Structured Thinking Structures Sales Opportunities That Win… Research Project with Cabrera Lab
As I’ve written elsewhere, I have been studying Cornell’s Cabrera Lab's work for a while now, learning to apply their Systems Thinking framework, DSRP, in a complex sales environment. I’m proud to announce that that relationship has produced a joint academic paper, Structured Thinking Structures Sales Opportunities that Win, with Derek Cabrera and me as the authors.
Nature Hides Its Secrets In Relationships: And So Does Complex Sales
Derek Cabrera, co-author of Systems Thinking Made Simple, recently said something that opened up a new insight for me. The topic was the RDS Barbell, which is a way of visualizing and naming relationships between parts of a system, and he said: “Nature hides its secrets in relationships.”
The Insight Engine Will Bring AI to Membrain
For some time now, our sales teams have increasingly fielded questions about Membrain’s “AI capabilities.” Consistently, our answer has been: It does not have any. As AI tools became more and more common as enhancements to software applications, the questions became more insistent, and our answer remained the same: No, Membrain does not have AI capabilities yet.
The Death of Customer Proposals. Stop Sending Proposals and Win More Sales
The proposal trap: You just got off the phone with what you thought to be a promising prospect. At the end of the conversation, you told the prospect that you’d be sending them a proposal.
Podcast - Sales Leadership, Playbooks, and Account Growth with Des McCluskey
Join us as we explore the complexities of B2B sales with Des McCluskey, Managing Partner of Padeda and former Sales Director at Johnson & Johnson. Des shares practical insights on building effective sales playbooks, the critical role of first-line sales leaders, and navigating complex sales cycles.
Drawing from experience in medical devices, professional services, and financial services, he provides actionable strategies on sales enablement, coaching, and account management that sales leaders can apply immediately.
Top 20 Reasons Why Sales Opportunities Don’t Close
As regular readers know, I often use baseball as an analogy to help readers more easily understand the many facets of selling. We are going to discuss closing but we’ll begin with closing’s baseball cousin, scoring.
