sales coaching
Urgency Alignment
Recently, I was having a conversation with a group of sellers about ICPs and qualification. During the conversation, we were trying to refine their targeting and qualification. They were relatively sophisticated, but something wasn’t quite working as effectively as they hoped.
8 Reasons Your Sales Managers Need to Become Excellent Coaches
I attended an interesting event in London a few weeks ago, a Chalk and Talk on the topic of coaching with Tony Cross of Growth Matters International. Growth Matters International is a Membrain partner, and I liked the event even more than I initially expected.
3 Reasons Sales Managers Don’t Follow Up (And What To Do About It)
In any kind of coaching, whether it’s weight loss, fitness, or complex sales, follow-up is key to success. If you hire a coach to help you lose weight, you expect them to follow up. You tell them how much weight you want to lose, and agree on a plan. When you come in for your coaching appointment the next time, you expect them to ask whether you followed the plan. If you hire a trainer to help you get in shape, same thing. You expect to collaborate on a plan and then report back to them at each session.
The Future Belongs to Sellers Who Can Zoom Out and Back In
I recently encountered an interesting concept in a Bloomberg article about Warren Buffet. In it, Buffet is quoted as saying, “‘the single best measure of where valuations stand,’ is the ratio of the value of US publicly traded companies to the country’s GDP.”
Chickens In The Cockpit: How We Use Elevate to Coach Our Employees
Membrain Elevate, our newest offering, launched recently. I want to give you an insider view into how our teams test everything we build before we offer it to the public, so I spoke with our Head of People Growth and Operations, Nina Werner. Nina has been piloting Elevate to support routine coaching across all our teams and leaders.
Control Disguised As Coaching
Often, when I talk to managers, they tell me how much time they spend coaching. They tell me stories of meeting, weekly, with their people, doing reviews, pipeline discussions, activity discussions—all sorts of “coaching meetings.” They say, “Dave, coaching is important and we are spending a lot of time coaching…”
