3 Proven Ways To Get In Front Of Decision Makers

By Ago Cluytens - February 7, 2016

I’ve been buying and selling for close to 20 years. And when it comes to finding ways to get in front of decision makers, I’ve tried them all.

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The changing skill set of the modern sales person

By Fredrik Jonsson - February 3, 2016

To be successful in B2B sales, you need to do a lot of things right. Unfortunately, research shows that few organizations are executing with excellence. We spend too much time on deals that do not close; less than 50% of forecasted deals close at the estimated time for the projected amount; and only a select few sales organizations adopt a sales process that they actually execute in the field.

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Back To Basics!

By Dave Brock, Partners In EXCELLENCE - January 31, 2016

There are thousands of posts, hundreds of books that examine every nuance of sales enablement and performance management.  Billions are spent in advanced or specialized sales training programs or sales enablement tools.

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How to Reverse a Global Sales Effectiveness Crisis

By George Brontén - January 27, 2016

Last week, a sales executive at a large manufacturing company told me that his phones have stopped ringing. “We have the best products in the world,” he said, “but we’re losing ground.”

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7 sales trends to follow during 2016

By Jorge Lopez, Prosales Institute - January 24, 2016

Are you looking forward to what 2016 has to offer? Like most sales leaders, I’m sure you are eager to dive once again into managing your B2B sales team. Whether you plan to redesign your sales compensation plan, increase the headcount of your sales team or implement a new sales process, one thing is certain: next year will be an exciting journey.

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6 ways to create an actionable sales process

By Fredrik Jonsson - January 20, 2016

If it is one thing research shows time and time again, it is that top performing sales organizations adopt a structured approach to the way they sell. A key component of this structure is the sales process, which should reinforce the right behaviors and guide each member of the sales team towards the right next action.

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Learn from the Best, Move the Middle, Recycle the Rest

By Bob Apollo, Inflexion-Point - January 17, 2016

According to Sales Benchmark Index, across the industry as a whole, 83% of sales revenues are generated by only 13% of the sales population. And even if the asymmetry within your own sales organisation is less pronounced, it’s a reasonably safe assumption that there is some sort of significant imbalance between the best and the rest.

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The Wild West or 2016: 5 Ways to Figure Out if Your Sales Team is Behind The Curve

By George Brontén - January 13, 2016

As I engage with sales organizations around the globe, I’m sometimes surprised how respectable companies lack a modern sales infrastructure and accept old (bad) habits, causing yearly losses in the millions. In this post, I will highlight five common problems and suggest actions to be taken.

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3 Pieces to Building a Healthy Sales Culture

By Brian Kavicky, Lushin and Associates - January 10, 2016

Building a strong sales culture is one of the first steps to building a strong sales team.

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Are you ready to fall in love with process?

By Fredrik Jonsson - January 7, 2016

At Membrain, our goal is to develop specialized tools for the modern salesforce. We want to provide a software platform that makes it easy for companies to execute their sales strategy and consistently hit their targets.

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