How to Win More Deals with DSRP’s Zoom In/Zoom Out “Move”

This is the fourth entry in my series introducing the main patterns and “moves” from DSRP theory to structure more successful complex B2B sales. If you’ve been following along, you know that I connected with Derek and Laura Cabrera of Cabrera Lab last year and recently published a paper in collaboration with them on how salespeople can structure their thinking to structure deals that win.

Why Cheatsheets And Hacks Don’t Deliver

My feeds in social media are filled with Cheatsheets, Hacks, Templates—all sorts of tools. They attract lots of interest, lots of requests. People are looking for anything they can do to help them do their jobs, to find the shortcuts or secrets to success. I look at them, most are pretty good, there are always interesting ideas and approaches.

Podcast - Accountability is Culture with Mark Hunter

In this episode of the podcast, we’re joined by Mark Hunter, The Sales Hunter. This episode unpacks one of the most misunderstood—and mission-critical—concepts in Sales Leadership: Accountability.

Together with host Paul Fuller, Mark dives deep into how authentic relationships, cultural integrity, and personal leadership all hinge on a redefined view of accountability that transcends micromanagement and fuels meaningful performance.

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.