Tired of wondering where your next lead will come from? What if you had a reliable, and predictable, source of new potential customers coming into your sales funnel each month? This is Predictable Prospecting and here I'll show you how some of the best sales leaders in the industry are creating consistent, and measurable procedures to bring in fresh, qualified leads to their sales funnels each and every month.
http://predictableprospecting.libsyn.com/podcast
Episode 83: How to Drive Winning Behaviors - George Bronten
George Bronten the founder and CEO of Membrain is here today to talk about sales effectiveness and how to drive winning behaviors. Membrain is a sales effectiveness platform that helps complex B2B sales. There goals are to make it easy to execute your process, enable your team, coach effectively, and optimize your strategy.
George is a lifelong entrepreneur with 20 years of experience in the software space and a passion for sales and marketing. Because of the Internet and global competition, George knew the sales process needed to evolve. It is his vision to increase sales effectiveness using modern SaaS technology.
Episode Highlights:
- After failing to build a successful sales team. George realized that he had some wrong assumptions.
- George started Membrain to create a way of working and selling that gives a strategy for sales people to use.
- Everything needs to be centered around the buyer.
- How can we differentiate when everything looks the same.
- How we sell is going to be even more important in the future.
- Having a buyer centered strategy that is centered around the buyer.
- Making sure everyone has the skillset to execute things properly.
- Then empowering everyone with the processes to be successful.
- The huge importance of management and being a better coach.
- Sales people having multiple roles and problems that arise around that.
- Focus first by starting with the clients.
- Reducing the number of mistakes made and having technical people and sales people onboard with new technology.
- Getting the right people onboard in the right stage of the process. Systemizing this process.
- The importance of milestones and points of interest in a checklist. Go down the checklist in relevance of the goal.
- Autonomy and resistance to a checklist.
- How the sales process is dynamic and needs to be flexible.
- The process is living, lean, and constantly getting adjusted. The importance of analytics.
- Start planning what area of the pipeline you can address in the first quarter.
Resources:
- Checklist Manifesto
- Membrain
- George@Membrain.com
- @georgebronten on Twitter
- George Bronten on LinkedIn