Cognitive bias: What it is, how it impacts sales

In his groundbreaking work, Thinking, Fast and Slow, best-selling author Daniel Kahneman made the case that thinking is actually much harder work than we often realize.
https://www.membrain.com/blog/cognitive-bias-what-it-is-how-it-impacts-sales

Never mind your prospect’s situation - what about their trajectory?

Most of today’s most popular B2B sales methodologies - including Value Selling, Challenger®, Solution Selling, Consultative Selling, SPIN® selling and many more - recommend that we always take the time to diagnose our prospect’s current pain points before we seek to propose our solution.
https://www.membrain.com/blog/never-mind-your-prospects-situation-what-about-their-trajectory

How to optimize sales effectiveness with Membrain

Many sales leaders remember when Salesforce hit the market in 1999 and created a buzz around how it was going to make sales more efficient and effective and increased pipeline visibility. Next, “sales enablement” was the hot new topic in the industry, promising to change everything for the better and optimize sales performance. Over the years, we've seen social selling, marketing automation and several others being tagged the silver bullet for sales effectiveness. Today, the growing buzzword seems to be artificial intelligence.
https://www.membrain.com/blog/how-to-optimize-sales-effectiveness-with-membrain

(Re)Defining Sales Fundamentals

When I say “sales fundamentals,” what do you think of first?Is it a sales process? Is it a CRM? Is it objection handling (or other similar skills)?
https://www.membrain.com/blog/redefining-sales-fundamentals

Are those new hires you just fired actually revenue gold?

I’ve long had a hunch that sales departments were throwing away perfectly good salespeople on a regular basis, but until recently I didn’t have the data to support my belief or to quantify how much it was costing organizations to operate that way.
https://www.membrain.com/blog/are-those-new-hires-you-just-fired-actually-revenue-gold

Sales Management is Always Responsible - or are They?

I can't think of a single scenario where we can't blame sales management for poor sales performance...
https://www.membrain.com/blog/sales-management-is-always-responsible-or-are-they

What is a complex sale?

We all talk about complex sales, but how do we define it? After asking around, I discovered that everyone has an opinion, but nobody really agrees on a definition.
https://www.membrain.com/blog/what-is-a-complex-sale

Why Inflexion-Point chose to partner with Membrain

Inflexion-Point has just announced a partnership with Membrain to incorporate our Value Selling System® methodology into their groundbreaking sales effectiveness platform for complex B2B sales.
https://www.membrain.com/blog/why-inflexion-point-chose-to-partner-with-membrain