Art & Science

of complex sales

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Why Sales Coaching Needs to Get Closer to the Individual

Have you heard the phrase, “Never in the history of calming down, has anyone ever actually calmed down, by being told to calm down”?

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Great Selling Is “Habit Forming!”

I’m sure you’ve experienced something that gives you a “rush.” It’s when, all of a sudden, everything just falls into place, everything is working as it should, it seems effortless.

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How to Win More Sales the IKEA Effect Way

Do you know someone who likes to make crafts, build furniture, or garden? Have you ever noticed how they’ll spend $50 for the materials to produce an item that would have cost $5 at the store?

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Data Reveals the Second Biggest Obstacle to Closing More Sales

Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more.

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An Easier Way to Coach Salespeople - For a While

One of the challenges that sales managers have is their trepidation around transitioning from very little coaching to daily coaching; and at the same time, moving from coaching light (ineffective coaching) to coaching pro (effective coaching). Why? They aren't masters of role-playing and role-playing is one of the primary tools to demonstrate best practices and how effective sales conversations should sound.

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Here are our top 3 most popular posts from 2018

Every year on the Membrain blog, we publish more than 100 articles. Of those 100, a few inevitably rise to the top in popularity.

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Finally! Science Reveals the Actual Impact of Sales Coaching

I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. It sounds like a realistic number but I have not seen any science to back it up. Until now. Check this out!

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Elite Salespeople are 200% Better in These 5 Sales Competencies

Professional athletes have one trait in common - they are all very athletic and their skills are among the top several hundred in the world in their particular sport. For example, in Major League Baseball, there are 30 teams with 25 players each, making those ball players the top 750 in the world.

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Here are 5 Simple Steps to Make Sales Training Stick

U.S. companies spent $90.6 billion on training in 2017*. Of that, about $20 billion was spent on sales-specific training, representing an average expenditure of about $5000 per representative per year*.