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.
Our selling process can help our customers buy
From my earliest days as a salesperson, I’ve been taught the “sales process,” and have tried to execute that process as effectively as possible. It’s always a structured approach to engaging the customer, working with them to make a buying decision.
How to smell the difference between BS and a lie
BS stinks, and everybody knows it. When you’re just trying to get a straight answer and you know you’re being sold a “bill of goods,” it can be frustrating.
The critical role of trust in sales
At a time when the level of public trust in the UK's elected politicians has never been lower, it's an opportunity to reflect on the critical role of trust in sales, which is what I chose to focus on in this article from the latest edition of the International Journal of Sales Transformation...
How to take sales coaches from good to great with sales process
Nate Tutas is a former United States Marine Corp Infantryman turned sales consultant, and we’re lucky to have him on our sales team at Membrain. He recently starred in an episode of the Sales and Cigars podcast, talking about how sales process can transform sales managers into great coaches. Here are the key takeaways from that appearance
