In the past, the sales process was covered by a thick veil of secrecy. Companies could mask their real intentions using a bunch of attractive ads and complex semantics. And, it worked. For a while. Then, with the rise of the internet and the hyperconnected approach to the business-client communication, it stopped working. Today, your ... Read Post

As there are many, many books on sales management, so there are endless publications, articles and blogs on the subject of lead generation. This article doesn’t touch that subject, but addresses another vital topic: how to handle leads as they’re coming in, and the basics of establishing your lead management. Inbound and Outbound As with ... Read Post

Pipeliner CRM conducts a regular Twitter chat on sales issues. This fast-paced (no more than 30 minutes) multimedia series provides leading strategies, tactics and thinking for sales professionals worldwide. It connects you to an entire community of sales experts, and is a great forum to learn more about sales and to establish yourself as sales ... Read Post

Have you ever thought that you would prefer to hear the “f” word (profanity) over another that we and our kids use multiple times per day? I didn’t and that’s where I’m at. “Failure” is a word I despise. Our society is conditioned to loosely throw this word around and it officially starts at an ... Read Post

Without a doubt, sales continue to be an important driver of revenue for organizations of all industries. Countless books and inspirational speakers cover the ever-increasing interest in the world of sales, and across all markets and interests, experts agree that results are the most important facet of any job. In sales, results are not only ... Read Post

Frequently I am asked by management teams to attend their sales meetings, to give feedback, and to participate in how my customers are developing their revenue engines. These meetings are often designed around team building events on a beach or at a resort with a golf course. Sometimes they are dialed down meetings, designed to ... Read Post

The current level of sales management is failing companies. It is failing customers, and it is failing employees. Here’s a way out. Read Post

If you’re a football fan you might recall, from 1967, that winning touchdown that Vince Lombardi scored against the Dallas Cowboys. Or if you’re a European football fan (known as soccer to us Yanks) you might remember, a few years back, all those goals scored by Sir Alex Ferguson for Manchester United. Or moving over ... Read Post