I received a call last week from Justin, a marketing director who wanted me to help him grow his company’s sales. It was typical of many such calls I get each year. So tell me Justin,” I said, “What do you do there at Local Financial?” “Oh?” said Justin (he seemed surprised by my question). ... Read Post

U.S. Dynamics Organizes Their 12-Step Proposal Tracking Process with Pipeliner CRM Since 1962, U.S. Dynamics Corporation (USD) has been a premier solutions provider to the aerospace and defense industry. The military is often in need of components and equipment that are still in operation, but from a manufacturing standpoint have become obsolete and so are ... Read Post

Here’s a scary fact: Sales professionals spend over 40% of their productive time in following up with their prospects. While the most popular media have been email and phone call, hit rates are just not as high as they should be. Tim Wackel and I recently presented a webinar, “When Prospects Go Silent – Creating ... Read Post

Social Media is a good thing. There is absolutely no doubt about that. It´s a great place for prospecting, listening, having some great conversations, and building relationships. The primary focus of a social seller should be engaging with people and achieving brand awareness. All these facts sound really exciting and the goals reachable, but it ... Read Post

There’s a new weekly sales resource in town. One of the most important, yet overlooked, aspects of sales education is keeping current with skills, techniques and tactics in a changing world. It’s hard for busy sales professionals to find the right information — practical, actionable, and easily digestible — anywhere, any time. We’ve decided to ... Read Post

April 24th is a big day for a lot of people. It’s the day the new Apple Watch launches. Apple’s first foray into wearable technology is going to forever change the landscape for companies like FitBit, Garmin and Samsung. These companies will be forced to step up their game and offer better technology and more ... Read Post

There’s a lot of speculation about who will be the next presidential candidates in the upcoming campaign. Who will begin to pull away and become the obvious frontrunners, and who will eventually seal the deal? Seems every journalist, reporter and political pundit out there is speculating about who will be the next republican and next ... Read Post

[Eel: Gatekeepers, deal spoilers, and nay-sayers at the prospect company who work to prevent any sort of change.] In every deal there is an eel. A person who is against the deal—maybe on principle, maybe because they’re your competitor’s champion or they fear they will be made to look bad if a new vendor is ... Read Post