Podcast

Sales Scripts? Is your Script getting in the way of Sales  Are you forcing a sales script on your team?  Has your organization given you a script?  Scripts might create efficiency, but they also create bad behaviors and laziness in … Read More

Traction is No Substitute for Revenue – Catalyst Sale Podcast Are you generating revenue or traction?  Traction may be a great first step when you are working your way out of rut, or a roadside ditch.  When it comes to … Read More

Catalyst Sale Podcast – Finding Your Next Sales Job How does your sales process and approach apply to looking for your next career opportunity?  Is sales the right place for you.  Is an account executive or an account manager role a … Read More

Catalyst Sale Podcast – How to Get Over a Bad Year Sometimes, many times in higher risk sales, the year does not end as you originally envisioned.  High risk from a sales perspective can mean emerging technologies, early adopter targets, or … Read More

Catalyst Sale Podcast – Compensation Plans for Sales Professionals Compensation plans are something we all have experience with as sales professionals.  Whether it is designing a plan to reinforce desired behaviors from a sales leadership perspective, or modifying our behaviors to … Read More

Catalyst Sale Podcast – Negotiation Many books have been written about the topic of negotiation.  In this week’s episode of the Catalyst Sale podcast, Mike & Mike tackle a listener question.  They share their perspective on trades, common negotiation errors, … Read More

Are trade shows part of your business plan? If you are going to spend time and money on a trade show, you want to make sure you are getting the most from your investment. In this episode of the Catalyst … Read More

Artificial Intelligence in Sales – Does it Fit? If sales is a thinking process, where does artificial intelligence fit in the sale process? Artificial intelligence can be used as a replacement for thinking. Or, artificial intelligence can be a tool to help … Read More

The Journalist Approach Understanding the why will get you to the what.  The questions you ask shape the success or failure of the opportunities you are pursuing.  It is easy to present the information you know about the product or … Read More

How to Handle a Sales Slump Whether in baseball, football, life, or sales, slumps happen. Mike & Mike discuss slumps, how we get into them, and how to get out of them.   We all go through cycles, don’t let yourself … Read More