B2B selling is too complex and dynamic for a formal sales process

There’s a very good reason people say that sales is an art, not a science. Considering the ever-changing complexity of the B2B sales environment, it’s reasonable to feel that a formal “scientific” sales process would only inhibit good salespeople from doing their job flexibly and well?
http://www.membrain.com/blog/b2b-selling-is-too-complex-and-dynamic-for-a-formal-sales-process

Strategy vs. skill - a Las Vegas showdown

As veteran consultants, we have worked with practically every type of sales force, so we are rarely surprised by the clients we encounter. However, we have to admit we suspected someone was joking when we heard that a Las Vegas casino wanted us to help them with a sales force that services high-stakes gamblers.
http://www.membrain.com/blog/strategy-vs.-skill-a-las-vegas-showdown

How to use positive psychology to make your salespeople happy

It’s a topic we don’t often talk about: Salesperson happiness. It doesn’t seem very business-like to focus on a fuzzy thing like that, but we know it substantially impacts our organizations. From productivity to turnover, happiness makes our employees more resourceful. Plus, it’s just plain great to know we’re making a difference in our team’s lives.
http://www.membrain.com/blog/how-to-use-positive-psychology-to-make-your-salespeople-happy

What to include in a win loss review process (#3/3)

“We can believe that we know where the world should go. But unless we’re in touch with our customers, our model of the world can diverge from reality. There’s no substitute for innovation, of course, but innovation is no substitute for being in touch, either.” Steve Ballmer, chief executive officer Microsoft.
http://www.membrain.com/blog/what-to-include-in-a-win-loss-review-process

Why Salesforce CRM sucks for salespeople and how to fix it

Let’s be honest. CRM is a basic necessity for every sales department, but it’s really not everything it was cracked up to be, is it? If you’ve invested in Salesforce or another major brand CRM expecting it to form the backbone of a sales effectiveness engine, you were probably sadly disappointed.
http://www.membrain.com/blog/why-salesforce-crm-sucks-for-salespeople-and-how-to-fix-it

How to set up a win loss review process (#2/3)

“The successful man is the one who finds out what is the matter with his business before his competitors do” said Harvey Firestone, one of the founding fathers of modern American business.
http://www.membrain.com/blog/how-to-set-up-a-win-loss-review-process

How to set up a win loss review process

“The successful man is the one who finds out what is the matter with his business before his competitors do” said Harvey Firestone, one of the founding fathers of modern American business.
http://www.membrain.com/blog/how-to-set-up-a-win-loss-review-process

What neuroscience tells us about winning at sales: An interview with David Hoffeld

In the sales industry, we talk a lot about best practices and how to apply them inside our organizations. But what if applying best practices isn’t actually the best way to improve sales performance?
http://www.membrain.com/blog/what-neuroscience-tells-us-about-winning-at-sales-an-interview-with-david-hoffeld

Don’t Talk Yourself Out Of It

People have an amazing ability to convince themselves of almost anything. This is great when they are facing a challenge and they reach inside and not only conceive a means of addressing the challenge, but taking extraordinary action and successfully hitting it head on and overcoming it. Of course the opposite is also true and more common, when people see a challenge, a big challenge in their eyes; so big and seemingly overwhelming, that when they look inside, all they find is the rational for giving up and a list of “why nots”.
http://www.membrain.com/blog/dont-talk-yourself-out-of-it