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B2B Sales Enablement - Membrain (original)

Presentation by Membrain's Founder & CEO, George Brontén: "An entrepreneur's take on B2B Sales Enablement" at Top Sales World's Sales Enablement Summit 2017 in London.
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on 20 October 2017

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Transcript of B2B Sales Enablement - Membrain (original)

Technology
Process &
Methodology
Coach
Skills &
Attitude
Fired
Complex products
IT automation transformed business
3-12m Enterprise Sales Cycle
€65.000 Order Value
Volume products
Price/Simplicity
Reactive Sales Cycle
€150 Order Value
Transactional
Complex
George Bronten
Founder & CEO
entrepreneur's
an
take on
Why settle
for mainstream?
sales enablement
B2B
saleseffectivenessmanifesto.com
Sales Process Generator
george@membrain.com
sales-tool@membrain.com
Hired
NLP
Flow
Cracking the Sales Management Code
Mastering the Complex Sales
Solution Selling
SPIN Selling
The Checklist Manifesto
To make someone able to do something
Enable
Networking
etc, etc...
R. Buckminster Fuller
'If you want to teach people a new way of thinking, don't bother trying to teach them. Instead, give them a tool, the use of which will lead to new ways of thinking."
The Solution
Make it easy to map out and follow a best practice sales process
Enable Skills & Share Content
Analyze & Coach
"We're not built for discipline. It's something we have to work at."
Atul Gawande
to sell
HOW
Always Improve
Based on the same faulty assumptions
Have become graveyards of information
Do not guide, enable and coach
Salespeople can sell
Isaac Asimov
"Your assumptions are your windows on the world. Scrub them off every once in a while, or the light won't come in."
The Polarization of B2B Sales
Salespeople are disciplined
CRMs help sell
100K
100K
100K
100K
100K
100K
100K
100K
100K
100K
Assumptions
The
PROBLEM?
Full transcript