Should We Develop or Replace Sellers?

I’m sure we’ve all heard the Aesop Fable about the goose and the golden egg, yes?
http://www.membrain.com/blog/should-we-develop-or-replace-sellers

2016 count-down: our top ten most-read articles

We’re still waiting on year-end statistics from the analytics companies
http://www.membrain.com/blog/2016-top-ten-most-read-sales-articles

What is your sales organisation going to do differently in 2017?

If you’re like most sales teams, 2016 was probably a blend of high spots and low spots. A subset of your sales people (often the same ones as last year) achieved their sales targets well before the end of the year. Another group got there or thereabouts, and a further group struggled.
http://www.membrain.com/blog/what-is-your-sales-organisation-going-to-do-differently-in-2017

Mind the sales gap - seven compelling reasons you need to know where yours are

In the past year, I’ve seen more and more organizations get on board with developing quality systems that genuinely support sales performance. We’ve helped organizations develop the processes and systematize behaviors that have yielded 50-80% improvements in quota attainment, increased the size of deals, and decreased waste.
http://www.membrain.com/blog/mind-the-sales-gap-seven-compelling-reasons-you-need-to-know-where-yours-are

Account Based Everything

I’m somewhat amazed, but pleasantly so, about the sudden discovery of “Account Based Selling,” or as some
http://www.membrain.com/blog/account-based-everything-by-dave-brock

B2B selling is too complex and dynamic for a formal sales process

There’s a very good reason people say that sales is an art, not a science. Considering the ever-changing complexity of the B2B sales environment, it’s reasonable to feel that a formal “scientific” sales process would only inhibit good salespeople from doing their job flexibly and well?
http://www.membrain.com/blog/b2b-selling-is-too-complex-and-dynamic-for-a-formal-sales-process

Strategy vs. skill - a Las Vegas showdown

As veteran consultants, we have worked with practically every type of sales force, so we are rarely surprised by the clients we encounter. However, we have to admit we suspected someone was joking when we heard that a Las Vegas casino wanted us to help them with a sales force that services high-stakes gamblers.
http://www.membrain.com/blog/strategy-vs.-skill-a-las-vegas-showdown