sales management
Stop Giving Information and Start Building Meaning
Imagine this. A salesperson is working a complex sale and currently in a room with all of the stakeholders at a potential customer company.
You Have to Get Vulnerable and Push Back
We are firmly in the age of AI now, with all its exciting sales tools and supports. At Membrain, we’ve got our own take on it that we’re excited to be unfolding for you. And here I am, as I often am, reminding us that yes, we need the technologies to support complex sales. But we also need our humanity.
Where’s The Biggest AI Bang for Buck in Complex Sales?
AI tools are here to stay, as we all know, and they can be powerful allies for sales teams. But, as we all also know, not all sales teams are the same. Complex B2B sales require different approaches than transactional sales, and that means we need different AI tools. When used badly, AI and automation can generate friction, noise, and headaches. When used well, they can be a game changer.
“The Hard Part Is Where You Grow”
Yes, I’m a more than a little obsessed about our propensity to avoid the hard work, constantly hitting the “Easy Button,” but this is probably one of the most critical issues we face as individuals and within our organizations. I’ve written about one aspect of this–hitting the easy button is really about avoidance.
Selling Isn’t Easy, So Why Do We Keep Hitting The Easy Button?
We all know that selling is hard. It’s not just that buyers are overwhelmed, it’s not just the disruption/change everyone faces, it’s not the unpredictability we and our customers face. Just doing it right takes effort. Focus, discipline, mastery, relentless execution.
How to Use AI to Build a Competitive Edge
An effective sales organization is one that uses its resources to build capacity, not just efficiency. In a world where technology is hurtling forward at lightning speed, advances in AI technology have the potential to transform how sales teams operate and to increase capacity in ways that were previously impossible even to imagine.
But only if you know how to use it well.
