The factor of competition must always be figured into sales strategy. In the past some companies have chosen to ignore competition, but much of the time this ignorance has been at their own peril. Ancient Chinese military philosopher Sun Tzu famously said, “Keep your friends close and your enemies closer”—and it’s just as true in ... Read Post

SPIN Selling by Neil Rackham is a hugely influential book that argues the importance of asking the right questions in the sales conversation. Read Post

In recent articles we’ve explored what must happen to fully maximize ROI (return on investment) for a CRM system. It’s a more complex issue than ROI for many other software solutions, for in truth CRM is the backbone of your sales force, and key to marketing and other company functions as well. It has a ... Read Post

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 ... Read Post

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 ... Read Post

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 ... Read Post

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 ... Read Post

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 ... Read Post