Search

As we’ve covered in the first 2 blogs in this series—Will It Now Succeed? and What Should a CRM Really Be Today?—no traditional CRM application has truly empowered salespeople. Interestingly, we brought Pipeliner into the marketplace at a time when the market was actually overrun with CRM applications. One could certainly ask, with some justification, why ...

In the last blog in this series, I discussed the serious shortcomings of CRM applications in the past. There were two major reasons for this—one being the technology not being up to par, and the other being that the user was completely left out of the development equation. For that reason a common phrase about ...

Prospecting – everyone’s talking about it and there are a lot of different approaches. Here’s WHY it’s important and how to do it with a trigger-based approach. There is no sale, no close, no deal, unless we get invited to the table. It all starts with getting in the door and getting that first meeting. ...

Sell Better With Psychology: Sales and Self Talk If you’re a salesperson, you probably talk a lot. You talk to your sales manager, to other people on your sales team, to potential clients, and to former customers. You might even talk to John Golden if you’re filming one of his Sales Expert Insight Interviews for SalesPOP! But, how ...

Our CEO’s new ebook, Ten Guiding Principles for Entrepreneurs, is now available in the Pipeliner Sales Reference Library. It’s free, and packed with indispensable advice for entrepreneurs and sales insights. There is no universal guideline to building your business from the ground up and 10 Guiding Principles for Entrepreneurs does not try to provide you with one, ...

Congratulations on closing the sale!  The contract is signed and implementation is moving forward.  Time to move on, right?  Wait! Not so fast. Often overlooked is a retrospective meeting with decision makers.  This is an opportunity to look back, debrief the process, and tweak your tactics.  A retrospective conversation is a way to know what ...

For financial services brokers, agents, advisors and money managers, there is stiff competition. Many are offering similar or the same services, making the same promises, even seeking the same clients. In this environment of “sameness”, how can you set yourself apart from the competition, both in actuality an image? The answer is outstanding customer experience. ...

Contact management software is critical to the operation of any sales organization. It is a new age of sales. The sales force are digging in and really find out about their prospects and their barriers, needs and wants. This approach also greatly affects contact management, and the choice of a usable contact management software. Being able to ...