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If there is a single word that could sum up the ideal sales attitude in the financial services industry, it would be care. While some financial services salespeople may not fit that characterization, the ones who succeed certainly do. A client seeking financial services is looking to entrust an organization—hopefully yours—with their hard-earned money. They expect ...

In recent articles, we’ve been discussing the vital necessity of aligning Sales and Marketing. When each is working in its own sphere and more or less contesting one another, a company is factually crippled. This is especially true in today’s lightning-fast and fiercely competitive business environment; a company needs to operate as a unified team to ...

It is only one month into 2014 and Pipeliner development is moving as fast as ever. The year 2013 was a great year for Pipeliner CRM and we are starting it with additional forces. Technical excellence is one of our key targets and extra developers will enable growth and increase the stability and reliability even more. We continue with ...

Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com by Aaron Ross presents an innovative approach to growing a business by presenting a new system to seek more highly qualified leads, and ensure the sales team is structured to nurture them to increase the likelihood of a ...

There was a time when sales were conducted without sales strategies. Salespeople just went out and sold, and that was that; they either sank or swum. But as businesses grew and competition became stiff, sales strategies were found to be needed in order for volume sales to occur, and so were evolved. As years went ...

Most companies have probably been through it: A CRM tool is chosen and implemented. Almost immediately, issues start arising. Sales can’t actually use it to track their sales. Sales management can’t seem to analyze sales data from it. Other users can’t figure it out. IT staff are flying all over the company trying to assuage ...

It may seem a trivial point that between two factions operating as part of the same team, there must be agreement on terminology common to both. But when it comes to Sales and Marketing, the lack of such agreement can lead to a chasm that remains forever gaping until it is rectified. Not only is ...

Insurance sales can be a difficult and complex undertaking. In addition to the basic skill of selling and closing sales, there are many different types of product lines—and therefore deals—to track. At the same time, different customers have differing requirements, and you must keep careful track of those also. While traditional CRM applications may not ...