Many sales experts agree: it is the age of insight selling. Long outmoded are sales techniques that deal only with clever pitching; today a buyer at a prospect company is far more educated and mere pitches are likely to fall on deaf ears. A salesperson must bring unique value to the table if a prospect ... Read Post

In recent years, opportunity evaluation within sales strategies has been being given a prime level of importance. The reasons for this may or may not seem obvious, but for anyone that has gotten halfway through a sales cycle and had it fall apart, it starts becoming clear that the more fully an opportunity is evaluated, ... Read Post

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. Read Post

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 ... Read Post

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 ... Read Post

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: Read Post

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 ... Read Post

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 ... Read Post