Sales forecasts do not have to be as wrong as fortune cookies
There has been much talk in the news about forecasts - and while most have been wrong they are still more accurate than Fortune Cookies!
What to do when competitors copy your work
A local competitor has been regularly checking out Membrain over the past couple of years, and not because they want our tool to help them sell more effectively. They don’t want to use our product - they just seem to want to steal our ideas.
The digital buying journey is very human
We see tremendous research on the digital buying journey. We know customers spend more of their buying journey finding information in digital and other channels. Engagement with sales people represent the smallest part of their time investment. I’ve written about this transformation suggesting we are going through a transformation of sales led, digitally supported to digitally led, sales supported.
How Corvinus University of Budapest is elevating the sales profession
Some time ago, when the entrepreneur Csaba Csetenyi met with his friend, who was at that time the new head of Corvinus University of Budapest, Csaba said a few fateful words that changed the future for himself and for the university:
Want to be liked by your prospects? Get respect instead
I grew up playing sports. I played softball and volleyball, and I loved being part of a team. But no matter how much I’ve encouraged the idea, my daughters have never wanted to play sports. Then out of the blue, my oldest told me she wanted to play a sport in high school.
Mihaly Csikszentmihalyi's impact on your sales organization
Most sales trainers and coaches have at least some familiarity with the topics of productivity, motivation, and psychology. Chasing states of optimal productivity, managers may invest in software, process development, and training. To keep salespeople motivated, organizations may bring in speakers, invest in strategic compensation structures, or hire coaches explicitly to keep their people on task.
