(Re)Defining Sales Fundamentals
When I say “sales fundamentals,” what do you think of first?
Is it a sales process? Is it a CRM? Is it objection handling (or other similar skills)?
Are those new hires you just fired actually revenue gold?
I’ve long had a hunch that sales departments were throwing away perfectly good salespeople on a regular basis, but until recently I didn’t have the data to support my belief or to quantify how much it was costing organizations to operate that way.
Sales Management is Always Responsible - or are They?
I can't think of a single scenario where we can't blame sales management for poor sales performance...
What is a complex sale?
What exactly is a complex sale? We all use that phrase, and most of us think we understand what it means… but how do we actually define it? Everyone has an opinion, but it’s tough to agree on a single definition.
Why Inflexion-Point chose to partner with Membrain
Inflexion-Point has just announced a partnership with Membrain to incorporate our Value Selling System® methodology into their groundbreaking sales effectiveness platform for complex B2B sales.
Do you know why your sales team can’t gain traction?
Across the industry, sales organizations have been losing ground for almost a decade. Quota attainment is down, win rates are down, and turnover is up. Sales leaders complain that they just can’t seem to get ahead. A changing sales environment is partly to blame, as is the shifting role of technology in sales.
