Recommended Reading
Paul Fuller and Mike Simmons, founder of Catalyst Sales, dive deep into transforming sales forecasting by focusing on just two critical metrics: pipeline created and pipeline developed.
Mike mentions that sales teams today are overwhelmed with data but lack actionable insights. The conversation highlights the power of simplifying complex systems and introducing clarity through well-defined, binary, past-tense sales stages.
They explore three essential, interlocking sales processes:
Mike explains how companies often struggle with unreliable forecasts, bloated pipelines, and ambiguous stage definitions. The root cause is typically a lack of structure and alignment between sales strategy, execution, and tools. He makes a compelling case for treating CRM as a behavior-guiding system, not just a data repository.
They also discuss the importance of consistent metrics across teams, tailored KPIs per rep, clear ICP qualifications, and involving cross-functional teams in revenue operations. The episode closes with a strong recommendation: simplify, track the right metrics, and align the entire organization around them to achieve predictable growth.
Paul Fuller’s stated mission is to help others maximize their gifts by using his.
Paul has been a pioneer in the sales process and training, sales as a service, content marketing and CRM. As a previous founder and owner of multiple successful growth organizations in these spaces, Paul has effectively trained and led sales and marketing teams across the world to focus on and achieve dynamic growth.
He firmly believes sales is defined best in three categories:
• Service - helping other get what they need
• Leadership - guiding others toward their vision
• Wayfinding - navigating the path to success together
He is firmly committed to elevating the sales profession through coaching, leading, and empowering others through systems that enable strong performance.
Currently Paul leads revenue growth at Membrain.com - the top sales effectiveness CRM in the world. Working with his team, and a group of over 100 top sales consultant organizations across the globe, they are focused at creating scalable growth through sales excellence in companies and teams in over 80 countries.
Schedule a call with him here.
Find out more about Paul Fuller on LinkedIn
From north to south, east to west, Membrain has thousands of happy clients all over the world.
