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Based on a recent study by Regalix, the top three goals for B2B marketing automation are improving lead quality, improving lead nurturing and increasing lead generation. In the end, it revolves around enhancing the customer experience by utilizing the channels customers interact with the most. Yet, most marketers understand how difficult it can be to ...

I just released a new ebook entitled Accomplishing the Impossible: Lessons from the Apollo Space Program. For this book, I did a considerable amount of research on the Apollo space program—the incredible program that put man on the moon. In addition to the famous Apollo 11 moon landing in 1969, the Apollo program was responsible ...

Today’s sales world is so incredibly different than it was 15 years ago, or even 5. Today’s salesperson works in an extremely complicated business management environment with tools like the Cloud, laptop computers that weigh a pound, iPad’s that allow you to connect anywhere at any time of the day or night. You can be ...

For some, failure can mean the end of the road on some activity, venture or goal. But that is only true if you give up and just stop. For me—and for many others like me—failure in some area can act as a valuable learning experience that further enables success. This new series of blogs illustrates, ...

It’s the key question every leader needs to ask:  Do you have a “Noble Purpose?”  Or do you just sell stuff? The answer is directly linked to your profitability. The data is clear, organizations with a Noble Purpose (that focus on improving life for their customers) outperform organizations that are focused on hitting financial targets. ...

We discovered long ago that when it comes to CRM, it really matters how data is viewed. That is why Pipeliner CRM has, from the beginning, been developed to be the most visual CRM on the market. It is instant intelligence, visualized. But no 2 companies are alike–and neither is no 2 salespeople or sales ...

Sales management is a tough job, but it’s even tougher when your forecasting is done ‘blindfolded,’ using only a spreadsheet, when not using your CRM system properly, or when you have a CRM system without the best forecasting capability. As an interim sales manager, one of the first things I do, aside from boosting the ...

At Pipeliner we have for quite some time been discussing and promoting principles which we have adopted for our company and made part of our product Pipeliner CRM. These are sound economic and business principles, proven over 150 years of practical use, taken from the Austrian School of Economic Thought, as well as from educator ...