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 ...
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 ...
Social Buying Signals: How to Identify Your Ideal Customers Online (#SSHour Highlights) Mondays at 1pm PT , you’ll want to drop by a Twitter chat (#SSHour) focused on the topic of #SocialSelling. Are you thinking…What’s a Twitter chat? A Twitter chat is a recurring, public Twitter conversation at a scheduled time. The participants tweet with ...
Editor’s Note: This is Part 2 of Bruce Boyers’ interview with sales consultant and sales recruiting expert Jim Keenan. From our Titans of Sales Interview Series. Part 2: Social Selling and Persuasive Techniques Can you do all the discovery that you need to do in a cold call? Very good question—you can’t. The cold call ...
