Art & Science

of complex sales


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How to stop chasing Will-o-the-wisps

In ancient English lore, a Will-o-the-wisp is a mischievous spirit of swampy and dark places that uses a lantern-like light to lure unwary travelers off the path. Travelers may mistake the Will-o-the-wisp for a fellow traveler leading the way or for a kindlier spirit, such as a Leprechaun, who might lead them to treasure.

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Here are 5 reasons your sales process will fail

Sales process often fails. You may be surprised to hear me say that. You know I preach process, process, process every day on my blog and in person. But the reality is that process alone won’t save your organization, and it could actually be hurting you.

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Don't Let The Buying Journey Turn your salespeople into lapdogs

I admit, I’m not a dog person. But those little lapdogs some people carry around are kind of cute, especially when they do little tricks like speak on command or walk at their owner’s heel.

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If You Don’t Understand It How Can You Manage It?

Even companies that enjoy the luxury of clearly superior products, realise that those products will not sell themselves.

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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).