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Social selling has become a very trendy term to describe how salespeople should appropriately use social media to help their customers. The appeal of social media makes sense in a world where an estimated 50% to 70% of the selling process is thought to be outside of the hands of the salesperson. At the same time, potential clients ...

Legendary author, salesman and motivational speaker Zig Ziglar once famously said, You will get all you want in life if you help enough other people get what they want. Anyone who has been a champion salesperson will agree: the more attention you put on helping your prospect, the better and faster a sale will go. ...

  Thomas von Ahn of  Viral Solutions is the poster boy for what to do right on LinkedIn. Jill’s video above, and the original article talk about how Thomas drives sales directly to his pipeline while being genuine and a “go giver.” Here Are Some Things You Can Do To Get 58% of Your Revenue ...

Instructor-Based, Online, or Webcast? A few weeks ago I was asked to be a part of the #SSHour Tweetchat hosted by Brian Fanzo from Broadsuite and Rachel Miller from Pipeliner CRM. The topics we were discussing were the differences between social selling workshops and programs including the advantages and disadvantages of each. Similar themes were ...

There is a lot of buzz  currently circulating on the subject of “predictable revenue”; there are various authors and pundits who claim that revenue can be predicted with accuracy. In some isolated cases this might be true, but in most cases—especially in the higher-end B2B sales arena—it is a fallacy. There is considerable difference between sales ...

I’ve been thinking.  Instead of “Customer Relationship Management,” we should rebrand CRM to mean, “Could Really Matter.” Why?  Oh come on.  You know why.  I’m not even going to bother tossing out the time-worn quotes about how many CRM implementations do (or don’t achieve) their desired results. Or the stats on low adoption levels by ...

Forecasting — The Salesperson’s “Not So Secret” Weapon CRM Software is more important than ever, because forecasting sales is an essential task for every business. Coupled with a high level sales target the right CRM software gives you focus, drive and something to get your sales teams motivated by. However a high level annual target can ...

Pipeliner CRM uses visualization to reflect your organization’s sales process, making it far more possible to manage and control sales. In this scenario, sales velocity is, of course, a major part of the pipeline management. What exactly is meant by “sales velocity”?  Knowing how fast (or slowly) an opportunity moves through the sales stages tells ...