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  • Good to great sales teams 25 Ottobre 2020
    Jim Collins’ bestselling book, “Good to Great” has been a roadmap followed by many companies striving for greatness. It’s also a nice reminder about not settling for just “good.” I’ve been re-reading it lately, as I sometimes do, and couldn’t help thinking about the many parallels between the book’s central research and a sales organization.
  • How to pluck the best salespeople directly from the tree 21 Ottobre 2020
    Wouldn’t it be great if you could simply stretch out your hand and have the world’s highest performing salesperson appear before you by magic, eager to join your team?
  • Is prospecting really the toughest thing in sales? 18 Ottobre 2020
    Was just reading yet another post with “market data” declaring prospecting the most difficult aspect of sales. Thousands of blog posts about both the difficulty and importance of prospecting have been published in the past 5-7 years.
  • Membrain's award-winning CRM is now free - here's how to get it 14 Ottobre 2020
    As of October 2020, Membrain is operating under a brand new pricing model that makes our CRM free with the purchase of any one of our award-winning workflow modules.
  • The eight prospecting paradoxes that cause selling schizophrenia 11 Ottobre 2020
    As sales teams rapidly reinvent themselves, their skills, activities and the way they sell, the real transformation needed to achieve your goals starts with not just changing, but expanding your thinking. There’s always more than one perception.
  • How to get closer to your clients during downtimes 7 Ottobre 2020
    Economic downturns are almost nobody’s favorite time. For sales teams, they can signal lower incomes, more worry, and harder work that yields smaller returns.
  • Today’s 3 frontline sales management priorities 4 Ottobre 2020
    Frontline sales managers - the people from whom individual members of the sales organisation take their day-to-day direction - have always played an absolutely pivotal role in the success of every sales organisation.
  • How to sell more with the trust, align, grow framework 30 Settembre 2020
    Early in my selling career, I realized that there was a fundamental problem with the way most sellers approach the work of growing business within established accounts. I talked a little about this last week in my piece about outside-in account growth.
  • The coaching conversation managers must have to ensure salespeople achieve their goals 27 Settembre 2020
    Sales quotas are set, but is there alignment, buy-in, commitment and a bulletproof strategy to achieve them? Are you certain your sales team has the skills, messaging, fearless attitude, self-accountability, time management strategy, and structure to thrive? An are they excited about what they can achieve this year?
  • How to turn account planning outside-in to grow faster 23 Settembre 2020
    Account planning is a critical element of complex b2b sales. Traditionally, this process begins with an assessment of where the sales team might win “more wallet share” or how many additional products they might be able to sell into each account.

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