The SalesPOP! Blog is a multimedia sales resource featuring insights from over 150 global sales experts, thought leaders, and practitioners. Since 2013, we’ve published 6,500+ articles covering sales enablement, leadership, sales management, CRM strategy, and the future of selling — backed by 1,500+ podcast interviews with the world’s top sales professionals.
Whether you’re a sales rep looking to sharpen your skills, a manager building a high-performance team, or a leader navigating AI-driven transformation, our expert contributors deliver actionable strategies grounded in real-world experience.
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As previously noted in this blog and in many other places, the B2B sales landscape has changed dramatically in the information age. Thanks to the plentiful information available online, some 70 percent of a buyer’s decision is made before ever speaking with a member of a sales force. It means that sales reps must be ... Read Post
In this series of articles on economic philosophy applicable for the sales force and sales management, we’ve been stressing certain entrepreneurial principles and their importance in sales and commerce. We have seen how empowering it can be to understand some of the root economic principles that guide sales and commerce, and how that understanding can ... Read Post
Your success at closing a complex sale is dependent on your ability to strike up a meaningful conversation. That’s because once you’ve engaged a prospect, you able to dig deeper and obtain the insights you need to understand the problem the customer wants to solve. This step is crucial. That’s because you need to obtain ... Read Post
People buy from people they know, like and trust. This is a well-documented fact and as a sales rep, it means one of your key objectives when meeting with prospects is to build rapport so you can earn the likability factor. But how can questions in the sales process help with this? Let me explain… Make ... Read Post
It was a cloudy month for Pipelinersales – as we took a closer look at the cloud computing technology and defined five most important financial advantages it might bring to you. April marked the very first GO AHEAD! power breakfast in the United States, addressing principles of returning responsible and entrepreneurial thinking to the individual ... Read Post
Salespeople (Entrepreneurs): What is a “Sunk Cost” and Why Do I Need to Know About It? As we’ve been discussing, salespeople (aka “entrepreneurs within the enterprise”) operate knowingly or unknowingly within a set of precise economic principles. While you might consider that economic theory is something best left to professors in university ivory towers, in ... Read Post
One of sales’ biggest bugbears is that a lot of leads are “rubbish” or “no good” because they will never close. Now, there are a number of reasons for this: For example, the prospect may fall outside your buyer persona description, or they may not be the decision-maker. They may have entered your sales process ... Read Post
If you’re a member of a sales force, or in sales management, there is always practical information you must know. You need to know as much as possible about your own products. You need to have a firm grounding about your particular industry and market. Today especially, in the new sales era, you must have ... Read Post