Don’t Brake While Going Uphill - What Sales Teams Should Do To Prepare For Tough Times
Economists say we are experiencing a global combination of factors that will likely lead to a recession again, and soon. Inflation, supply chain issues, rising interest rates, general uncertainty - all add up to economic unease.
Predictable Revenue And Wild Assed Guessing
Predictable Revenue, a concept popularized by Aaron Ross in the first edition of Predictable Revenue (2011), is important. It’s important to us, perhaps to forecast commission earnings and when we might buy that new car or go on the big vacation.
What Should We Add to Membrain’s Elevate?
If there’s one thing almost all sales experts agree on, it’s that sales coaching is critically important. And that too few are doing it effectively.
Salespeople Close 172% More Doing This to Sell Value
Here’s a startling fact you may not know: Salespeople who uncover budgets are 172% more likely to close business than those who do not. This stat drives home the point that you must have a sales process that includes money discussions early in the conversation and you must help salespeople sell value by being more comfortable having those conversations.
Could the DACI Framework Help You Make More Sales?
Some of my biggest sales insights have come from disciplines outside of sales. I read blogs and white papers and books, listen to podcasts and watch webinars across a wide range of interest areas from the personal to the professional and everything in between. At Membrain we encourage our employees to learn and grow in areas outside their immediate discipline as well.
Selling and the Need for Speed
We had Chinese for dinner and my fortune said, "Speed is not as important as accuracy." When you think of speed what are the first things that come to mind?
