All Episodes
Episodes
How to Get the Most Out of Trade Shows
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 most from your investment. In this episode of the Catalyst Sale...
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Artificial Intelligence - Adding to the Sales Stack
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 a...
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The Journalist Approach to Asking Questions
Understanding the why will get you to the what. Â The questions you ask shape the success or failure of the opportunities you are pursuing. Â It is easy to present the information we know about the product or service...
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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, donât let yourself get too high, or too low. ...
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Catalyst Sale: The Proposal Step
Mike Conner is back this week. Â Mike & Mike discuss proposals, common errors, and how to prepare your proposals for success. Â At Catalyst Sale, when we get to the proposal stage of our sales process, we forecast...
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Time Management for Sales Professionals with Lee Cockerell - 13
The Catalyst Sale podcast has its first guest. Â Lee Cockerell is a former Executive Vice President of Operations. Â He is the author of Time Management Magic, and has recently launched his 4th book, Career Magic. Mike...
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Hiring a Sales Professional
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 we partner with Arizona State University. Â We share best practices...
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A Review of the Dreamforce Conference
Dreamforce is an annual event, this year ~170K developers, operators, consultants, and sales professionals met in San Francisco. Â Mike and Mike share their thoughts on the event, lessons learned, best practices, and...
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Dealing with False Starts & Stalls
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 stops. Â Mike & Mike discuss their experience with false...
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Catalyst Sale: Fit and Feasibility Steps
Episode 7 - Fit/Feasibility How do you know if you can deliver on the customerâs requirements? Â Have you ever said, âyes, we can do thatâ, only to find out you canât? Â What about managing opportunity costs? Mike &...
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Starting at Ground Zero
Episode 6 - Ground Zero. Â Is your product, your service, your capability, ready for delivery within the market? Â Or, have you not reached your zero state. Â Mike & Mike discuss the ground zero concept, and what...
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Catalyst Sale: Qualification Step
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 accelerated the sales process or ensured success. Â Mike & Mike...
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