Once You Connect, What’s Next? In the last blog in this series, I drew an analogy between the Gotthard Base Tunnel (the longest tunnel in the world) and the seller-buyer relationship. The seller is tunneling in one direction looking for that perfect buyer, and the buyer tunneling in the other direction in search of exactly ...
Building Supplemental Docs For Every Stage of the Buyer’s Journey Having control over the buyer’s journey can lead to an uptick in sales, and it’s something every business wishes they could have. While it’s not always possible, businesses can have better insight into their potential buyer’s journey, which can lead to more control over the ...
Just as the release of Kopernikus’s book was a major shift in the view of the universe, the release of Pipeliner Kopernikus is a similarly groundbreaking shift in the CRM marketplace.
How Sales Engagement Insights Can Influence the Buyer A report published by LinkedIn documents the findings from research commissioned with approximately 1,500 buyers and sellers to map Net Promoter Score (NPS) rankings with the level of individual seller engagement on the LinkedIn platform. You can download the full report here to draw your own conclusions ...
The Three Sales Questions That Make All The Difference Two differentiators exist between top achieving salespeople and those who are average at best. The ability to ask and answer unusual questions with a smile makes all the difference. Clients immediately recognize a salesperson who is willing to learn by stepping out of the traditional comfort zone of merely ...
CRM systems have been utilized throughout many different industries within the sales world. The way that CRM is used has a different impact on each industry, based on how it is used and adopted by the sales force. This article gives insight on how CRM has specifically impacted the printing industry. Printing and Leveraging a ...
Understanding the Buyer Starts with the Seller As any successful salesperson will tell you, the key to making the sale is understanding the buyer. But there’s more to it than first appears—and it starts with you, the seller. Role The first part of this process is knowing which role your prospect plays within the company. ...
Typically, we talk too much, we listen too little, and we tend to overwhelm others with our vast array of knowledge. That’s neither persuasive nor pleasant.
