As a seasoned entrepreneur of over 30 years, I’ve had my ups and downs – especially when it comes to sales and income. I’ve been successful at closing, but as the talent of my sole proprietorship, resented and avoided prospecting. As a result, my sales graph would look very much like the cardiogram of a ... Read Post

This is the beginning of a new blog series on the subject of sales management, its primary pain points, and how each of these is best addressed. There are literally hundreds of pain points that plague a sales manager. If we were going to take them all up, this blog series would be rather endless. ... Read Post

The amount of consumer’ attention your business can get goes a long way to determine its sales success or failure. Everyday consumer life is filled with endless sales messages from marketers and salespeople. Traditional salespeople have done the rest of us great harm by embracing a self-centered and interruptive approach to selling products and services. ... Read Post

Selling is a very dynamic process, probably the most dynamic in any organization. It has so many moving parts, so many variables that it often becomes frenetic, chaotic, and reactionary. It doesn’t have to be that way. The key to success (in pretty much any endeavor) is being able to clearly identify the goal, define ... Read Post

To exceed your business expectations aim to bring more and greater value to your clients, do not hold anything back. This is the simplest and most effective way of truly building a solid relationship. Some strategies to create more valuable and long term relationship with clients: Really understand their needs, you got to think like ... 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, 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