Art & Science

of complex sales

Topics

All Sales Management Sales Enablement Sales Process Sales Coaching Sales Methodology Sales Analytics Editor's Pick Sales Pipeline Management Sales Strategy CRM CEO Advice Research Sales Performance Management Coaches Corner Sales Training Book Interview Case Study Partnership Sales Gamification

Articles

Read the article

Just how much is your organizational knowledge worth?

You probably know or can put your hands on metrics for a lot of aspects of your sales organization. For instance, you know how much your salespeople need to sell in order to meet your revenue goals.

Read the article

Sales people need to act like personal trainers, not bartenders

In a recent article for the CEB, Andrew Kent posed the question “Are your reps bartenders or personal trainers?” It’s a great question, a wonderful analogy, and a concept that deserves a broader exposure.

Read the article

Are limiting beliefs undermining your success?

Every sales manager has encountered a salesperson who just can’t seem to “get it.” This is the underperforming team member you work with on the same thing over and over, and no matter how much training, enablement, and coaching you provide, they just keep making the same bad decisions, having the same bad conversations, and experiencing the same bad outcomes.

Read the article

Is the Motivation Pendulum Swinging Back?

If it isn’t obvious from my many posts using the Objective Management Group’s database, I love to mine facts on salespeople. I’m fortunate to have access to this large database and all the information it provides. And recently I’ve noticed a slight trend shift regarding how salespeople are motivated that needs to be shared.

Read the article

Here's how to be less like a predator and more mycorrhizal fungus

Every sales leader appreciates a great salesperson who can “hunt” and "close more logos” than anyone else. But in the complex b2b world, sometimes your team needs to be less hunters and more mycorrhizal fungus. Here’s why–and how.

Read the article

Predictable Buying

We spend lots of time and money trying to create predictable revenue, increasing the predictability of our sales approaches. We constantly engineer, refine, tune and re-engineer what we do and how we engage our customers to produce POs.

Read the article

Win more with old-fashioned, in-person sales meetings

Despite reports to the contrary, the old-fashioned, in-person sales meeting isn’t dead.

Read the article

Selling against the status quo

You’re probably all too well aware of the statistic that the majority of apparently well-qualified complex B2B buying journeys end with the potential customer either deciding to do nothing or to change nothing.

Read the article

Can a unique Way of Selling win more deals?

My wife and I love a little restaurant near our home. They have the absolute best poke bowl we’ve eaten anywhere.
Load more blog articles
Sales transformation time? Which sales methodology is right for you? Find out in our comprehensive free whitepaper here »
Download free tool Time to implement a sales process? Get our free excel tool here »
About Membrain
Challenges
The Software
Resources
Membrain - The #1 sales effectiveness platform for complex b2b sales SALES ENABLEMENT CRM FOR TEAMS COMMITTED TO GROWTH
© 2019 Upstream Business Solutions AB, All Rights Reserved.
Cookies & Privacy Policy