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Back in 2010 when I was CEO of Huthwaite I wrote a post for the company blog about what I termed the shortcut culture that I felt was becoming pervasive. The opening lines went like this: I have just returned from a short vacation in Los Angeles, and while I was there it struck me ...

Condensed from a Pipeliner SalesChat Interview with Andy Gole Interview by John Golden Andy Gole has taught selling skills for over 20 years to over 90 clients in a variety of different industries and market conditions. He started 3 different businesses—a sales agency, a product company, and a consulting company—and has made over 4,000 sales ...

Condensed from a Pipeliner SalesChat Interview with Joel Capperella  Interview by John Golden Joel Capperella is a leading marketing consultant with 20 years of strategic marketing execution in enterprise software, SaaS and technical professional services. Joel specializes in guiding his clients to obtain bigger pipelines, increased brand and product awareness, faster revenue and empowered transformation. ...

As you are aware from our blog posts and our extensive library of ebooks, we at Pipeliner CRM are deeply in-tune with the business of business and the ever evolving needs of the market. In simple terms we are obsessively focused on what our buyers need and want. We are proud and humbly grateful that ...

This is certainly the era of Big Data — so much so that storage device capacities constantly expand. We’re now up to multiple terabytes with no end in sight. But just because all of that data is available, and we now have ways to store it, does that mean we should access and try to ...

Throughout this series, we’ve plainly seen the difference between salespeople who succeed, and those who always appear frantically busy but only marginally succeed. The answer is focus and clarity. Successful salespeople know what to focus on each day. They intelligently prioritize activities based on a solid understanding of buyers, and a regular review of their ...

Earlier in this series, we talked about the way a salesperson is often perceived: They’re juggling opportunities at different stages of the sales lifecycle while torrents of emails flood their inbox, and calls and text messages melt their smartphones. They always appear to be playing “catch-up” while never quite catching up. This is such a ...

The key to success, in pretty much any endeavor (including sales target attainment), is being able to clearly identify a goal, define the steps needed to achieve that goal, and then cut out any extraneous noise or distractions so that you can focus exclusively on execution and reaching the goal. Ask anyone who’s been there: ...