When I set out to develop Membrain, I knew the sales profession deserved a better CRM platform. I did not realize that much of what we would develop … [Read more...] about How to Use Kanban to Win More Deals
The Biggest Lever in Sales
What is the biggest lever in sales? The one thing you can upgrade to have the greatest impact on your win rates, deal size, sales cycles, and overall … [Read more...] about The Biggest Lever in Sales
Do You Say “Complex” When You Mean “Lazy”?
Although my company explicitly serves the “complex B2B sales” market, I’ve never really liked the word “complex.” In its correct definition, “complex … [Read more...] about Do You Say “Complex” When You Mean “Lazy”?
How Important Are Personal Rights in the Sales Profession?
I recently read a rant on LinkedIn about rights versus responsibility. The author was complaining that we’ve gone too far in the workplace toward … [Read more...] about How Important Are Personal Rights in the Sales Profession?
How to Apply Design Thinking to Selling & Buying
If you read a lot of business and leadership content or spent much time in product development circles, you’ve likely heard the term “design … [Read more...] about How to Apply Design Thinking to Selling & Buying
Helping Buyers “Get Their Ducks in a Row” is the #1 Thing Your Sales Team Must Do
What should your b2b sales team do when a prospect shows up looking for a solution, and confident that yours is the right one? … [Read more...] about Helping Buyers “Get Their Ducks in a Row” is the #1 Thing Your Sales Team Must Do
