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 Post

Believe it or not, generating highly-qualified leads is a challenging task for nearly every business. Though, the marketing department plays a key role in generating good leads for the sales department. It doesn’t mean that the sales team should not invest their efforts to find high-value prospects. Salespersons are always looking for some innovative ways ... Read Post

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 Post

Discouragement and failure are two of the surest stepping stones to success." -- Dale Carnegie Read Post

There are two popular narratives floating around in the sales industry. One is sales is a numbers game while the other one says it is not. Sales professionals have always been told that sales is a numbers game but many sales experts have different opinions. Some say that it is an old fashioned way of ... Read Post

The key to making quota might lie in your existing network. Read Post

A Global Win-Win – Pipeliner Strategy The world is in the midst of a major sea-change when it comes to business, brought about because of that great equalizer: the internet. This transformation will bring equality to people and places where it has previously not been possible. A Real Choice of People and Skills At Pipeliner, ... Read Post

Whether you are a start-up or a well-established business – the reality is you have most likely underestimated how important a business card can be.  If you are at a networking event or meeting, it will leave a lasting impression when you hand it to them. As such you need to think carefully about the ... Read Post