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Does Your Customer Know Your Offer is Mission Critical?

Does Your Customer Know Your Offer is Mission Critical?

For Sales Pros / Aug 15, 2019 / Mark Boundy

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

How to Make Your Sales Team More Efficient and Effective with Specialization

How to Make Your Sales Team More Efficient and Effective with Specialization

Improving Sales Team Performance / Aug 14, 2019 / Sales POP Guest Post

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

An Evangelist Cannot Live Without a Soul

An Evangelist Cannot Live Without a Soul

Motivating Sales Teams / Aug 13, 2019 / Nikolaus Kimla

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

Traits of a Successful SalesPerson

Traits of a Successful SalesPerson

For Sales Pros / Aug 7, 2019 / Sales POP Guest Post

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

Pipeliner: Our New Revolutionary Journey

Pipeliner: Our New Revolutionary Journey

Pipeliner CRM / Aug 5, 2019 / Nikolaus Kimla

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

How to Prepare for a Winning Product Launch

How to Prepare for a Winning Product Launch

Leadership / Aug 3, 2019 / Benjamin Powell

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

Why Customers Make the Decision to Buy

Why Customers Make the Decision to Buy

Negotiations / Aug 1, 2019 / Andrea Grodnitzky

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

Building Your Evangelist Team

Building Your Evangelist Team

For Sales Pros / Jul 30, 2019 / Nikolaus Kimla

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

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