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

It’s That Time of Year! Back to School! Officially open! Our “Open to All” Sales Reference Library is now available for free downloads! The Sales Reference Library is designed to enrich sales teams, managers — all students of the sales profession. We’ve got information, training, best practices, strategy, philosophy, predictions… you get the drift. We’re ... Read Post

Case Study: Why evolutionplan Systemhaus Relies On Pipeliner CRM to Offer a Complete Sales Solution What is evolutionplan Systemhaus? Evolutionplan Systemhaus provides training and consultancy support to help B2B companies improve their sales process. Working mainly in the IT, manufacturing, and renewable energy sectors, the company provides coaching and tools to help customers introduce an ... Read Post

I thought it would be instructive to publish an email I received from Jonathan London, who runs The Improved Performance Group. Jonathan was selected by an ESR client to deliver critical sales training last month to a group of (non-sales) relationship managers who would soon be responsible for cross-selling a brand new product to their ... Read Post