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Do you believe that a large percentage of the buying process is complete before sales needs to get involved (57%, 65%, 67% or even more?) If so, you can thank Doug Davidoff, CEB, Dan Pink, and several analyst quoted in this LinkedIn article published in early 2015. Mr. Davidoff states: The initial research comes from 2011 Corporate ... Read Post
A proper follow-up can make or break a sale. It is also highly underestimated in its effectiveness. Without proper follow-up, many sales die. Rookie salespeople make the mistake of assuming that their job is done after the sales call when in reality that’s when the real job begins. An effective follow-up takes planning and tenacity. ... Read Post
For some, failure can mean the end of the road on some activity, venture or goal. But that is only true if you give up and just stop. For me—and for many others like me—failure in some area can act as a valuable learning experience that further enables success. This new series of blogs will ... Read Post
Sales management is a tough job, but it’s even tougher when your forecasting is done ‘blindfolded,’ using only a spreadsheet, when not using your CRM system properly, or when you have a CRM system without the best forecasting capability. As an interim sales manager, one of the first things I do, aside from boosting the ... Read Post
Today we are releasing Pipeliner CRM Collection—another milestone for CRM users throughout the world! With the release of our last version—Pipeliner Automata—we took a major stride in addressing today’s sales complexity with the very first CRM application to utilize the simplifying science of cybernetics. The complexity of today’s sales landscape has of course continued—and so ... Read Post
Recently I was having a drink at my local hang-out, when I ran into a colleague I met a few years ago but who I hadn’t seen since. We recognized each other and engaged in a catch-up conversation. As we moved from small talk to more business talk, I realized that my first impression was ... Read Post
Even if you are a Pipeliner CRM customer, you may not be aware of our mission and vision, and how vitally important these are to us and our success. As we hear from customers, Pipeliner CRM is many things. We label it Instant Intelligence, Visualized because it is the most visual CRM solution on the ... Read Post
While on the hunt for leads, it’s best that you keep quality instead of quantity in mind. According to “The Critical Importance of Lead Validation in Internet Marketing” study, about half of a company’s leads generated through its website aren’t sales related. Instead, these non-leads consist of things like auto-dialers, phone misdials, spam, sales solicitations ... Read Post
