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In the traditional days of commerce, sales and marketing were two separate departments with separate objectives. The marketing department was responsible for gathering intelligence, creating products, and generating brand awareness through advertising & public relations. On the other hand, the sales department was solely responsible for lead generation, converting prospects to customers, and managing existing ... Read Post
It’s no secret that if you want to build something that can grow and last, you need a solid foundation. What you do before breakfast is the foundation for your entire day. And your day is the foundation for your week. And the week is the foundation for your month. You get the point. Each day matters ... Read Post
A Failure? Yes, it’s true. Going back roughly 25 years ago to the original development of CRM and coming forward to fairly recently, it could certainly be said that the first iteration of CRM applications has been a failure. They’ve been costly, incredibly difficult and expensive to implement, and additionally expensive to administrate. These factors ... Read Post
A wise woman (Jill Konrath) once said, “Nobody cares about your product, service or solution. All they care about is the difference you can make for their organization.” Now that is what I’m talking about! Yet, I am baffled why so many sales reps and sales managers still sell the hard way. Often, it’s because ... Read Post
Every organization has the goal to grow; this usually translates into generating more top line revenue every year. The fact is, however, that many employees don’t relate directly to revenue growth. They “look down“. They are solely focused on their immediate job; what they are responsible for and driven to do as defined by their ... Read Post
G2 Crowd, the world’s leading business software review platform, has determined that Pipeliner CRM is the highest rated in satisfaction for CRM products, based strictly on user reviews. The recognition was stated as part of G2 Crowd’s ‘Best of 2015 User’s Choice Lists.’ “We are very pleased to recieve this rating based on customer reviews,” ... Read Post
What differentiates a solid sales leader from a highly effective sales leader? Effective sales leaders spend more time and place greater focus on the salesperson’s strengths rather than their weaknesses. These effective leaders: make reps aware of their strengths (some reps have no idea) speak to the rep in very specific terms ask questions learn ... Read Post
We now come to the final installment from my eavesdropping on a fascinating conversation—in the after-hours of the first evening of a recent entrepreneurship conference—between Dr. Abraham, a world-weary experienced entrepreneur, and a young, energetic hot venture capitalist named Doug. The first part of the conversation covered the fact that 80 to 90 percent of startups ... Read Post
