A CEO's Guide to the Differences in Sales Leadership Roles

I was reviewing a sales leadership evaluation with my client, a CEO, who was a bit confused over how this was different from a sales management evaluation. He wondered, "Aren't sales managers and sales leaders the same?"
https://www.membrain.com/blog/a-ceos-guide-to-the-differences-in-sales-leadership-roles

What is Sales Force Automation (SFA), and why should you care?

Nearly every industry in the world is looking for ways to automate processes, and the sales industry is no exception. The word Sales Force Automation (SFA) sounds promising in that it promises a reduction in costs and efficiency improvements. However, sales force automation is not (yet?) everything it is hyped to be.
https://www.membrain.com/blog/what-is-sales-force-automation-sfa-and-why-should-you-care

Rethinking The Role Of The SDR (Sales Development Representative)

Recently, I’ve been on a bit of a rampage, rethinking how we identify and pursue opportunities. In this post, I’m trying to look at how we deploy people to actually find these opportunities.
https://www.membrain.com/blog/rethinking-the-role-of-the-sales-development-representative

CEOs: Why are you ignoring the cost of failing new sales hires?

Everybody in sales leadership knows that a bad hiring decision, or failed on-boarding, is a costly mistake. So why is turnover still so high in the sales industry? Maybe leaders feel like they can’t fix it, so why bother trying. Or they feel like they have more pressing concerns.
https://www.membrain.com/blog/ceo-why-are-you-ignoring-the-cost-of-failing-new-sales-hires

Coaching Your Sales Teams Like a Pro

It’s pretty near impossible to find a negative opinion about the effectiveness of sales coaching on the top line performance of a company.
https://www.membrain.com/blog/should-we-develop-or-replace-sellers-0

Here’s why you need to understand confirmation bias in sales

It’s no secret that human beings do not always make perfectly logical decisions. As much as we may try, our emotions frequently get in the way. To make matters worse, our brains can get in the way, too. We are quite literally wired to take “shortcuts” in thinking, called “heuristics.”
https://www.membrain.com/blog/confirmation-bias-in-sales

Would you prefer your sales people to be heroes or pragmatists?

What I have to say probably won’t go down particularly well with a sector of the sales improvement community whose primary purpose seems to be to convert every sales person into a superhuman hero capable of leaping customer objections in a single bound.
https://www.membrain.com/blog/would-you-prefer-your-sales-people-to-be-heroes-or-pragmatists

Sorry, but AI is not going to do what you think it is

Artificial intelligence (AI) is trending in nearly every industry, ours included. AI promises to automate many routine functions, to reduce head count, and to help everyone work smarter. Salesforce released their version of “artificial intelligence,” dubbed “Einstein,” last fall, and have been touting its miraculous powers ever since.
https://www.membrain.com/blog/sorry-but-ai-is-not-going-to-do-what-you-think-it-is

4 mistakes that lead to an ineffective sales process

All too often salespeople are told that in order to achieve their sales targets they need to network and build relationships, assist potential clients with decision making, or confirm joint commitments.
https://www.membrain.com/blog/4-mistakes-that-lead-to-an-ineffective-sales-process