It seems like everyone is looking for a one-size-fits-all strategy for outbound. And unfortunately there are plenty of sales experts encouraging this idea by claiming that they have ‘the magic formula.’ With multiple variables like a prospect’s vertical, state of the market, target buyer personas, etc. a company must consider many factors before selecting which ... Read Post

It’s not one thing. There’s no Hail Mary pass or silver bullet that will vault you from an average salesperson into a mind blowing success with results that stagger the imagination. But these 20 things worked for me. And they will work for you if you give them an honest try. Take a long term ... Read Post

For centuries, when someone talked about unicorns, everyone knew they were talking about a mythical creature that populated fairy tales. In the last few years, though, investors have jumped all over unicorns as real entities—in this case, startups that were worth $1 billion or more. But as has been noted in a recent Wall Street ... Read Post

So you have closed that sale… Congratulations are in order!!! So you may be asking yourself, now what do I do? Is that it? Is there more? Well this is a tricky question, because it really depends on what your ultimate goals are and what type of product you are selling. If the product is ... Read Post

Account-based sales development (ABSD) is a sales strategy that is growing rapidly in both adoption and best practice creation. According to TOPO, 30% of all sales development teams are implementing ABSD and that number is growing steadily. Having refined our own account-based prospecting techniques over the past 15 years, we have found that one fact ... Read Post

As you are aware from our blog posts and our extensive library of ebooks, we at Pipeliner CRM are deeply in-tune with the business of business and the ever evolving needs of the market. In simple terms we are obsessively focused on what our buyers need and want. We are proud and humbly grateful that ... Read Post

All companies know that information improves marketing campaigns, but what’s more important is the data collected as it improves customer experience. Every marketer will sell you the “content is king,” but without data, your efforts are wasted on content that will be irrelevant. Data gives companies an understanding of the customers mind and how they ... Read Post

In our continuing series on the pain points of sales management, we have explored the pain categories of sales management, the primary pain point of being a sales manager, the technology that sales management really needs, the vital subject of management, and specific pain points of sales management at a new company (part 1 and part 2 ... Read Post