Joining me on this episode of Accelerate! is my guest George Brontén, Founder and CEO of Membrain, a sales effectiveness platform based out of Sweden. Among the many topics that George and I discuss are include whether there is a global crisis in sales effectiveness, war stories of sales gone wrong, and the factors that help a sales professional to be more effective.
[0:48] George started selling at age eight, repairing bicycles in the neighborhood. Next, he sold loudspeakers, and then, the “For Dummies” book series. He started his first company at age 24.
[4:27] Membrain went ‘live’ in 2012, with the idea of cloning how someone sells and putting it into a system.
[4:47] George believes there is a global crisis in sales effectiveness — the Internet has made sales global; buyers self-educate; and sellers are not involved until late in the process.
[5:44] The percentage of reps meeting sales quotas continues to be too low. Are realistic expectations set for quotas?
[11:33] How to identify and manage the stakeholders in a complex sales process.
[15:14] Will the buying process become streamlined to the point of being fully automated and eliminating the need for most salespeople?
[17:20] Why increased competition, and product complexity, require more detailed knowledge on the part of sales professionals.
[20:13] A demo and a quote do not qualify leads. How should sales discover the buying process for its prospects?
[24:10] It’s not just the type of person, but what that person knows to do, that helps them to be successful in sales.
[27:42] Why promoting a sales rep who didn’t hit quota into a sales manager position will create problems.
What’s your most powerful sales attribute?
Who is your sales role model?
What’s one book that every salesperson should read?
Dirty Little Secrets: Why buyers can't buy and sellers can't sell and what you can do about it, by Sharon Drew Morgen.
What music is on your playlist right now?
Contact George: George@Membrain.com