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

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 many of the same old concepts? Here are some notable Zig Ziglar quotes. Your Attitude, not your aptitude, will determine your … 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

Episode 56 – Innovation in Sales with Tiffani Bova

dealing false start

Tiffani Bova, Global, Customer Growth, Sales and Innovation Evangelist at Salesforce and host of the What’s Next Podcast joins us on the Catalyst Sale Podcast this week to discuss innovation within the sales profession, customer experience, taking ownership of your personal development, and a number of other topics. “You control how you interact with your customers” – Tiffani Bova Have you thought … Read More

Episode 55 – Buy vs Build Lists – What should you Do?

Key Performance

Listener Question – When Does it Make Sense to Buy a Mailing List or List of Leads? Buy vs Build is one of the most common questions facing business leaders today.  Jordan, a listener in Texas, asks when does it make sense to purchase a list? This week on the Catalyst Sale podcast we discuss how to create a list when … Read More

Episode 54 – Podcasting to Share Knowledge

sales territory planning

Special Episode – Lessons learned in Podcasting with Jody, Mike & Mike We launched our podcast in October 2016, and we have learned a lot since the launch.  We originally started recording in June, to build up our backlog of content.  It was important to us to be consistent in the delivery of content.  We have delivered new episodes on … Read More

Episode 53 – Does Your Process Get in the Way of Progress?

Time Management

Is Your Process Slowing your Progress or Improving Performance? Process supports scalability and execution.  An effective process is important when creating predictable growth.  Lack of process usually results in higher risk, confusion, and inconsistency.  An ineffective process creates waste. This week on the Catalyst Sale podcast we discuss how process potentially prevents or limits progress. We also discuss how process for … Read More

Episode 52 – Cultivating Partners – Jen Spencer

the proposal step

“One of the advantages of partnerships…together you are stronger” – Jen Spencer Jen Spencer, VP Sales and Marketing – SmartBug Media, joins us on the Catalyst Sale Podcast this week to discuss partners.  She brings her insight to the podcast, and discusses important concepts to keep in mind when identifying partners.  Mike & I also share our experience both from … Read More

Episode 51 – Why Patience Matters in Sales

agile sale

Patience is a Critical When it Comes to Strategic Sales An aggressive mentality tends to be something we look for when identifying sales potential.  It is a characteristic that we reinforce when recognizing top performers and one we tend to highlight during an interview process.  What about patience though?  Where does patience fit in?  Can you be patient and aggressive?  Is there a … Read More