Most sellers don’t want to think about their sales process, let alone their ‘Big Deal’ sales process. Even tenured account executives believe that sales is more ‘Art’ than ‘Science’, comes naturally, and that every sales situation is unique. Let the sales leaders think about it, the sellers just want to sell. Sellers, wouldn’t the below ... Read Post

Less than twenty-five percent of people who make New Year’s resolutions have kept them by the end of January. Just because the turn of the new year has come and gone doesn’t mean we should stop thinking about our resolutions and ways to improve ourselves. Bad Habits When does a habit become a so-called “bad ... Read Post

It happens more often than you think – sellers miss buyer signals and sales are lost. Here’s how to avoid letting that happen to you. First, remember that buyers have a process for buying, just like sellers have a sales process. When the buying and selling processes line up neatly, everyone feels good about the ... Read Post

If you take nothing else from this writing, know this: Words matter. Let’s start with the ones that keep those on sales’ frontlines up at night, shall we? Lead generation, sales funnels, and quality prospects are all terms B2B companies hungry to scale put up on their leader boards. To sell more means posting high ... Read Post

Your potential customer often begins their buying journey by wanting to learn more about their sales representative and the first place they are likely to go is LinkedIn. What will they find? Read Post

With the latest release of Pipeliner CRM, we have a new tagline: Exceptional Engagement. The Better CRM. I want to take a moment and explain exactly what we mean. Anyone could say their CRM is “better”—but in our case, this statement is made after careful consideration. Why Better? Jim Collins wrote an excellent book, Good ... Read Post

Micromarkets are sales hot spots with tremendous potential. Adopting a more granular strategy, micromarketing for sales has taken on new relevance in the age of Big Data. Combining, combing through, and sorting data is the key to an effective strategy for sales. It’s not just about sifting through transactional and purchasing data in the B2C ... Read Post

Successful salespeople stand apart from their brethren when it comes to providing the kind of customer service that keeps customers coming back for more — and paying for it. In fact, the salespeople who are on the top of the heap don’t differentiate between sales and service; they see mind-blowing service as a critical enabler ... Read Post