editors pick
Where We Came From and Where We’re Going
I recently sat down to draft an internal memo to the Membrain team about the next era in our evolution, and realized that there are things I want the rest of the world to know about who we are, where we came from, and where we’re going next. So here it is.
Trick Or Treat?
This morning, as a drank my morning coffee, I went through my email and social feeds. You can guess what I encountered.
Master These 8 Cognitive Biases and You’ll Win More Business
Cognitive bias can be at the root of some of the sales industry’s most frustrating problems. Customers who choose a more expensive solution, even though yours is better, and more cost effective. Buyers who choose the popular solution, even though yours is more suitable. At least from your perspective :)
What Is Collaborative Coaching in Sales?
When we talk about sales coaching, most often we think of a sales manager offering advice, suggestions, and assistance to a member of their sales team. But this type of coaching is only one layer of an effective coaching system.
Why Do Sales Professionals “See Red” When You Say “Sales Process”?
One of the challenges sales leaders face when trying to help a team improve their sales performance, is resistance to the phrase “sales process.” In fact, sometimes when you wave the words “sales process” in front of a sales professional, they become like a bull with a red cape waved in front of its face.
You Need to Know Your “Way” Every Bit As Much as The Mandalorian Does
Could your sales organization benefit from being more like the Mandalorians?
