Hiring a Sales Professional

Hire a professional

Hiring a Sales Professional Mike and Mike share their thoughts on how they hire, what qualities and characteristics they look for, and how they partner with Arizona State University.  They share best practices, lessons learned and common mistakes. Whether you are thinking about hiring, or you are going through the interview process yourself, you will find this episode valuable. Sales … Read More

A Review of the Dreamforce Conference

Dreamforce is an annual event, this year ~170K developers, operators, consultants, and sales professionals met in San Francisco. Mike and Mike share their thoughts on the event, lessons learned, best practices, and emerging trends they are most excited about. Sales is a Thinking Process.  Catalyst Sale is a learning organization first and foremost. That’s why we care about a thinking … Read More

Dealing with False Starts

dealing false start

Dealing With False Starts Everyone can think of a scenario where you thought the conversation was going one way, only to find that the momentum stops. Mike & Mike discuss their experience with false starts, how to avoid them, and why they occur. Whether it was with a customer, with your child, with your spouse.  This is a common occurrence … Read More

Catalyst Sale: Fit and Feasibility Steps

How do you know if you can deliver on the customer’s requirements?  Have you ever said, ‘yes, we can do that’, only to find out you can’t?  What about managing opportunity costs? Mike & Mike discuss the 3rd and 4th steps to the Catalyst Sale Process.  Can you address the problem that the customer is attempting to solve?  Is the … Read More

Starting at Ground Zero

Is your product, your service, your capability, ready for delivery within the market?  Or, have you not reached your zero state.  Mike & Mike discuss the ground zero concept, and what happens if you are ‘less than’ zero. Sales is a Thinking Process.  Catalyst Sale is a learning organization first and foremost. That’s why we care about a thinking process … Read More

Catalyst Sale: The Qualification Step (Podcast)

The Qualification Step How many times have you worked with a prospect, only to find that you missed critical pieces of information that could have accelerated the sales process or ensured success.  Mike & Mike discuss the importance of qualification, share some lessons learned and the risk of moving too fast when it comes to qualification. Catalyst Sale Sales is … Read More

Catalyst Sale: The Validation Step (Podcast)

The Validation Step How do you know if there is a deal to be had?  This is the first step in the Catalyst Sale process.  Mike & Mike discuss how to validate if you have a real opportunity, if you are working with the right organization, contact, etc. Catalyst Sale Sales is a Thinking Process.  Catalyst Sale is a learning … Read More

What is Sales? (Podcast)

what is sale

Mike & Mike discuss the role of the sales professional, the importance of connecting with customers, connecting solutions to problems, and share stories and lessons learned. What is Sales? Sales is about connecting the dots, helping the customer navigate the purchase process, delivering more value than you expect in return, connecting a solution to a problem, guiding a process. When … Read More

Catalyst Sale: The Confirmation Step (Podcast)

TheConfirmationStep

The Confirmation Step The confirmation step is a critical, and often missed step in the Catalyst Sale process. Many Sales Reps stop when the deal is closed.  Mike & Mike discuss lessons learned, and how the confirmation step is really just the beginning. Catalyst Sale Sales is a Thinking Process.  Catalyst Sale is a learning organization first and foremost. That’s … Read More

Introduction to Catalyst Sale (Podcast)

Introduction to Catalyst Sale Catalyst Sale Sales is a thinking process, we are a learning organization.  We are committed to learning and the evolution of Sales. In this episode, you will hear the Catalyst Sale story, our background, and what to expect from future episodes.You will be introduced to Mike Conner & Mike Simmons – Catalyst Sale Founders, and industry … Read More