sales management
Why I decided to build actionable sales process software (Membrain)
This is the story behind Membrain. I started my first company when I was 21 and quickly realized that it didn’t matter if I had the best solution in the world. Unless I could sell it, I’d be out of business. Furthermore: I found out the hard way that if I was going to scale my business, I needed to find ways to model successful sales behaviors.
Stop Wasting Money On Marketing Automation
Recently, I lamented about the challenge I face with my email Inbox in Your Marketing Is Driving Me Away! I spoke of the ever increasing volume of email messages that are simply irrelevant, undifferentiated, or poorly executed. And these are the marketing emails from well established organizations, sent by marketing and sales professionals.
Luck or skill? Dissecting your sales results AT YEAR'S END
Sales is all about numbers. For valid reasons, it is a profession focused on tangible results, quota attainment, metrics and weighted pipelines. However, failing to look beyond what we can easily measure and report on won’t help us evolve. To understand what we do well, and what we need to change in order to improve, requires a better understanding of how we arrived at the end result.
5 Profiles In The Buying Center You Must Know About
When it comes to succeeding in sales, it’s not just what you know. It’s also who you know. Even more accurately, it’s who you get to know as you’re connecting with various individuals in the buying center.
Why Your CRM Is Not Enough
Yes, CRM systems have evolved. Now they are drawing on sales staff emails, calendars and databases to offer tips on how to best interact with specific customers. They’re trying to incorporate more analytics, provide more data and incorporate social media as sales organizations move to become customer-centric.
Sales Forecasting Essentials - Get Your Definitions Right
There’s nothing more frustrating for a sales leader, a CEO or a Board of Directors than a continued inability to come up with a revenue forecast that consistently hits the target numbers. But - as anyone who has had the responsibility knows only too well, accurate forecasting is a tough task.
