Five qualification problems that drain your sales productivity

What if I told you that your salespeople don’t need more prospects—that, in fact, they’d be better off with fewer? A prospect who is engaged by your salesperson, but who never closes, on average uses up 60% more time than the prospect who closes. In other words, your sales team’s productivity can be sucked dry by a too-large field of prospects.
http://www.membrain.com/blog/five-qualification-problems-that-drain-your-sales-productivity

5 Things Every Sales Manager Should Do Every Day

Many of my clients are looking for ways to boost performance with individual sellers.
http://www.membrain.com/blog/5-things-every-sales-manager-should-do-every-day

How we’re getting sales management wrong: An interview with Jason Jordan

The day that a star salesperson is promoted to sales manager is both the “best and worst day of their life,” says Jason Jordan, co-author of Cracking the Sales Management Code.
http://www.membrain.com/blog/how-were-getting-sales-management-wrong-an-interview-with-jason-jordan

Top 15 Keys to Shortening Sales Cycles

My local Sports Radio station was discussing the age-old issue about the need to shorten baseball games. This time they want to get it done in 2015, so one might ask, "What's different this time?"
http://www.membrain.com/blog/top-15-keys-to-shortening-sales-cycles

What is sales enablement, and why should you care?

It’s one of the buzziest buzzwords in the industry right now: Sales Enablement. Everyone knows you need it. Top performing organizations have it. Nearly everyone has invested in it at some point.
http://www.membrain.com/blog/what-is-sales-enablement-and-why-should-you-care

Bigger Sales Pipelines - The Dangerous Truth

I usually get notified when new sales studies are published and I'm asked to link to those reports from my Blog.
http://www.membrain.com/blog/bigger-sales-pipelines-the-dangerous-truth

What happens when you talk to customers when they're not buying

An interview with Dave Stein:
http://www.membrain.com/blog/what-happens-when-you-talk-to-customers-when-they-are-not-buying

When Buyer and Seller Act as Partners, They are Building a Bridge to Profitability

I think (hope) we all accept that sales success today demands a radical shift from the “peddler” mentality of merely demonstrating products and expanding on their features. It requires treating the customer as a participant. More often than not, a “flashy” sales presentation alone alienates rather than persuades.
http://www.membrain.com/blog/when-buyer-and-seller-act-as-partners-they-are-building-a-bridge-to-profitability

Six truths about agile sales that your organization needs to understand

Last week, I talked about implementing lean process in sales organizations. This week, I want to look at a concept that is often confused for lean selling, but that is actually very different and equally important: Agile selling.
http://www.membrain.com/blog/six-truths-about-agile-sales-that-your-organization-needs-to-understand

Five Reasons Your Sales Team May Not Be Hitting Quota

We’re half-way through the year and sales managers are either smiling or singing the blues when looking at sales numbers. If you’re team isn’t hitting quota, it’s time to apply the EQ skill of delayed gratification and look for the root cause for missed sales goals.
http://www.membrain.com/blog/five-reasons-your-sales-team-may-not-be-hitting-quota