How to control your salespeople’s results and drive excellence by letting go
The quest to control everything comes at a great cost. Learn how to expand your influence by giving up control.
If you have leads in your sales pipeline, you’re doing it wrong
What happens when one of your salespeople obtains a new lead? Do they instantly begin working it like an opportunity in your CRM? Do they work the lead for a while before putting it into the pipeline? Do they wait until they are sure they’re going to win the deal and then plug it into the pipeline so they can look like a hero?
54% of buying journeys fail!
This data point has persisted for at least 10 years. Perhaps, if updated, it would be even worse. But 54% of committed customer buying efforts end in no decision made. It should cause all of us pause. It should force us to think differently.
Membrain helps Affinitext onboard new salespeople fast and effectively
The right sales tools can help you train, coach, and sell more effectively. But what about when you’re operating in a growth environment where quickly onboarding new salespeople is key to success?
Has buying changed and has B2B selling adapted?
My articles begin with analogies so we'll start by asking, has baseball changed? Games take longer, there is role specialization, starting pitchers rarely complete games, hitters are stronger, pitchers routinely throw in the mid 90's and there is a trend towards either hitting a home run or striking out.
All selling is not equal - not even within your own organization
If you’re a sales professional, you’ve almost certainly sat through more than one sales training session that consisted of discussing the “stages” of the “sales process” and how to move customers through them.
