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

Many people want to start off the new year with a bang – whether it’s a pact to drink more water, get to the gym three times a week or even just to be kinder to themselves. This is the time of year that we’re all starting with a clean slate and we get the ... Read Post

In the past few months I’ve been treating sales calls differently. When my phone rings and it’s some cold-calling junior rep, I’ll actually listen to what he’s asking me. “Is this really his pitch?” I wonder. Too often these calls begin the exact same way, they want to know my top sales objectives or they ... Read Post

If you are killing time at work by reading this article I’ll have you know that you are about to acquire some profound knowledge about your very workplace. But first, let’s play a little game together. Look around your office. What do you see? That mix of talented individuals buzzing through your offices might be ... Read Post