Latest Blog Posts
Sales technology has certainly changed across the decades. From the first Rolodexes to today’s massive, AI-equipped juggernauts of automation with all the bells and whistles, we’ve come a lon...
In this episode of The Art and Science of Complex Sales, we’re joined by Tony Cross, CEO of Growth Matters International. Tony shares how sales managers can be the most powerful lever for sal...
My friend and mentor, Lahat Tzvi, wrote one of the most fascinating posts on AI I’ve read. Be sure to read it! In it, he coined the phrase, “The Hidden Cost Of False Efficiency.” It’s such an...
This is the fourth entry in my series introducing the main patterns and “moves” from DSRP theory to structure more successful complex B2B sales. If you’ve been following along, you know that...
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...