Editor’s Note: Craig M. Jamieson has been in sales in many capacities for many years, developing a treasure trove of great advice for small businesses. He has been a sales manager, a business owner, a consultant, a trainer — and has taught salesmanship at the university level. He has seen social business evolve — and ... Read Post

Say you’re a salesperson. One fine morning, 45 sales leads make their way to you from a variety of sources. Nothing but good news there, right? Upon consideration, 3 of them are well-qualified opportunities who want to move forward and learn more about your product or services, 12 are completely useless, and the rest of ... Read Post

A dim, dank cave would be no place for a business. You couldn’t see anything clearly or find what you needed. Employees would be forced to store valuable company data in a haphazard fashion underneath rocks and pasted to walls. Customers would come in and become quite lost, with no clear path to follow, and ... Read Post

There are only 3 things you need to know to generate predictable revenue for your business: Sticky product/service:  Your products that generate the highest revenue potential with the highest likelihood of closing Pipeline: A scalable process for converting prospects into clients Time: How long it takes to convert a prospect into a client And that’s ... Read Post

To be Head of Sales is my choice for the hardest leadership job. That’s not just because Sales is the source of revenue and tends to feel external friction first, but because sales organizations are all unique and create singular challenges. Remote and Distributed Teams Sales teams are frequently spread out over different time zones ... Read Post

Like Bill Murray in the now-iconic movie Groundhog Day, far too many executives fall short in their attempts to hire a sales VP who can get the job done, so they find themselves repeating the process again and again, without ever truly realizing why they continue to fail. I’ve spoken to enough CEOs to understand ... Read Post

Leads are the lifeblood of sales. Without them there are no sales. Without solid management, a lead is wasted — and that is hard to take. We recently asked several leading sales experts to weigh in about sales lead management, both from general and social selling points of view. Barbara Giamanco A leading social selling ... Read Post

Editor”s Note:  One way for sales managers to get closer to reading  the future is to use Pipeliner CRM for running scenarios. This activity provides an informed glimpse into potential futures that influence decision making and give you a more realistic look ahead. The good news is that you can use Pipeliner CRM for a ... Read Post