Podcast

Listener Question – Customer Churn  Churn is inevitable.  It should be considered in your business planning, as it is something most SaaS organizations experience on a monthly basis.  Other companies may track churn on a quarterly or annual basis. What if … Read More

The first part of the year is finished, how are you performing against your plan? t’s the end of the quarter, so we kept this one short.  Mike Conner & I talk off the cuff about how quick the first … Read More

Communication with your team is critical. But, what’s the risk of over communicating? Many times, leadership requires creating a buffer.  A need to shield your team from information, to improve focus. At the same time, your team can reach new levels in both … Read More

The Catalyst Sale Account Plan – Strategic Account Plan Template At Catalyst Sale we look at the account plan as the roadmap of where we have been, and where we expect to go with an account.  The document is critical … Read More

Letting a Customer Go.  When is it time to move on? Bob Dylan famously sang “The times they are a-changin’”.  Whether in business or in life, the relationships you are engaged with are in a constant state of change.  New information is … Read More

Sales Enablement – The Swiss Army Knife of your Sales Organization  Sales Enablement takes on a different meaning depending on who is involved in the conversation, and who is driving the mission.  Today, there are a number of sales enablement … Read More

Working With and Identifying Channel Partners  Partners can accelerate growth in your startup.  They can also stunt your business if you choose the wrong one. When you evaluate your partner strategy, it is critical that you identify your primary objectives. … Read More

The Call Plan  How many times have you wrapped up a conversation with a client or prospect, and thought ‘crap, I missed that’? Call planning is a foundational skill.  Ben Franklin said, “If you fail to plan, you are planning … Read More

The Vend Zone We have all experienced it at one time or another.  You are looking for more out of a relationship than the other party has in their mind.  The dreaded friend zone. Sales is a skill/capability that requires … Read More

Agile Sales Is sales agile?  Mike and Mike tackle this question of sales in the context of agile methodologies.  They also discuss how this development approach applies within the Catalyst Sale Process. Successful sales professionals are agile by design.  Whether thinking about … Read More