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Our last article introduced a new series on mega-threats to the sales industry, inspired by the fascinating bestselling book by Nouriel Roubini entitled MegaThtreats: 10 Dangerous Trends that Imperil Our Future, and How to Survive Them. Now, let’s look at the first mega-threat—which deals with the salespeople themselves. Mega-Changes While researching this article, I turned ...

I’m often asked how I define enterprise selling versus selling into small and medium-sized accounts. As is true of so much in selling, it’s all about pain – the driving force in causing prospects to act. But what about us as salespeople? Don’t we have to deal with pain as well? Of course. So, I ...

Nouriel Roubini has a fascinating bestselling book called MegaThtreats: 10 Dangerous Trends that Imperil Our Future, and How to Survive Them. In this book, Roubini lays out 10 trends that seriously threaten our survival. This book got me thinking: are there mega-threats for our industry coming our way? Thus begins a new series of articles ...

A primary success factor is knowing what you want to achieve and how you will do it and then pursuing to remain on target for what you want. Before accepting any offer that may intrigue us, albeit a new position, a prospective client, or a business offer, we must research all pros and cons before ...

Investment newsletters can be an invaluable resource, regardless of whether you are new to investing or a seasoned investor with a million-dollar plus portfolio. Because markets are intertwined and constantly moving newsletters help synthesize everything down to a digestible size. You might be thinking that investment newsletters are an antiquated thing of the past. The ...

Sales enablement is a process that helps businesses equip their sales teams with the resources, tools, and information they need to improve their performance and close more deals. In today’s competitive market, sales enablement has become an essential strategy for any business that wants to stay ahead of the competition. What is Sales Enablement? Sales ...

It should be abundantly clear that no medium to large B2B sales team or company can grow and succeed today without a clear-cut sales process. Pipeliner is the only CRM solution to allow a company complete flexibility in adapting its sales process to CRM and to allow a company’s sales process to be rendered in ...

Today, we are confronted with life-threatening challenges in the world, and I recently thought of a way to truly put them in perspective for anyone who is having trouble grasping them, and how extensive they really are. Historical Perspective To gain perspective on today’s changes, let’s look some distance back in history. In 1381, there ...