sales management
What Is “Salesmanship?”
I read a fascinating article by Kelly Fairchild. She talked about “salesmanship.” It got me to thinking about, “What is salesmanship?”
Based on the conversations I have with sellers and my social feeds, people seem to think salesmanship has to do with the following:
4 Ways AI-Produced Content Will Change the Complex B2B Sales Game Forever (and 3 Ways it Won’t)
Technology has been changing the sales game at a rapidly increasing pace for decades. And now, new Artificial Intelligence (AI) content tools are threatening to upend it entirely.
A Brief History of “Jobs-To-Be-Done” and How to Use it in B2B Sales
People who buy drills don’t want drills. They want holes.
How to Engage More Stakeholders and Win Better Deals
There’s a long-standing myth that the most important thing salespeople need to do for any given opportunity is to reach “the decision maker.”
Here’s How to Make the Sales Progress You Want to Make This Year
Most people suck at prioritizing, and most salespeople really suck at it. That’s why, when we set out to build Membrain, we decided not to focus initially on efficiency but to place effectiveness first.
Hiring Salespeople With Talent
In my last article, I shared Gartner’s findings about the current war for talent. In this article - first published in the International Journal of Sales Transformation - I want to explore more of the implications.
