sales management
Salespeople Close 172% More Doing This to Sell Value
Here’s a startling fact you may not know: Salespeople who uncover budgets are 172% more likely to close business than those who do not. This stat drives home the point that you must have a sales process that includes money discussions early in the conversation and you must help salespeople sell value by being more comfortable having those conversations.
Could the DACI Framework Help You Make More Sales?
Some of my biggest sales insights have come from disciplines outside of sales. I read blogs and white papers and books, listen to podcasts and watch webinars across a wide range of interest areas from the personal to the professional and everything in between. At Membrain we encourage our employees to learn and grow in areas outside their immediate discipline as well.
Selling and the Need for Speed
We had Chinese for dinner and my fortune said, "Speed is not as important as accuracy." When you think of speed what are the first things that come to mind?
Ten Truths That Will Increase Your Sales Effectiveness
When I founded Membrain, I did so on the belief that existing technology was no longer sufficient to support improved sales effectiveness.
Buying Is Broken! What’s This Mean for Selling?
Report after report tell us that buyers are failing in their mission to solve a problem and buy a solution. We know 60% of committed buying efforts end in no decision made. For those remaining 40%, a huge percentage of them express regret. It doesn’t take much of a leap to recognize Buying Is Broken!
“People buy from people...”
I don’t know how many times I’ve read this mantra about selling. I don’t know how many times I’ve repeated it, myself. Somehow, today, I read it in some post, and the irony caused me to burst out laughing!
