In most markets, customers are significantly changing how they do business. In some cases, such as the health care industry, these changes certainly can be labeled transformational – as a result who does the buying, what they buy, and what they are willing to pay for it are all changing. However, the more important point ... Read Post

I was fortunate to be on a panel discussion hosted by the always excellent Twitter & G+ chat #SSHour> with two of the most enduring sales thought leaders Dave Stein and Barbara Giamanco. While there are so many great takeaways from the session (and you can review the whole recording on YouTube), the one that has ... Read Post

What’s the Big Deal? Interest in “social selling” has been growing since coming into the lexicon in 2005, so we’ve created this “everything you need to know” guide for your edification. What does “social selling” really mean? Right from the start, let’s agree that it’s a pretty bad buzzword for a set of very beneficial ... Read Post

1-to-Many with Any—Connect Your Customers and Accounts in Multiple Ways   The best CRM tools evolve to adapt to new internal processes, channels, and systems — to put your customer or prospect at the center. With this release, Pipeliner CRM has turned the classic Account-to-Contacts model on its head. We call it “1-to-Many with Any.” ... Read Post

“Social Salespeople listen before engaging. Their goal is to help to solve problems rather than pitching what they have to sell.” –  Barbara Giamanco  Over the last few weeks I have been doing some research about social selling best practices. I’ve participated in some really informative twitter chats and have been involved in some great ... Read Post

If you watch neighborhood kids choose teams for any sport, it is a little emotionally brutal. Biggest, oldest and fastest kids get chosen first, friends get chosen second, and unknowns get chosen last. The one redeeming thing about this process is that at the end, every one gets to play. Not so much the same ... Read Post

Our CEO, Nikolaus Kimla, has written a guide for sales managers — advice as they set about the job of creating efficient and competent sales teams. In this endeavor, Nikolaus takes the position that your sales environment is similar to a war room, with  salespeople the troops and sales process your battle plan. Running a ... Read Post

“Best-in-class companies are far more likely than their industry average or laggard counterparts to have a formal, well communicated, and broadly adopted sales process. And more than half of them had specific activities, steps, and tools to help reinforce the value as part of that sales process.” – ZS Associates “Value-Based Selling: Building a Best-in-Class ... Read Post