As anyone in a sales position knows, a CRM solution is only as good as the data that can be extracted from it and used to control and manage sales. This is especially true in today’s hectic, lightning fast, highly competitive sales environment. One of the crucial ways in which CRM data is expressed is ... Read Post

Henry Ford once remarked, “A business absolutely devoted to service will have only one worry about profits. They will be embarrassingly large.” It must be true given the sheer number of case studies and books that have been written on the subject. It seems that for a great many businesses, exceptional service has been a ... Read Post

Salespeople and traditional sales training must face an inconvenient truth. A salesperson only gets a sale if his/her customer first decides that salesperson will be getting that sale. Salespeople are in the decision business. In other words, salespeople’s success depends upon the decision making of others. Salespeople must remember that there’s another conversation going on ... Read Post

I have been in sales quite literally my whole life, but up until the last few years I--like many others I am sure--didn't view sales as any kind of noble profession to aspire to. Read Post

In our next True Sales Tale, here is a case of, “Address all possible objections before your customer has the chance to raise them.” Let’s see how that works out. Read Post

Client-facing personnel have to answer a lot of questions; sometimes they are hard questions, especially when they are about money, when the client needs to take action to provide you with something your team needs, or if there is a particular point of contention that needs to be addressed. In these situations it can be ... Read Post

Note: Although the functionality described below has been added to some CRM applications through complex artificial intelligence, all of the features portrayed here are simply part of Pipeliner CRM’s superior technology. The only thing missing is the voice–which many will probably be thankful for. If you’re set up and running with Pipeliner CRM, your day ... Read Post

The voice inside your head says it's time to ask for the sale. Do you freeze? Or do you flow naturally into a flawlessly amazing go-to closing question? Read Post