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 is the answer and that the choices are endless, with new solutions and services being launched all the time. Even … Read More

Coaching – Is a Coach the Right Fit?

Coaching vs Training

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 one thing to aspire to grow, aspire to improve, it is another thing to take action. Action starts with a … Read More

Episode 58 – What is an SDR? Guest Morgan Ingram

SDR - 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 struggle with success.  Many of the organizations who struggle with success have identified a breakdown in transition process between the … Read More

Sales Territory Planning That Works

Catalyst Sale Territory Plan

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 data, the lower the risk. STARTING FROM SCRATCH Let’s say you have joined a new team, you have picked up … Read More

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

the proposal step

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 is an SSI score?  This prompted a discussion and a Catalyst Sale Research Project. There’s an old saying in business … Read More

Why Your Leadership is Crushing Your Sales Culture


When you are building a sales team, you want to give them an advantage, so it makes sense to lay out your process, step by step, right? You provide scripts, checklists, and a playbook to outline the process so your sales team can follow every step of the way. This is how to build a successful sales team, right? Wrong. … Read More

The One Step You Miss With Every Sale

Confirmation Step - Catalyst Sale Process

What is the mindset of most salespeople when they close a sale? Be honest, if you are like 99% of people in sales when you close a sale you consider your responsibilities are over. Most salespeople think, “I’ve done my job. Time to move on to the next thing.” To be fair, in some companies you technically may not have … Read More