How to Increase Your Sales Effectiveness w/ George Brontén [Episode 347]

  • Subscribe on Apple Podcasts
  • Subscribe on Google Podcasts
  • Subscribe on Spotify

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.

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.

KEY TAKEAWAYS

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.

Membrain went ‘live’ in 2012, with the idea of cloning how someone sells and putting it into a system.

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.

The percentage of reps meeting sales quotas continues to be too low. Are realistic expectations set for quotas?

How to identify and manage the stakeholders in a complex sales process.

Will the buying process become streamlined to the point of being fully automated and eliminating the need for most salespeople?

Why increased competition, and product complexity, require more detailed knowledge on the part of sales professionals.

A demo and a quote do not qualify leads. How should sales discover the buying process for its prospects?

It’s not just the type of person, but what that person knows to do, that helps them to be successful in sales.

Why promoting a sales rep who didn’t hit quota into a sales manager position will create problems.

MORE ABOUT GEORGE BRONTÉN

What’s your most powerful sales attribute?

My smile.

Who is your sales role model?

Richard Branson.

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?

Magic Mushrooms.