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  • Here are the 10 most popular Membrain blog posts of 2020 13 Gennaio 2021
    I have heard the word “unprecedented” more times in 2020 than I hope to ever hear again in my lifetime. Judging from which of Membrain’s blog posts you read and enjoyed most, I’m guessing I’m not alone.
  • A New Year Resolution: eliminating wasteful sales behaviours 10 Gennaio 2021
    This is the time of year when most of us would benefit from some quiet reflection on what we’ve learned during 2020, and how we intend to apply that learning in the New Year.
  • Top 5 sales habits to start in the New Year 6 Gennaio 2021
    Research shows that most New Year resolutions are abandoned within the first three months. In fact, if you made a resolution and have stuck to it firmly after even just a few days, you’re already ahead of a large portion of resolvers.
  • Sales Role Specialization 3 Gennaio 2021
    A couple of people I deeply respect have written outstanding pieces arguing that we have take sales role specialization too far. Amy Volas wrote, “Is Sales Over-segmented,” Bob Apollo wrote, “Has role specialisation in B2B selling gone too far?” (There Bob goes with his “English” spelling.) Both articles are outstanding.
  • Here's why I’m excited to greet the New Year 30 Dicembre 2020
    There’s no question 2020 has been a year for the history books, and not necessarily in a good way. The impact of the pandemic + political uncertainty and upheaval has taken its toll.
  • 10 questions that build trust and make people coachable, accountable, and engaged 27 Dicembre 2020
    Ever wonder why people are resistant to coaching? Do you feel like people are telling you what they think you want to hear? The fact is, your people are scared of you; and coaching. If you want a team of coachable sales champions, here are ten critical questions every manager needs to ask to ensure […]
  • How to maximize selling in a virtual environment 23 Dicembre 2020
    If there’s one thing the pandemic has taught us, it’s that almost anything can be done remotely if it has to be. But is complex b2b sales an outlier? Can you really do everything in a virtual selling environment that you can in-person? And can you do it well?
  • Your Customers Aren’t Buying Your Product, So Why Do You Keep Selling It? 20 Dicembre 2020
    I’ve been sitting in a lot of deal reviews recently. The clients are in varied businesses, ranging from software technologies, medical devices, capital equipment, electronic components, financial services, and so forth.
  • How to improve sales with the right type of empathy 16 Dicembre 2020
    Empathy gets a lot of lip service in sales circles. We talk about how to transform sales with empathy. The importance of empathy in coaching. Whether some people have a sales advantage due to natural empathetic abilities. And the role of empathy in AI’s ability (or inability) to support or even replace salespeople.
  • Critical to B2B sales success - stakeholder assessments 13 Dicembre 2020
    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.

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