Art & Science

of complex sales


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The Dismissive Attitude

Today’s case covers another common issue with a new sales hire’s ability to hit their sales targets in a complex B2B sales environment. A bad attitude can kill deals before they have a chance to get started. The salesperson keeps putting new opportunities into the pipeline, but can’t seem to close them.

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What is a sales strategy and how do you create one?

The right sales strategy is critical to high sales performance. When a great sales strategy is aligned with appropriate sales process, methods, training, coaching, and technologies, sales teams can reliably knock the numbers out of the ballpark.

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Sales Mastery or Sales Enablement?

I've worked with thousands of salespeople in many different industries. Professional selling is changing rapidly with technology-driven automation and commoditization resulting in more than one-third of sellers losing their jobs in the coming years.

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What is sales effectiveness and how do you measure it?

What is sales effectiveness? If you ask a room of 100 sales professionals, you’ll likely get 100 different answers. Some will talk about performance against goals, while others may refer to revenue or profit. Many say effectiveness has to do with making better use of one’s time.

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How to visualize value to dramatically improve sales outcomes

Few factors impact the success of a sale more than how you communicate the value that your product or service will bring to the customer. Yet many salespeople fail at having meaningful value conversations with their prospects.

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Why Membrain is the sexiest software in the sales industry, according to this expert

“It’s the sexiest software to manage sales I’ve ever seen, and makes my job of managing and scaling the business easier.”

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Roller Coaster Case

Today’s case covers a common issue with a new sales hire’s ability to meet their quota consistently in a complex B2B sales environment. A lack of confidence often leads to new reps pursuing many smaller deals.

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Are You Ready for GDPR? Here's What You Need to Know

Would a financial penalty equal to 4% of your annual turnover hurt your business? Do you ever collect information about any individuals who live in or are citizens of the EU? If you answer “yes” to both questions, then you need to understand the new GDPR regulation.

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Try Selling Sand!

As much as sales people try to sell solutions or sell value, too often they fall back on great products. They focus on product, features, functions, feeds and speeds.