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

In this series, we’ve covered why CRM has failed in the past, what is really needed for a CRM today and what we at Pipeliner are doing about it. Now let’s take a look at how and why Pipeliner factually and practically empowers salespeople. If you utilize CRM anywhere at any time, this could be very ... Read Post

As the saying goes, we all have the same 24 hours to work with each day. How each of us uses their 24 hours and how much is accomplished can be vastly different, however. It’s amazing how much time can be wasted or mismanaged in a work environment, especially by toxic employees. The following are ... Read Post

With another exciting year of sales and sales innovation in the books, it’s time to start thinking about the future: which tech and processes we’ll be carrying forward, which we won’t, and which game-changing trends and apps we have to keep an eye on so that, next year at this time, we’re bragging about another ... Read Post

It’s Primary time, when we all have to sift through lots of candidate pitches to figure out which one best addresses the themes and issues that we individually careabout. Yes – it’s all about messaging. Every candidate has a choice to make on how that message is crafted and what their value proposition should say. ... Read Post

As we’ve covered in the first 2 blogs in this series—Will It Now Succeed? and What Should a CRM Really Be Today?—no traditional CRM application has truly empowered salespeople. Interestingly, we brought Pipeliner into the marketplace at a time when the market was actually overrun with CRM applications. One could certainly ask, with some justification, why ... Read Post