In my latest Razor’s Edge podcast, I talked with George Bronten and Robert Jones from Membrain about what it takes to be great in selling today.
Sales teams who are the most successful sell differently, not just more effectively. Largely, according to George, this is being spurred by global competition and the internet. Makes sense that salespeople need to be able to differentiate themselves from the competition. You can do that by helping your salespeople become skilled at consultative selling, which is married together with a solid sales process that is consistently followed. Avoid the common temptation to simply measure activity, because the right activities should be progressing the sales opportunity forward.
During the conversation, we talked about:
-Why sales organizations need to institute a solid on-boarding learning and development process for their people. Get beyond teaching product features and don’t assume your salespeople really know how to sell.
-Setting salespeople up for success by starting with a clear set of expectations. Don’t assume salespeople know.
-Key reasons why salespeople need to follow a process and stop killing deals by skipping important steps in that process. Did you know it can take 60% longer to lose a deal and that’s the result of not following a process consistently. Your salespeople need an actionable checklist that they can follow.
-Sales coaching and why that’s critical to ensuring that salespeople not only follow the process, but that you keep reinforcing the skills and behaviors that will help them achieve their sales objectives.
Finally, learn how the Membrain platform drives the right sales actions with a solid sales process. I’ve started to use the platform myself and love it!
Enjoy the podcast!
About George and Robert:
George Bronten is a life-long entrepreneur with 20 years in the software space and with a passion for sales and marketing, I’ve studied the success factors behind top sales organizations and designed software to help sales leaders systemize successful behaviors. Membrain is the product evolving out of these efforts – the world’s 1st Sales Improvement Software that makes it easy for you to execute your sales strategy.
Robert Jones is Membrain’s Key Account Manager and Sales Executive at Membrain, working with clients and customers alike on an international scale.