When do you know a shift is occurring that will significantly alter the competitive landscape and terms of play? How can you spot the signs? Some people lead a shift and determine its direction. Steve Jobs is a good example. He engineered a series of discontinuities that not only changed the world of communication and ... Read Post

(by James White) The ability to sell is one of the most important entrepreneurial skills. Every single aspect of running a business includes sales – whether you’re buying in or trying to get a potential client to buy in. The good news is that you can always learn new skills to better your sales strategy. ... Read Post

Earning the trust of B2B buyers has become increasingly hard for sales professionals to achieve in today’s information-rich, instant-search culture. Yet it is precisely this wealth of information that creates an opportunity for those in sales to become trusted advisors. There is so much information out there, buyers sorely need someone to provide perspective and ... Read Post

We believe that salespeople are entrepreneurs within the enterprise—or, as we like to refer to them, salespreneurs. Along those lines we are now engaged in a series of Pipeliner CRM tips and tricks focused on empowering the entrepreneurial spirit of salespeople and sales managers. This post is about a vital aspect of sales target achievement: ... Read Post

57% of the purchase process is complete before buyers have their first interaction with a seller.1 This is one of the most cited statistics in the sales world these days—as if it’s some kind of big news. Wait…so you mean buyers do research and talk internally before they bring in outsiders? No way, dude! That’s, ... Read Post

Editor’s Note: Ray Wang, CEO of Constellation Research, just finished writing his new book, Disrupting Digital Business: Create an Authentic Experience in the Peer-to-Peer Economy. It’s a fascinating analysis of the powerful and disruptive changes in business — changes that touch every organization, every employee, and every person. We asked Ray a few questions about ... Read Post

Buying happens based on needs, wants, even the shiny object du jour. People buy for all sorts of reasons. Think about when you are a buyer. You bring your own viewpoint to the table, based not just on immediate need and want, but also on your past experience, your budget, and your (rational or irrational) ... Read Post

1. Don’t “sell” — instead, build a relationship. Novice salespeople hear that they should “assume the sale.” But if salespeople go into meetings with unearned assumptions, they will appear egotistical to the prospect. 2. Start the relationship by asking, not pushing. Ask prospects questions that demonstrate your interest in their challenges, their vision, and what ... Read Post