sales process
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.
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.
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.
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.
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.
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).
