? Mike & Mike discuss the 3rd and 4th … Read More

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 concept, and what happens if you are ‘less than’ zero. Sales is … Read More

Sales is about asking questions, making connections, and solving problems. Working in sales, you help people paint the picture of how a solution you have can fix a problem they have.  Sales Definition: Sales is the function of connecting the … Read More

The Confirmation Step The confirmation step is a critical, and often missed step in the Catalyst Sale process. Many Sales Reps stop when the deal is closed.  Mike & Mike discuss lessons learned, and how the confirmation step is really … Read More

Introduction to Catalyst Sale Catalyst Sale Sales is a thinking process, we are a learning organization.  We are committed to learning and the evolution of Sales. In this episode, you will hear the Catalyst Sale story, our background, and what … Read More