How to design a sales process that helps build trust

There’s no question that trust is critically important in sales. Without trust, sales falter. But have you ever given thought to what, exactly, “trust” is?
https://www.membrain.com/blog/how-to-design-a-sales-process-that-helps-build-trust

Drilling into the need beyond the need

Theodore Levitt was the first to introduce us to the idea that “people don't want to buy a quarter-inch drill, they want a quarter-inch hole” - and this observation has surely now become one of today’s most relevant and widely quoted sales aphorisms.
https://www.membrain.com/blog/drilling-into-the-need-beyond-the-need

Why your best performers make terrible managers

Sales coaching is an important key to improving sales performance. The coach is the salesperson’s most important connection inside the organization, and the coach’s success or failure impacts the success and failure of the entire team.
https://www.membrain.com/blog/why-your-best-performers-make-terrible-managers

What Is The Role Of Sales Enablement?

This post may seem like I’m bashing the sales enablement function and sales enablement professionals. Taken in its most broad context, it’s a critical function. Sales enablement professionals have a tough and important job. Many of the most important initiatives focused on improving sales performance come through sales enablement.
https://www.membrain.com/blog/what-is-the-role-of-sales-enablement

How to harness the power of anecdotal fallacy in sales

Cognitive biases of all sorts have a profound impact on the way buyers make buying decisions and on how selling organizations function. A few months ago, we launched this series to help sellers and sales leaders navigate the world of cognitive bias, combatting it where necessary and harnessing it where possible.
https://www.membrain.com/blog/how-to-harness-the-power-of-anecdotal-fallacy-in-sales

Is your prime contact a budget maker, a budget shaper or a budget taker?

Most sales methodologies stress the importance of identifying whether a budget exists, and a naïve interpretation of the BANT qualification framework [Budget, Authority, Need, Timeframe] might imply that unless a current and adequate budget exists, it’s not worth trying to sell the prospect anything.
https://www.membrain.com/blog/is-your-prime-contact-a-budget-maker-a-budget-shaper-or-a-budget-taker

Here's what you really think about Millennials

When it comes to Millennials in the sales workforce, you have opinions, and you’re not afraid to state them.
https://www.membrain.com/blog/heres-what-you-really-think-about-millennials

Coach People. Manage Objects.

In meetings with a group of sales managers, it became apparent that there is a trend in terms of sales manager effectiveness. It is so common that the sales manager used to be a good sales rep, that it is typically easiest for them to tell the salespeople what to do, how to do it and when to do it...
https://www.membrain.com/blog/coach-people-manage-objects

How to improve sales with better call coaching

Better coaching is a critical multiplier toward better sales performance. Among the many specific capabilities managers need, is sales call coaching.
https://www.membrain.com/blog/how-to-improve-sales-with-better-call-coaching