Legendary author, salesman and motivational speaker Zig Ziglar once famously said, You will get all you want in life if you help enough other people get what they want. Anyone who has been a champion salesperson will agree: the more attention you put on helping your prospect, the better and faster a sale will go. ... Read Post

  Thomas von Ahn of  Viral Solutions is the poster boy for what to do right on LinkedIn. Jill’s video above, and the original article talk about how Thomas drives sales directly to his pipeline while being genuine and a “go giver.” Here Are Some Things You Can Do To Get 58% of Your Revenue ... Read Post

Instructor-Based, Online, or Webcast? A few weeks ago I was asked to be a part of the #SSHour Tweetchat hosted by Brian Fanzo from Broadsuite and Rachel Miller from Pipeliner CRM. The topics we were discussing were the differences between social selling workshops and programs including the advantages and disadvantages of each. Similar themes were ... Read Post

There is a lot of buzz  currently circulating on the subject of “predictable revenue”; there are various authors and pundits who claim that revenue can be predicted with accuracy. In some isolated cases this might be true, but in most cases—especially in the higher-end B2B sales arena—it is a fallacy. There is considerable difference between sales ... Read Post

I’ve been thinking.  Instead of “Customer Relationship Management,” we should rebrand CRM to mean, “Could Really Matter.” Why?  Oh come on.  You know why.  I’m not even going to bother tossing out the time-worn quotes about how many CRM implementations do (or don’t achieve) their desired results. Or the stats on low adoption levels by ... Read Post

Forecasting — The Salesperson’s “Not So Secret” Weapon CRM Software is more important than ever, because forecasting sales is an essential task for every business. Coupled with a high level sales target the right CRM software gives you focus, drive and something to get your sales teams motivated by. However a high level annual target can ... Read Post

Pipeliner CRM uses visualization to reflect your organization’s sales process, making it far more possible to manage and control sales. In this scenario, sales velocity is, of course, a major part of the pipeline management. What exactly is meant by “sales velocity”?  Knowing how fast (or slowly) an opportunity moves through the sales stages tells ... Read Post

Surprising and startling sales statistics that will change the way you think about selling — and the activities you focus on! *** Thanks to St. Lawrence College SLCCorporateLearning @SLCCLPI A Few Helpful Links: Adjusting the Progressive Pipeline 4 Steps to Improve Sales Performance Management How to Motivate Your Sales Team Try Pipeliner CRM free for ... Read Post