Podcasts about membrain

  Hey there, Sales Leaders and Professionals! Imagine a surprising twist in the world of sales culture that could skyrocket your team's performance. It's something unexpected, something that will make you rethink everything you know about building a winning sales culture. Stay tuned to find out what it is and how it can revolutionize your team's success. Ready to take your sales game to the next level? Let's dive in! Cultivating a sales culture Cultivating a strong sales culture is essential for fostering teamwork, accountability, and continuous improvement within sales teams. It involves creating a supportive environment where team members are empowered to collaborate, learn from each other, and strive for excellence. A positive sales culture boosts morale, increases motivation, and ultimately leads to enhanced performance and success. This is Paul Fuller's story: In this episode of The Modern Selling Podcast, Mario Martinez Jr. sits down with Paul Fuller, the Chief Revenue Officer of Membrain, a B2B growth platform. Paul brings over two decades of sales experience to the table, making him an expert in driving sales culture through character, competence, and technology. He emphasizes the significance of continuous training, individual accountability, and celebrating wins while coaching privately for improvements, laying the foundation for a positive sales culture. Throughout the episode, Paul shares valuable insights on providing constructive criticism in sales, the challenges of implementing sales technology, and the importance of proper training and enablement. With his deep understanding of the multi-faceted nature of sales and the impact of technology on driving sales culture, Paul offers practical advice to enhance team collaboration, accountability, and sales excellence. This engaging conversation is a must-listen for sales leaders and professionals looking to elevate their team's performance and build a strong sales culture. Paul Fuller found his calling in sales through a journey filled with diverse experiences. His career, which includes founding a sales-as-a-service company and transitioning to his current role, reflects his unwavering dedication to the industry. Paul's view of sales as a blend of leadership, service, and wayfinding sheds light on the profound insights he has gained over the years. His story is not just about professional growth, but a testament to how a shift in mindset can turn disdain for a profession into a deep-rooted passion. Paul's narrative resonates with the challenges and triumphs many professionals encounter, making his journey an inspiration for those seeking fulfillment and purpose in their careers. I think the biggest thing that we can help them do is be good at their job and be held accountable to doing it well. - Paul Fuller Our special guest is Paul Fuller Paul Fuller, the Chief Revenue Officer of Membrain, is a seasoned sales professional with over 22 years of industry experience. With a track record of leading a sales-as-a-service company and now steering Membrane's B2B growth, Paul brings a wealth of expertise to the table. His unique journey from initial skepticism about sales to recognizing its potential to transform lives gives him a distinct outlook on building a sales culture within teams. Paul's insights into leadership, service, and wayfinding in sales offer a refreshing and valuable perspective for sales leaders and professionals seeking to enhance team performance and foster a collaborative and accountable sales culture. In this episode, you will be able to: Mastering LinkedIn messaging will revolutionize your sales outreach. Weekly sales reports can uncover hidden opportunities and boost team performance. Cultivating a sales culture within your team is key to achieving sales excellence. Choosing the right sales technology can supercharge your team's productivity. Effective B2B sales coaching strategies can transform your team's performance.   The key moments in this episode are: 00:00:00 - Importance of LinkedIn messaging and leadership in sales 00:01:56 - Introduction to Membrain and Paul Fuller 00:03:13 - Membrain's B2B growth platform 00:07:43 - Personal definition of sales and its impact on people 00:11:20 - Delicate communication in addressing areas of improvement 00:13:47 - Building a Strong Sales Culture Based on Character and Competence 00:16:31 - Accountability and Approach in Sales Leadership 00:21:03 - Creating a Systematic Sales Culture 00:23:15 - Equipping Sales Teams with the Right Technology 00:27:55 - The Pitfalls of Misguided Enablement 00:42:35 - Challenges in Training 00:43:20 - Resistance to Change 00:44:50 - Impact of Membrain 00:49:13 - Connecting with Paul 00:50:52 - All-Time Favorite Movie Timestamped summary of this episode: 00:00:00 - Importance of LinkedIn messaging and leadership in sales The conversation starts with a discussion about the missed opportunity to reply on LinkedIn messaging and then delves into the importance of leadership in sales and the need for delicate communication in addressing areas of improvement. 00:01:56 - Introduction to Membrain and Paul Fuller Mario introduces Paul Fuller, the Chief Revenue Officer of Membrain, and they discuss Paul's background in sales and his role at Membrain. 00:03:13 - Membrain's B2B growth platform Paul explains that Membrain offers a B2B growth platform that includes a CRM and is designed to help sales experts and their customers define and execute their sales processes and methodologies. 00:07:43 - Personal definition of sales and its impact on people Paul shares his personal definition of sales as leadership, service, and wayfinding, emphasizing the impact of sales on changing people's lives beyond just financial gain. 00:11:20 - Delicate communication in addressing areas of improvement The conversation explores the challenge of providing constructive criticism in sales and the importance of building respect and trust to effectively communicate areas of improvement to sales professionals. 00:13:47 - Building a Strong Sales Culture Based on Character and Competence Paul emphasizes the importance of character and competence in building a strong sales culture. He stresses the need for true intentions and a heart of servitude in sales interactions. 00:16:31 - Accountability and Approach in Sales Leadership The discussion shifts to the approach and accountability in sales leadership. Paul talks about the importance of holding individuals accountable for their actions and celebrating wins while providing private coaching for improvement. 00:21:03 - Creating a Systematic Sales Culture Paul discusses the significance of creating a systematic approach to building a sales culture. He emphasizes the need for continual training, coaching, and the use of technology to enable sales teams to be effective in their roles. 00:23:15 - Equipping Sales Teams with the Right Technology The conversation delves into the importance of providing sales teams with the right tools and technology. Paul highlights the demoralizing effect of not arming teams with the right technology and emphasizes the need to align technology with the desired sales outcomes. 00:27:55 - The Pitfalls of Misguided Enablement The discussion covers the misconception of enabling sales teams with technology without understanding the specific job roles and desired outcomes. Paul emphasizes the need to avoid the "tech confusion gap" and align technology with the specific needs of each sales role. 00:42:35 - Challenges in Training Paul discusses the challenges he faced in training a large number of people and the lack of implementation and engagement from the trainees. 00:43:20 - Resistance to Change Paul addresses the resistance to change from the sales team, including their reluctance to use referrals and their low open rates and engagement on emails. 00:44:50 - Impact of Membrain Paul talks about the impact of Membrain on the market, including elevating the sales profession, driving excellence in the sales process, and achieving significant growth and client retention. 00:49:13 - Connecting with Paul Paul shares that the best way to connect with him is through LinkedIn and also mentions his podcast, "The Art and Science of Complex Sales." 00:50:52 - All-Time Favorite Movie In a lighthearted moment, Paul reveals that his all-time favorite movie is "The Goonies" and shares a fun memory related to it. Mastering LinkedIn messaging Mastering LinkedIn messaging is crucial for building connections and generating leads in the digital sales landscape. It involves crafting personalized messages that resonate with prospects and drive engagement. By harnessing the power of LinkedIn, sales professionals can reach a wider audience and establish meaningful relationships with potential clients. Unveiling the benefits of weekly sales reports Weekly sales reports offer valuable insights into team performance, allowing sales leaders to track progress, identify areas for improvement, and celebrate achievements. These reports provide a clear overview of key metrics, such as revenue goals, conversion rates, and pipeline growth, enabling data-driven decision-making. By analyzing weekly sales reports, teams can optimize strategies, enhance efficiency, and drive sales success. The resources mentioned in this episode are: Connect with Paul Fuller on LinkedIn by searching for Paul Fuller, Membrain or visiting LinkedIn.com/in/paulsfuller. Check out the Art and Science of Complex Sales podcast created by Membrain, available on all podcast platforms. Download FlyMSG at flymsg.io to save 20 hours or more in a month and increase productivity with a free text expander and personal writing assistant. Visit Membrain's website at membrane.com to learn more about their B2B growth platform and how it can help elevate the sales profession. Listen to the Modern Selling Podcast and give it a five-star rating and review on iTunes to support the show and help others discover valuable sales insights.

Today Andy is joined by special guests, Carole Mahoney, Founder of Unbound Growth, Paul Fuller, CRO at Membrain, and Sean Burke CRO of Prometric. To begin, the group dissects the tagline "how you sell matters" and explore the nuances of the sales process. They analyze factors that influence the selection of a vendor, the role of trust and adaptability, and the power of understanding the buyer's business.But it's not just about the process or methodology. It's about how individuals adopt and personalize these techniques for the buyer's experience. We'll explore the consequences of unrealistic goals and pressure on sales teams, as well as the impact of confidence and client satisfaction on sales performance.The roundtable challenges conventional beliefs about sales, debunking the negative stereotypes often associated with the profession, and shed light on the true meaning of sales as a collaborative exchange of value and emphasize the importance of actively listening to clients.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!

Walter Crosby and I discuss the unique challenges and processes involved in hiring and managing salespeople. Salespeople are coin-operated...and a little bit...strange. There. I said it. We get into what I always teach is a sales manager's #1 job. (And it's not to review your CRM!) And why you can't treat salespeople like everyone else in the company. We get into how to evaluate resumes, the significance of clear job descriptions, and the dynamics of sales teams. We may have some gray hair...but this interview can save your bacon! 00:00 Introduction and Background 02:55 The Unique Nature of Salespeople 05:54 Hiring Challenges in Sales 09:01 Defining the Ideal Candidate 11:57 The Importance of Job Descriptions 14:54 Evaluating Resumes and Experience 17:55 Sales Team Dynamics and Loyalty 20:48 The Hiring Process and Coaching 23:48 Long-Term Engagement and Support 26:50 Identifying the Right Clients 29:53 Conclusion and Key Takeaways 32:25 Navigating Career Transitions 34:18 The Importance of Team Dynamics 38:04 Sales Performance and Compensation Structures 41:15 Building a Healthy Sales Culture 46:14 Lessons from Sports and Coaching 55:35 Closing Thoughts and Future Connections Walter Crosby is a proud alum of the University of Michigan and holds an advanced degree from the school of hard-won wisdom. He spent the majority of his career as a salesperson who was frequently promoted into sales manager positions. He sold a variety of products with complex B2B sales cycles, including LED luminaries, commercial signage, financial services, synchronized clock systems, and commercial fire alarm systems. He's sold to K-12 educators, colleges/universities, contractors, and manufacturing and commercial/retail firms. Frustrated by the lack of training he received each time he was promoted to sales management roles, Walter sought his own training and mentors to help him grow as a leader. After training himself and surrounding himself with strong mentors, he saw a need to share his hard-earned knowledge with others to develop successful sales teams. This led to the creation of his own firm, Helix Sales Development. Here, Walter coaches, trains, and supports successful sales teams using evidence-based sales evaluation and assessment tools by the Objective Management Group and sales-enablement technology through Membrain. Walter's rocket fuel comes from coaching committed individuals to excel beyond what they thought was possible. Conservatively, his clients see a 37-43% increase in revenue after their engagement. Guest Site: https://helixsalesdevelopment.com/ Guest Facebook: https://www.facebook.com/helixsalesdevelopment/ Guest LinkedIn: https://www.linkedin.com/in/walterlcrosby/ Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. SUBSCRIBE to grow your sales. https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer Instagram -- https://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://creators.spotify.com/pod/show/fixerwes BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

Tyler Hickey went from SDR to AE in just 10 months. He packaged the EXACT systems he used to overachieve on quota so many months in a row, into a Blueprint Guide.And he's joined us to share that system with you!Listen and learn how to structure your day, key messaging tactics to stand out, and a little-known secret of lead prioritization that the top outbound reps use.You'll Learn:How high-performing outbound reps structure their dayHow to effectively prioritize your leadsKey messaging tactics to stand out with prospectsThe Speakers: Jed Mahrle and Tyler HickeyIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: Gong and Membrain

Welcome to another engaging episode of the Selling from the Heart podcast!

Sales is a fascinating blend of art and science, combining human relationships with the right technology to foster and develop connections. It requires discipline, process, motivation, and resilience. In today's dynamic sales landscape, succeeding authentically demands a delicate balance between these elements. In this conversation Paul Fuller, Chief Revenue Officer with Membrain, talks about the importance of sales being a blend of art and science and emphasizes that successful salespeople prioritize integrity and genuine relationships over aggressive tactics. Paul also highlights the critical role of mindset in sales success, stressing the need for continuous learning and personal development. Join us as we learn from Paul's insights on sales, leadership, and the profound impact of empowering others to succeed in the dynamic world of business. In this episode, you'll learn: Sales is a blend of art and science, relying on human relationships and technological tools to nurture and enhance these relationships. Technology should enhance, not replace, human interactions and sales strategies. Building servant leaders who embody discipline, integrity, and innovation is crucial to changing negative perceptions of sales. Mastering mindset is foundational for optimizing skill set and tool set effectiveness. Coaching should build mutual accountability and provide value to sales professionals. It should help others discover their "why" or purpose and stay motivated and focused on continuous improvement. Jump into the conversation: [02:22] Debunking Sales Misconceptions [05:48] Elevate the Sales Profession [09:40] How to Strategically Recruit and Develop Sales Talent [12:43] Renewing Mindset in Sales [18:53] Avoiding the "Quick Fix" Mentality in Sales Enablement [20:54] Real Intelligence vs. Artificial Intelligence [24:10] The Importance of Meaningful Connection [27:25] Mutual Accountability in Sales [29:37] What's Your Purpose? About Paul Fuller: Paul Fuller is a husband, father, and dedicated advocate for elevating the sales profession. His passion for empowering sales professionals stems from a deep belief in the impact of effective sales strategies on organizational growth. Through Membrain.com, Paul is reshaping the landscape of B2B CRM solutions by emphasizing technology, service, leadership, and strategic guidance. Membrain.com provides tools and insights that enable sales teams to thrive in today's competitive environment. Connect with the guest: Paul on LinkedIn: https://www.linkedin.com/in/psfuller/ Paul on X: https://x.com/membrain_com Membrain website: https://www.membrain.com/ The Art & Science of Complex Sales Podcast: https://open.spotify.com/show/73MtTJI3j5tsO51kr08XgK Connect with the host: Will Milano's LinkedIn: https://www.linkedin.com/in/willmilano/ Learn more about Integrity Solutions: https://www.integritysolutions.com/

Säljnörden och tillika grundaren av CRM verktyget Membrain; George Brontén gästar podden för att djupdyka i ämnet coaching. För visst är vi många som har en idé om vad coaching är och hur det bör praktiseras, men vi ställer oss sällan frågor kring vilka metodiker som finns och vad vi vill att mottagaren skall ta med sig. I veckans avsnitt dissekerar vi ämnet för att försöka hitta svar på hur vi skall agera för att ett coachande samtal skall bli så bra som möjligt - Välkomna!

This a new segment for Sales and Cigars. I talk about something important or bring a special idea to you. This week is about how a performing salesperson thinks about continuous improvement with Membrain's own Zack Bower. Share this with your sales team because you will get insight into one of the most significant problems I see in sales - a reps mindset. This will help them think about getting better, and it isn't about more training! Go grab a cocktail, a cigar, and strap in for an exciting episode of Sales and Cigars. Get your free copy of Walter Crosby's new book: https://www.the7criticalmistakes.com/the-7-critical-mistakes-optin We created a FREE 5-Day STAR Sales Hiring Challenge to teach you and your team how to hire sales rockstars. We will provide you with everything you need to install the STAR hiring process at your company and start attracting, hiring, and retaining High Performing Salespeople. You can sign up for the next FREE STAR Hiring Challenge here: https://events.helixsalesdevelopment.com/star-hiring-free-challenge-invite Connect with Walter Crosby: E-mail: walter@helixsalesdevelopment.com LinkedIn: https://www.linkedin.com/in/walterlcrosby/ Website: https://helixsalesdevelopment.com/  Calendly: https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee Connect with Zack Bower: E-mail: zack.bower@membrain.com LinkedIn: www.linkedin.com/in/hirezackbower Website: www.membrain.com Phone: 517-290-5052

I think sales is one of the most amazing professions that you can get into because you get the opportunity to give of yourself and not necessarily expect anything in return. But guess what? If you do it well, you will get rewarded. - Paul Fuller Unlocking Growth: Aligning Sales Strategy for Results If you're feeling frustrated because your sales team's efforts are not translating into the revenue growth you desire, then you are not alone! Despite implementing various sales strategies and techniques, you may be seeing little to no improvement in your bottom line, leaving you wondering what else you can do to drive growth. Perhaps, instead of the streamlined and effective sales process you envisioned, your team is facing confusion, misalignment, and missed opportunities, hindering your ability to achieve the desired results. Paul Fuller, a seasoned sales professional and leader, boasts a wealth of experience in refining sales processes and driving revenue growth. His passion for enhancing effectiveness and propelling growth makes him a trusted authority in the realm of sales. "So unless you get those words defined real well, you always get that idea of somebody's failing because you always have this idea that you can blame. Right? I can blame. The other part of the marketing is just not giving me enough MQLs." - Paul Fuller In this episode, you will be able to: Discover how Sales can be a powerful form of Leadership. Navigate the Sales Process with expert Wayfinding techniques. Avoid common Mistakes in the Wayfinding journey of sales. Uncover the impact of Applying Playbooks in Sales strategies. Embrace Adaptability to excel in the Sales Process. Navigating the Sales Process The concept of wayfinding is explored, likened to journeying through changing conditions and-charts a path to achieve sales goals. Fuller emphasizes the need for flexibility and adaptability in the face of changing global trends and circumstances. This approach, encapsulating cognizance of external variables, encourages sales professionals to be effective guides for their clients, navigating them from point A to point B. The resources mentioned in this episode are: Connect with Paul Fuller on LinkedIn to learn more about his work at Membrain and to stay updated on sales optimization tools and methodologies. Explore Membrane's sales optimization tools to enable your sales team to improve their performance and achieve their goals. Check out Kelly Starrett's book Becoming a Supple Leopard 2.0 and his YouTube channel for valuable insights on physical well-being and recovery, especially for back and hip issues. Learn more about the OODA loop and its application in decision-making and competitive environments by exploring John Boyd's work. Consider reaching out to Catalyst ACTS to discuss revenue frameworks and strategies for aligning marketing, sales, and success teams on definitions such as MQLs to drive better organizational alignment and performance.

Today Andy is joined by  our special guests, Carole Mahoney, Founder of Unbound Growth, Paul Fuller, CRO at Membrain, and Sean Burke CRO of Prometric. To begin, the group dissects the tagline "how you sell matters" and explore the nuances of the sales process. They analyze factors that influence the selection of a vendor, the role of trust and adaptability, and the power of understanding the buyer's business.But it's not just about the process or methodology. It's about how individuals adopt and personalize these techniques for the buyer's experience. We'll explore the consequences of unrealistic goals and pressure on sales teams, as well as the impact of confidence and client satisfaction on sales performance.The roundtable challenges conventional beliefs about sales, debunking the negative stereotypes often associated with the profession, and shed light on the true meaning of sales as a collaborative exchange of value and emphasize the importance of actively listening to clients.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!Thank you to our sponsors:AllegoClozdCognism

Have you ever sat down with a seasoned expert and found yourself completely engrossed in their stories and insights?  Imagine doing just that with our guest, Paul Fuller, Chief Revenue Officer at Membrain.com and host of The Art and Science of Complex Sales Podcast.  Paul candidly shares his journey from being a Red Hawk to a Wildcat and his love for the University of Arizona.   You will hear Paul share the love and gratitude he has for his wonderful wife and amazing children.We learn how Paul's love of coaching experiences has taught him the art of positivity and personal growth. We take a sentimental journey down memory lane, examining our parents' profound impact on shaping us. Paul reflected on the lessons he inherited from his father's business ethos and struggled with depression and the grace his mother exuded that helped him better understand emotions.Lastly, depression will impact many of us throughout our lives.  I was grateful for Paul's vulnerability to share about his depression, forgiveness, and the essence of being present in relationships. Paul offers a brave and honest account of his battle and how he has learned to manage it.  Paul shares a powerful story from one of his friends regarding how powerful the light of a small candle can be in your mindset.Lastly, we explore how certain words can create anxiety and stress and the necessity of finding balance.  We learned together about the power of forgiveness, reconciliation, and the impact of being genuine and present.  I hope you take time to learn more about Paul and also share this episode with a dad who could benefit from listening.Thank you, Lattitue Sitka, for your continued support!!!!Please don't forget to leave us a review wherever you consume your podcasts! Please help us get more dads to listen weekly and become the ultimate leader of their homes!

Vi sätter rekryteringen i fokus då Jonas från GraftUs kliver in i studion.Vad utgör en bra rekrytering, vilka modeller finns och hur bygger man ett bra team som alltid levererar på topp? Vi snackar också utvecklingen inom yrket och vilka incitament som driver dagens säljare? Är det bara "sudden" eller har även frihet blivit ett hett byte för den anställde? - Välkomna!Sponsorer för detta avsnitt:Membrain

Join us as Paul Fuller, CRO at Membrain, unravels the differences between a sales methodology and a sales process.   Discover how sales methodology is all about the collection of skills and conversations necessary to engage the customer and move them forward, while the process is about the order of steps that leads the customer to the best outcome.   Get a glimpse into Membrain, a unique CRM that lets you craft your tools around your sales methodology.   In our engaging conversation, we also explore the importance of balancing automation and effectiveness in the sales process.   Paul shares his insights on the value of weekly sales reports for self-reflection and improvement, and how adherence to a well-established process can foster impactful creative work.   Listen in for some top-notch sales tips, from creating pauses in your sales process to the use of scorecards and the value of preparation.   Don't miss this opportunity to elevate your sales game    EPISODE CHAPTERS ---------   (0:00:00) - Exploring Sales Methodology and Process (0:14:36) - The Balance Between Automation and Effectiveness (0:29:31) - Best Sales Tips     CHAPTERS SUMMARIES ---------   (0:00:00) - Exploring Sales Methodology and Process (15 Minutes)   Paul explains the difference between a sales methodology and a sales process. A sales methodology is the collection of skills and conversations required to engage the customer and help them move forward, while a process is the order of steps needed to help the customer get the best outcome. We also discuss Membrain, a CRM that enables users to craft their tools around a sales methodology.   (0:14:36) - The Balance Between Automation and Effectiveness (15 Minutes)   Paul shares his experience with the weekly sales report and how it can help provide self-reflection and an opportunity to improve. We explore the importance of process and methodology when it comes to sales, and how it can help drive repeatable success.  We learn about the importance of not just having our own way and how submitting to an established process can help build impactful creative work. We also discuss how those who learn the process and methodology and then innovate on it are the ones that make the most impact.   (0:29:31) - Best Sales Tips (6 Minutes)   We discuss how to create pauses in a sales process, from taking the time to write out a value statement, to using scorecards to qualify and disqualify prospects, to having pre-call planning meetings, to challenging yourself to be the best. We also share how to be thoughtful in your process, from being transparent about methodologies to being prepared for customer enquiries.    Follow Paul https://www.linkedin.com/in/psfuller/ https://www.membrain.com/     Follow me  https://linktr.ee/fredcopestake    Take the Scorecard  https://collaborativeselling.scoreapp.com/      Watch this episode on YouTube   https://youtube.com/@FredCopestake 

Today we are joined by a Sales Performance Expert, Speaker, Podcast Host, and the CEO of Helix Sales Development, Walter Crosby. He shares his riveting journey from being unexpectedly promoted to international sales director with zero experience in team management and how he successfully navigated this challenging period, growing revenue by a staggering 120% in just three years.   Walter also delves into the art of assembling an effective sales team and equipping them with the right tools for success. Learn how to craft a compelling company story that resonates with your sales team and sets your brand apart in the competitive marketplace. Tune in for a conversation jam-packed with insights for every work-at-home entrepreneur.   Walter is on a mission to help Visionary leaders build a high-performance sale organization with a consistently reliable revenue forecast to double revenue.   As CEO of Helix Sales Development, he only engages with growth-minded entrepreneurs who are frustrated with underperformance and have the desire & commitment to build a performance-based sales culture. His clients say the journey can be challenging; however, the results are transformative and produce repeatable revenue growth with margin integrity.   Walter is a proud alum of the University of Michigan and holds an advanced degree from the School of Hard-Won Wisdom.  He spent the majority of his career as a salesman who was frequently promoted to sales manager. He's sold various products with complex B2B sales cycles, including LED luminaires, commercial signage, financial services, synchronized clock systems, and commercial fire alarm systems. He's sold to K-12 educators, colleges/ universities, contractors, manufacturing, and commercial/retail firms.   Frustrated by the lack of training each time he was promoted to sales management roles, he sought training and mentors to help him grow as a leader. This led to creating his own firm, Helix, to hire, train, and influence successful sales teams. He has formed strategic relationships to augment the sales coaching services he provides. Walter is a certified partner with the Objective Management Group, an award-winning provider of evidence-based sales evaluation and assessment tools. Helix's technology partner is Membrain.   Walter's rocket fuel comes from coaching committed individuals to excel beyond what they thought was possible. Using the proven Helix Sales Hiring Process, 91% of Helix-recommended sales hires rise to the top half of the sales organization within the first year.   Those that know him best often find him reflecting over a fine cigar in his private cigar lounge. In fact, he regularly speaks about his two favorite passions as host of his podcast called Sales and Cigars. Learn more about Walter: Website: https://helixsalesdevelopment.com/   Listen to his podcast: https://helixsalesdevelopment.com/podcast/ ———— I love connecting with Work at Home RockStars! Reach out on LinkedIn, Instagram, or via email   Website

Sales and Cigars Episode 114 How To Think About Sales with Nate Tutas “NLP” Walter sits down with Nate Tutas of Membrain for another in a series of conversations on how to think about sales. Today they break down neurolinguistic programming or NLP and how it can help us understand who we are, how we operate and how we can improve our sales career. NLP can improve the way we interact with our customers and improve our ability to be more consultative in a short sales cycle. Go grab a cocktail, grab a cigar strap in for another fun episode of Sales and Cigars.   Get your copy of Walter Crosbys new Book:  “The 7 Critical Mistakes CEOs Make With Their Sales Organization That Stop The Company From Scaling” https://www.amazon.com/Critical-Mistakes-Their-Sales-Organization/dp/B0BLFYMGS6 Connect with Walter Crosby: https://www.linkedin.com/in/walterlcrosby/ https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com Connect with Nate Tutas: https://www.linkedin.com/in/nlpcoach/ https://www.membrain.com/

Sales and Cigars Episode 108 Nate Tutas “The 4 R's” Walter sits down with Nate Tutas for another special episode on how to think about sales. Nate introduces us to a framework that he uses called the four R's of decision making and it relates to business owners, sales leaders, sales managers, and salespeople. Using the four R's will help us understand how to make a decision about hiring, training of any kind, buying a piece of equipment or selecting a vendor, it's all packed into the four R's. There is a little something different about this episode and if you notice it and you put a note in the comments the first person to give a comment will get a gift, so pay attention. Grab a cigar, grab a cocktail strap in for another interesting episode of Sales and Cigars. Get your copy of Walter Crosbys new Book:  “The 7 Critical Mistakes CEOs Make With Their Sales Organization That Stop The Company From Scaling” https://www.amazon.com/Critical-Mistakes-Their-Sales-Organization/dp/B0BLFYMGS6 Connect with Walter Crosby: https://www.linkedin.com/in/walterlcrosby/ https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com Connect with Nate Tutas: https://www.linkedin.com/in/nlpcoach/ https://www.membrain.com/

What if CRM's could actually help a salesperson sell or progress through a deal? Our guest Paul Fuller, CRO of Membrain believes that a good CRM system helps the salespeopleusing it, instead of the drudgery of data entry. Mark and Paul discuss shifting the focus of sales data from being so process-driven to a focus on training, development, and repeatability.  Currently salespeople spend only 30% of their time selling…how would revenue multiply if salespeople had more time to move deals from pipeline to close?   --> Download your free Ultimate Email Prospecting Guide here!  

Link to bioRxiv paper: http://biorxiv.org/cgi/content/short/2023.04.17.537196v1?rss=1 Authors: Pavarino, E. C., Yang, E., Dhanyasi, N., Wang, M., Bidel, F., Lu, X., Yang, F., Park, C. F., BR, M., Drescher, B., Samuel, A. D. T., Hochner, B., Katz, P. S., Zhen, M., Lichtman, J. W., Meirovitch, Y. Abstract: Connectomics is fundamental in propelling our understanding of the nervous system's organization, unearthing cells and wiring diagrams reconstructed from volume electron microscopy (EM) datasets. Such reconstructions, on the one hand, have benefited from ever more precise automatic segmentation methods, which leverage sophisticated deep learning architectures and advanced machine learning algorithms. On the other hand, the field of neuroscience at large, and of image processing in particular, has manifested a need for user-friendly and open source tools which enable the community to carry out advanced analyses. In line with this second vein, here we propose mEMbrain, an interactive MATLAB-based software which wraps algorithms and functions that enable labeling and segmentation of electron microscopy datasets in a user-friendly user interface compatible with Linux and Windows. Through its integration as an API to the volume annotation and segmentation tool VAST, mEMbrain encompasses functions for ground truth generation, image preprocessing, training of deep neural networks, and on-the-fly predictions for proofreading and evaluation. The final goals of our tool are to expedite manual labeling efforts and to harness MATLAB users with an array of semi-automatic approaches for instance segmentation. We tested our tool on a variety of datasets that span different species at various scales, regions of the nervous system and developmental stages. To further expedite research in connectomics, we provide an EM resource of ground truth annotation from 4 different animals and 5 datasets, amounting to around 180 hours of expert annotations, yielding more than 1.2 GB of annotated EM images. In addition, we provide a set of 4 pre-trained networks for said datasets. All tools are available from https://lichtman.rc.fas.harvard.edu/mEMbrain/. With our software, our hope is to provide a solution for lab-based neural reconstructions which does not require coding by the user, thus paving the way to affordable connectomics. Copy rights belong to original authors. Visit the link for more info Podcast created by Paper Player, LLC

Den mest sympatiska svensken i Marbella gästar podden för att prata CPQ (vad är ens det?), barnuppfostran, trötta klyschor, livet som säljare etc.Vi reder ut vad termen står för och varför Wilma valt att gå all in i detta via sitt bolag vloxq. Självklart blir det också massa gött säljsnack tillsammans med denna stjärna där vi bland dyker ner i  digital signering, varför det är okej att misslyckas både 10 och 100 gånger samt varför det inom vår kår alltid strösslas med nya töntiga termer - Välkomna!Sponsorer för detta avsnitt:Membrain

Sales and Cigars Episode 99 George Bronten “The Membrain Connection” Walter sits down with George Bronten CEO and founder of Membrain. Helix Sales Development uses Membrain as a tool to power our clients to be successful and double their revenue in three to five years. George's talks a little bit about his background, how Membrain was created and how it keeps evolving, being upgraded and changed to move with the times. If you are a CEO, salesperson or entrepreneur this podcast is loaded with great information for you that will change your business for the better. So go grab a cocktail, grab a cigar and strap in for another episode of Sales and Cigars. Get your copy of Walter Crosbys new Book:  “The 7 Critical Mistakes CEOs Make With Their Sales Organization That Stop The Company From Scaling” https://www.amazon.com/Critical-Mistakes-Their-Sales-Organization/dp/B0BLFYMGS6   Connect with Walter Crosby: https://www.linkedin.com/in/walterlcrosby/ https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com  Connect with George Bronten: www.membrain.com george@membrain.com https://www.membrain.com/blog/what-is-sales-effectiveness-and-how-do-you-measure-it Blog Subscribe:  https://www.membrain.com/blog/author/george-bront%C3%A9n The book  https://www.amazon.com/Stop-Killing-Deals-assumptions-excellence/dp/9151941821

Sales and Cigars Episode 91 Paul Fuller “Elevating Salespeople and Management” Walter sits down for a fun discussion with the Head of Revenue for Membrain Paul Fuller. Walter and Paul discuss how Membrain can help elevate salespeople and sales management and how it can help CEO's get a reliable and accurate forecast without a lot of extra steps. Paul talks about helping CEOs understand the framework and why salespeople and sales managers love it. Looking at sales in a different way, Paul thinks of it as leading a prospect someplace and getting them where they need to go. Paul also answers the burning question. What's with the pink hat? Go grab a cocktail grab a cigar strap in for another fun episode of Sales and Cigars. Get your copy of Walter Crosbys new Book:  “The 7 Critical Mistakes CEOs Make With Their Sales Organization That Stop The Company From Scaling” https://www.amazon.com/Critical-Mistakes-Their-Sales-Organization/dp/B0BLFYMGS6 Connect with Walter Crosby: https://www.linkedin.com/in/walterlcrosby/ https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com Connect with Paul Fuller: paul.fuller@membrain.com www.membrain.com https://www.linkedin.com/in/psfuller/

Get FREE Sales Leadership Resources at go.transformedsales.com/podHighlights[00:56] - Working with hundreds of companies in 17 countries.[03:13] - Being innovative about sales processes and time management to navigate the demanding travel of being a field salesperson.[07:46] - Rising to a sales management role within 18 months of joining a company.[11:16] - Why prior sales experience is necessary before anyone takes up a sales management role.[16:35] - The mindset of an effective sales manager.[23:06] - How sales process plays into a sales manager showing up and leading in the best way.[28:52] - Avoiding the idea of being a superman sales manager.In this episode of the Transformed Sales Podcast, I had a candid chat with Nate Tutas, the Head of Partner Success at Membrain, an award-winning Sales Enablement CRM for B2B sales teams. Nate is a 15-year sales veteran who's regarded as an expert in sales, sales process, and strategy. At Membrain, Nate works with some of the top sales consultants across the globe to elevate the sales profession. His efforts focus on helping sales teams improve efficiency, increase effectiveness, and exceed sales targets through opportunity management and process execution. Having worked with 100's of companies across 17+ countries to implement CRM, sales processes, and embedded training, Nate has a unique skill set when it comes to getting the most from your technology. Tune in to our conversation as Nate shares his incredible sales journey and we talk about a lot of topics that will be very insightful for you as a sales manager and salesperson.Quotes“Sales and coaching are symbiotic in a way” - Nate Tutas“You don't necessarily need to be the top best salesperson in order to be a sales manager” - Nate Tutas“There's a certain level of selfishness that you have to have to be that top sales person and as soon as you step into that sales management role, there a dynamic that has to shift to where it's no longer about you” - Nate Tutas“The sales manager in theory should never be the one that's actually taking the credit” - Nate Tutas“There's an art and there's a science to selling, but when you follow the sales process effectively, you can better manage your deals and opportunities” - Nate TutasResources Mentioned:Leading with the Heart By Mike “Coach K” Krzyzewski - https://www.amazon.com/Leading-Heart-Successful-Strategies-Basketball/dp/0446676780Learn More About Nate Tutas in the Links Below:LinkedIn - https://www.linkedin.com/in/nlpcoach/Twitter - https://twitter.com/MindVaultLLCConnect with Wesleyne:Wesleyne's Website - https://transformedsales.com/Wesleyne on LinkedIn - https://www.linkedin.com/in/wesleynegreer/Wesleyne on Facebook - https://web.facebook.com/wesleynegreerWesleyne on Twitter - https://twitter.com/wesleynegreerEmail Her at wesleyne@transformedsales.com

Sales and Cigars Episode 87 Nate Tutas “Sales Culture” Walter sits down with Nate Tutas for another episode on how to think about sales. Today's topic is sales culture and how sales leaders, CEO's, and leadership teams can miss the mark. They come up with a vision but there's a piece of the puzzle that they just can't quite nail down and we talk about the things that you can do correct that. From the sales novice to the CEO listening to Walter and Nate breakdown sales will change the way you think about them. Grab a cocktail, grab cigar strap in another fun episode of Sales and Cigars.  Get your copy of Walter Crosbys new Book:  “The 7 Critical Mistakes CEOs Make With Their Sales Organization That Stop The Company From Scaling” https://www.amazon.com/Critical-Mistakes-Their-Sales-Organization/dp/B0BLFYMGS6 Connect with Walter Crosby: https://www.linkedin.com/in/walterlcrosby/ https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com Connect with Nate Tutas https://www.linkedin.com/in/nlpcoach/ https://www.membrain.com/    

George Bronten is the Founder and CEO of Membrain. In markets where your solution looks very similar to the competition's, how you sell is the big differentiator. George digs into the elements of how most sellers sell and the role of sales technology in making the how of selling better and not just faster. He also discusses the key metrics that sales teams should be paying more attention to, but in all likelihood, are not. The very words sellers use also matter and George defines some terms which are commonly used in sales, such as buyer's journey but are often confusing in their interpretation. HIGHLIGHT QUOTES Learn to use language strategically to build trust - George: "How will we stand out in this competitive market? When we talk to clients, I mean even down to which words we use because if you sound like every other seller and you're just self-centered and that comes through, you won't build that trust that you need to gain their business in the end. It's like the trust equation. You divide it by the level of self-interest that you convey." Measure metrics around sales effectiveness and outcomes - George: "They should be measuring the increased win rate for the client, not the adoption rate, and how many times they log onto the product. So there's a big mismatch there. I think in many companies, including ours, if we're selling win rates and sales effectiveness, why aren't we measuring increased win rates and deal sizes? Why are we looking at adoption rates? I mean, that's not really what the customer's interested in." Find out more about George in the links below: LinkedIn: https://www.linkedin.com/in/georgebronten/ Website: https://www.membrain.com/ More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Blueboard | World's leading experiential rewards & recognition platform | Blueboard.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

In this episode, we speak with George Brontén, CEO & Founder, Membrain, the Sales Enablement CRM platform focusing on driving results by emphasizing the right behavior in your sales teams.   We talk with George about the journey of going from a founder-led sales setup to a professional and scalable sales organization. - When is the right time to make this transition, what is the trigger point - Who should your first hire be, leader or individual contributor - What is key in this recruitment process - What are the do's and don'ts in this type of a transition  These are some of the questions that George addresses, tune in to learn how you also can make this transition as smooth as possible.

Mental Health is what I love!!! --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app --- Send in a voice message: https://anchor.fm/thatblacknurse/message

Justin Gordon (@justingordon212) talks with Drew Leahy, Managing Partner at Hawke Ventures (@hawkeventures), an early stage consumer and B2B marketing technology fund. He is also the Entrepreneur-in-Residence at Hawke Media. Prior to Hawke, Leahy was Chief Marketing Officer and co-founder of SnapSuits.com, a tech-forward men's fashion e-retailer with over $2M+ in revenue. Drew was also Entrepreneur-in-Residence at memBrain in Los Angeles, making investments with tech and entertainment angel investors Ken Hertz and Liz Heller.He is a data-driven, product focused entrepreneur and VC, motivated by the thousands of softwares that power brands. He has extensive experience in consumer mobile & web, b2b SaaS, social media, video, apparel, and entertainment verticals. His product mantra: Vision (big), Execution (small), Test (thorough), Revise (smart). Repeat. He obsesses over conversion rate optimization, which is part art, part science.Website: Hawke Ventures & Hawke MediaLinkedIn: linkedin.com/in/drewleahy/Twitter: @hawkeventuresEmail: drew@hawkemedia.comDrew's first podcast episode with Justin in 2019: https://www.youtube.com/watch?v=D8w_JjvSokcShow Notes: The journey from closing Hawke Ventures' first $5.6M fund to raising a $25M fund  How Drew is thinking about building out their team & how different firms approach the platform role How Hawke Ventures leverages the relationship with Hawke Media What Hawke Ventures is looking for in potential portfolio companies with their lead check fund Hawke Ventures' unique portfolio construction strategy and the value of a narrow investment thesis Evaluating companies' alignment with their thesis and what it means to hustle alongside their founders Some of the stories behind Hawke Ventures' portfolio companies and how their “tracker checks” work What makes them repeat-invest in a company How their diversity-focused Venture Scout Program came about Drew's thoughts on the current VC market More about the show:The Vitalize Podcast, a show by Vitalize Venture Capital (a seed-stage venture capital firm and pre-seed 300+ member angel community open to everyone), dives deep into the world of startup investing and the future of work.Hosted by Justin Gordon, the Director of Marketing at Vitalize Venture Capital, The Vitalize Podcast includes two main series. The Angel Investing series features interviews with a variety of angel investors and VCs around the world. The goal? To help develop the next generation of amazing investors. The Future of Work series takes a look at the founders and investors shaping the new world of work, including insights from our team here at Vitalize Venture Capital. More about us:Vitalize Venture Capital was formed in 2017 as a $16M seed-stage venture fund and now includes both a fund as well as an angel investing community investing in the future of work. Vitalize has offices in Chicago, San Francisco, and Los Angeles.The Vitalize Team:Gale - https://twitter.com/galeforceVCCaroline - https://twitter.com/carolinecasson_Justin - https://twitter.com/justingordon212Vitalize Angels, our angel investing community open to everyone:https://vitalize.vc/vitalizeangels/

George Brontén is a life-long entrepreneur, with 25 years of experience in the software space and a passion for sales and marketing. He is the Founder and CEO of Membrain.com, an award-winning SaaS company that makes it easier for companies to capture, learn and execute the behaviors needed to achieve sales excellence. George has also published his own sales book titled Stop Killing Deals: How to Avoid Deadly Assumptions and Achieve Sales Excellence (2020). Join us as we discuss his journey and explore insights into a variety of sales topics such as how to add value to clients and prospects in core sales conversations and key elements of learning as a professional salesperson. Highlights Membrain: A SAS company Discussion on the book Stop Killing Deals George's journey and profession How you sell is why you win Selling is a noble profession when done right Understanding customers really well: their best interest at heart Why are buyers doing their own research? Adding value and writing a decision memo for clients Why isn't every prospect a good prospect? Hiring lifelong learners: training, development, and standards Customizing CRM and establishing a system An authentic way of selling Complex B2B sales Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with George Brontén www.linkedin.com/in/georgebronten https://www.membrain.com/blog Book - Stop Killing Deals: How to Avoid Deadly Assumptions and Achieve Sales Excellence (2020)

To continue the How to Think About Sales series, Walter welcomes Nate Tutas for the third time. In this episode, Walter and Nate tackle topics on qualifying leads and MQLs, to put them into the sales pipeline. Tune in to know more about how these tools help create a better forecast and why discipline is an essential characteristic that a salesperson and a sales manager should embody. Highlights How to build the pipeline: the marketing qualified lead - 1:59 How many leads are closed? - 4:15 Prospecting process should have set of qualifications before entering the pipeline - 6:18 How do you qualify a prospect? Membrain vs. forecasts reliability - 8:30 Sales process automation and building qualifiers: The 8020 Rule - 14:09 Not everybody should get a proposal or quote: it should have a price - 17:26 Be a strategic advisor: figure out what the client needs - 21:14 Be disciplined on stuffing pipeline and in having a clear criteria - 25:23 Sales people are sometime talking to the wrong market - 28:22 Final thoughts on the topic - 33:12 Episode Resources Connect with Walter Crosby https://www.linkedin.com/in/walterlcrosby/ https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com Connect with Nate Tutas https://www.linkedin.com/in/nlpcoach/ https://www.membrain.com/ 

George Bronten is the founder and CEO of Membrain, the sales enablement CRM. On today's episode we dive into why It's time to put HOW YOU SELL at the core of your business. We explore what are the elements of the HOW. And the role that sales technology plays, or can play, in the making the how you sell better. Plus, we dig into some of the key metrics that sales teams should be paying more attention to. More on Andy: Connect on LinkedIn Pre-Order Andy's book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Blueboard | World's leading experiential rewards & recognition platform | Blueboard.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

Walter welcomes Nate Tutas in this first episode of a series about how to think about sales. How do you want your sales management to think about sales? Nate and Walter talk about a lot of topics insightful for sales managers and salespeople. Highlights Creating a high performance of sales managers in an organization - 2:15 Helping sales leaders to have a process and implementing it - 4:39 The onboarding process - 6:14 The importance of having a sales process - 7:35 The reasons why a process is important - 9:50 What's Membrain - 10:46 The ability to know where a process is struggling - 16:20 Finding differences between salespeople - 18:14 Onboarding ramp-up salespeople - 18:54 Episode Resources Connect with Walter Crosby https://www.linkedin.com/in/walterlcrosby/ https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com Connect with Nate Tutas https://www.linkedin.com/in/nlpcoach/ https://www.membrain.com/ 

If you want to jump into sales, should you have a sales master mind to act as your mentor? Having a sales mentor can provide the catalyst for your growth, especially if you are looking to expand your selling skills and to increase your confidence. Walter welcomes Nate Tutas of Membrain to talk about his sales mastermind. They talk about elevating yourself in the eyes of the sales leader and where exactly you can start. Nate also describes his experiences transitioning to technology and how he and his team were able to change the customer's experience. Other than that, Walter also gave a glimpse of what the new show's program will be for the next coming weeks. Highlights What's in it for 2022? - 1:32 Nate's thoughts on the “thinking mastermind” idea. - 3:07 When the founder needs to step away and the CEO needs to come in? - 7:39 The Chief Executive Officer should really have that change from Chief Executive to Chief Effectiveness Officer. - 9:13 Nate's sales background before getting into sales management. - 12:49 Elevating yourself in the eyes of the sales leader. - 19:28 Changing the customer's experience. - 25:27 Where to go from there? - 27:41 Transitioning to the technology piece. - 30:16 The driving mission embedded to people at Membrain. - 32:24 Not sitting still. - 36:56 The real focus of the series. - 39:15 What it means to “go out of the baggage.” 41:31 How do you want your salespeople to be thinking differently about their deals tomorrow than the way they do it today? - 46:01 Being fascinated with coaching. 48:55 Is it difficult to switch to sales management? - 53:33 Reaching out to Nate and his team from Membrain. - 56:59 Episode Resources Connect with Walter Crosby https://www.linkedin.com/in/walterlcrosby/ https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com Connect with Nate Tutas https://www.linkedin.com/company/membraincom/ nate.tutas@membrain.com https://www.linkedin.com/in/nlpcoach 

Can great salespeople be good managers too? Walter sits down with Nate Tutas of Membrain to talk about this interesting topic. Nate also shares the different processes on how a company can get recognition on the approach they're following. He also discusses the different questions to ask when doing a sales call, as well as his experiences with cigars. Highlights Who is the guest today? - 0:21 Deep dive: Who Nate Tutas really is. - 4:04 Difference between two countries: In the United States, if you don't have the process in place, you'll not be able to get to the end result. But you still need to know what the end result is, to know what you're aiming for. - 11:28 What's Nate's process in getting a company to recognize that this approach is necessary? - 14:22 The common misconception for the military. - 29:42 Allow people to fail: You learn a lot from failure. - 36:58 Humans are given two options: One's a smart one, one's a dumb one. 9 times out of ten, they're gonna choose the smart one. - 38:22 You can take any great salesperson and turn them into a great coach and a great leader. They just have to realize that they're no longer selling their product, their service, their company. They're selling the sales process, the training that's been instituted, those kinds of things. - 48:25 What do you want your salespeople or sales manager to think about? - 56:48 How can you ask great questions on a sales call? - 1:05:20 You make great discoveries because you're listening to what they say and you're actively listening. - 1:08:03 Tools that Membrain has available that Nate thinks can help anyone who wants to start a process. - 1:15:26 Nate's experience with cigars. - 1:18:36 The great thing about cigars. - 1:23:32 How to find Nate and learn more about Membrain? - 1:32:02 Episode Resources Connect with Walter Crosby https://www.linkedin.com/in/walterlcrosby/ https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com Connect with Nate Tutas https://www.linkedin.com/in/mindsetcoach  https://linkedin.com/in/nlpcoach https://www.linkedin.com/company/membraincom/ https://www.membrain.com/resources/whitepaper-sales-coaching?&utm_source=Partner&utm_campaign=ifmjy!tbmft!efwfmpqnfou https://www.membrain.com/how-to-design-a-sales-process-for-complex-sales?&utm_source=Partner&utm_campaign=ifmjy!tbmft!efwfmpqnfou 

Its been a couple weeks but Too T3rpd is back from break! We got Donovan and special guest Jerel and Martin from Build4Twenty. They talk about their starts in cannabis, how they met,  being consultants and much more! For review Build420 came through with KTF Orange and Insane in the Membrain flower. You can follow Build4Twenty on instagram @build4Twentytheir website: build4twenty.comand the other instagram @definitely_fireFollow Too T3rpd on instagram @toot3rpdCheck out our videos on our TooT3rpd YouTube channelHit up our hotline with messages and text 314 399-9711Follow Donovan @donovan2408 on all socialsFollow Ryan @ryanriskfargo on all socials

George Brontén, Founder of Membrain - speaks with our host Subhanjan Sarkar on his book “Stop Killing Deals – How to Avoid Deadly Assumptions and Achieve Sales Excellence”. The post Bizcast: Bits about books – In Conversation with George Brontén, Author, Stop Killing Deals – How to Avoid Deadly Assumptions and Achieve Sales Excellence appeared first on Business Podcast Network.

1912 skrev Dale Carnegie boken How to win friends and influence people. Ett ämne som inte är mindre intressant idag. Idag har vi dock helt andra verktyg till vårt förfogande och vi kan nå många snabbt för att bygga förtroende. Men vilka risker finns? I detta avsnitt intervjuar Ken Skoog professor Lars-Johan Åge som är aktuell med boken Omtyckt. Ett samtal om jakten på popularitet och hur den kan skada möjligheten att bli omtyckt. Och vad är omtyckthet, det går vi också igenom Jakten på popularitet vs omtyckthetnär vi pratar om de tre hörnstenarna äkthet, relevans och positivitet. Vill du vara populär eller vill du vara omtyckt, kanske lyckas du vara en av de som balanserar på gungbrädan och klarar båda!********************Säljpodden ges ut i samarbete med Säljarnas Riksförbund. Gå in på Säljarnas hemsida för att läsa mer om vad de gör.Säljpodden samarbetar med CRM-uppstickaren Membrain. Gå in på Membrains hemsida och klicka på “Book a demo” för att få en visning av ett modernt system, som för din säljprocess framåt! See acast.com/privacy for privacy and opt-out information.

I ett spännande möte träffar Ken Skoog Emelie Garrisson, Senior Account Executive på Salesforce. Samtalet handlar om kvinnor inom tech, hur det är att ”vara ensam kvinna i rummet och om hur Emelie tänkt och agerat under sin framgångsrika karriär på flera kända och framgångsrika techbolag. Ni får också höra hur Salesforce arbetar för att just attrahera fler kvinnor till säljyrket, vi pratar om Salesforce 1-1-1 modell, och sedan kommer inspiration för er som arbetar mot, eller vill arbeta mot, PE bolag i er försäljning. ********************Säljpodden ges ut i samarbete med Säljarnas Riksförbund. Gå in på Säljarnas hemsida för att läsa mer om vad de gör.Säljpodden samarbetar med CRM-uppstickaren Membrain. Gå in på Membrains hemsida och klicka på “Book a demo” för att få en visning av ett modernt system, som för din säljprocess framåt! See acast.com/privacy for privacy and opt-out information.

Thomas Wilander är aktuell med boken 36 dygn i dödens väntrum ❤️. En bok många redan hört om och som 1000-tals redan förbeställt. Några av er har läst om detta eller kanske såg ni Thomas i TV4? Thomas drabbades av Covid i mars 2020 och låg nedsövd på IVA i 36 dygn. Boken är sorglig men på många sätt också vacker då den beskriver kärleken och stödet från familj, vänner och hårt arbetande fantastiska personer inom vården. ❤️ I detta väldigt personliga specialavsnitt av Säljpodden berättar Thomas om vad som hände, om hur det är att vara anhörig i en kris, varför han skrivit boken, och om perspektivförflyttning. Hur har Thomas förändrats som människa, hur ser han på livet och hur har erfarenheten förändrat hans sätt att se på och agera mot andra människor, både som säljare och som rekryterare? ❤️ Ett avsnitt som påminner om vikten av att vilja förstå snarare än att fördöma. Ett avsnitt som tar upp hur traumatiska händelser kan förändra såväl drivkrafter som beteende. ❤️ Ett avsnitt som påminner oss om hur sårbara vi kan vara, men också vilken kraft som finns att hämta hos andra – om du vågar be om hjälp! Dela gärna avsnittet med någon du känner och kommentera gärna med dina tankar kring det vi pratar om.********************Säljpodden ges ut i samarbete med Säljarnas Riksförbund. Gå in på Säljarnas hemsida för att läsa mer om vad de gör.Säljpodden samarbetar med CRM-uppstickaren Membrain. Gå in på Membrains hemsida och klicka på “Book a demo” för att få en visning av ett modernt system, som för din säljprocess framåt! See acast.com/privacy for privacy and opt-out information.

Många företag köper utbildning och föreläsningar utan egentlig eftertanke eller plan för uppföljning. Många som går utbildning gör så för att man borde, eller kanske för att någon annan sagt att man ska. I veckans avsnitt träffar vi Jaquline Gyllenberg som är utbildningsledare/programmme director på Stockholm School of Business, en yrkeshögskola för butiksledare och för B2B säljare. Jaquline ger konkreta tips kring lärande och vikten av att förstå din omvärld, kring hur du som beställare och deltagare i en utbildning bör tänka, och ger sin syn på kunskap och förståelse som kommer krävas av säljare framöver. Ställ dig inte i samma kö som alla andra. Fundera på vart just DU vill! Sätt mål, planera hur du ska göra och vad som krävs för att du ska lyckas att nå dina mål.********************Säljpodden ges ut i samarbete med Säljarnas Riksförbund. Gå in på Säljarnas hemsida för att läsa mer om vad de gör.Säljpodden samarbetar med CRM-uppstickaren Membrain. Gå in på Membrains hemsida och klicka på “Book a demo” för att få en visning av ett modernt system, som för din säljprocess framåt! See acast.com/privacy for privacy and opt-out information.

Jennifer is an award-winning brand visionary with experience in integrated marketing programs, brand strategy, licensing, music, digital technologies, retail promotions, and entertainment marketing. She developed entertainment-driven promotional marketing and marketing strategy programs for McDonald's, Burger King, Kellogg's, Kraft Foods, Intel, and has partnered with Demi Lovato, Gal Gadot, and others in the past. In this episode, we dive into what it means to work in brand management and how brand partnerships are formed.

This piece of speculative fiction poses the question: "What if former Nazi scientists working in the US attempted to create the perfect Aryan and the results were let loose upon the world?" You guessed it--we're talking 1988's Twins! Directed by Ivan Reitman and starring Danny "The Lion" DeVito and former Governor Schwarzenegger as the titular sibs, this classic comedy about eugenics has lots of wacky, unexpected turns! +++++ Intro: by Professor Ping available on Spotify and Bandcamp Outro: Yakety Yak performed by 2 Live Crew --- Support this podcast: https://anchor.fm/zandkmoviepod/support

I dagens avsnitt har vi med oss Håkan Bengtsson från Bisnode, eller Dun & Bradstreet Europa, som bolaget heter numera. D&B förvärvade Bisnode i början på året. Håkan leder implementeringen av Challenger Sales och kommer dela med sig av många värdefulla tips från det arbetet. Här nedan är lite guldklimpar av innehållet för er som vill ha en försmak:Vad är Challenger sales?Föddes ur finanskrisen 2008-09, vissa säljare sålde ingenting, en staka fortsatte sälja bra och nå mål. Vad gjorde de säljarna?Trusted advisorDela insikterHjälp kunden nå koncensusVälja rätt och effektivast lösning på deras problemSkifta fokus från bra presentationer av våra tjänster och en rosa framtid till att tala om kundens nuläge – att våga tala om deras arbetssätt, dela vår kompetens om hur de kan jobba effektivare och spara pengar.”Fråga inte vad som håller mig vaken om nätterna, utan berätta för mig vad som borde hålla mig vaken om nätterna” Hur implementeras Challenger Sales?Hela organisationen – tre olika roller (säljare, säljchefer och produkt-/marknadsteam)Hörnpelarna är de 4 T:na:Commerical teaching (cost of staying the same vs cost of changing)Constructive tensionTailoringTake control6-stegs koreografi för att presentera för kunden Vad krävs av en säljare för att lyckas? (konkreta tips)1. Fokusera på kundens affär, inte din produkt2. Dela all din (företagets) kunskap och hjälp kunden göra bättre affärer (med hjälp av din produkt).3. Ta rollen som trusted advisor – våga kliv in och ta den roll de vill du ska ta4. Var ärlig mot dig själv – Stäm av mot kundens köpresa – Har du dem med dig eller ej?a. Win fast, AND fail fast.b. Lägg dina bästa resurser på de största möjligheterna5. Jobba med olika kundkontakter – Mål - Hitta en Mobilizer (en person som har förmåga att driva ett förändringsprojekt och som du övertygat att förändring är nödvändigt för att spara pengar) – ”Beväpna” din Mobilizer och jobba tillsammans för att få köpprojektet i mål (Take Control). Sätt en plan, vilka behöver övertygas och med vilka individuella argument som är viktigt för den personen (Tailor).a. 83% av tillgänglig tid som köparens beslutsgrupp investerar i ett förändringsprojekt spenderas utan dig (eller annan leverantör)********************Säljpodden ges ut i samarbete med Säljarnas Riksförbund. Gå in på Säljarnas hemsida för att läsa mer om vad de gör.Säljpodden samarbetar med CRM-uppstickaren Membrain. Gå in på Membrains hemsida och klicka på “Book a demo” för att få en visning av ett modernt system, som för din säljprocess framåt! See acast.com/privacy for privacy and opt-out information.

Resources: ✅ Join the Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. https://www.facebook.com/groups/salesrevolutiongroup ✅ Get a copy of Stop Killing Deals by George Brontén https://amzn.to/2QV8uN9 ✅ Connect with George Brontén on LinkedIn https://www.linkedin.com/in/georgebronten/ ✅ Visit the Membrain Website https://www.membrain.com/ ✅ Learn more about the Art and Science of Complex Sales https://www.membrain.com/blog   Sales success is just there, ripe for the taking. But the BIGGEST roadblock salespeople encounter on their way to excellence is the propensity to make assumptions. They make assumptions that people WANT their product when in fact, the opposite could just be true.   Most try to shove their prospect’s solutions down their throats with their hit-and-run way of selling instead of involving the prospect in the process of coming up with these said solutions.   In today’s episode, George Brontén, author of the bestselling book Stop Killing Deals and CEO & Founder of Membrain, explains what hinders you from growing and exceeding every other competition in the market and what you can do to stop doing that.   If you’re into achieving excellence and reaching the zenith of your potential as a salesperson, join me in this episode of Closers are Losers.   In this episode, we cover: Introduction [00:00] How George Brontén became a leader in his industry [03:18] What led to the creation of Stop Killing Deals [06:02] Learning skills that work WITH people instead of AGAINST people [07:15] The number 1 mistake salespeople commit [08:28] Why talking about solutions in a sales conversation kills deals [09:25] The technology is not the only solution [11:15] Why coaching is essential in succeeding in sales [13:54] The necessity of a sales process in every organization [17:53] Are buying decisions stalling the marketplace during a pandemic? [18:39] How to prevent a prospect from stalling [20:19] What is Membrain? [25:35]   ✅ If you're looking to take your sales to the 7th level, book a “Clarity Call” below and let’s see if you're a good fit for our sales training program!

Deras podcast Säljmorsorna är en podd som inspirerar, deras säljnätverk för kvinnor Sellcess fick snabbt över 150 medlemmar och de syns mycket i olika sociala medier. Ken möter Helena Albinsson och Johanna Hagard Gissberg, personerna bakom för ett samtal om vad som krävs av en modern säljare. De ger även praktiska tips för att boka möten, för att hantera invändningar, tips kring frågor i säljmötet, hur du skapar ett nästa steg och vad du kan tänka på vid ett virtuellt möte. De pratar även om ”Cross selling beyond borders”, om skillnaden mellan en junior och en senior säljare (kanske är det svårare en någonsin att göra åtskillnad?) och förstås om bakgrunden till skapandet av Säljmorsorna och Sellcess. Lyssna och anteckna!********************Säljpodden ges ut i samarbete med Säljarnas Riksförbund. Gå in på Säljarnas hemsida för att läsa mer om vad de gör.Säljpodden samarbetar med CRM-uppstickaren Membrain. Gå in på Membrains hemsida och klicka på “Book a demo” för att få en visning av ett modernt system, som för din säljprocess framåt! See acast.com/privacy for privacy and opt-out information.

Lönebarometern är en sammanställning av löner för olika yrkeskategorier inom säljyrket. Nu finns det en rykande färsk lönestatistik som visar att snittlönen för säljare har sjunkit med hela 6000 kronor. Vad beror det på egentligen? Undersökningen berättar att högsta snittlönen finns inom Data och IT följt av bank, finans, försäkring och fordonsindustrin. I dagens avsnitt gästar Patrik Nordkvist, VD på Försäljningschefen, och Jan Zetterström, förbundsordförande på Säljarnas Riksförbund, podden. De har tillsammans tagit fram denna lönebarometer. Vi pratar bland annat om:TitlarProvisionsmodellerVad du bör tänka på vid en löneförhandlingLöneskillnaden mellan kvinnor och män ********************Säljpodden ges ut i samarbete med Säljarnas Riksförbund. Gå in på Säljarnas hemsida för att läsa mer om vad de gör.Säljpodden samarbetar med CRM-uppstickaren Membrain. Gå in på Membrains hemsida och klicka på “Book a demo” för att få en visning av ett modernt system, som för din säljprocess framåt! See acast.com/privacy for privacy and opt-out information.

I veckans avsnitt möter ni otroligt drivna, framgångsrika och härliga mäklaren Adam Farhoumand. Han har på kort tid levererat makalösa resultat och slagit rekord på rekord. Men det är inte det vi pratar om. Vi pratar om hans inställning och HUR han går tillväga. Vi pratar om hans sätt att driva ett kundmöte utifrån sina "FYRA B", bekantskap, behov, bevis, beslut". Vi uppfinner även "ÖSÄDO" som framgångsfaktorer. Så omöjligt att komma ihåg så låt oss köra orden istället, ÖVERTYGELSE om vad du vill!STRUKTUR, vad ska du göra och när?ÄKTHET, var dig själv. Det är enklare och roligare så.DISCIPLIN, ibland är saker tråkiga - bit ihop och gör ändåOMGIVNING, häng med folk som gör dig bättre. Häng med och inspireras, gå sedan ut och bara GÖR

Ken Skoog möter Anna Ferreira Gomes, Chief Revenue Officer på Netigate, som har nära 15 års erfarenhet av att arbeta i tillväxtbolag inom SaaS världen. Anna berättar om sin resa och varför hon gillar den miljö som ett tillväxtbolag kan erbjuda, vad som krävs av en säljare som vill arbeta i den miljön och hur bolaget måste tänka för att attrahera, utveckla individer och för att skapa ett ”kick ass team”. Vi pratar om vikten av ”trial and error” mentalitet, av att arbeta i en miljö där mycket går ”två steg framåt, och ett steg bakåt” samt om vikten av att faktiskt göra ett jäkligt bra jobb i rollen du har nu med en framåtblick att oändliga möjligheter kan skapas framöver.********************Säljpodden ges ut i samarbete med Säljarnas Riksförbund. Gå in på Säljarnas hemsida för att läsa mer om vad de gör.Säljpodden samarbetar med CRM-uppstickaren Membrain. Gå in på Membrains hemsida och klicka på “Book a demo” för att få en visning av ett modernt system, som för din säljprocess framåt! See acast.com/privacy for privacy and opt-out information.

Tittar man på Linkedin och läser olika Linkedinprofiler inom sälj så ser man snabbt att väldigt många arbetar som Key Account Managers. Är det verkligen så? Vad gör en Key Account Manager egentligen? Vad krävs av såväl en individ som ett företag för att lyckas med Key Account Management? Vem passar inte som KAM?I detta poddavsnitt reder vi ut missförstånd, tar död på myter och ger konkreta tips till såväl säljare som företag som vill bygga stora konton där både kund och leverantör på riktigt tjänar på samarbetet. Nedan kan användas till Linkedin, tillsammans med ovan På Powersales Communication har man utarbetat 7K-modellen för framgångsrik Key Account Management. 7K modellen finns närmare beskriven i boken Kundresan. 1. KundanalysVälj KAM-kund noggrant. En kund med potential. Inte nödvändigtvis den som är stor nu. 2. KAM-processenVad skiljer en KAM:ares arbete från en vanlig säljares arbete? 3. KommunikationMänniskor köper av människor. Vilka kommunikations-verktyg fungerar bäst? 4. Komma överensVi förhandlar hela tiden, med alla. 5. KAM-planenDitt strategiska arbete måste stå stadigt i en långsiktig plan – bara då kan det få kraft framåt. 6. KontaktstrategierHur många kontaktpersoner måste du ha per kund?7. KunderbjudandeDet slutliga beviset för att du är en duktig Key Account Manager är att du kan åstadkomma värdeskapande försäljning på hög nivå. Powersales Communications har givit ut ett komplett KAM Manifesto. Vill du ta del av detta omfattande material så skriv KAM i kommentarer så sänder vi till er. ********************Säljpodden ges ut i samarbete med Säljarnas Riksförbund. Gå in på Säljarnas hemsida för att läsa mer om vad de gör.Säljpodden samarbetar med CRM-uppstickaren Membrain. Gå in på Membrains hemsida och klicka på “Book a demo” för att få en visning av ett modernt system, som för din säljprocess framåt! See acast.com/privacy for privacy and opt-out information.

2020 satte hon som vanligt upp en lapp med sina mål på skafferidörren. Målen var på lappen var tydliga, Nå en viss försäljningssummaAtt teamet Pernilla var med i skulle bli årets teamAtt bli årets säljare Ganska häftigt att det sista målet uppnåddes, och med råge. Pernilla delar med sig av framgångsfaktorer, sin syn på vad som kännetecknar en bra säljare, hur det kändes den där dagen hon fick priset, hur hon arbetar med social selling och varför, och så avslöjar hon förstås vad det står det på lappen på 2021 och varför en sådan lapp är så viktig. Vad står på din lapp?********************Säljpodden ges ut i samarbete med Säljarnas Riksförbund. Gå in på Säljarnas hemsida för att läsa mer om vad de gör.Säljpodden samarbetar med CRM-uppstickaren Membrain. Gå in på Membrains hemsida och klicka på “Book a demo” för att få en visning av ett modernt system, som för din säljprocess framåt! See acast.com/privacy for privacy and opt-out information.

Holly extends her stay for another week to help your nice hosts interview Tiffany Otto, freshly sprung from government-mandated quarantine to bring her "slimy" wisdom and experience into the clubhouse.Tiffany, the Director of Partnerships for IndieCade, is over-indexed in business, but she wants to raise the index for everyone. If preparing pitch decks, scheduling business meetings, and networking with your peers seems daunting, you won't want to miss this one. Just be sure to stick around for Ellen to swoop in at the end to button it all up. Business Speak EventsIRLMarketingWhat It's Like to Be Quarantined on an Island Over Coronavirus Fears - Isabella Kwai, The New York TimesIndieCade's "Playing TogethAR Showcase" Mark talked about his expereince going to IndieCade in the very first episode of the show: "We in this."Seven Touches – A Basic Marketing Principle in Action - LisaMarie Dias, CompuKolHere's how to reduce friction in sales - George Brontén, MembrainUnderstanding Indie Publishers - Callum Underwood, YouTubeHow to Pitch to Raw FuryChunking (psychology) - WikipediaHomeTeam GameDevFrom Sage on the Stage to Guide on the Side - Alison King, College TeachingTiffany OttoGuest IndieCade Director of Partnership. Coffee Addict. Video Game Specialist. Formerly AAA. External link TwitterLinkedInIndieCade