Would you prefer your sales people to be heroes or pragmatists?
What I have to say probably won’t go down particularly well with a sector of the sales improvement community whose primary purpose seems to be to convert every sales person into a superhuman hero capable of leaping customer objections in a single bound.
Sorry, but AI is not going to do what you think it is
Artificial intelligence (AI) is trending in nearly every industry, ours included. AI promises to automate many routine functions, to reduce head count, and to help everyone work smarter. Salesforce released their version of “artificial intelligence,” dubbed “Einstein,” last fall, and have been touting its miraculous powers ever since.
4 mistakes that lead to an ineffective sales process
All too often salespeople are told that in order to achieve their sales targets they need to network and build relationships, assist potential clients with decision making, or confirm joint commitments.
Cognitive bias: What it is, how it impacts sales
In his groundbreaking work, Thinking, Fast and Slow, best-selling author Daniel Kahneman made the case that thinking is actually much harder work than we often realize.
Never mind your prospect’s situation - what about their trajectory?
Most of today’s most popular B2B sales methodologies - including Value Selling, Challenger®, Solution Selling, Consultative Selling, SPIN® selling and many more - recommend that we always take the time to diagnose our prospect’s current pain points before we seek to propose our solution.
How to optimize sales effectiveness with Membrain
Many sales leaders remember when Salesforce hit the market in 1999 and created a buzz around how it was going to make sales more efficient and effective and increased pipeline visibility.
