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There’s Still Time

There’s Still Time

Sales Management / Jul 20, 2019 / Brian Sullivan

A midsummer night’s dream. Not Shakespeare’s, though, but the sales manager’s dream of the second half of the calendar year so strong that it drives the numbers up, salvaging the year and ensuring robust performance. Dreaming aside, H1 has been filled with many positives and negatives but your sales optimism tells you that there’s plenty ... Read More

Challenges Setting Up New Sales Office

Challenges Setting Up New Sales Office

Sales Management / Jul 18, 2019 / Benjamin Powell

What to look for while setting up a sales office in a new territory Setting up a new sales office can come with a number of different challenges. Firstly, the market dynamics in the new territory can be dramatically different from what you are used to in your role. Add to this the pressures of ... Read More

4 Success Factors for High Performing Teams

4 Success Factors for High Performing Teams

Sales Management / Jul 12, 2019 / Anna Souers

Culture is a complex, ever-present, and a constant paradigm in our family units, organizations, and businesses. It determines how we act, how we’re described by others, and who we ultimately are. In work environments, employees are the perfect gauge to describe a team or an organization’s culture using only a few words. Such descriptions may ... Read More

What is an Evangelist?

What is an Evangelist?

Prospecting / Jul 10, 2019 / Nikolaus Kimla

In our last article in this series, I pointed out that the evangelist in the business world has all but disappeared, yet in the past was an integral factor in the success of companies such as Apple. Now, let’s have a further look at why evangelism needs to make a comeback in this digital age, ... Read More

The Five Types of Differentiation

The Five Types of Differentiation

Leadership / Jul 8, 2019 / Mark Boundy

Sales professionals know to find and leverage differentiation. The problem: far too few know that not all differentiation is equal. Yep, differentiation is differentiated. Remember, differentiation only becomes value once a customer understands it and connects to a customer-desired outcome. It only turns into differentiated value — that moves a buying decision – when that ... Read More

Whatever Happened to the Evangelist?

Whatever Happened to the Evangelist?

Prospecting / Jul 2, 2019 / Nikolaus Kimla

You might remember, a few years back, an author named Guy Kawasaki writing about The Art of Evangelism. He wrote about how important evangelism was to the astounding success of Apple, and other companies as well. I’m now writing not about the huge evangelists like Steve Jobs, but about salespeople. Salespeople were once the primary ... Read More

Are You Working Your Referral Base?

Are You Working Your Referral Base?

Prospecting / Jun 29, 2019 / Lisa Magnuson

The year is half-way done and you might be thinking about your pipeline. If you’re like most salespeople, referrals are a vital part of keeping your sales pipeline full. As a matter-of-fact, according to Joanne S. Black in her book, No More Cold Calling, success rates for closing referral business are between 50% and 90%. ... Read More

It’s Your Business After All

It’s Your Business After All

Pipeliner CRM / Jun 27, 2019 / John Golden

One of the biggest criticisms of any technology platform by customers is that it is hard to get it to reflect how their business actually operates as opposed to how some programmer imagines it does. This can be a great source of frustration to customers which is why the ability to customize is so critical. ... Read More

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