George Brontén

I was in Tokyo for the first time recently. My son and I went there for a little vacation, and I was struck by how clean and orderly everything is. In … [Read more...] about 4 Things Tokyo Taught Me About Sales Discipline

When we talk about sales improvement, we often focus on one of these big three: Payroll and compensation, training and enablement, and the tech stack. … [Read more...] about The Most Overlooked Lever For Improving Sales Growth

In this episode of The Art and Science of Complex Sales, our guest Robert Herbst, CEO of Spire Selling shares why great selling starts with identity, … [Read more...] about Think Like a Sales Practitioner with Robert Herbst

Imagine a CRO presenting to the exec or investor team. This CRO is presenting their GTM strategy, and a key statement in that strategy is, “We are … [Read more...] about “We Are Competing To Lose 80-85% Of Our Deals!”

In 2017, I wrote a piece about complex sales that soon became one of our most-referenced resources on the Membrain website. The piece, titled “What is … [Read more...] about We Just Updated and Expanded Our Most-Referenced Article: Here’s What Changed

Very few sales professionals like role-playing. And very few actually do it. Nor do managers, for that matter. It’s embarrassing, time-consuming, and … [Read more...] about You Can’t Scale What You Don’t Practice: The Case for AI Role Play