I love to play golf. What’s fun with golf is that it’s a difficult sport, both technically and mentally, and when you’re doing it, you really get into the flow. You can’t be thinking about anything other than your next shot.
When I set out to develop Membrain, I knew the sales profession deserved a better CRM platform. I did not realize that much of what we would develop over the next ten years would echo the work of leading thinkers responsible for major shifts and improvements in manufacturing over the past hundred years.
Although my company explicitly serves the “complex B2B sales” market, I’ve never really liked the word “complex.” In its correct definition, “complex B2B sales” is an accurate description of a particular type of selling. But I also see people use it as an excuse:
I recently read a rant on LinkedIn about rights versus responsibility. The author was complaining that we’ve gone too far in the workplace toward emphasizing personal rights, and forgotten that people have responsibilities as well.
If you read a lot of business and leadership content or spent much time in product development circles, you’ve likely heard the term “design thinking.” Design thinking is a customer-centric way to approach problems and innovation, and according to McKinsey & Company, it’s one of the most effective ways to differentiate your company and products from competition.
What should your b2b sales team do when a prospect shows up looking for a solution, and confident that yours is the right one?