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In the second part of Salon #1, Bryan Kramer of PureMatter makes the case for the human: AI can answer the buyer's questions, but it cannot give the buyer confidence or own the outcome. Read Post
In the first part of Salon #1, Eri Georgiev and Rohaan Khan of Sorn AI make the case for the machine: agentic commerce is coming, and AI wins on speed, memory and consistency. Read Post
For a clean sales to delivery handover, give delivery its own pipeline, and copy the won deal into it, but only when the deal contains something to deliver. Do not add delivery stages to the end of the sales pipeline. One record that moves through two lifecycles distorts the sales cycle, conversion rate and weighted ... Read Post
To forecast renewals, treat signed revenue and the renewal decision as two separate questions. Signed revenue goes into a revenue schedule on the deal, set up while the deal is still open, split into monthly, quarterly or yearly periods, so next year’s committed revenue is the sum of the periods dated next year. The renewal ... Read Post
Often fewer than the request list suggests. Before anyone designs a new object or prices a CRM customization project, sort every request into one of six verdicts, because only one of them is a real build. In one documented requirements exercise, this step showed that 11 of roughly 44 requests were features the customer already ... Read Post
A safe CRM data migration starts by counting everything before you import: inventory the full export, and match every dropdown value against the new system’s options first. In one contact migration into Coevera (formerly Pipeliner CRM), skipping that check would have left a single status field blank on 579 of 3,432 records, 17%, with no ... Read Post
These words typically call to mind warfare among countries, battles for supremacy that often leave chaos in their wake. But in the world of business, global conflicts, while not life-threatening, still create competitive chaos for battling firms. And it’s critical to note that global competition has changed dramatically over the years. Remember the good old ... Read Post
A discount approval process only works if it holds the quote until a manager signs off, rather than sending someone a reminder after the fact. In Coevera (formerly Pipeliner CRM), that means an approval process on the quote itself: quotes below your threshold go out untouched, and quotes above it are locked until the right ... Read Post