Dal sito di Membrain contenuti di valore per i Professionisti della Vendita.

RSS Dal Blog Membrain

  • How to outrun the coming avalanche in the sales training landscape 21 Agosto 2019
    I love to ski. It’s one of my top “flow” activities, and I especially love the alps, which has some of the best ski slopes in the world. But as any skier knows, it’s a sport with some very specific risks. One of the most dangerous things that can happen, is to get caught in […]
  • How likely is your customer to take action? 18 Agosto 2019
    One of the most significant mistakes any sales person can make is to assume that their prospective customer is inevitably going to buy something, and that the only remaining questions are what, when, and who from.
  • Hormones drive buyer behavior and you need to know what to do about it 14 Agosto 2019
    Everybody knows teenagers make bad decisions because their hormones are messed up. But surely once we reach adulthood and start making business decisions, we’re long past that, right?
  • How to Ask for Referrals: A Comprehensive Guide 11 Agosto 2019
    This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years.
  • Here are 5 reasons your sales process will fail 7 Agosto 2019
    Sales process often fails. You may be surprised to hear me say that. You know I preach process, process, process every day on my blog and in person. But the reality is that process alone won’t save your organization, and it could actually be hurting you.
  • How to Know if You Are You Really Selling Consultatively 4 Agosto 2019
    Most of the CEOs and sales leaders I speak with agree that their sales organizations need to be more effective at taking a consultative approach to selling. They insist that they talk about it often and that their salespeople are doing OK with a consultative approach.
  • Why you need to kick your addiction to data 31 Luglio 2019
    Millennials are killing everything. At least, that’s the message in the media right now–they’re killing the mortgage industry, they’re killing diamonds and golf, and they’re even killing napkins.
  • What Makes The Perfect Leader? – Do You Report To One? 28 Luglio 2019
    Let me begin today’s post by saying that in my opinion, the perfect leader has yet to be born – and I have studied most of the significant leaders in history.
  • Why you should stop cooperating with your buyers 24 Luglio 2019
    “Cooperation is not good enough,” says Tim Ohai, Global Lead, Sales Process & Methodology at Workday. In this guest post on Keenan’s blog, he makes a case for sales professionals to avoid cooperation and claims it’s killing your sales effectiveness.
  • What a Window Washing Company Can Teach You About Complex B2B Sales 21 Luglio 2019
    Up until the other day, any possible connection between window washing and complex B2B sales would have never entered my mind. That is, not until we were getting our windows cleaned. (When you live in NYC, you definitely don’t want to do this yourself.)

Il Commerciale - The Salesman ®  | CopyrightPrivacy e cookie policy

Log in with your credentials

Forgot your details?