What do salespeople need to do in today’s tough business environment to catch the attention of decision makers? I recently uncovered some compelling data in a series of conversations I had with decision makers representing several industries, including: insurance services, publishing, hospitality, communications, manufacturing, hardware supplies, a post-secondary institution, and pharmaceuticals. I asked them the ... Read Post

We all love getting referrals from clients, friends, and colleagues.  But, this business development channel is not typically consistent. Or is it? Think about this for a moment.  You have a massive network of your absolute best, highest-converting new clients out there.  And to access them, all you have to do is tap into this ... Read Post

“Genuine leaders bring out the best in people through their purpose – they inspire us. They care about their employees and they’re not afraid to ask us to deliver more than we ask ourselves.” During my senior year in college I aced an Army Physical Fitness test. When it ended my instructor walked over and ... Read Post

I recently met a CEO who wanted to shift his team — from order-takers to sales driven. His rationale? I think we’re focusing on price, on reacting. I’d like our people to be directly in front of buyers and referral sources — to focus on business value. Here’s the thing: Sometimes we can get tangled ... Read Post

Here at Pipeliner, we believe that any company building a product or service should have an ongoing dialog with their customers. We want to understand how you use Pipeliner — and what you want to see as we move forward. To further that goal, we created a place for you to submit ideas, suggestions, and ... Read Post

“Any fool can know. The point is to understand.” — Albert Einstein When looking at raw data, we need to be mindful of its limitations, and aware of its potential. Data can reveal the most intricate subtleties about a subject, and help us to understand the meaning behind the numbers. It can help us to ... Read Post

When it comes to selling to executives, there’s a lot of well-intended, good advice out there – unfortunately, as the years have passed and buying has evolved, some of it has become more than a little outdated. There are three things that are still very commonly recommended in sales training, books, blog posts, and videos ... Read Post

Enterprise salespeople selling big spend, high impact solutions MUST SPEAK THE LANGUAGE OF BUSINESS FINANCE. I know I’m shouting, but I’ve been at this long enough to know that this is an area that salespeople flee from. And yet, constructing a Business Case that demonstrates positive impact on a key financial ratio can win the ... Read Post