Art & Science

of complex sales

A blog by

Topics

George Brontén
Articles by

George Brontén

George is the founder & CEO of Membrain, the world's 1st Sales Effectiveness Software that makes it easy to execute your sales strategy. A life-long entrepreneur with 20 years of experience in the software space and a passion for sales and marketing. With the life motto "Don't settle for mainstream", he is always looking for new ways to achieve improved business results using innovative software, skills and processes.

Back to all articles

Read the article

But I already have a sales process...

According to science, you are less beautiful than you think. When you get up in the morning, comb your hair, brush your teeth, wash your face - and you take a look in that mirror, it turns out that what you see there is not what your friends and associates see. To them, you look much worse.

Read the article

2016 count-down: our top ten most-read articles

We’re still waiting on year-end statistics from the analytics companies to tell us how the year went for our industry on the whole, but we’re ready to announce that 2016 was a remarkable year for us.

Read the article

Mind the sales gap - seven compelling reasons you need to know where yours are

In the past year, I’ve seen more and more organizations get on board with developing quality systems that genuinely support sales performance. We’ve helped organizations develop the processes and systematize behaviors that have yielded 50-80% improvements in quota attainment, increased the size of deals, and decreased waste.

Read the article

B2B selling is too complex and dynamic for a formal sales process

There’s a very good reason people say that sales is an art, not a science. Considering the ever-changing complexity of the B2B sales environment, it’s reasonable to feel that a formal “scientific” sales process would only inhibit good salespeople from doing their job flexibly and well?

Read the article

How to use positive psychology to make your salespeople happy

It’s a topic we don’t often talk about: Salesperson happiness. It doesn’t seem very business-like to focus on a fuzzy thing like that, but we know it substantially impacts our organizations. From productivity to turnover, happiness makes our employees more resourceful. Plus, it’s just plain great to know we’re making a difference in our team’s lives.

Read the article

Why Salesforce CRM sucks for salespeople and how to fix it

Let’s be honest. CRM is a basic necessity for every sales department, but it’s really not everything it was cracked up to be, is it? If you’ve invested in Salesforce or another major brand CRM expecting it to form the backbone of a sales effectiveness engine, you were probably sadly disappointed.

Read the article

What neuroscience tells us about winning at sales: An interview with David Hoffeld

In the sales industry, we talk a lot about best practices and how to apply them inside our organizations. But what if applying best practices isn’t actually the best way to improve sales performance?

Read the article

Three bad things that happened to you in 2016 and how to make 2017 better

If you’re like most sales organizations, 2016 is unlikely to go down in history as a banner year for you. We’ve seen declining effectiveness across the board for nine years running, and there have been no major shake-ups to reverse that trend.

Read the article

Why you will not meet your sales goals

It’s that time of year again: goal setting. We do it every fourth quarter, and every first quarter we launch into the new year with high hopes. On what basis do we place these high hopes? Certainly not on past attainment, if industry-wide statistics are to be believed.