Account-based sales development (ABSD) is a sales strategy that is growing rapidly in both adoption and best practice creation. According to TOPO, 30% of all sales development teams are implementing ABSD and that number is growing steadily. Having refined our own account-based prospecting techniques over the past 15 years, we have found that one fact ... Read Post

As you are aware from our blog posts and our extensive library of ebooks, we at Pipeliner CRM are deeply in-tune with the business of business and the ever evolving needs of the market. In simple terms we are obsessively focused on what our buyers need and want. We are proud and humbly grateful that ... Read Post

All companies know that information improves marketing campaigns, but what’s more important is the data collected as it improves customer experience. Every marketer will sell you the “content is king,” but without data, your efforts are wasted on content that will be irrelevant. Data gives companies an understanding of the customers mind and how they ... Read Post

In our continuing series on the pain points of sales management, we have explored the pain categories of sales management, the primary pain point of being a sales manager, the technology that sales management really needs, the vital subject of management, and specific pain points of sales management at a new company (part 1 and part 2 ... Read Post

I am pretty sure I came out of the womb a salesman. Selling has been my passion all my life and it has provided not only financial freedom and security, but incredible relationships with people I otherwise may have never met. I’ve always been successful at sales and have invested a lot of time and ... Read Post

This is certainly the era of Big Data — so much so that storage device capacities constantly expand. We’re now up to multiple terabytes with no end in sight. But just because all of that data is available, and we now have ways to store it, does that mean we should access and try to ... Read Post

New buyers in contemporary markets are more empowered than buyers in the past. And the most significant source of this new found independence from the sales community is the availability of information and the ease of accessing it. In “the day”, buyers would rely on a salesperson to provide product, price, availability, and warranty information ... Read Post

For our final 2 blogs in this series on sales management pain points, we’re discussing a very fundamental quality for someone’s successful conduct in life—that of virtues. In keeping with our topic, these virtues are, of course, for sales managers specifically. Perhaps more than other, more average fields, you really need virtues in sales management. ... Read Post