Catalyst Sale


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

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

dealing false start

Episode 56 – Innovation in Sales with Tiffani Bova

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 … Read More

tracking key performance indicators on a website

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

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 … Read More

sales territory planning

Episode 54 – Podcasting to Share Knowledge

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 … Read More

Time Management

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

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 … Read More