Why Salesforce CRM sucks for salespeople and how to fix it

Let’s be honest. CRM is a basic necessity for every sales department, but it’s really not everything it was cracked up to be, is it? If you’ve invested in Salesforce or another major brand CRM expecting it to form the backbone of a sales effectiveness engine, you were probably sadly disappointed.
http://www.membrain.com/blog/why-salesforce-crm-sucks-for-salespeople-and-how-to-fix-it

How to set up a win loss review process (#2/3)

“The successful man is the one who finds out what is the matter with his business before his competitors do” said Harvey Firestone, one of the founding fathers of modern American business.
http://www.membrain.com/blog/how-to-set-up-a-win-loss-review-process

How to set up a win loss review process

“The successful man is the one who finds out what is the matter with his business before his competitors do” said Harvey Firestone, one of the founding fathers of modern American business.
http://www.membrain.com/blog/how-to-set-up-a-win-loss-review-process

What neuroscience tells us about winning at sales: An interview with David Hoffeld

In the sales industry, we talk a lot about best practices and how to apply them inside our organizations. But what if applying best practices isn’t actually the best way to improve sales performance?
http://www.membrain.com/blog/what-neuroscience-tells-us-about-winning-at-sales-an-interview-with-david-hoffeld

Don’t Talk Yourself Out Of It

People have an amazing ability to convince themselves of almost anything. This is great when they are facing a challenge and they reach inside and not only conceive a means of addressing the challenge, but taking extraordinary action and successfully hitting it head on and overcoming it. Of course the opposite is also true and more common, when people see a challenge, a big challenge in their eyes; so big and seemingly overwhelming, that when they look inside, all they find is the rational for giving up and a list of “why nots”.
http://www.membrain.com/blog/dont-talk-yourself-out-of-it

Three bad things that happened to you in 2016 and how to make 2017 better

If you’re like most sales organizations, 2016 is unlikely to go down in history as a banner year for you. We’ve seen declining effectiveness across the board for nine years running, and there have been no major shake-ups to reverse that trend.
http://www.membrain.com/blog/three-bad-things-that-happened-to-you-in-2016-and-how-to-make-2017-better

What Makes a Great Sales Coach?

For managers, developing others' abilities is indeed critical - it's the emotional competence most frequently found among those at the top of their game. This is a person-to-person art and the effectiveness of counseling hinges on empathy, as well as the ability to focus on our own feelings and share them.
http://www.membrain.com/blog/what-makes-a-great-sales-coach