I have noticed a recent trend in sales that, while on the surface appears beneficial and perhaps even fun, I actually think is destructive. That is the practice of “gamification” in sales forces—making games for salespeople and pitting them against each other, in which trophies and such are awarded. In my opinion, gamification is something ... Read Post

If you’re reading this on the Pipeliner CRM Blog, then it’s safe to say that you’re already using a CRM – probably Pipeliner – to help you organize your contacts. I also know that Pipeliner CRM users are all about simplicity and cybernetics to help them navigate complexity and to focus on what’s truly important. ... Read Post

You know the mantra. Your sales practice is only as good as your quiver of arrows, and your aim. It’s only as good as your attitude, your product, your leads, your proposal, and your closing skills. Is the mantra always true? How could it be? There are factors—variables—coming into play. These variables affect each stage ... Read Post

Seven questions that will change your life Problems. Issues. Stuff. You could be forgiven for thinking today’s business environment is full of all of these. Big ones, small ones. Old ones. new ones. And your sole aim in life seems to be to reduce their number, and reassure yourself that someday, when all these problems ... Read Post

It might seem odd to try and pin a ”higher meaning” on sales. Aren’t salespeople mainly in it for the money? It would sure seem that way, given how salespeople are portrayed in the media and in popular culture. But let’s take a closer look. The Search for Meaning How important is meaning to a ... Read Post

Let’s face it, we’ve all had stinking-thinking at times. Why is it some people always have great things happen to them? It’s called positive thinking. As Hafiz says, “The words you speak become the house you live in.” So what type of house are you living in within your head? It’s been proven that our ... Read Post

The sales department and the HR are very different – sales are mostly results driven and numbers-orientated while HR is more focused on individual employees that make everything happen. Therefore, finding common ground is sometimes rather difficult, but a strong relationship between the two is essential to business success. The different natures have always been ... Read Post

It’s the key question every leader needs to ask:  Do you have a “Noble Purpose?”  Or do you just sell stuff? The answer is directly linked to your profitability. The data is clear, organizations with a Noble Purpose (that focus on improving life for their customers) outperform organizations that are focused on hitting financial targets. ... Read Post