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The Real Power Behind Pipeliner CRM Navigator
Blog / All About CRM / Mar 25, 2016 / Posted by Nikolaus Kimla / 4877

The Real Power Behind Pipeliner CRM Navigator

Pipeliner’s newest and most powerful feature is Pipeliner Navigator—the first view seen when Pipeliner is opened. Navigator takes CRM far beyond the traditional dashboard view, providing instant intelligence specifically tailored to that user, allowing them to easily navigate complexity and focus immediately, in real-time, on what is most important.

Once you use Navigator, you’ll see how far it exceeds any similar feature in other CRM applications. There is very sound reason for this—Navigator is based in very proven and powerful economic and scientific principles.

A Brief “Behind the Scenes” History of Pipeliner CRM

Pipeliner CRM has, from the beginning, had its roots in such principles. Several years back we had been studying the Austrian School of Economic Thought, which places the entrepreneur front-and-center in economic theory. At the time we realized that a salesperson is actually an “entrepreneur within the enterprise,” and coined a new term to describe the salesperson: salespreneur.

We then realized that the concept of Pipeliner also embodied various economic principles from the Austrian School of Economic Thought—and so we brought these into the program as well.

Moving forward, we realized that sound management principles were also needed. In truth, there is good or bad management—there is no in-between. In our own company we adopt and follow the management principles of economist and management scientist Fredmund Malik. So we incorporated these into Pipeliner, too.

Today we see that the complexity in the world is only increasing. We certainly witness such complexity in sales—with data, leads, opportunities, the sales cycle, multiple pipelines, multiple companies, multiple product lines, tier pricing, and much more.

So today we have arrived at the best possible way to face and deal with this complexity.

Cybernetics and Complexity

The best definition of the word cybernetics that I know of comes from cybernetics pioneer W. Ross Ashby, who defined it as the “science of simplification.” The science of cybernetics is employed to approach and understand complexity.

Cybernetics simplifies complexity by providing models of systems that are too complex for the viewer to understand without some kind of assistance. These models act as dynamic moving maps of these complex systems. They are real-time navigators that enable shared understanding and communication.

Interestingly, the root of the word “cybernetic” is the Greek kubernētēs, which means “steersman,” one who steers a boat. With cybernetics as a background, we have designed Pipeliner Navigator for the purpose of safely navigating a sales representative—and therefore a sales team and business—through the world’s growing complexity.

Visual Models

With Pipeliner Navigator we are presenting a rep with the data they should have to proceed—much as the navigator on a ship or an aircraft would present navigational data to the captain. It is still up to the captain to guide the ship in its actual voyage.

Put another way, we are presenting the salesperson with visual models to plot a course to success. The sales rep can then take that data—that instant intelligence, visualized—and utilize it to proceed forward toward the target in the most efficient way possible.

Such a powerful tool takes a salesperson’s attention off of all the details—now details are right there in front of him or her, not inside their head. They can put their full attention on moving forward toward that target.

Navigator visually prioritizes a rep’s tasks, activities, and opportunities. In Navigator’s target view, the rep can see, in real-time, how they are proceeding toward attaining their target. This display can be customized by target type, by quota and by time period so that they really understand what is needed to make it.

At any time, the salesperson can drill down and readily see any of the opportunities that make up the target, and what needs to be done with that opportunity.

Sales Manager

Navigator is an extremely useful tool for the sales manager as well. The sales manager can utilize Navigator, through Pipeliner’s Profiles feature, to look at the opportunities, tasks and priorities for any single rep, a sales unit or the whole team. Of course, the sales manager can also utilize Navigator for their own tasks and priorities.

The Future

The future for Pipeliner CRM will always go along the lines of proven scientific concepts and principles. Join us in our journey—for your business success!

About Author

CEO and partner of and the uptime ITechnologies, which I founded in 1994 and has since played a significant role in the development of the IT-environment. pipeliner is the most innovative sales CRM management solution on the market. Pipeliner was designed by sales professionals for sales professionals and helps close the gap between the requirements of C-level executives for transparency and the day-to-day operational needs of field and inside sales. I am also the founder and Initiator of the independent economic platform GO-AHEAD!, which orientates itself on the principles of a free marketplace in terms of liberal and social responsibility. Connecting people, the trust of business leadership in terms of values such as freedom, self-responsibility, and entrepreneurial spirit, and strengthening their awareness in order to create a dynamic boost within the economy triggered through spontaneity, all stand for the initial ideas surrounding GO-AHEAD! I studied in Los Angeles and Vienna and received my Masters's Degree in 1994. I am married and have 3 children My Specialties are in: Sales Management, Sales CRM Software, CRM Cloud Solutions, SAAS, Business Strategy, Software Development, "Pipeline Management", Social responsibility, outbound sales, b2b sales, inside sales, sales strategy, lead generation, sales process, entrepreneurship, coaching, mentoring, speaker, opportunity management, lead management, Austrian School of Economics

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