Effortlessness in Sales: How to Make Your Job Look Easy Effortlessness in sales is an elusive idea. One of the kindest comments that can come from those we work for is this: “You make what you do look effortless.” It doesn’t matter if you are a professional speaker, a salesman, a butcher, a baker, or a candlestick maker; when anyone ... Read Post

Learn Top Sales Insights From Actual Expert Sales Leaders Sales insights are important to keep up with. The sales world has undergone many changes, in the last decade especially. The changes are varied, ranging from new tools to make life easier, to large shifts in interactions and intentions with clients. If these advances aren’t understood ... Read Post

Building Supplemental Docs For Every Stage of the Buyer’s Journey Having control over the buyer’s journey can lead to an uptick in sales, and it’s something every business wishes they could have. While it’s not always possible, businesses can have better insight into their potential buyer’s journey, which can lead to more control over the ... Read Post

How Mindfulness and Enterprise Selling Go Together Mindfulness. We’ve all heard the term but it’s likely that few of us have spent any quality time learning about it. Jon Kabat-Zinn is a professor of medicine at The University of Massachusetts and an expert on mindfulness. He explains it in simple terms as “paying attention in ... Read Post

Defining Empathy and Understanding Why Salespeople Fail At It Sales organizations understand the power of empathy and more sales managers are teaching this powerful EQ skill. They are well-intentioned but often miss the mark. In an effort to help salespeople make an emotional connection with prospects, they teach validation/paraphrasing skills, not empathy skills. Note: Validation/paraphrasing isn’t empathy; it’s ... Read Post

Just as the release of Kopernikus’s book was a major shift in the view of the universe, the release of Pipeliner Kopernikus is a similarly groundbreaking shift in the CRM marketplace. Read Post

The Tunnel that Meets in the Middle The Gotthard Base Tunnel in Switzerland is, at 35.5 miles, the longest tunnel in the world, and an incredible feat of engineering. It took over $9.5 billion dollars and 14 years to complete. Tunneling is an exact science. If such a project were begun from two sides, and ... Read Post

How Sales Engagement Insights Can Influence the Buyer A report published by LinkedIn documents the findings from research commissioned with approximately 1,500 buyers and sellers to map Net Promoter Score (NPS) rankings with the level of individual seller engagement on the LinkedIn platform. You can download the full report here to draw your own conclusions ... Read Post