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Henry Ford once remarked, “A business absolutely devoted to service will have only one worry about profits. They will be embarrassingly large.” It must be true given the sheer number of case studies and books that have been written on the subject. It seems that for a great many businesses, exceptional service has been a ...

Salespeople and traditional sales training must face an inconvenient truth. A salesperson only gets a sale if his/her customer first decides that salesperson will be getting that sale. Salespeople are in the decision business. In other words, salespeople’s success depends upon the decision making of others. Salespeople must remember that there’s another conversation going on ...

Client-facing personnel have to answer a lot of questions; sometimes they are hard questions, especially when they are about money, when the client needs to take action to provide you with something your team needs, or if there is a particular point of contention that needs to be addressed. In these situations it can be ...

Note: Although the functionality described below has been added to some CRM applications through complex artificial intelligence, all of the features portrayed here are simply part of Pipeliner CRM’s superior technology. The only thing missing is the voice–which many will probably be thankful for. If you’re set up and running with Pipeliner CRM, your day ...

The voice inside your head says it's time to ask for the sale. Do you freeze? Or do you flow naturally into a flawlessly amazing go-to closing question?

Productivity is not governed by chance or random activity; rather it is influenced by the strategy you have for your day. No strategy and discipline = low productivity. These 5 strategic elements will ensure your productivity stays high and that you will stand-out from others. 1. Spend 30 minutes revisiting the strategic plan of your ...

Your company go-to-market strategy is the key driver of your business. For that reason it needs to be easily understood by both employees and target customers–hence it needs to be simple. It informs your positioning, messaging, marketing and how you sell. It actually informs which opportunities you pursue. A go-to-market strategy that has been well ...

Today we are seeing an increasing amount of news and commentary about the necessity for artificial intelligence (AI) to intervene in or perhaps even replace live human interaction in areas such as sales and customer service. I beg to differ with such assessments–but not for reasons of “man versus machine” or other such cliches. My ...