Latest Blog Posts
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...
In this episode, Leslie Venetz founder of The Sales-Led GTM Agency joins us for a captivating discussion on her journey into the sales profession and her pivotal role in the Women Sales Exper...
It may seem obvious on the surface what the purpose of your CRM system is. It’s to help your teams increase efficiency, provide insights into data, drive behaviors, and improve overall sales...
Join us in this episode with Mario Martinez Jr. CEO and creator of FLYMSG.io, whose journey started unexpectedly at a photo lab and soared to leading digital sales prospecting training. Mario...
I’ve been doing some work with a brilliant CRO. We’ve been reworking and implementing a revised selling/buying process. Their previous process was poorly defined, outdated, and people weren’t...