Being a buyer is a foreign concept to customers
As sales people, we know what our job is. We have to generate revenue through finding customers who have a need for our solution. We do the same things day after day. We prospect to find new opportunities, we work on deals, helping the customer move through their buying process and selecting a solution.
We lost a true gentleman when we lost Jonathan Farrington
It was with great sadness that I learned of the recent passing of Jonathan Farrington, the creator of JF initiatives, editor of Top Sales World magazine, and, most importantly, a friend to the industry and to me.
Is asking for referrals on social media rude?
Far too many sales teams get social selling all wrong. Reps click buttons to invite people to connect, spam them with sales pitches, and even start asking for referrals. (Where’s the “hello”? Where’s the conversation?) Invite me to connect on LinkedIn without a personal message, and you’ll be one of the 150 invitations I have yet to answer.
The most popular Membrain blog posts from 2021
Almost since the inception of our company, Membrain has posted to our blog consistently every week. Usually, I post something of my own as well as a guest post by an industry leader. Every year, a few posts seem to hit a chord and get passed around and talked about more than others.
What are Priority Issue Profiles - and why do you need them?
Many of you will be familiar with the idea of having an Ideal Customer Profile - and if you’re not, you should be. The Ideal Customer Profile is a powerful tool that helps to align your entire organisation around the common characteristics of your most valuable existing and potential customers - a combination of demographic, structural and behavioural/cultural factors.
Digital Sales Rooms Are Pretty Lame, and Here’s Why
Sometimes, working with potential buyers can be a little like sitting in an interrogation room in a police station, trying to guess what’s happening on the other side of the mirrored glass.
