How to Engage More Stakeholders and Win Better Deals
There’s a long-standing myth that the most important thing salespeople need to do for any given opportunity is to reach “the decision maker.”
Podcast: Understanding Customer Needs With Gretchen Gordon
In the latest episode of the Art & Science of Complex Sales podcast, Paul Fuller sits down with sales expert Gretchen Gordon for a deep discussion of the complex world of B2B sales.
Here’s How to Make the Sales Progress You Want to Make This Year
Most people suck at prioritizing, and most salespeople really suck at it. That’s why, when we set out to build Membrain, we decided not to focus initially on efficiency but to place effectiveness first.
Podcast: Navigating Emotional Minefields With Jennica Dixon
In the latest episode of the Art & Science of Complex Sales podcast, Paul Fuller sits down with sales expert Jennica Dixon, COO of Slattery Sales Group, for an insightful discussion on all things sales.
When Should You Add Automation to Your Sales Process?
Sales automation is often touted as a route to greater sales efficiency. Companies like Salesforce and hundreds of smaller point solutions promise to save your salespeople time, if you only spend more money and increase the complexity of your sales stack with their automation tools.
Hiring Salespeople With Talent
In my last article, I shared Gartner’s findings about the current war for talent. In this article - first published in the International Journal of Sales Transformation - I want to explore more of the implications.
