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Here at Pipeliner we are seeking to answer the most profound and important questions being asked about sales, sales management and CRM solutions. But sometimes very late at night (or way early the following morning) other significant questions creep into our thoughts—and a recent one was: Would Spock make a good salesperson or sales manager? ...

By now, you know my obsession with strong Selling Processes.  It’s important, but misunderstood aspect of sales effectiveness.  One of the things I’ve discovered as a result of my diatribes, is many sales managers really don’t know how to reinforce the sales process in their coaching and development of their sales teams.  I’ve gotten a ...

Harder Than It Looks Selling is the process of exchanging something of value (a product or service) for something else of equal value (money). Sounds pretty easy, right? I have something I have created, I want to give it to you for the money in your pocket, and you have agreed you need it so ...

Pipeliner has another major release this week, with new features, product enhancements, and engineering upgrades to make your Pipeliner workflow more customized, faster, and more productive. Here’s what’s happening now at Pipeliner CRM: Your New Pipeliner Calendar Get exactly the calendar you need! We integrate with both Google and Outlook Calendars. There’s a fresh new ...

Sales management is a challenging, exhilarating (often stressful) role — but you don’t need me to tell you that! With so much pressure (and emphasis) on achieving targets, it’s far too easy to get distracted by the headline number. As a result, you risk overlooking other performance indicators that increase your team’s performance and help ...

If you’re in a recurring-revenue business, you already know your customers can be fickle. They’ll subscribe, then not renew. Or they’ll just never use the service and walk away. Or they’ll take your free trial or sign up for your free service tier and use just a little, but never enough to pay. Subscription businesses ...

And What You Can Do About It In The Next 5 Minutes Editor’s Note: We are pleased today, as we announce an ongoing commitment to bringing worktools into our platform, to publish the first of many articles by our new integration partner, PandaDoc.  Our Apps Marketplace continues to grow, and we are happy to share the ...

Reaching the right decision maker within an organization can be one of the most difficult parts about sales. So often when trying to connect with these individuals we, as sales professionals, are stonewalled by gatekeepers, or simply unable to reach them via phone or email. Well, my friends, it is time to rejoice because social ...