Find My Catalyst Podcast
Episodes
Setting Expectations and Selling after Yes - 66
28 Nov 2017
Contributed by Lukas
Do you introduce additional risk by selling after "Yes"? We've discussed many topics on the Catalyst Sale podcast since the launch in October 2016. ...
Building a Story Brand - Donald Miller - 65
21 Nov 2017
Contributed by Lukas
Guest - Donald Miller - CEO, StoryBrand Don helps companies "clarify their message so customers engage", he is the CEO of StoryBrand and a New York Ti...
How does the Agile Organization Impact Sales? - 64
14 Nov 2017
Contributed by Lukas
What impact does an Agile development process have on Sales? We've discussed sales as an Agile process during previous episodes. This week on the Ca...
Doing Important Work - 63
07 Nov 2017
Contributed by Lukas
Maintaining Focus and Doing the Things that are Important Time management is an area where most sales professionals struggle. Everyone has the same ...
If You Know Your Whys... - 62
30 Oct 2017
Contributed by Lukas
Guests Christie Walters & Jeff Bajorek - Hosts - The Why and The Buy Podcast This week is a pretty special episode of the Catalyst Sale Podcast. We...
The Small Stuff - 61
24 Oct 2017
Contributed by Lukas
Are There Questions That Are Too Small to Discuss? Although we traditionally discuss some of the bigger problems that organizations run into when look...
Jennifer McClure - Disruption & Innovation in HR & Sales - 60
16 Oct 2017
Contributed by Lukas
Guest - Jennifer McClure - Speaker, Executive Coach, President of Unbridled Talent & CEO of DisruptHR How do you innovate in a role that historically ...
Fundamentals in Sales - 59
10 Oct 2017
Contributed by Lukas
The fundamentals are what they are - fundamental In this week's Catalyst Sale podcast we start with Zig Ziglar, and the foundational sales skills he s...
What is an SDR? - With guest Morgan Ingram - 58
03 Oct 2017
Contributed by Lukas
Guest - Morgan Ingram, Manager, Sales Development at Terminus and Host of the SDR Chronicles The Sales Development Representative (SDR) role is anothe...
Building a Territory Plan from Scratch - 57
26 Sep 2017
Contributed by Lukas
Territory Planning - A Catalyst Sale Approach This week on the Catalyst Sale Podcast we discuss the components that makeup the territory plan, includi...
Tiffani Bova - Innovation in Sales and Customer Experience - 56
19 Sep 2017
Contributed by Lukas
Guest - Tiffani Bova - Global, Customer Growth, Sales and Innovation Evangelist at Salesforce and host of the What's Next Podcast Tiffani Bova joins u...
Buy vs Build - Leads - 55
12 Sep 2017
Contributed by Lukas
Listener Question - When does it make sense to buy a mailing list or leads? Buy vs Build is one of the most common questions facing business leaders ...
Why Did We Create a Podcast? - 54
05 Sep 2017
Contributed by Lukas
Special Episode - Lessons learned in Podcasting with Jody, Mike & Mike This is a unique podcast, it will be posted both in the Catalyst Sale Podcast f...
Process Impeding Progress - 53
29 Aug 2017
Contributed by Lukas
Is Your Process Slowing your Progress or Improving Performance? Process supports scalability and execution. An effective process is important when c...
Jen Spencer - Growth through Partners - 52
22 Aug 2017
Contributed by Lukas
Guest - Jen Spencer - Vice President of Sales & Marketing, SmartBug Media Jen Spencer joins us on the Catalyst Sale Podcast this week to discuss part...
Why Patience Matters in Sales - 51
15 Aug 2017
Contributed by Lukas
Patience Matters in Sales? An aggressive mentality tends to be something we look for when identifying sales potential. It is a characteristic tha...
How to Deal with Emotions in Sales and Life - 50
08 Aug 2017
Contributed by Lukas
Have you ever meet an emotional Sales professional? Emotions are part of the game in life, and certainly in sales. Don't let yourself get too hi...
Working With Recruiters - 49
01 Aug 2017
Contributed by Lukas
Listener Question - What are some best practices when working with a recruiter? Mike Conner is back this week, he and I tackle a listener question fro...
Onboarding with Ira Bernstein - 48
25 Jul 2017
Contributed by Lukas
Guest - Ira Bernstein - Founder, Rampt Consulting Ira Bernstein joins us on the Catalyst Sale Podcast this week to discuss onboarding - what works, wh...
SSI Score - Does it Correlate with Sales Success? - 47
18 Jul 2017
Contributed by Lukas
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 ti...
How to Use Funnel Analytics with Matt Ostanik - 46
11 Jul 2017
Contributed by Lukas
Guest - Matt Ostanik - Founder, CEO, FunnelWise Matt Ostanik is our guest on this week's podcast. Matt is the CEO of FunnelWise. He previously found...
Proposal Templates - 45
04 Jul 2017
Contributed by Lukas
Listener Question - Proposal Templates This week on the Catalyst Sale podcast we review another listener question. Lynn asks about proposal templat...
Teamwork Makes the Dream Work - 44
27 Jun 2017
Contributed by Lukas
Teamwork Makes the Dream Work John Maxwell famously wrote, "Teamwork makes the dream work". This is critical to our success as individual sale reps...
Episode 43 - DISC and Sales
19 Jun 2017
Contributed by Lukas
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...
Mentoring in Sales - 42
13 Jun 2017
Contributed by Lukas
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 imp...
Establishing KPIs and Measuring Success - 41
05 Jun 2017
Contributed by Lukas
Key Performance Indicators - what works, what does not, and where to start This week we have a listener question from Jared in Florida. Jared is que...
The Successful Call with Dan Tyre - 40
30 May 2017
Contributed by Lukas
Guest - Dan Tyre from HubSpot We are excited to have Dan Tyre join us on this week's episode of the Catalyst Sale Podcast. The conversation went so ...
Plateau Breakthrough - 39
23 May 2017
Contributed by Lukas
Plateau Breakthrough Practice Area Catalyst Sale has multiple services we deliver to the marketplace. This is the second in a series of podcasts whe...
Product Market Fit - 38
16 May 2017
Contributed by Lukas
Product Market Fit Practice Area Catalyst Sale has multiple services we deliver to the marketplace. This is the first in a series of podcasts where ...
Objection Handling - 37
09 May 2017
Contributed by Lukas
Objections are common in the sales process. A number of sales training companies offer best practices in handling objections and ways to avoid objecti...
Sales is a Thinking Process - 36
02 May 2017
Contributed by Lukas
Listener Question - What do you mean by "Sales is a Thinking Process?" It's more than just our tagline, it's a guiding concept of ours. We have not ...
Salesforce MVP - Dan Peter - 35
25 Apr 2017
Contributed by Lukas
Dan Peter joins us on this week's Catalyst Sale Podcast. Dan is a Salesforce MVP, and Lead Applications Engineer at Kenandy. Dan started his Sales...
Rush to Demo - 34
18 Apr 2017
Contributed by Lukas
Listener Question - Should you force the demo? Mike from New Jersey asks about using demos as a key metric in measuring the sales team success. Be...
Sales Training - 33
11 Apr 2017
Contributed by Lukas
Where do you start when planning an effective Sales Training Event or Global Sales Meeting. At Catalyst Sale, we start with the following questions. ...
Customer Churn - 32
04 Apr 2017
Contributed by Lukas
Listener Question - Customer Churn Churn is inevitable. It should be considered in your business planning, as it is something most organizatio...
Adjusting after the first Quarter of the Year - 31
28 Mar 2017
Contributed by Lukas
In this weeks' episode of the Catalyst Sale Podcast we talk about pushing the reset button if necessary. (hopefully this is not the case) We also t...
Episode 30 - Creating a Culture of Transparency
21 Mar 2017
Contributed by Lukas
Why a culture of transparency is good, and how you can identify the risk of over-sharing. Leadership, many times requires creating a buffer, helping ...
Account Planning - 29
14 Mar 2017
Contributed by Lukas
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, an...
Firing a Customer - 28
07 Mar 2017
Contributed by Lukas
Letting a Customer Go. When is it time to move on? Bob Dylan famously sung "The times they are a-changin'". Whether in business or in life, the ...
Sales Enablement - 27
28 Feb 2017
Contributed by Lukas
Sales Enablement - The Swiss Army Knife of your Sales Organization - Catalyst Sale Podcast Sales Enablement takes on a different meaning depending on...
Channel Partners - 26
21 Feb 2017
Contributed by Lukas
Working With and Identifying Channel Partners - Catalyst Sale Podcast Partners can accelerate growth in your startup. They can also cannibalize you...
The Call Plan - 25
14 Feb 2017
Contributed by Lukas
The Call Plan - Catalyst Sale Podcast How many times have your wrapped up a conversation with a client or prospect, and thought 'crap, I missed that'...
The Vend Zone - 24
07 Feb 2017
Contributed by Lukas
The Vend Zone - Catalyst Sale Podcast We have all experienced it at one time or another. You are looking for more out of a relationship than the ot...
Agile Sales - 23
31 Jan 2017
Contributed by Lukas
Agile Sales - Catalyst Sale Podcast Is sales agile? Mike and Mike tackle this question of sales in the context of agile methodologies. We also di...
Does Your Sales Script Get in the Way?
24 Jan 2017
Contributed by Lukas
Sales Script? Is your Script getting in the way of Sales - Catalyst Sale Podcast Are you forcing a sales script on your team? Has your organization...
Traction is No Substitute for Revenue
17 Jan 2017
Contributed by Lukas
Traction is No Substitute for Revenue - Catalyst Sale Podcast Are you generating revenue or traction? Traction may be a great first step when you ar...
Tips for Finding Your Next Sales Job
09 Jan 2017
Contributed by Lukas
Catalyst Sale Podcast - Finding Your Next Sales Job How does your sales process and approach apply to looking for your next career opportunity? Is ...
How Do You Put a Bad Year Behind You?
03 Jan 2017
Contributed by Lukas
Catalyst Sale Podcast - How to Get Over a Bad Year Sometimes, many times in higher risk sales, the year does not end as your originally envisioned. ...
How to Develop a Comp Plan
27 Dec 2016
Contributed by Lukas
Catalyst Sale Podcast - Compensation Plans for Sales Professionals Compensation plans are something we all have experience with as sales professional...
Strategies to Improve Negotiation
20 Dec 2016
Contributed by Lukas
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 l...
How to Get the Most Out of Trade Shows
13 Dec 2016
Contributed by Lukas
Are trade shows are 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 mo...
Artificial Intelligence - Adding to the Sales Stack
06 Dec 2016
Contributed by Lukas
If sales is a thinking process, where does artificial intelligence fit in the sale process? Artificial intelligence can be used as a replacement fo...
The Journalist Approach to Asking Questions
29 Nov 2016
Contributed by Lukas
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 ea...
How to Handle a Sales Slump
22 Nov 2016
Contributed by Lukas
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...
Catalyst Sale: The Proposal Step
15 Nov 2016
Contributed by Lukas
Mike Conner is back this week. Mike & Mike discuss proposals, common errors, and how to prepare your proposals for success. At Catalyst Sale, when...
Time Management for Sales Professionals with Lee Cockerell - 13
08 Nov 2016
Contributed by Lukas
The Catalyst Sale podcast has its first guest. Lee Cockerell is a former Executive Vice President of Operations. He is the author of Time Manageme...
Hiring a Sales Professional
01 Nov 2016
Contributed by Lukas
Episode 10 - Hiring a Sales Professional Mike and Mike share their thoughts on how they hire, what qualities and characteristics we look for, and how ...
A Review of the Dreamforce Conference
25 Oct 2016
Contributed by Lukas
Dreamforce is an annual event, this year ~170K developers, operators, consultants, and sales professionals met in San Francisco. Mike and Mike shar...
Dealing with False Starts & Stalls
18 Oct 2016
Contributed by Lukas
Episode 8 - False Starts & Stalls Everyone can think of a scenario where you thought the conversation was going one way, only to find that momentum st...
Catalyst Sale: Fit and Feasibility Steps
13 Oct 2016
Contributed by Lukas
Episode 7 - Fit/Feasibility How do you know if you can deliver on the customer's requirements? Have you ever said, 'yes, we can do that', only to fi...
Starting at Ground Zero
11 Oct 2016
Contributed by Lukas
Episode 6 - Ground Zero. Is your product, your service, your capability, ready for delivery within the market? Or, have you not reached your zero...
Catalyst Sale: Qualification Step
03 Oct 2016
Contributed by Lukas
Episode 5 - Qualification- How many times have you worked with a prospect, only to find that you missed critical pieces of information that could have...
Catalyst Sale: The Validation Step
03 Oct 2016
Contributed by Lukas
Episode 4 - Validation - 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 ho...
What is Sales? - 3
03 Oct 2016
Contributed by Lukas
Mike & Mike discuss the role of the sales professional, the importance of connecting with customers, connecting solutions to problems, and share stori...
Catalyst Sale: The Confirmation Step - 2
03 Oct 2016
Contributed by Lukas
The confirmation step is critical, and often missed step in the Catalyst Sale process. Many Sales Reps stop when the deal is closed. Mike & Mike dis...
Introduction to Catalyst Sale - 1
03 Oct 2016
Contributed by Lukas
Episode 1 - Catalyst Sale: Sales is a thinking process, we are a learning organization. We are committed to learning and the evolution of Sales. ...