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Condensed from a Pipeliner SalesChat Interview with Andy Gole Interview by John Golden Andy Gole has taught selling skills for over 20 years to over 90 clients in a variety of different industries and market conditions. He started 3 different businesses—a sales agency, a product company, and a consulting company—and has made over 4,000 sales ...

One way that you can boost your sales is by upselling. Yet, what is the most effective way to create these opportunities? Here are four strategies that will increase the likelihood that prospects will respond favorably to your upselling attempts. Strategy #1: Earn The Right To Attempt to Upsell Before you attempt to upsell you ...

I recently heard a sales podcast that put forth a concept I was very surprised to hear: that sales coaching is more important than sales management. I asked myself: Did I really hear that? Then I recalled that in the last year or so I’ve been seeing this same kind of message said in different ...

When a sales team becomes frustrated with marketing the frustrations is most frequently rooted in poor lead quality. It is an understandable frustration, after all the job of a sales representative is literally the only job in the entire company that is expected to shoulder a fair amount of risk. Failure in another role might ...

In the 20+ years we have been working with sales managers and salespeople, a constant need is sales opportunity strategy advice. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. Each company will have unique domain, market and competitor ...

The experts are telling us that in today’s economic environment if you want to keep and build your customer base then you need to learn to add value. Value is your differentiator, value is what will make you standout from your competition. So what does that mean to “really” add value? Isn’t it enough that ...

I have noticed a recent trend in sales that, while on the surface appears beneficial and perhaps even fun, I actually think is destructive. That is the practice of “gamification” in sales forces—making games for salespeople and pitting them against each other, in which trophies and such are awarded. In my opinion, gamification is something ...

If you’re reading this on the Pipeliner CRM Blog, then it’s safe to say that you’re already using a CRM – probably Pipeliner – to help you organize your contacts. I also know that Pipeliner CRM users are all about simplicity and cybernetics to help them navigate complexity and to focus on what’s truly important. ...