Why A Customized Sales Process Is Like Buying Shoes

The science says that companies that add a formal, customized sales process and hold their salespeople accountable to following that sales process will increase their revenue by an average of almost 20%. More on that in a moment, but first, let’s talk shoes.
http://www.membrain.com/blog/why-a-customized-sales-process-is-like-buying-shoes

Why self-coaching may be the next big thing for sales departments

A few weeks ago, my workout trainer suggested that I start hanging from a bar five
http://www.membrain.com/blog/why-self-coaching-may-be-the-next-big-thing-for-sales-departments

10 Critical Components of any B2B Sales Playbook

If my recent experience is anything to go by, sales playbooks have overtaken sales analytics as 2017's "must do" sales performance improvement initiative. It's not hard to see why.
http://www.membrain.com/blog/10-critical-components-of-any-b2b-sales-playbook

But I already have a sales process...

According to science, you are less beautiful than you think. When you get up in the morning, comb your hair, brush your teeth, wash your face - and you take a look in that mirror, it turns out that what you see there is not what your friends and associates see. To them, you look much worse.
http://www.membrain.com/blog/but-i-already-have-a-sales-process

Should We Develop or Replace Sellers?

I’m sure we’ve all heard the Aesop Fable about the goose and the golden egg, yes?
http://www.membrain.com/blog/should-we-develop-or-replace-sellers

2016 count-down: our top ten most-read articles

We’re still waiting on year-end statistics from the analytics companies
http://www.membrain.com/blog/2016-top-ten-most-read-sales-articles

What is your sales organisation going to do differently in 2017?

If you’re like most sales teams, 2016 was probably a blend of high spots and low spots. A subset of your sales people (often the same ones as last year) achieved their sales targets well before the end of the year. Another group got there or thereabouts, and a further group struggled.
http://www.membrain.com/blog/what-is-your-sales-organisation-going-to-do-differently-in-2017

Mind the sales gap - seven compelling reasons you need to know where yours are

In the past year, I’ve seen more and more organizations get on board with developing quality systems that genuinely support sales performance. We’ve helped organizations develop the processes and systematize behaviors that have yielded 50-80% improvements in quota attainment, increased the size of deals, and decreased waste.
http://www.membrain.com/blog/mind-the-sales-gap-seven-compelling-reasons-you-need-to-know-where-yours-are

Account Based Everything

I’m somewhat amazed, but pleasantly so, about the sudden discovery of “Account Based Selling,” or as some
http://www.membrain.com/blog/account-based-everything-by-dave-brock