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!”
We Just Updated and Expanded Our Most-Referenced Article: Here’s What Changed
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
You Can’t Scale What You Don’t Practice: The Case for AI Role Play
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
Building a Winning Sales Culture with Thomas Waites
In this episode of The Art and Science of Complex Sales, our guest Thomas Waites, CRO of TW Sales, shares what it really takes to build a winning … [Read more...] about Building a Winning Sales Culture with Thomas Waites
Here’s Why You Need to Waste More Time
A couple of years ago, there was a boat show near my home, and I happened to have some free time. I’d been thinking about buying a boat for a while, … [Read more...] about Here’s Why You Need to Waste More Time
The Hidden Yes with Matt Sucha
In this episode of The Art and Science of Complex Sales, our guest Matt Sucha - CEO of Mindworx shares how consumer psychology can help sales teams … [Read more...] about The Hidden Yes with Matt Sucha
