Sales CRM or Sales Improvement Software?
Everyone needs a CRM, right? But what is it? And for whom was it really designed? Storing information about customers in a central database was a break-through decades ago, but [...]
The Wild West or 2016: 5 Ways to Figure Out if your Sales Team is Behind the Curve
As I engage with sales organizations around the globe, I’m sometimes surprised how respectable companies lack a modern sales infrastructure and accept old (bad) habits, causing yearly losses in the [...]
7 kenmerken van ineffectieve sales
Sales professionals die het meest van hun eigen kunnen zijn overtuigd laten een van onderstaande kernmerken nog wel eens zien. Het zijn schadelijke gewoonten die mensen tegenhoudt om succesvol te [...]
3 Sales fundamenten
In the world of more complex b2b sales, where an investment in your product or service will actually require changes in the organization – I would argue that the fundamentals [...]
6 ways to improve your win rates
If you're facing increased competition, multiple stakeholders in each buying decision, longer sales cycles and rising sales costs, you are not alone. Many sales organizations need to revise both their [...]
How to ramp up your sales faster
When speaking to sales leaders and CEOs, I often hear complaints about how long it takes to hire sales people and get them to generate positive cash flow for the [...]
Why CRM is not enough
Yes, CRM systems have evolved. Now they are drawing on sales staff emails, calendars and databases to offer tips on how to best interact with specific customers. They’re trying to [...]
The story behind Membrain
This is the story behind Membrain. I started my first company when I was 21 and quickly realized that it didn’t matter if I had the best solution in the world. [...]
The Ladder of Sales Competence
In psychology there’s a model called “the four stages of competence” that explains how people move through different stages when learning new competencies. I find this model interesting to have [...]