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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 ...

We all know about team selling, don’t we? Assembling your firm’s human assets to increase the chances of winning big deals is a survival skill in the major account world. But in engaging your selling team as effectively as possible, never neglect to focus on one of enterprise selling’s top challenges – team buying! To ...

Should business not meet your expectations, it’s wise to examine your communications. People in varying industries are unaware of how they come across to others and will often discourage further business. Examining the issue from multiple angles can improve future outcomes. For example, consider the following: Do you allow your prospect to speak first to ...

A lofty goal, for sure. The first sale, of course, is great. But its real value is in its potential as it kicks off a relationship that can lead to continued business over the long term – streams of revenues and profits  that fuel growth. But making the relationships sustainable requires focus, commitment and meaningful ...