Align content and technology with organizational initiatives Today’s digital world has dramatically and forever changed the selling environment. Business buyers now have answers, opinions, and research at their fingertips, thanks to advances in online and mobile technologies. As a result, salespeople are invited late to the sales opportunity, after major decisions have been made. Within ... Read Post

What's the first component of a salesperson's mindset--of social intelligence--without which none of the others will fall into place? That would be self-responsibility. Read Post

How many times, after a three, six or twelve month sell cycle, have you lost a sale that’s critical to making your number for the quarter? When do you think you knew, in your heart of hearts, that you never had a real chance at winning the business? Was it after one meeting? Five? Fifteen? ... Read Post

In this article, we’ve shared some of the ways big data will impact our sales strategies in 2017. Read Post

You may impress them by accident on occasion, but hit and miss success won’t earn you the brass ring in the long run. Read Post

Condensed from a Pipeliner SalesChat Interview with Ken Thoreson, conducted by John Golden Ken Thoreson is the president of Acumen Management Group and a recognized expert in sales execution channel management. He has over 18 years in consulting and advisory positions and has led development-stage entrepreneurship as well as $250 million national vertical software sales ... Read Post

Our number one goal is to make work as easy as possible for salespeople and sales managers. Our most recent effort along this line is our new Gmail Inbox App–if you, like millions of others around the world, work in Gmail, you don’t need to switch back and forth between Gmail and Pipeliner CRM. It’s ... Read Post

The higher you go in a company, the more important it is that you take your role as a leader seriously. Read Post