In this series, we’ve covered why CRM has failed in the past, what is really needed for a CRM today, what we at Pipeliner are doing about it, just how Pipeliner empowers salespeople, and where CRM should be in the future. For our final article in the series, let’s talk about why CRM is so ... Read Post

Everybody’s Talking at Me, I Don’t Hear a Word They’re Saying – Ten Steps to Better Concentration Harry Nilsson’s classic, “Everybody’s Talkin” was released in 1968. That same year I started work at Valley View Farms Country Store and Produce Market in Cockeysville, MD (you can’t make this stuff up). On Saturdays, I worked at ... Read Post

We all know that the business world changed permanently as a result of the recession that began in 2008. We’re all familiar with the enhanced power of purchasing, emboldened strategic procurement practices, and very deliberate attempts to squeeze most, if not all, of the profit from suppliers who compete fiercely and are often desperate. We ... Read Post

If one flat statement could be made about today’s sales environment, “It is really complex” would certainly serve. Going back in time, there were 2 basic sales jobs—a salesperson and a sales manager. Today we have field sales, inside sales, SDR sales, vertical sales, horizontal sales, and more. Sales has become a complex team sport ... Read Post

In this series, we’ve covered why CRM has failed in the past, what is really needed for a CRM today, what we at Pipeliner are doing about it, and just how Pipeliner empowers salespeople. Now, where should CRM be as we move out into the future? And how should CRM relate to the ongoing digital ... Read Post

As leaders, we’re constantly looking for how to improve sales. Our natural tendency is to find things that are not working and make them better. Specifically related to salespeople, our focus could be drawn to weaknesses, like prospecting or closing. This can lead us to send our teams to training that address these areas. Here’s ... Read Post

They say that people buy from people they like and people like people who know them. More and more B2B salespeople must become trusted advisors rather than transactional order takers. A lot is written about the customer journey and influenced them over the course of that journey with content designed to inform and influence their ... Read Post

Your physical mannerisms have a lot to do with how people “see” you and what kind of perception they have about your trustworthiness. Even without speaking – your gestures make a difference in how you are perceived by others. Here’s a list of 4 gestures that can help you to appear trustworthy… without you saying ... Read Post