Episode 50 – Highs and Lows of Sales and Life

Highs and lows

Dealing with the Roller Coaster that comes with Sales & Life Emotions are part of the game in life, and certainly in sales.   Don’t let yourself get too high or too low.  If you read the press clippings or listen to the noise, remember that you are never as good as they say you are, nor are you as bad … Read More

Episode 49 – Working with Recruiters

dealing false start

Listener Question – What are some best practices to consider when working with recruiters? Mike Conner is back this week, he and I tackle a listener question from Max in California.  Max is interested in our perspective on working with recruiters.  Specifically best practices, best approach & some ideas around what has worked for us in the past. On this … Read More

Episode 48 – Onboarding – Ira Bernstein – Rampt Consulting

Key Performance

 “Slow down to Speed Up” – Ira Bernstein Ira Bernstein joins us on the Catalyst Sale Podcast this week to discuss onboarding.  He brings his insight to the table and discusses the common issues and challenges associated with looking at onboarding as a one-time event vs. a continuous progression. Perspective is critical – start first with where you want … 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

Episode 46 – Your Data Tells a Story – Matt Ostanik – CEO FunnelWise

dealing false start

Guest – Matt Ostanik – Founder, CEO, FunnelWise Matt Ostanik is our guest on this week’s podcast.  Matt is the CEO of FunnelWise. He previously founded and grew Submittal Exchange, a provider of web-based collaboration tools for commercial construction projects. In a five-year period, Matt grew the company from two employees to more than 100 and more than 100,000 users … Read More

Episode 45 – Proposal Templates – Good, Bad, Ugly

Hire a professional

Listener Question – Proposal Templates This week on the Catalyst Sale podcast we review another listener question. Lynn asks about proposal templates, and if it is common to use templates that are more focused on the vendor’s business than the customer.   In her organization, they use a template that focuses on their business and the market, and wonders if this is the … Read More

Episode 44 – Partnerships in Business, Sales, and Life

agile sale

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 on the Catalyst Sale podcast we talk about the importance of partnerships in business, and how finding the right business … 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 personality type. Crystal Knows works at the intersection of social science, technology, and communication. They use machine learning & natural … Read More

Episode 42 – Mentoring in Sales

the proposal step

Listener Question – Mentoring on the Job This week on the Catalyst Sale podcast we review a listener topic. Spencer asked if we could discuss the importance of having a good mentor as a new rep OR a seasoned rep starting with a new company or in a new industry. It is through mentoring programs and job shadowing programs that organization … Read More

Episode 41 – Key Performance Indicators

Key Performance

Key Performance Indicators – what works, what doesn’t, and where to start This week we have a listener question from Jared in Florida.  Jared is questioning the KPIs that are being measured by the organization and wonders how do you determine if you are measuring the right things. When it comes to sales, most of us are ultimately measured by … Read More