sales methodology
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.
How to sync the brains of buying committees and make the sale
Take several mechanical metronomes and set them to tick at different speeds, so that you create a chaos of random sound. Tick tick tock ticktick tick tickticktick tocktock tick. This is what buying committees can feel like. A chaos of random ticking in different directions at different speeds, all of it coming to nothing.
Confronting ‘The Challenger Sale’
The Challenger Sale has been called the best marketed but worse executed sales program in history. Is this assessment fair or evidence of sour grapes from a few industry experts who wish they could claim the 800,000+ graduates and 500,000+ books sold since 2011?
Why your reps don't have good value conversations and how to fix it
Everybody knows that value conversations are important to sales success, but remarkably few sales teams consistently execute on the concept. It can be frustrating to teach reps the importance of value-based selling, to enroll them in training, and to watch them continue to try to sell features or have generic sales conversations that go nowhere.
