editors pick
What Is a Way of Selling?
In complex B2B sales, your Way of Selling is what differentiates you from other organizations in your market. It is much more than just your sales process, strategy, or what your salespeople do on a daily basis. It includes culture, mindset, professional development, marketing, and positioning. Ultimately, your Way of Selling defines the experience your buyers have, your reputation, and the sales outcomes you achieve.
Our Top 10 Most-Read Posts of 2024
It’s hard to believe we’re at the end of another year already. It’s been an eventful year for the world and our company. I’m proud of everything we accomplished and excited for the new year. Through it all, every week, we send this blog out to followers.
How DSRP, A Systems Thinking Framework, Can Make Us Better at Sales
Systems thinking is a way of looking at the world that helps solve what are often referred to as “wicked problems.” On the global stage, “wicked problems” include issues like world hunger, ongoing military conflicts, and environmental degradation. But “wicked problems” can also apply on a more modest level, such as the biggest and most difficult challenges your sales organization faces.
Where We Came From and Where We’re Going
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.
Trick Or Treat?
This morning, as a drank my morning coffee, I went through my email and social feeds. You can guess what I encountered.
Master These 8 Cognitive Biases and You’ll Win More Business
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 :)
