sales methodology
Ad-hoc projects: another nail in the coffin of BANT
It surprises and shocks me how many sales organisations still regard BANT as a practical way of qualifying sales opportunities. For those who are unfamiliar with the term, it dates back to the steam-driven days prior to the emergence of the Internet, SaaS and modern buying behaviours and stands for Budget, Authority, Need and Timeframe.
4 ways ‘cramming’ is killing your sales
When you were young, did you ever stay up all night “cramming” for a test? Did the adults in your life criticize you for this behavior, and explain to you that you would learn better if you studied a little at a time instead of all at once?
If you really want to shorten your sales cycle, slow down!
If the conversations I’ve been having with sales leaders recently are anything to go by, our sales pipelines are full of opportunities that start off looking like they are going to end up in a quick sale, but then get stuck somewhere in the middle (or towards the end) of the process.
5 ways your salespeople are failing your prospects
How many sales have you lost even though you knew you were the best choice for the customer?
The sales methodology that outperforms all others
Every established sales methodology attracts its own fan base. Some are fans of SPIN®, others Challenger®, Miller-Heiman, Sandler, Solution Selling® and so on – the list goes on for ages. I’m particularly but not exclusively attracted to "value selling" myself.
Here are our top 3 most popular posts from 2018
Every year on the Membrain blog, we publish more than 100 articles. Of those 100, a few inevitably rise to the top in popularity.
