In researching my recent ebook Achieving the Impossible, Lessons from the Apollo Space Program  I made a very interesting discovery that very much applies to sales CRM. Along with other history-making factors, the Apollo program, thanks to a person almost never mentioned in the news and history of the time, set the stage for the ... Read Post

Introducing Pipeliner CRM 11.0, which we have named Continuity. With this version, we are demonstrating absolute continuity in streamlining and supercharging sales activities throughout the world. A salesperson, every minute of every hour of every day is performing activities. Everything is an activity: the sending of collateral, a call, a task, a meeting, an appointment, ... Read Post

Phone sales – neither the salesperson nor the prospect enjoys them thanks to recent trends of telemarketers and phone scammers. People’s level of trust with cold phone calls seems to be at an all-time low. With that in mind, there are some proven methods that can help ease the pain for all involved. #1: Tone ... Read Post

Based on a recent study by Regalix, the top three goals for B2B marketing automation are improving lead quality, improving lead nurturing and increasing lead generation. In the end, it revolves around enhancing the customer experience by utilizing the channels customers interact with the most. Yet, most marketers understand how difficult it can be to ... Read Post

I just released a new ebook entitled Accomplishing the Impossible: Lessons from the Apollo Space Program. For this book, I did a considerable amount of research on the Apollo space program—the incredible program that put man on the moon. In addition to the famous Apollo 11 moon landing in 1969, the Apollo program was responsible ... Read Post

Regardless of whether you live in a thriving metropolis or a sleepy small town, or whether your clients are traditionally millennials or baby boomers, a social media presence is now critically tied to the success of your business. Contractors haven’t always been on the cutting edge of this marketing strategy, but many now understand its ... Read Post

Condensed from a Pipeliner SalesChats Interview with Dan McDade Interview by John Golden Dan McDade is certainly qualified to talk about leads. He founded PointClear in 1997, and for over 20 years he’s been instrumental in developing strategies that assure that 100% of the leads delivered to his company’s client sales organizations are fully qualified ... Read Post

This question has to rank among the top five most commonly asked questions from business development professionals. No matter whether I am doing a keynote, workshop or one-on-one coaching, if I am speaking about business development the question of how to “get in the door” always comes up. Now this question is asked in a ... Read Post