Advance or disqualify!
In his best-selling sales guidebook “SPIN® Selling”, Neil Rackham identified four potential outcomes from every significant conversation with a prospective customer in a complex B2B sales environment: a win, an advance, a continuation or a clear “no sale”. I’ll define these outcomes in a moment.
5 reasons that superstar salesperson will fail you
Anyone would get excited about snagging a superstar salesperson away from a competitor. You start dreaming about taking over the competitor’s customers, expanding into new territories, crushing your numbers, and slam-dunking your competitor.
Three steps to improved negotiation and sales success
What happens when a salesperson isn’t an effective negotiator? Often, they simply write a proposal. I’ve observed it happen many times. Somehow the salesperson thinks that if they put the information in writing the prospect will buy.
Here are the 10 most popular Membrain blog posts of 2020
I have heard the word “unprecedented” more times in 2020 than I hope to ever hear again in my lifetime. Judging from which of Membrain’s blog posts you read and enjoyed most, I’m guessing I’m not alone.
A New Year Resolution: eliminating wasteful sales behaviours
This is the time of year when most of us would benefit from some quiet reflection on what we’ve learned during 2020, and how we intend to apply that learning in the New Year.
Top 5 sales habits to start in the New Year
Research shows that most New Year resolutions are abandoned within the first three months. In fact, if you made a resolution and have stuck to it firmly after even just a few days, you’re already ahead of a large portion of resolvers.
