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If you’ve got an important sales opportunity in the works, you can improve your chance of success by preparing in advance, and visualizing the steps that will lead your prospect to make a purchase decision in your favor. During a buying cycle, there are very few opportunities to interact with your prospect in a meaningful ...

These 10 sales tips can help you better manage your selling time, write more effective emails, improve your sales conversations, and much more: Successful salespeople are always looking to optimize their productivity and improve their selling efforts. Here are 10 practical sales tips that can help you and your sales team boost productivity and have ...

There’s a powerful secret that successful organizations apply to get higher performance from their people. And it stands in contrast to the low performance generated by managers who filter their teams’ efforts, rather than acting as catalysts to drive productivity and results. Let me tell you a personal story. Second-Lieutenant Lessons I remember the moment ...

Relevancy. This one word describes what Apple has done for us. iPhones, iPads, iTunes…me, me, me. Whether it’s music or a marketing message, we live in a world where we expect and demand a personalized and relevant experience. Does everyone in our sales pipeline and our customer base deserve the same monthly newsletter? Logically, we ...

When do you know a shift is occurring that will significantly alter the competitive landscape and terms of play? How can you spot the signs? Some people lead a shift and determine its direction. Steve Jobs is a good example. He engineered a series of discontinuities that not only changed the world of communication and ...

(by James White) The ability to sell is one of the most important entrepreneurial skills. Every single aspect of running a business includes sales – whether you’re buying in or trying to get a potential client to buy in. The good news is that you can always learn new skills to better your sales strategy. ...

Earning the trust of B2B buyers has become increasingly hard for sales professionals to achieve in today’s information-rich, instant-search culture. Yet it is precisely this wealth of information that creates an opportunity for those in sales to become trusted advisors. There is so much information out there, buyers sorely need someone to provide perspective and ...

We believe that salespeople are entrepreneurs within the enterprise—or, as we like to refer to them, salespreneurs. Along those lines we are now engaged in a series of Pipeliner CRM tips and tricks focused on empowering the entrepreneurial spirit of salespeople and sales managers. This post is about a vital aspect of sales target achievement: ...