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.
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.
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.
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.
Artificial Intelligence (AI) is all the rage in sales right now. But in my conversations with sales leaders, I’ve learned that AI is rarely delivering what it promises to sales organizations operating in a complex b2b environment.
Have you ever had a slip of the tongue that reveals an insight? On a call with one of my team members recently, we were talking about the sales world’s overly complex landscape of technologies, and I wanted to talk about point solutions, but what I said was, “point pollutions.”