The Problem With Inbound
We rely too much on Inbound leads to achieve our goals! Our prospecting strategies are dominated by creating Inbound demand that sellers respond to. Whether it’s emails, social visibility, SEO, or anything else, the focus is on getting buyers to take the initiative to reach us.
Stop Expecting Technology to Solve Your Human Problems
Every year, sales technology usage (and spend) goes up. And every year, sales performance heads the other direction.
Fix the 3 Most Common Revenue Killing Excuses
The title says it all. Here are 3 common revenue-killing excuses, what makes them detrimental, and how to fix each one.
Here’s How We Created a Thriving Culture of Trust and Collaboration at Membrain
I recently returned from Barcelona, where we flew our mighty little team of not-quite-30 people to celebrate ten years in business. We spent most of a week workshopping, celebrating, sightseeing, eating (and drinking) together, and exchanging frequent hugs and happy smiles.
B2B Buyers: from Fear of Missing Out to Fear of Messing Up
As Matt Dixon (of Challenger Sale and Challenger Customer fame) points out in his latest book “The Jolt Effect”, B2B salespeople have been preconditioned by most of the established sales methodologies to focus on cultivating their customer’s fear of missing out (FOMO).
What is a Sales Operations Manager, and Why You Should(n’t) Hire One
Here’s a problem we frequently see: Companies come on board with Membrain and our partners, and then they make more sales and recruit more salespeople. This is exactly what we all want, but it also brings growing pains.
