It’s hard to believe we’re at the end of another year already. It’s been an eventful year for the world and our company. I’m proud of everything we accomplished and excited for the new year. Through it all, every week, we send this blog out to followers.
That makes 52 posts every year. And out of those 52, a few always rise to the top as the most popular. Here, for your enjoyment, are the most popular posts of 2024:
- The Psychology of Assumptions and How They Impact Sales
Assumptions are an essential part of human nature. We all make them. And unless we understand them and their impact on sales, they can undermine our success. In the number 10 spot, this post explores the psychology of those assumptions, and how we can use our understanding to improve our sales results.
- What Is a Sales Coaching Cadence And How Do You Build One?
A good sales coaching cadence is one of the keys to effectively elevating your sales team. But what does a good coaching cadence look like, and how can you implement one for your team? This piece hit a chord, coming in at #9 for the year, and providing you with the framework you need to build your coaching cadence.
- 5 Terrible Ways to Use AI in Sales
AI was understandably a popular topic this year, hitting both the #8 spot and the #7. And apparently, you wanted to hear me rant about it! This piece covers the use of AI for strategy, customer improvement, and (some kinds of) content creation, plus two other absolutely horrible ways sales teams are implementing it. Enjoy.
- What Exactly is AI? Here’s What You Need to Know
It’s not all bad! I actually spent a good part of 2024 talking about all the ways that AI is changing the industry for the better, and how to use it well in complex sales. But what point is there in discussing AI unless we really understand what it is? Obviously, you agreed, making this piece the #7 most popular blog of 2024.
- Death to the 3X Sales Pipeline!
From time to time, instead of sharing my own thoughts on the blog, I invite a highly respected expert to address a topic instead. Obviously, you appreciate this, based on the popularity of this post. Coming it at #6, it is by the author of Cracking the Sales Management Code, Jason Jordan. In it, he takes on that old dinosaur of a metric, the 3X sales pipeline.
- If You’re Not Going to Coach Your Salespeople, Don’t Bother Training Them
Bob Apollo, founder and CEO of Inflexion-Point and an esteemed Membrain partner, is another popular guest blogger. This post by him, popular at #5 this year, highlights research showing that training is pretty much useless when it’s not reinforced.
- How Often Should You Coach Your Salespeople?
Coaching is a perpetual favorite topic, as shown by two of this year’s top ten posts. And both of them are about coaching frequency. This post, hitting the #4 spot, shares research showing that although 80% of sales managers say they coach their teams, only 48% of salespeople say they receive coaching. Then it explores how to improve these numbers and how often you should be directly coaching salespeople on your team.
- New Leadership Structure to Guide Membrain Into Its Next Evolution
I was excited to see this post slide into the #3 slot. We made some big changes at Membrain this year, and this post highlights some of the biggest: Changes in our leadership structure. While I’m still the CEO, we elevated our own Henrik Öquist to join me as co-CEO and head of product. We also expanded Nina Werner’s role as Head of People Growth to include heading up operations.
- Use This Simple Pivot to Reopen a Cold Sales Conversation
Our #2 post this year brings you an insight from one of our own sales team members: How to reopen a cold sales conversation. It doesn’t rely on gimmicks or tricks, but rather turns back to the essential nature of the human animal and provides real value to the customer. You’ll have to read the post yourself to find out how.
- 7 Reasons Why People Don’t Leave Salesforce
I’m always thrilled when one of my Salesforce rants hits the top of the list, and here’s this one, in the #1 spot! From sunk cost, to resistance to change, to shady tactics from the company itself, this post explores the biggest reasons why companies won’t leave Salesforce even when they want to.
If you’re checking out these popular posts from 2024, which one is your favorite? Did any of your favorites not make the list?
