Previous Posts

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 [...]

When you are building a sales team, you want to give them an advantage, so it makes sense to lay out your process, step by step, right? You provide scripts, checklists, and a playbook to outline [...]

Everyone can think of a scenario where you thought the conversation was going one way, only to find that momentum stops.   Mike & Mike discuss their experience with false starts, how to avoid [...]

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 find out you can’t?  What about managing [...]

Episode 6 – 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 [...]

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 [...]

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 how to validate if you have a [...]

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.   Sales is a [...]

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 discuss lessons learned, and how the [...]