sales management
“We Are Competing To Lose 80-85% Of Our Deals!”
Imagine a CRO presenting to the exec or investor team. This CRO is presenting their GTM strategy, and a key statement in that strategy is, “We are competing and hoping to lose 80-85% of the deals we invest in!”
We Just Updated and Expanded Our Most-Referenced Article: Here’s What Changed
In 2017, I wrote a piece about complex sales that soon became one of our most-referenced resources on the Membrain website. The piece, titled “What is a complex sale?” strove to provide a clean, compact, useful definition to help us, as a profession, understand the difference between complex and transactional sales.
Zoom In: Micro Behaviors. Zoom Out: Big Impacts
“The micro makes the macro.” That’s from Derek Cabrera, of the Cabrera Lab at Cornell, talking about systems behavior. Cabrera is a leading authority in the systems thinking world, who is working to apply the rules of systems logic to world problems large and small.
Stay Here: The Now is Where Complex Sales Actually Happen
I saw a clip recently of a 100-year-old man saying these simple words: “Yesterday is history, tomorrow a mystery, today a gift.”
Shared Sheets to Nowhere (vs Proactive Insights): A Conversation with Mike Murtaugh
I share most of my complex sales articles to LinkedIn, and I read every comment they receive there. I was recently intrigued by one in particular by Mike Murtaugh, Director of Business Development at Cushman & Wakefield. He said he reads my blog every week, and hasn’t yet seen me talk about something critical: Real time versus reporting.
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.
