Art & Science

of complex sales

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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.

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It’s not rocket science! No, maybe sales is more complex...

A brain surgeon, an astrophysicist, and a salesperson walk into a bar. The brain surgeon says, “Man, I’ve had such a long day in the operating room. That last surgery was so complex I had to have three nurses, two anaesthesiologists, and an orderly help me.”

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It’s Time to Stop Trashing Millennials and Embrace Their Gifts

Don’t click on this article if you want to party a while longer with your Millennial-bashing troop. As for me, I’m tired of it. For some time now, we’ve been awash in “Why Millennials Suck” or “How Millennials are Killing Sales” headlines, and the truth is: Millennials don’t suck, and they’re not killing sales.

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How to build Salesforce dashboards that don’t suck [Interview with Gary Smith]

Gary Smith is the Chief Executive of The Gary Smith Smith Partnership (GSP). Gary writes frequently and expertly on the topic of sales dashboards and sales metrics. We caught up with him recently and asked him to share his secrets to creating sales dashboards that don’t suck. Here’s what he had to say.

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How to get your salespeople to actually listen

It’s no secret that customer focus is one of the key differentiators of highly effective sales teams. In fact, in her conversation with us last year, Tamara Schenk of CSO Insights shared that 94% of world-class sales teams work a “customer core” approach versus 39% of all respondents.

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Should the theory of constraints change the way you sell?

In the mid-2000s, Eliyahu Goldratt, a consultant and author of the bestselling business “novel” The Goal, developed a framework to help individuals and organizations achieve positive change. The theory centers around using constraints within the system to answer three key questions:

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Can a joke change the course of a sale?

In Robert Cialdini’s NY Times best-selling book, Pre-Suasion, he argues that the success of persuasion often depends on what happens before the act of persuasion, as much as on the act itself.

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Why ‘building consensus’ is the crucial skill your sales team needs to master

Tell me if this has ever happened to you. A while back, I walked into a meeting with a prospect I thought was very close to signing a contract...

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Failed onboarding: Four reasons new sales hires struggle

There are few careers in which the failure rate is as high as it is in sales. According to CSO Insights, salesperson turnover hovers around 23% across the industry, which means that out of every 100 new hires, 23 of them will either quit or be fired.

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Five steps to changing salesperson behaviors, according to psychology

Anyone who has ever tried to lose weight or keep a New Year’s resolution knows first-hand how hard it can be to change a behavior. Despite good intentions, and entire industries dedicated to helping fix bad habits, many people continue to smoke, eat junk food, and fail to exercise.