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  • How To compete in a New Environment 24 Aprile 2019
    GLC Minerals is a 5th-generation family-owned company selling a product literally as old as the earth: Pure calcium carbonate. Operating in business as old-school as mined and processed minerals, and with a 75-year track record of profitability, it would have been easy for the company’s leadership to rest on its laurels and continue business as […]
  • Critical to B2B sales success - stakeholder assessments 21 Aprile 2019
    One of the most common reasons why apparently promising B2B sales opportunities get derailed - often at a late stage in our sales cycle - is that we have failed to identify all the key stakeholders or to understand how to get them all to support our approach.
  • You Need More Than Technology to Solve Your Sales Problems 17 Aprile 2019
    If you’re like me, you’re bombarded with advertisements for sales enablement technologies that claim they’ll increase your revenue, improve profits, make your life easier, and probably butter your toast as well.
  • Sales Framework: A Leadership Investment For Growth 14 Aprile 2019
    Over the years of developing and executing roughly one hundred different sales and business development organizations, I’ve noticed definite success and failure patterns.
  • How much are you spending on lost sales talent? 10 Aprile 2019
    Sales employee turnover has reached crisis proportions and threatens to get worse before it gets better. According to Forbes, employee turnover in sales averages above 20%, and rises to 34% or higher if you include both voluntary and involuntary turnover.
  • CEOs Would Be PISSED OFF If They Knew This Secret! 7 Aprile 2019
    I spend a lot of time with CEOs, boards, and top executives. Inevitably, profitable growth is a key issue, universal to almost all.
  • How to make win/loss analysis more useful 3 Aprile 2019
    Win/loss analysis should be a critical tool for improving sales force effectiveness, yet many organizations only analyze some of their wins and losses, and the focus is often more on the losses than the wins.
  • Data Reveals the Second Biggest Obstacle to Closing More Sales 31 Marzo 2019
    Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more.
  • Who should head up enablement? 27 Marzo 2019
    When they were little, my kids were great salespeople. If they wanted something and they knew it was going to be a hard sell, they’d establish rapport by doing something nice for us, look for an angle on how their desired decision would benefit us, and carefully select the right “decision maker” (mom or dad?) […]
  • ad-hoc projects: another nail in the coffin of BANT 24 Marzo 2019
    It surprises and shocks me how many sales organisations still regard BANT as a practical way of qualifying sales opportunities. For those who are unfamiliar with the term, it dates back to the steam-driven days prior to the emergence of the Internet, SaaS and modern buying behaviours and stands for Budget, Authority, Need and Timeframe.

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