Next up in our series on how economic philosophy can be readily applied in sales, we will take a look at a factor called comparative advantage and how it can greatly assist sales management. The term is normally used to describe the ability of a party to produce a particular good or service at a ... Read Post

With buyers being informed by the internet and making some 70 percent of their buying decisions before ever speaking with sales reps, salespeople must be more savvy than ever in their understanding of prospect companies and their needs. This depth of understanding is what is referred to as insight selling, and today is the central ... Read Post

Next up in our series on highly applicable economic principles is one called opportunity cost. Opportunity cost is the investment your company must make to achieve a sale, and it has a bearing on every company activity associated with a sales cycle. It is applicable equally on the higher level of entrepreneurship as well as ... Read Post

It was a cloudy month for Pipelinersales – as we took a closer look at the cloud computing technology and defined five most important financial advantages it might bring to you. April marked the very first GO AHEAD! power breakfast in the United States, addressing principles of returning responsible and entrepreneurial thinking to the individual ... Read Post

Salespeople (Entrepreneurs): What is a “Sunk Cost” and Why Do I Need to Know About It? As we’ve been discussing, salespeople (aka “entrepreneurs within the enterprise”) operate knowingly or unknowingly within a set of precise economic principles. While you might consider that economic theory is something best left to professors in university ivory towers, in ... Read Post

One of sales’ biggest bugbears is that a lot of leads are “rubbish” or “no good” because they will never close. Now, there are a number of reasons for this: For example, the prospect may fall outside your buyer persona description, or they may not be the decision-maker. They may have entered your sales process ... Read Post

If you’re a member of a sales force, or in sales management, there is always practical information you must know. You need to know as much as possible about your own products. You need to have a firm grounding about your particular industry and market. Today especially, in the new sales era, you must have ... Read Post

Members of a sales force are traditionally burdened with having to input tons of data into CRM, provide lengthy reports and engage in meetings with sales management—all so that their sales managers can formulate sales forecasts. Why on Earth would sales reps want to do their own sales forecasts in addition to all the administration ... Read Post