Guiding Our Customers On The Wrong Buying Journey

I have to start this post with a story. I’m an obsessed reader. At least once a week, I have to sign into Amazon to feed my reading habit. On logging in, I’m immediately fed suggestions of books I should buy...
https://www.membrain.com/blog/guiding-our-customers-on-the-wrong-buying-journey

5 reasons you should dump your old CRM

More and more organizations are coming to terms with the fact that traditional CRM has simply not lived up to its promises. Touted as a powerful sales performance tool, in many organizations it has turned out to be an unwieldy tracking and reporting tool, a glorified Rolodex that salespeople resent while sales managers wrangle to get them to use it at all.
https://www.membrain.com/blog/5-reasons-you-should-dump-your-old-crm

Is bad sales logic destroying your profit?

There is an epidemic in the sales industry, and it’s destroying profits. Year after year, sales effectiveness continues to decline, and while the causes are many and complex, there is one big problem that is causing way more trouble than it should.
https://www.membrain.com/blog/is-bad-sales-logic-destroying-your-profit

Revisiting the Buyers Journey

I can still remember the powerful inspiration I gained from my first reading of Hugh Macfarlane’s “The Leaky Funnel” – the 2003 book that first drew the B2B sales and marketing community’s attention to the concept of the buyer’s journey.
https://www.membrain.com/blog/revisiting-the-buyers-journey

Top 4 Reasons Why Salespeople Suck at Consultative Selling

Yesterday, a sales manager I was coaching asked me to explain the difference between a great question and a tough question. I gave him the one-minute version but this article has the expanded version of that answer.
https://www.membrain.com/blog/top-4-reasons-why-salespeople-suck-at-consultative-selling

3 ways your salespeople are multiplying by zero

Grab a ten-year-old and they can remind you of this important math concept: Any number multiplied by zero, is zero.
https://www.membrain.com/blog/3-ways-your-salespeople-are-multiplying-by-zero

Sales Effectiveness: Focus On The Individual Or The Organizational Performance?

The other day, Matt Dixon and I were having a discussion, trying to solve all the problems of sales. As is often, the case in these discussions, we started reflecting on a lot of broad and, possibly, esoteric issues.
https://www.membrain.com/blog/sales-effectiveness-focus-on-the-individual-or-the-organizational-performance

This cognitive bias is making you cocky… and undermining your sales

Over the past several months, we’ve been exploring the impact of cognitive bias on the sales organization, and how to both harness its power and overcome its negative impacts. This week, we’re looking at a cognitive bias that makes you, and your sales teams, cocky… even if you think it doesn’t.
https://www.membrain.com/blog/this-cognitive-bias-is-making-you-cocky-and-undermining-your-sales

9 Reasons Why Salespeople Lack the Urgency Necessary to Succeed

I was in the right-hand lane of very slow moving traffic because of a lane closure ahead, marked by orange cones. I was along side the cones in the lane where traffic was merging left. All of a sudden, a police siren and flashing lights were upon me but I had nowhere to go.
https://www.membrain.com/blog/9-reasons-why-salespeople-lack-the-urgency-necessary-to-succeed