editors pick
A brief history of modern sales methodologies for sales leaders
Before psychology selling, before needs and pains and solutions and strategies, there was phrenology: The science of selling cars based on the size of a customer’s forehead. No wonder car salesmen gained a bad reputation.
Is Solution Selling Dead? Is Challenger Sales The New KING?
Is the Challenger Sale a paradigm shift that makes solution selling irrelevant? Is it dead wrong? Or is it all just a matter of semantics?
Stop Killing Deals
Can One Simple Change that Decreases Patient Death Rate by 47% Work for Sales Too?
How to Reverse a Global Sales Effectiveness Crisis
Last week, a sales executive at a large manufacturing company told me that his phones have stopped ringing. “We have the best products in the world,” he said, “but we’re losing ground.”
Why I decided to build actionable sales process software (Membrain)
This is the story behind Membrain. I started my first company when I was 21 and quickly realized that it didn’t matter if I had the best solution in the world. Unless I could sell it, I’d be out of business. Furthermore: I found out the hard way that if I was going to scale my business, I needed to find ways to model successful sales behaviors.
Sales opportunity management: 6 disciplines you must have
If you are involved with complex business-to-business sales, the new reality is that you are facing buyers who are more educated than ever and who involve more stakeholders in their decisions. Simply put, selling has become more challenging.
