sales management
The Secret to Predictable Revenue Can Be Found on the Factory Floor
Membrain is an easier sell in the manufacturing industry. A significant portion of our business serves this industry, for one simple reason: Manufacturers get it. They get that the same processes that make their work more efficient, more effective, more valuable–can make their sales more efficient, more effective, and more valuable too.
Four Simple Rules to Success in Complex Sales
I learned from working and collaborating with Derek and Laura Cabrera of Cabrera Lab that every complex system actually operates on very simple rules. They developed the DSRP theory to identify and explore the simple rules and tools of (systems) thinking. Last year, I partnered with them to use Membrain’s data to write a research paper about the importance of engaging stakeholders in complex sales and how to use DSRP to create a shared mental model.
What the Fish Doesn’t Know
A fish in a pond knows a lot about its pond. It knows where to find insects to eat, and where to hide when a bigger fish swims by. It knows where to find cool shade in the afternoon, and it knows when it’s time to migrate somewhere else. It understands the way the environment directly impacts it.
How To Stay Relevant In the Age of AI
Imagine this: It’s date night, circa 1999. Netflix hasn’t been invented yet, and you’re planning a cozy night in with your sweetheart. You head out to Blockbuster to wander the aisles and choose a VHS to pop in the player at home and snuggle up for a movie night.
Don’t Just Get Faster With AI, Get Better
By now, pretty much everyone knows that you can automate a lot of tasks with AI and speed up others. Salespeople can outsource writing emails, summarizing calls, analyzing data, and preparing reports. AI bots can manage incoming chats and help prospects access information.
The Death Of Sales Management
It must seem strange to see the author of The Sales Manager Survival Guide writing about the death of sales management. Clearly, something is off. Even worse, I’m cheering this on!
