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Improve Performance, Provoke Thought, Think Critically.

You are constantly striving to improve.  You are looking for practical tips you can apply to your daily work that will impact your performance.  You are looking for advice from professionals who do the work. You want to engage with professionals who have been in your shoes.

Be the Founder that can clearly articulate the problem your company solves.

Be the Sales Professional that your customers want to work with.

Be the Learning Professional who can deliver your solution in the context of the business.

The Find My Catalyst Podcast is published weekly.  We take listener questions at @catalystsale on twitter or via email.

Topics discussed - Revenue Operations, Customer Success, Goal Setting & Execution, Mindset, Performance, B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

Sep 11, 2018

Proper Prior Planning Prevents Poor Performance 

Lack of planning can put you in a bad place - how do you avoid this? It is important to have the tools in your toolbox, but you actually have to use them, and they need to be ready when you need them.

This week on the Catalyst Sale Podcast we discuss checklists, thinking through scenarios, and planning. Thanks for listening, and for sharing with a colleague.

Questions Discussed

  • What's the worst that can happen?
  • How is anticipation a part of preparation?
  • How can a SMILE save your day?

Key Takeaways

  • Always look left before going through intersections
  • It is not enough to be prepared, you have to execute.
  • It is one thing to have the tools, have the checklist. It is another thing to make sure you are ready to use them when it counts.
  • The fundamentals are critical
  • Asking effective questions is a good step.  One you should consider is "What's the worst that can happen?"
  • Always have an out, always have a backup plan.
  • Leverage concepts like the "Crush Workshop" to anticipate competitive threats and better understand your competition.
  • You can use anticipation to prepare for the questions that you may be asked.  (i.e. what's the most challenging question they/audience can ask?)
  • You will never be prepared for every situation, but by putting these concepts into practice, you can minimize your risk.
  • Routines are very important. The patterns we repeat set expectations for our customers.  Jody shares a story where this had a direct impact on a park ranger.
  • Continue the conversation via or via the live chat at
  • "Everybody has a plan until they get punched in the face" - Mike Tyson


Thank You 

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Catalyst Sale Service Offerings

Growth Acceleration - Plateau Breakthrough

Product Market Fit


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Catalyst Sale

In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. 

Sales is a Thinking Process.