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In the world I was born into, people went to school in the traditional way. During that time, you were asked what you wanted to be one day. You went to elementary, middle school, high school, and university. You learned a profession, and you worked in that profession most of your life. In those days ...

Sales is an integral component of any successful business, which is part of the reason project managers and other leaders of a company need to pay attention to it. No business can be successful without customers, which is why sales process engineering was born. This is a scientific approach to sales that could help optimize ...

If the statement below should resonate with your customer, you probably operate in a mission-critical sales environment. “{What I sell} is Cheap. It’s Trouble that’s Expensive”. The mission critical sale is when your offer affects your customer’s business or operations in some significant way. Note the emphasis on “should” and “can”; I’ll get to that later on. Examples might include: Complex/Technical capital equipment ...

Two main reasons exist as to why you may be losing opportunities in your sales funnel: The lack of timely follow-up Not remembering you are to check back in with your prospective client As a former salesperson who began in the profession before the internet or the idea of CRM came into being, I whole-heartedly ...

Sales is the most important and efficient operation of the business on which another operation depends. If the salesperson you hire for your business is not capable enough to bring sales then your operations might get affected. So, how do you decide the salesperson you choose is the right fit for your company? Here are ...

You might have seen our new Pipeliner CRM mission statement, which goes along with our new sales model, popping up here and there. I’m very excited about it. It reads: “We offer a way to peaceful, prosperous life! Today it seems like humans and technology have become combined or even equal. As a CRM vendor, ...

Most entrepreneurs fail at product launches. According to statistics, 75% of all product launches end up being failures. Why do you think that is? Entrepreneurs have a habit of assuming too much. They will come up with a great product idea and just automatically assume that everyone else is going to love their product too. ...

The buying process is governed by more factors than price and solution capabilities. The customer’s psychology guides the process at every turn. It is the sales professional’s job to track those movements and address them proactively. Some of the psychological factors driving the customer’s decision-making process include: Incidental Emotions Loss Aversion Decision Context Here we ...