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

I’ve been working at Pipeliner CRM for a year now, and one of the biggest issues I see all the time is the serious confusion that affects small and medium businesses looking either to acquire CRM solution software or switch from a platform that isn’t working for them or their sales team and sales strategy. ... Read Post

Using Social Channels to Align With Your Buyers’ Journey Editor’s Note: Today we are posting Chapter 4 of a 10-chapter book, authored by our CSO, John Golden and Matt McDarby, President of United Sales Resources. John and Matt have collaborated before and have joined forces with this book to provide expertise to help our readers ... Read Post

At a recent conference, I started out by quoting from my favorite American philosopher, Will Rogers.  Here’s what the Oklahoma cowboy said: “It isn’t what we don’t know that gives us trouble.  It’s what we know that ain’t so.” That wisdom certainly applies to the field of persuasion.  There are things that people are certain ... Read Post