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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. ...

If you aren’t sufficiently prepared and equipped, your chances of thriving in a room full of Sharks is severely compromised.

I’d like to encircle the workplace with ribbons of yellow safety tape. That would give others an inkling of the dangers lurking within. I’m not talking about back pain, eyestrain, and paper cuts. I’m talking exploitation, harassment, and passive aggression. We need to protect people from the risks that threaten their personal values. In an ...

As you get ready to celebrate Valentine's Day, here is a fun piece where you can decide what kind of a Valentine are you when it comes to sales?

With this post, we begin a series examining the sales techniques of the greatest salesperson of all time: Jesus of Nazareth. Before anyone gets upset, this doesn’t mean I’m taking a jaded view of Jesus and only characterizing him as a salesperson. Nor does it mean I’m stepping all over religious toes and pushing Christianity. ...