sales management
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!
The questions we ask, shape the answers we get
In sales, we learn that questions are critical to our ability to understand our customers and how we might be most helpful. Questions, in addition to eliciting information, opinions and points of view; can enhance both the our customers knowledge and build their confidence in us.
How to add value by ditching the discount
Everyone wants and deserves a good deal. But a ‘good deal’ doesn’t mean the cheapest price. In sales, sometimes we default to providing a discount because in the absence of anything else, the easiest lever to pull is price.
