sales management
Sales, Art, Science, Craft?
The article I wrote, Moving From Selling As An Art To Selling As A Science, has stirred up a lot of reaction in the various venues in which it’s appeared. There have been various comments, mostly supportive.
Here are the top 9 Membrain posts of 2017
As we enter the New Year, I wanted to share with you our top posts from 2017, based on the number of views. It’s always interesting to compile these lists and try to understand why some pieces were more popular than others, and uncover any common themes.
Moving from Selling as an Art to Selling as a Science
We seem to be approaching or passing the tipping point where leading sales practitioners view successful selling as a disciplined, focused, engineered approach to engaging and creating value for customers. Stated differently: we're moving more toward selling as a science.
All Sales Floors Should Be Loud!
Get off Facebook. Get off LinkedIn. Get off Twitter. Get off the 3rd appendage. If aliens descended they'd be confounded with why humans have only one hand. The entire society is glued to a piece of plastic, silicon circuits, and flashing light through gorilla glass. It's unnatural, unhealthy, and sociologically inept.
Do Customers Really Have A Buying Process?
It’s become common “wisdom” that we have to align align our sales process with our customers’ buying processes. I write about it constantly, as well as hundreds of others. It’s become almost a mantra in all the literature and training programs.
