Art & Science

of complex sales


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Sales Enablers: For Best Results, Focus on Sales Force Performance (not Sales Reps)

Have you reviewed sales enablement job descriptions lately? As members of the burgeoning Sales Enablement Society or the Sales Enablement Community of ATD (and almost anyone close to the Sales Enablement market) will tell you, "sales enablement" means different things to different people, and is being executed differently in different organizations. This certainly is apparent in the job descriptions I've reviewed.

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Here's how to tell if Membrain is right for you

Choosing the right CRM for your organization can be tough, and fraught with perils. The wrong choice can be expensive both from a direct cost perspective, and in lost productivity and poor adoption rates.

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Why we're failing at sales and marketing alignment

Strong sales and marketing alignment is the holy grail for many organizations. It promises higher win rates, better revenue, and faster growth. Yet according to a Forrester report, only 8% of organizations achieve it, and in my experience, many have given up trying.

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7 new ways to improve sales effectiveness

In the five years since we launched the Membrain platform (time flies!), the sales industry has seen a lot of new technologies grow popular. Software like marketing automation and online collaboration tools, as well as better hardware like smartphones and tablets, have made a big impact. Some of these new technologies, when used as part of a solid sales effectiveness strategy, can be critical to improved performance.

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Is the Sales Stack Destroying Your Effectiveness?

Technology was supposed to make our lives easier, and our teams more effective. Somehow, however, most sales teams are still caught in the same old traps as ever, just with new toys.

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Why sales enablement must look to the past to find its future

Mike Kunkle, VP of Sales Transformation Services for Digital Transformation, Inc. (a new division of Fast Lane), is well known in the industry for his systems approach to sales transformation. 

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Takeaways from the 2017 Sales Enablement Society Conference

Late last year, I wrote about something which happened in Palm Beach, FL when the Sales Enablement Society was officially formed. 100 of us arrived at the Breakers, not knowing exactly what to expect, but knowing there were looming problems requiring our collective attention.

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5 reasons you should dump your old CRM

More and more organizations are coming to terms with the fact that traditional CRM has simply not lived up to its promises. Touted as a powerful sales performance tool, in many organizations it has turned out to be an unwieldy tracking and reporting tool, a glorified Rolodex that salespeople resent while sales managers wrangle to get them to use it at all.

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Is your sales enablement enabling the right things?

Sales enablement is a hot topic at the moment, and a key priority for many sales organizations. Yet, as an industry, we’re failing badly at it. According to the CSO Insights 2016 Sales Enablement Optimization Study, 32.7% of surveyed organizations had a sales enablement function in 2016 (up from 25.5% in 2015), but only 5.2% of surveyed companies said that sales enablement was meeting all expectations.