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1. Don’t “sell” — instead, build a relationship. Novice salespeople hear that they should “assume the sale.” But if salespeople go into meetings with unearned assumptions, they will appear egotistical to the prospect. 2. Start the relationship by asking, not pushing. Ask prospects questions that demonstrate your interest in their challenges, their vision, and what ...

Editor’s Note: Today we welcome a new guest contributor to the blog — Sales expert and author Tibor Shanto. All Tibor’s areas of expertise contain the word “Sales,” which will only be to the benefit of our audience! We look forward to many posts, all chock full of the advice and leadership that are the ...

We know sales leads create revenue, but does everyone agree that managing sales leads makes a huge difference in revenue?  Some companies think sales lead management is a simple two stage process: 1.    Get the lead. 2.    Give the lead to Sales. These companies like leads; they think lead generation helps salespeople. They can’t prove ...

The best tools are always about more than mere usability and features. They are vehicles of happiness in your work life. They delight…. They make life easier…. They enable good things. Sometimes these little details seem minor, but they are not. They lead to progress, sometimes even revolution. With each release, we’re working hard for ...

Editor’s Note: Our guest contribution today is by Peter Gracey, CEO of QuotaFactory, AG Salesworks’ sister company. We are excited about QuotaFactory’s focus on sales accelerationtechniques. *** Can a film be seen without any understanding of its context? Yes — but that context will significantly change your impression of the story. For example, knowing that ...

Editor’s Note: Last month, as we published our Everything Guide to Choosing the Best CRM Solution for Your Business, we became acquainted with a terrific resource — TechnologyAdvice. TechnologyAdvice is interested in CRM vendors like Pipeliner — and other providers of business software — because their business is to create quality connections between buyers and sellers ...

VisioneersPartner (@VPAustria) is a sales consulting, implementation, and training company headquartered in Vienna, Austria, and servicing Europe and North America. A Pipeliner CRM partner, the company has several unique value propositions that set it apart from other sales consultancies. “We help sales organizations from the top line strategy, all the way down to training the ...

I received a call last week from Justin, a marketing director who wanted me to help him grow his company’s sales. It was typical of many such calls I get each year. So tell me Justin,” I said, “What do you do there at Local Financial?” “Oh?” said Justin (he seemed surprised by my question). ...