If you want to grow a reliable revenue, you have to find a steady rhythm. This means marching to the beat of your own drum by developing a sales cadence. A sales cadence is a networking system that maps out how often you try to connect with prospective clients. Once you send the initial message, ... Read Post

How to Build a Successful Sales Culture in 5 Proven Ways Performance wanes. Engagement falls and morale sinks. These are tell-tale signs that your sales culture is sick and needs attention. So how do you go about fixing it? First, three housekeeping questions. What is culture? Culture describes an organization’s working environment. How people behave. ... Read Post

Summer, unfortunately, is in its waning days and the calendar year has passed the halfway point. In your selling year, there have likely been many positives and negatives to deal with but with a heavy dose of sales optimism, you know there’s still time to take actions to drive improvement, hit your year-end numbers and ... Read Post

It was a very busy Monday at Kopp Consulting. As I was going through each task on my checklist, I needed to call a potential client. But before I even picked up the phone, I prepared what I would say if I reached his voicemail instead of him. No matter how busy I am, I ... Read Post

Having a successful sales enablement program is one of the most beneficial things you can do to increase revenue. Melissa is an expert on sales enablement programs, has some insights for SalesPOP! readers. This two-part interview explores some of the most common questions surrounding creating a sales enablement program. Read part one below to learn ... Read Post

Prospecting strategies can be difficult for many individuals in a sales organization. It makes salespeople break out into an immediate sweat, and perplexes sales managers, marketers, and upper-level management alike. This article will help you learn actionable insights into how to improve your prospecting. Defining Prospecting: Prospecting, put simply, is the opportunity to identify and ... Read Post

Today the entire world is talking about trade, and some are calling for a trade war. At Pipeliner, we believe that trade should lead to the creation of prosperity, wealth and peace. We fully support the idea of free trade between all nations. Ancient Trading World When we look at history, there are times when ... Read Post

It’s not sexy. It’s not trending on anyone’s network or deserving of a #hashtag. It’s one of those topics that no one (especially sales people or their managers) really want to spend any time talking about. It doesn’t have the star-quality appeal or attention-grabbing calls-to-action such as headliners like: Improve your Close Ratios NOW by ... Read Post