Sales Success Depends on Clear Distinctions
Clear distinctions are a hallmark of clear thinking. Unless you know what a thing IS and, importantly, what it IS NOT, you cannot begin to think clearly about it. And clear thinking is critical in complex sales.
According to Users, Membrain Outperforms Our Biggest Competitor on (Almost) Every Score
I’m very proud of what we’ve built at Membrain. We set out to build a platform that would genuinely help companies engaging in complex sales become more effective, and we succeeded. We believe that for our best-fit customers, we are a better choice than others, including our biggest competitor, Salesforce.
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.
