Category Sales

Is Sales a Profession, or a Craft?

By in Sales

BY GEORGE BRONTÉN At Membrain, our vision is to “Elevate The Sales Profession.” But is sales even a profession? Barry Trailer, the founder of Sales Mastery, LLC and former Chief Research Officer at CSO Insights, questions this label. After exchanging some thoughts on LinkedIn, Barry shared a paper he wrote that lays out the ways that sales fulfills the definition of a profession and the ways that it does not. What Is A Profession? Before we can discuss whether something is a profession, we have to define what we mean by “profession.” Barry points out that there’s a difference between calling someone…

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Selling Isn’t Easy, So Why Do We Keep Hitting The Easy Button?

By in Sales

BY DAVE BROCK We all know that selling is hard. It’s not just that buyers are overwhelmed, it’s not just the disruption/change everyone faces, it’s not the unpredictability we and our customers face. Just doing it right takes effort. Focus, discipline, mastery, relentless execution. Knowing this, why do we keep looking for the shortcuts? Why do we look for the hacks, so we don’t have to put in the effort? Why do we look for AI and other tools to do this work for us? Why do we chase speed, volume, velocity over skill? Why do we prize templates, scripts, playbooks…

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Survivorship bias in business and sales: Learning from what we don’t see

By in Sales

Written by: Michael Welch Early on in my sales career, I landed a big (at the time) deal after cold emailing about 30 prospects using a certain template. That one win had me convinced I’d cracked the code. I believed if the messaging worked for me once, it would work over and over, which is why it took me way too long to admit to myself that it was flopping besides the single exception. I was reluctant to try other messaging tactics because I had fallen victim to survivorship bias before I even knew what it was. What is survivorship bias?…

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13 Professional Sales Email Signature Examples That Work in 2025

By in Sales Tag

Written by: Michael Welch I’ll admit it — I didn’t always put much thought into my sales email signature. Early in my career, my email sign-off was just my name. After reading countless emails from prospects and peers, I realized I often start reading an email at the bottom, with a quick glance at the sender’s signature to learn about them. That’s when it hit me: My bland signature was a missed opportunity to make a stronger impression. Other than your subject line, your email signature is one of the first things people notice when they open an email. Whether I’m…

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A Brief History of Sales Technology

By in Sales Tag , , , ,

BY GEORGE BRONTÉN Sales technology has certainly changed across the decades. From the first Rolodexes to today’s massive, AI-equipped juggernauts of automation with all the bells and whistles, we’ve come a long way. To celebrate (and evaluate), here’s a brief history for your enjoyment. Early Tools Were Designed For Record-Keeping Everyone knows that the Rolodex, invented in 1956, was one of the earliest forms of “CRM” to enter the scene. The Rolodex was a way to manage the dozens and even hundreds of business cards a salesperson might accumulate. It was another thirty years before the Rolodex gave way to new technology.…

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How I get fired up for my cold calls, insights from my 18 years in sales (+ tips for reps)

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Written by: Davidson Hang When I was in 5th grade, I was voted “Most Reserved” in the yearbook at Dewey Elementary School in Cherry Hill, NJ. I had just moved back to Jersey after bouncing around SoCal. I was a shy kid, nervous about making new friends. No one would expect me to go into sales, a field that’s all about forging new relationships. Yet, I started my career in sales at 19 years old. I was just a kid with a phone, a quota, and crippling self doubt. Today, I’m the Head of Business Development at Untap Your Sales Potential. I’ve made…

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Objection Handling: 44 Common Sales Objections & How to Respond

By in Sales Tag

by: Mark Burdon High-performing sales professionals aren’t triggered to surrender by a sales objection. Instead, they use objections to craft personalized value propositions to differentiate their company, their offerings — and ultimately close the deal. As a long-time sales and business development professional, I’ve always seen sales objections as guideposts along a buying process: they tell me what a prospect needs to move forward. When overcoming objections in sales, salespeople must be curious, intuitive, and empathetic enough to ask questions that motivate prospects to disclose their objections instead of just ghosting the salesperson and leaving them wondering why. Download Now: Free…

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I Tried Three Generative AI CRMs: Here Are My Thoughts

By in Artificial Intelligence and Machine Learning, Sales Tag , , , , ,

by Zoe Ashbridge AI is becoming a core part of CRM systems. Considering the time-saving benefits, it’s unsurprising that generative AI CRMs can be incredibly valuable in helping businesses grow. I’ve already written an article on CRMs with AI, but I wanted to take my curiosity about AI and CRM one step further. So, in this article, I’m focusing specifically on three generative AI CRMs, how generative AI can improve the sales process, and much more. While researching this article, I’ve tried to find unique ways of using generative AI in CRMs. I’ve also spoken to people using it in their…

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How to Build a High-Performance Sales Culture Without Burning Out Your Team

By in Business Management, Sales Tag , , , ,

by LIZ CHRISTO DEAR STAGE 2: We’re a small team, but have plans to double the sales team this year. It feels like we have to be more intentional about our culture. How do you strike the balance between a high-performing, competitive environment and a nurturing, productive tone? ~CULTURE CONSCIOUS LEADER DEAR CULTURE-CONSCIOUS LEADER: Scaling a sales team is an exciting challenge, but it also comes with a key responsibility—building the right culture from the start. You want a team that thrives on performance but doesn’t spiral into burnout or overly competitive toxicity. So how do you strike that balance? I caught…

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How to Study Competitors and Use the Findings to Elevate Your Business

By in Sales Tag

Image: Freepik By Gloria Martinez from Womenled.org In today’s competitive business environment, gaining insights from competitors is crucial for strategic growth. By thoroughly analyzing competitor strategies, businesses can identify market gaps and areas ripe for innovation. This approach not only helps refine product offerings but also aligns them more closely with customer needs. Strategically Analyze Competitor Distribution Channels Exploring how your competitors distribute their products can reveal new ways to connect with your customers. Whether they rely on wholesalers, e-commerce platforms, or direct sales, understanding these strategies can help you assess their success and adapt your approach. If a competitor…

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