sales process
3 ways your salespeople are multiplying by zero
Grab a ten-year-old and they can remind you of this important math concept: Any number multiplied by zero, is zero.
4 mistakes that lead to an ineffective sales process
All too often salespeople are told that in order to achieve their sales targets they need to network and build relationships, assist potential clients with decision making, or confirm joint commitments.
How to optimize sales effectiveness with Membrain
Many sales leaders remember when Salesforce hit the market in 1999 and created a buzz around how it was going to make sales more efficient and effective and increased pipeline visibility.
Should the theory of constraints change the way you sell?
In the mid-2000s, Eliyahu Goldratt, a consultant and author of the bestselling business “novel” The Goal, developed a framework to help individuals and organizations achieve positive change. The theory centers around using constraints within the system to answer three key questions:
HBR is wrong again - social selling is not the remedy for lousy salespeople
A while back, the Harvard Business Review Blog ran this story on how social selling will benefit B2B Selling. Really? Aside from the fact that it's old news, the story contained some misleading information!
Why ‘building consensus’ is the crucial skill your sales team needs to master
Tell me if this has ever happened to you. A while back, I walked into a meeting with a prospect I thought was very close to signing a contract...
