Do you believe that a large percentage of the buying process is complete before sales needs to get involved (57%, 65%, 67% or even more?) If so, you can thank Doug Davidoff, CEB, Dan Pink, and several analyst quoted in this LinkedIn article published in early 2015. Mr. Davidoff states: The initial research comes from 2011 Corporate ...
A proper follow-up can make or break a sale. It is also highly underestimated in its effectiveness. Without proper follow-up, many sales die. Rookie salespeople make the mistake of assuming that their job is done after the sales call when in reality that’s when the real job begins. An effective follow-up takes planning and tenacity. ...
For some, failure can mean the end of the road on some activity, venture or goal. But that is only true if you give up and just stop. For me—and for many others like me—failure in some area can act as a valuable learning experience that further enables success. This new series of blogs will ...
Recently I was having a drink at my local hang-out, when I ran into a colleague I met a few years ago but who I hadn’t seen since. We recognized each other and engaged in a catch-up conversation. As we moved from small talk to more business talk, I realized that my first impression was ...
Even if you are a Pipeliner CRM customer, you may not be aware of our mission and vision, and how vitally important these are to us and our success. As we hear from customers, Pipeliner CRM is many things. We label it Instant Intelligence, Visualized because it is the most visual CRM solution on the ...
While on the hunt for leads, it’s best that you keep quality instead of quantity in mind. According to “The Critical Importance of Lead Validation in Internet Marketing” study, about half of a company’s leads generated through its website aren’t sales related. Instead, these non-leads consist of things like auto-dialers, phone misdials, spam, sales solicitations ...
10 Questions You Must Ask Yourself When Managing Your Sales Pipeline We see a lot of articles on sales enablement and progression, but few address the importance of pipeline management and its specific contribution in helping sales teams to step up their game in terms of success and efficiency. So let’s take a look at ...
If you had only $1 to invest in the development of a salesperson, how would you spend the money? It depends… As are most decisions in business, it’s not a simple matter of choosing among a number of possibilities. There isn’t only one answer. It’s normally a blend of the options available. The most important ...
