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When it comes to enhancing sales techniques, some companies maintain a “hands off” approach with new sales reps hired. They put a salesperson on the job and they make it or they don’t. This has certainly been the traditional approach, and salespeople that have come up through this system have done so driven by necessity.

The past year 2013 have been an amazing for Pipeliner CRM. We’ve grown as a product – we released five major updates including many enhancements and fixes. We’ve grown as a community – we attended incredible conferences, reached 15 000 Facebook fans, and started great animated sit-com. We’ve grown as a company – we welcomed ...

There are usually very few stakeholders within a company that are truly dedicated to the organization and its purpose, and those are usually toward or right at the top. To those further down it’s much of the time “just a job”—their real life and true ambitions exist outside and away from that company. They learn ...

One of the key reasons to use CRM software is because it empowers your business to nurture leads and convert them into sales – far more efficiently than you could do without this software. If you’d like some proof to back up this claim, here are four reasons why:

In many companies, sales forces dive in far too quickly to sales cycles before adequately evaluating the opportunities. There is good motivation for doing this: salespeople want to get those deals in for themselves and their companies, ahead of the competition which today can be quite fierce. But it can be seen that far more ...

Pipeline management can mean different things to different people. Traditionally it has meant utilizing various measurements and analytics to measure sales rep quota achievement as well as the requirement of reports (usually through the CRM application) from salespeople on their progress. Today forward-thinking companies are viewing pipeline management quite differently. They see the pipeline as ...

Sales is already an interesting game. Buyers must be skillfully shown their need for your product or service in such a way that they become convinced of it, and gently but firmly closed on the idea of having their company pay you money for it. But the factor of competition adds a whole other layer ...

Part of fully evaluating an opportunity is gaining a clear understanding of your prospect company’s decision-making process. On a broader scale, it is an integral and vitally important part of sales key account management. Sometimes the decision-making process is simple; for example, in smaller companies, the purchase approval might be signed off by one person and ...