How does your market perceive your business? How does your market perceive you? How would you like them to perceive your business, and you? What are you doing about it? Keep in mind that your market is what makes your living. You have to react to their needs and desires. So how are you positioned ... Read Post

Pipeliner CRM hosted the inaugural meeting of the Technology in Sales Higher Education Council at the Jonathan, Club in Los Angeles on April 18th, 2019. The founding schools include Bradley University California State Poly-Technical University Pomona DePaul University Indiana University North Carolina A&T University Texas State University Texas A&M University Texas Tech University University of ... Read Post

In sales—especially in today’s ultra-competitive digital age—data accuracy is everything. On the plus side, just remember a time when a salesperson reached out to you, and you realized (perhaps with somewhat of a shock) that this person really understood you and your issues. On the negative side, just remember the last email you received, from ... Read Post

Imagine trying to start your car without the wires connecting the ignition to the battery and starter. It just wouldn’t work, would it? It’s the same with the revenue engine of your company. Sales, Marketing, and Customer Success are the three components of your revenue engine-starting system and Sales Engagement is the wire that connects ... Read Post

Salespeople are masters when it comes to words and so are authors. Though the two might seem miles apart in their industries, there’s plenty that sales reps can learn from authors – from saying more with less to being able to edit their work to achieve the best end result. Say more with less to ... Read Post

Imagine if you approached every cold call or sales conversation with a buyer as if they were a grandma - Guess what? Our buyers and clients deserve this. Read and see if you agree. Read Post

Organizations take products too seriously and sales are expected to flog them. They think products convey value and stress features, cool technology and price as the reasons why people should buy. The product-centric strategy is flawed Products don’t make companies or sales organizations great. In a marketplace where benchmarking and best practices are relied on ... Read Post

There is a beautiful classical piece of music—Moldau by Czech composer Bedrich Smetana—which describes a spring that begins in the mountains, becomes a brook, a stream, a creek, a river and then reaches the ocean. In the business world, we want a perfect, precise flow of data. It begins with one data point, and moving ... Read Post