All Episodes
Episodes
Firing a Customer - 28
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 relationships you are engaged with are in a constant state of change....
View Episode
Sales Enablement - 27
Sales Enablement - The Swiss Army Knife of your Sales Organization - Catalyst Sale Podcast Sales Enablement takes on a different meaning depending on who is involved in the conversation, and who is driving the...
View Episode
Channel Partners - 26
Working With and Identifying Channel Partners - Catalyst Sale Podcast Partners can accelerate growth in your startup.  They can also cannibalize your business if you choose the wrong one. When you evaluate your...
View Episode
The Call Plan - 25
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'? Call planning is a foundational skill.  Ben Franklin said, "If you...
View Episode
The Vend Zone - 24
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 other party has in their mind.  The dreaded friend zone. Sales is a...
View Episode
Agile Sales - 23
Agile Sales - Catalyst Sale Podcast Is sales agile?  Mike and Mike tackle this question of sales in the context of agile methodologies.  We also discuss how this development approach applies within the Catalyst Sale...
View Episode
Does Your Sales Script Get in the Way?
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 given you a script?  Scripts might create efficiency, but they also...
View Episode
Traction is No Substitute for Revenue
Traction is No Substitute for Revenue - Catalyst Sale Podcast Are you generating revenue or traction? Â Traction may be a great first step when you are working your way out of rut, or a roadside ditch. Â When it comes...
View Episode
Tips for Finding Your Next Sales Job
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...
View Episode
How Do You Put a Bad Year Behind You?
Catalyst Sale Podcast -Â How to Get Over a Bad Year Sometimes, many times in higher risk sales, the year does not end as your originally envisioned. Â High risk from a sales perspective, can mean emerging technologies,...
View Episode
How to Develop a Comp Plan
Catalyst Sale Podcast -Â Compensation Plans for Sales Professionals Compensation plans are something we all have experience with as sales professionals. Â Whether it is designing a plan to reinforce desired behaviors,...
View Episode
Strategies to Improve Negotiation
Negotiation Many books have been written about the topic of negotiation. Â In this week's episode of the Catalyst Sale podcast, Mike & Mike tackle a listener question. Â They share their perspective on trades,...
View Episode
