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Why is it that despite carefully crafted sales processes, advanced sales intelligence technology, that CSO Insights research found that the average sales forecast was 45.9%? More than half of the forecasted sales aren’t happening. According to their 2015 Sales Compensation and Performance Management study, only 54.6 percent of sales professionals actually meet the quota. Process ... Read Post
No one wants to be seen as the same as anyone. We all want to be seen and heard as people who are unique and distinctly us and we want the same for our businesses, products and services. But do you ever think about the uniqueness of your customer relationships? Today more than in any ... Read Post
For our final 2 blogs in this series on sales management pain points, I want to discuss what is a very fundamental quality for someone’s successful conduct in life—that of virtues. Perhaps more than other more average fields, you really need virtues in sales management. The bottom line: if you don’t clearly understand how a ... Read Post
Many times during the planning stages of the implementation of a CRM system we have found that clients struggle as they have not defined their detailed sales process. For example, knowing when to change or move the “stage” of the sale forward becomes critical; do you move the stage forward when you “book” the next ... Read Post
As much of the world now knows, England’s Leicester City Football Club, otherwise known as the Foxes, has come from virtually nowhere to win the 2015-2016 Premier League victory. Nobody saw it coming—a year ago the team was in last place, with 9 games to go. As noted in more detail in a brand-new ebooklet, ... Read Post
With today’s technology we can get in contact with a great deal of potential customers online. But the one problem most businesses experience is the conversion of the actual customers. And this is because they fail at engaging with them. In the past businesses could sound a sales pitch through radio and simply wait for the ... Read Post
Concurrent with the release of the Pipeliner CRM’s breakthrough version Automata, we are also very proud to be releasing a brand new mobile CRM version! The new Pipeliner Mobile CRM App brings key Pipeliner functionality to iOS and Android Smartphones. Pipeliner CRM acts as a guide through today’s sales complexity, bringing focus and clarity to ... Read Post
In the previous chapter, we covered the measurement of success in managing a social sales team. We discussed the importance of tactics and their desired outcomes being tied directly to your team’s important, strategic business objectives. And we went over the purpose and real value of engagement over social media between seller and buyer: making ... Read Post
