I recently sat down to draft an internal memo to the Membrain team about the next era in our evolution, and realized that there are things I want the rest of the world to know about who we are, where we came from, and where we’re going next. So here it is.
This morning, as a drank my morning coffee, I went through my email and social feeds. You can guess what I encountered.
Cognitive bias can be at the root of some of the sales industry’s most frustrating problems. Customers who choose a more expensive solution, even though yours is better, and more cost effective. Buyers who choose the popular solution, even though yours is more suitable. At least from your perspective :)
One of the challenges sales leaders face when trying to help a team improve their sales performance, is resistance to the phrase “sales process.” In fact, sometimes when you wave the words “sales process” in front of a sales professional, they become like a bull with a red cape waved in front of its face.
Could your sales organization benefit from being more like the Mandalorians?