If you had only $1 to invest in the development of a salesperson, how would you spend the money? It depends… As are most decisions in business, it’s not a simple matter of choosing among a number of possibilities. There isn’t only one answer. It’s normally a blend of the options available. The most important ... Read Post

Digital is the main reason just over half of the companies on the Fortune 500 have disappeared since the year 2000. –Pierre Nanterme, CEO of Accenture Why is it that companies that fail to adopt technology fade away? Fundamental Transformation First, there is a fundamental transformation happening—actually one that’s been happening for a number of ... Read Post

How do the top salespeople continually blow away their quotas so effortlessly? Do they have some kind of secret formula they follow to ensure success consistently? Yes – and much of it has to do with how top sales performers adhere to the key sales activities in their sales process and clearly understand the buyer’s ... Read Post

I am sure you know the 80-20 Pareto Principle. 80% of your business comes from 20% of your customers and vice-versa. So, you are spending more time and energy in handling 80% of your customers who are just giving you 20% of your revenue. Does it make sense? Shouldn’t you be focusing on the top ... Read Post

With Pipeliner CRM, our main focus has never been to make it more possible to control salespeople (as seemed to be the mission of many CRM applications), but to empower them and, with every release, make it increasingly more possible for them to sell. We do this because we actually believe in salespeople. We’re not ... Read Post

A notable function a sales manager must master is understanding why sales are won or lost. This is particularly true for large, complex sales opportunities where there may never be another opportunity or, if so, it may be years in the future. In all likelihood this opportunity had a high profile within the company and ... Read Post

We tend to think of creativity and productivity as being at odds with one another. After all, one is rigid, metrics-based, and concrete, while the other is abstract, organic, unpredictable, and—with the wrong space—very elusive. However, the truth is, creativity and productivity are incredibly intertwined, and our exterior surroundings can do a lot to nudge ... Read Post

These are at best challenging economic times! When I think about the pace of change, demanding customers and increasing competition, I think sometimes it is easier to find Waldo than it is to find new business. Add to that the expanding regulations and threat of changes (up or down) with interest rates, it can be ... Read Post