Latest Blog Posts
My feeds in social media are filled with Cheatsheets, Hacks, Templates—all sorts of tools. They attract lots of interest, lots of requests. People are looking for anything they can do to help...
In this episode of the podcast, we’re joined by Mark Hunter, The Sales Hunter. This episode unpacks one of the most misunderstood—and mission-critical—concepts in Sales Leadership: Accountabi...
Clear distinctions are a hallmark of clear thinking. Unless you know what a thing IS and, importantly, what it IS NOT, you cannot begin to think clearly about it. And clear thinking is critic...
I’m very proud of what we’ve built at Membrain. We set out to build a platform that would genuinely help companies engaging in complex sales become more effective, and we succeeded. We believ...
As I’ve written elsewhere, I have been studying Cornell’s Cabrera Lab's work for a while now, learning to apply their Systems Thinking framework, DSRP, in a complex sales environment. I’m pro...
Derek Cabrera, co-author of Systems Thinking Made Simple, recently said something that opened up a new insight for me. The topic was the RDS Barbell, which is a way of visualizing and naming...
For some time now, our sales teams have increasingly fielded questions about Membrain’s “AI capabilities.” Consistently, our answer has been: It does not have any. As AI tools became more and...
The proposal trap: You just got off the phone with what you thought to be a promising prospect. At the end of the conversation, you told the prospect that you’d be sending them a proposal.
Join us as we explore the complexities of B2B sales with Des McCluskey, Managing Partner of Padeda and former Sales Director at Johnson & Johnson. Des shares practical insights on building ef...
As regular readers know, I often use baseball as an analogy to help readers more easily understand the many facets of selling. We are going to discuss closing but we’ll begin with closing’s...