editors pick
A Brief History of “Jobs-To-Be-Done” and How to Use it in B2B Sales
People who buy drills don’t want drills. They want holes.
Our Five Top Blog Posts from 2022 (and One MVP from the Past)
Here at Membrain, we’ve been producing The Art and Science of Sales blog for ten years. It’s been quite a journey, and fascinating to see which topics become favorites again and again each year.
Here’s How We Created a Thriving Culture of Trust and Collaboration at Membrain
I recently returned from Barcelona, where we flew our mighty little team of not-quite-30 people to celebrate ten years in business. We spent most of a week workshopping, celebrating, sightseeing, eating (and drinking) together, and exchanging frequent hugs and happy smiles.
What Does It Mean to Elevate The Sales Profession?
I’ve been on a mission to elevate the sales profession from the very beginning of my entrepreneurial career, almost without realizing it. As a young salesperson, I resisted the manipulative sales tactics I was being taught. In my first company, Upstream, I proceeded to make every possible sales mistake and saw that what we were told to do simply doesn’t work.
How Many Integrations Do You Need?
When choosing a new CRM or other software for your company, you naturally want to know which of your systems it will integrate with. But sometimes choosing a platform based on available technology integrations can lead you astray.
Why Are We So Incurious?
If I were forced to identify the single most important capability for anyone, at any level in selling, I think it would be curiosity. I wouldn’t identify prospecting, relationship building, closing, goal orientation, or any of the numerous competencies/capabilities of great sales people.
