As a sales professional, you probably know the basics about online signature products. They’re easier to use and less expensive than ever. Unfortunately, knowing how to use an online signature tool is not going to give you a competitive advantage in today’s deals. But there’s a newer, related technology that will. It’s called document analytics. ... Read Post

What better way to remind ourselves that metrics are crucially important, as long as we keep them in perspective. A Few Helpful Links: Adjusting the Progressive Pipeline 4 Steps to Improve Sales Performance Management How to Motivate Your Sales Team Get your free trial of Pipeliner CRM now. Read more about CRM software and the ... Read Post

Many companies are rightly proud of their top sales producers, men, and women who grind out quotas and close crucial deals—month-to-month, quarter-to-quarter, year-to-year. Consistently, reliably, predictably. The go-to people who bring home the revenue bacon. You know who they are. Let us talk no more of them. Occasionally we learn of salespeople so exceptional, so ... Read Post

Social selling has become a very trendy term to describe how salespeople should appropriately use social media to help their customers. The appeal of social media makes sense in a world where an estimated 50% to 70% of the selling process is thought to be outside of the hands of the salesperson. At the same time, potential clients ... Read Post

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