sales management
A Brief History of “Jobs-To-Be-Done” and How to Use it in B2B Sales
People who buy drills don’t want drills. They want holes.
How to Engage More Stakeholders and Win Better Deals
There’s a long-standing myth that the most important thing salespeople need to do for any given opportunity is to reach “the decision maker.”
Here’s How to Make the Sales Progress You Want to Make This Year
Most people suck at prioritizing, and most salespeople really suck at it. That’s why, when we set out to build Membrain, we decided not to focus initially on efficiency but to place effectiveness first.
Hiring Salespeople With Talent
In my last article, I shared Gartner’s findings about the current war for talent. In this article - first published in the International Journal of Sales Transformation - I want to explore more of the implications.
Consistent Customer Success is the Key to Scale Up Your SaaS (or Any) Company
Happy, successful customers are the lifeblood of growing a SaaS business (or any business). When your business depends on monthly recurring revenue, you can’t afford to churn customers. And that’s not the only reason why a scaling SaaS company must invest in consistent customer success.
Chatting With CHATGPT On Selling...
I’ve been fascinated to read about the experiments people are doing with CHATGPT. It’s a fascinating tool, offering some potentially fascinating potential. At the same time, as so many others have discussed, using CHATGPT is a double edged sword; there are some very powerful applications, at the same time there is a huge potential for misapplication and misinformation.
