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Most sellers don’t want to think about their sales process, let alone their ‘Big Deal’ sales process. Even tenured account executives believe that sales is more ‘Art’ than ‘Science’, comes naturally, and that every sales situation is unique. Let the sales leaders think about it, the sellers just want to sell. Sellers, wouldn’t the below ...

It happens more often than you think – sellers miss buyer signals and sales are lost. Here’s how to avoid letting that happen to you. First, remember that buyers have a process for buying, just like sellers have a sales process. When the buying and selling processes line up neatly, everyone feels good about the ...

If you take nothing else from this writing, know this: Words matter. Let’s start with the ones that keep those on sales’ frontlines up at night, shall we? Lead generation, sales funnels, and quality prospects are all terms B2B companies hungry to scale put up on their leader boards. To sell more means posting high ...

Your potential customer often begins their buying journey by wanting to learn more about their sales representative and the first place they are likely to go is LinkedIn. What will they find?

With the latest release of Pipeliner CRM, we have a new tagline: Exceptional Engagement. The Better CRM. I want to take a moment and explain exactly what we mean. Anyone could say their CRM is “better”—but in our case, this statement is made after careful consideration. Why Better? Jim Collins wrote an excellent book, Good ...

Over the last decade, data’s role in running an efficient business has become more and more crucial. There are vast pools of data available to the aspiring entrepreneur, and there are now more ways than ever to interpret and implement it for the benefit of a business. Both customer-facing and internal resource data are more ...

The statistics are compelling. Most selling organizations generate 80% of their business from 20% of their clients. Winning a new large account costs up to 20 times more than keeping a current one. And just a small increase in a company’s major client retention percentage drives even greater revenue and profit increases. On the negative ...

Salespeople should stop looking at feedback as complaints. They tend to attach a negative aspect to it, so they are rarely happy to get it. But in fact, feedback is essential to their success, even when it truly is negative. Why? – Because it teaches you where you need to make improvements in your offer. ...