Art & Science

of complex sales

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George Brontén
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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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Here are three reasons organizations are abandoning their old CRMs

Before I began the work that would eventually become Membrain, I was a part of, and built, sales organizations. I became intimately familiar with the unwieldy nature of most CRM implementations, including the industry-leading Salesforce CRM. I experienced firsthand the results of poor user adoption rates and low technology ROI–resulting in graveyards of information, instead of guidance for salespeople.

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Top challenges for sales leaders in the new year

ProSales Institute issued their 2017 Sales Agenda report last month, which surveyed almost 400 sales leaders on their top challenges for the coming year. I read it with interest as I always do, and the results line up with where I see the industry’s challenges to lie, as well.

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Sales leaders are confused about what content can do

Sales content is a hot topic right now, with companies like Hubspot preaching the value of being able to organize, track, and measure content designed to support salespeople.

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How to design a sales process that helps build trust

There’s no question that trust is critically important in sales. Without trust, sales falter. But have you ever given thought to what, exactly, “trust” is?

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Why your best performers make terrible managers

Sales coaching is an important key to improving sales performance. The coach is the salesperson’s most important connection inside the organization, and the coach’s success or failure impacts the success and failure of the entire team.

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How to harness the power of anecdotal fallacy in sales

Cognitive biases of all sorts have a profound impact on the way buyers make buying decisions and on how selling organizations function. A few months ago, we launched this series to help sellers and sales leaders navigate the world of cognitive bias, combatting it where necessary and harnessing it where possible.

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Here's what you really think about Millennials

When it comes to Millennials in the sales workforce, you have opinions, and you’re not afraid to state them.

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How to improve sales with better call coaching

Better coaching is a critical multiplier toward better sales performance. Among the many specific capabilities managers need, is sales call coaching.

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What is Sales Force Automation (SFA), and why should you care?

Nearly every industry in the world is looking for ways to automate processes, and the sales industry is no exception. The word Sales Force Automation (SFA) sounds promising in that it promises a reduction in costs and efficiency improvements. However, sales force automation is not (yet?) everything it is hyped to be.