HIGHLY RECOMMENDED BOOKS Book Excerpt from Stop Killing Deals


BY GEORGE BRONTÉN


Why do so many companies struggle with sales? Organizations spend bil- lions of dollars on sales training and tools, yet sales effectiveness is on the decline. In Stop Killing Deals, George Brontén may have provided the answer.


A lifelong entrepreneur with 20 years of experience in the software space and a passion for sales and market- ing, Brontén is always looking for new ways to improve business results using innovative software, skills, and processes. He regularly shares some of his thoughts on Membrain’s award-winning blog: “The Art & Science of Complex Sales.”


Since 2012, his team at Membrain.com has collaborated with thought leaders and studied research to identify the success factors behind successful sales organizations. The result of their diligence is a software as a service that makes it easier for companies to capture, learn, and ex- ecute the behaviors needed to achieve sales excellence. In Stop Killing Deals, Brontén unmasks three deadly assumptions that kill deals and harm sales organizations, then presents a framework for defeating those deadly assumptions and achieving scalable world-class sales performance. Implementing its recommendations will help you turn how you sell into a competitive advantage. Reveal and defeat the deadly assumptions at the root of your selling and gain competitive advantage by viewing sales through the lens of human nature. Even with all the billions of dollars companies spend each year on sales training and technology, sales effec- tiveness keeps declining because too many sales organi- zations operate on assumptions that deny the essential human nature of their sales teams and their buyers. Stop Killing Deals defies convention by destroying the idea that CRM and other technology is the solution to all of the sales industry’s problems. Instead, the book focuses on a human-centered way of building and maintaining world-class sales organizations that support the essential human nature of those who work within them. In this quick and insightful read, you’ll learn how to: • Defeat the deal-killing monsters lurking in your buyer’s subconscious


• Heal your organization and give your team what it needs with sales enablement


• Align your strategy, process, and methodology to


30 | MAY/JUNE 2020 SELLING POWER © 2020 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


achieve scalable, world-class sales performance


• Build your sales coaching around your sales process to generate exponential results within complex B2B sales environments


• Understand the essential humanity of your sales work- force, thereby enabling you to recruit better, train, and support the people on your team in order to win more deals


• Turn your sales technology into your servant, not your master


The book contains links to a wealth of download-


able resources and tools to enable leaders to put these principles into practice right away. When you apply these principles and frameworks, you’ll win more and have more fun doing it! Read Stop Killing Deals and turn how you sell into your competitive advantage.


ABOUT GEORGE BRONTÉN A lifelong entrepreneur with 20 years of experience in the software space and a passion for sales and marketing, George Brontén is always looking for new ways to achieve improved business results using innovative software, skills, and processes. He shares his thoughts on the award-win- ning blog “Art & Science of Complex Sales.” Since 2012, his team at Membrain.com has collaborated with thought leaders and studied research to identify the success factors behind successful sales organizations. The result of their diligence is a software as a service that makes it easier for companies to capture, learn, and ex- ecute the behaviors needed to achieve sales excellence. George is the CEO of Membrain, and can be contacted


through LinkedIn, Twitter, or email. Learn more about Stop Killing Deals at the book’s Website or on Amazon.


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39