sales management
How to Apply Design Thinking to Selling & Buying
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.
Helping Buyers “Get Their Ducks in a Row” is the #1 Thing Your Sales Team Must Do
What should your b2b sales team do when a prospect shows up looking for a solution, and confident that yours is the right one?
What Are Business Acumen Skills?
“Business acumen” is a concept spoken of quite often by sales thought leaders. I’ve talked about it, as well. Most of us agree that it’s something salespeople need in order to differentiate themselves and help buyers make the right choices. But I’m not sure everyone is on the same page in regard to what it means and the degree to which salespeople need to be upskilled in it.
Will AI Really Help You Sell?
It’s almost the only thing people want to talk about these past few months: Artificial intelligence. ChatGPT and its many children and siblings have set the internet and our industry ablaze with speculation about what it means for us.
How Much Does it Cost for Your Sales System to NOT be Sustainable?
I often talk about the importance of developing a sales system that is consistent, scalable, and continually improved.
But I haven’t really addressed the question of what happens when it’s NOT sustainable. The cost of not being sustainable is high, and, unfortunately, the vast majority of sales systems are not.
How to Use the JTBD Framework to Have (and Coach) Better Sales Conversations
Ever since reading Jobs to Be Done: Theory to Practice by Anthony Ulwick, we’ve been applying many of its principles internally at Membrain. We are learning as we go, but one thing that stands out for me is how valuable this framework can be in helping prospects and customers shift the way THEY think about how they are engaging with your offerings.
