If the statement below should resonate with your customer, you probably operate in a mission-critical sales environment. “{What I sell} is Cheap. It’s Trouble that’s Expensive”. The mission critical sale is when your offer affects your customer’s business or operations in some significant way. Note the emphasis on “should” and “can”; I’ll get to that later on. Examples might include: Complex/Technical capital equipment ... Read More

When you’re leading a sales team, you’ll have a diversity of creative personalities and practical thinkers. In order to harness all of the energy to produce an effective and efficient sales funnel, it’s important to strongly rely on specialization. What Specialization Brings to the Table Specialization involves the repetitive nature of an action that leads ... Read More

In this, our final article on the subject of product evangelism, we’re going to take up a subject that is eternally controversial: the “spirit” or the “soul.” There are many views and opinions of what a soul or spirit is. Hard science dictates that there is no such thing. Philosophy and religion have been all ... Read More

Finding Success in Business through the game of Golf… “The mind is the limit. As long as the mind can envision the fact that you can do something, you can do it, as long as you believe it 100%.” — Arnold Schwarzenegger Achieving the pinnacle of success in the game of golf is simple. The ... Read More

Two main reasons exist as to why you may be losing opportunities in your sales funnel: The lack of timely follow-up Not remembering you are to check back in with your prospective client As a former salesperson who began in the profession before the internet or the idea of CRM came into being, I whole-heartedly ... Read More

Sales is the most important and efficient operation of the business on which another operation depends. If the salesperson you hire for your business is not capable enough to bring sales then your operations might get affected. So, how do you decide the salesperson you choose is the right fit for your company? Here are ... Read More

You might have seen our new Pipeliner CRM mission statement, which goes along with our new sales model, popping up here and there. I’m very excited about it. It reads: “We offer a way to peaceful, prosperous life! Today it seems like humans and technology have become combined or even equal. As a CRM vendor, ... Read More

Most entrepreneurs fail at product launches. According to statistics, 75% of all product launches end up being failures. Why do you think that is? Entrepreneurs have a habit of assuming too much. They will come up with a great product idea and just automatically assume that everyone else is going to love their product too. ... Read More

The buying process is governed by more factors than price and solution capabilities. The customer’s psychology guides the process at every turn. It is the sales professional’s job to track those movements and address them proactively. Some of the psychological factors driving the customer’s decision-making process include: Incidental Emotions Loss Aversion Decision Context Here we ... Read More

When it comes to making the workplace run smoothly, building a strong relationship with your employees is absolutely crucial. Employees who get on with their leaders and managers and feel that they are looked after as people rather than just workers will always tend to be more engaged, motivated, and loyal in the workplace, leading ... Read More

How can you create evangelists within a company, and scale such an operation? It can certainly be a challenge. But as we’ve discussed in previous posts in this series, evangelism is something that can indeed be taught and learned, once people have decided that is what they want to do. Evangelists are people who go ... Read More

Every business wants their products to get noticed when they send an email to their prospects. But they hardly received few clicks. Most of them ignore the emails while others skim through the content and only a few in the list reach the CTA button to know about the product. If your emails are landing ... Read More