Latest Blog Posts
The title says it all. Here are 3 common revenue-killing excuses, what makes them detrimental, and how to fix each one.
I recently returned from Barcelona, where we flew our mighty little team of not-quite-30 people to celebrate ten years in business. We spent most of a week workshopping, celebrating, sigh ...
As Matt Dixon (of Challenger Sale and Challenger Customer fame) points out in his latest book “The Jolt Effect”, B2B salespeople have been preconditioned by most of the established sales ...
Here’s a problem we frequently see: Companies come on board with Membrain and our partners, and then they make more sales and recruit more salespeople. This is exactly what we all want, b ...
I read a post from a “thought leader.” If focused on how profoundly selling is changing—Wow, I’ve never heard that before. It focused on buyers spending less time with sales people, quoti ...
Over the past two weeks on this blog, I have laid out a simple framework for using win/loss analysis to massively improve your sales effectiveness, including how to collect the right data ...
Ever thought to yourself, “Am I in a conversation, or a jousting match…?”
Your win/loss analysis can be a secret weapon for improving every aspect of your business. From sales strategy to individual sales skills, this three-part series gives you the framework f ...
Isn't it awesome when you learn about new tricks your computer, phone or software can do that you weren't previously aware of? I've been using a number of new widgets on the home screen o ...
What is more valuable to your sales team than understanding why you win, and why you don’t? Probably not much. But there’s more to End of Year (EOY) win/loss analysis than just improving ...