Art & Science

of complex sales

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Sales Framework: A Leadership Investment For Growth

Over the years of developing and executing roughly one hundred different sales and business development organizations, I’ve noticed definite success and failure patterns.

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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.

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Speed Limits, the Flow of Traffic, and Sales Pipelines

I don't get stressed anymore when I'm driving. All it took was for me to not exceed the speed limit.

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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.

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Sales pipeline management: let’s stop confusing progress with probability

Sales forecasting is hard. For proof, you need look no further than the 2018 CSO Insights Sales Performance study, which reported that on average a little over 46% of all forecasted sales deals actually resulted in a win (never mind the timing).

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4 sales processes you really don’t want to automate

Sales automation is often touted as the next big thing for sales teams. It promises to increase efficiency, decrease costs, and improve bottom lines. And in transactional sales, it might even eliminate the need for human salespeople altogether.

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Have you noticed that your sales training sucks?

Sales training is big business. Every year, organizations pour millions of dollars into sending their teams to workshops, conferences, online programs, and bringing in onsite training. Every year, most of that investment goes straight down the drain.

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How to Build a Foundational Sales Playbook

When leaders build or rebuild sales teams, they often move quickly to hire the best individual contributors available and allow each to leverage their own skills and experiences to find success.

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Who is the “Decision Maker”? 3 common sales mistakes and how to solve them

Most salespeople don’t really know what a buying decision maker is, even though they think they do. This fact is an often unidentified cause of painful late-game losses. These salespeople may think the decision maker is the executive, or the budget holder, or whoever is in charge of procurement.