sales process
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...
Optimizing Part Of The Selling Function, Sub-Optimizing The Whole
Recently. I read an article in which the position was put forth, “Inside sales does not have the responsibility for creating pipeline, only the responsibility for selling. They should never pick up the phone and make a prospecting call!”
Can a sales process be mistake-proofed?
In 1986, a Japanese industrial engineer by the name of Shingeo Shingo published a book outlining a revolutionary approach to quality control in manufacturing. His approach included a concept called, “poka-yoke,” which roughly translates in English to “mistake-proofing.”
