Solution Selling vs The Challenger Sale
The Challenger Sale is essential reading for anyone in complex B2B selling and many enterprise sales organizations are embracing the concepts.
7 new ways to improve sales effectiveness
In the five years since we launched the Membrain platform (time flies!), the sales industry has seen a lot of new technologies grow popular. Software like marketing automation and online collaboration tools, as well as better hardware like smartphones and tablets, have made a big impact. Some of these new technologies, when used as part of a solid sales effectiveness strategy, can be critical to improved performance.
Sales, Art, Science, Craft?
The article I wrote, Moving From Selling As An Art To Selling As A Science, has stirred up a lot of reaction in the various venues in which it’s appeared. There have been various comments, mostly supportive.
Here are the top 9 Membrain posts of 2017
As we enter the New Year, I wanted to share with you our top posts from 2017, based on the number of views. It’s always interesting to compile these lists and try to understand why some pieces were more popular than others, and uncover any common themes.
Why your buyers are focusing on the wrong things
It’s a tale as old as time. A sales team is closing in on a deal when, at the last minute, a competitor takes home the win. Being the good salespeople that they are, the team checks in with the customer to find out why they lost the deal, and the answer frustrates them. The buyer made the decision based on utterly meaningless criteria.
Moving from Selling as an Art to Selling as a Science
We seem to be approaching or passing the tipping point where leading sales practitioners view successful selling as a disciplined, focused, engineered approach to engaging and creating value for customers. Stated differently: we're moving more toward selling as a science.
