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With buyers being informed by the internet and making some 70 percent of their buying decisions before ever speaking with sales reps, salespeople must be more savvy than ever in their understanding of prospect companies and their needs. This depth of understanding is what is referred to as insight selling, and today is the central ...

Next up in our series on highly applicable economic principles is one called opportunity cost. Opportunity cost is the investment your company must make to achieve a sale, and it has a bearing on every company activity associated with a sales cycle. It is applicable equally on the higher level of entrepreneurship as well as ...

It was a cloudy month for Pipelinersales – as we took a closer look at the cloud computing technology and defined five most important financial advantages it might bring to you. April marked the very first GO AHEAD! power breakfast in the United States, addressing principles of returning responsible and entrepreneurial thinking to the individual ...

Salespeople (Entrepreneurs): What is a “Sunk Cost” and Why Do I Need to Know About It? As we’ve been discussing, salespeople (aka “entrepreneurs within the enterprise”) operate knowingly or unknowingly within a set of precise economic principles. While you might consider that economic theory is something best left to professors in university ivory towers, in ...

One of sales’ biggest bugbears is that a lot of leads are “rubbish” or “no good” because they will never close. Now, there are a number of reasons for this: For example, the prospect may fall outside your buyer persona description, or they may not be the decision-maker. They may have entered your sales process ...

Who within a business should own the process of sales enablement? Sales and marketing departments probably spring to mind, and when you look at what sales enablement actually is, you can understand why. In this blog, we’ll explore three important ways marketing departments can go beyond lead generation, to proactively support sales to close more ...

For many years, a CRM software solution has been considered something separate from other vital sales tools—tools such as a sales process, email, web services and, lately, social media platforms. This prevalent consideration has been aptly illustrated by the fact that for salespeople, entering data into CRM was yet another cumbersome administrative task carefully designed ...

Let’s face it: the twenty-first century business environment is web-centric. If your enterprise isn’t operating on the web, it is certainly depending on the web for important aspects of business operations. Of course these aspects include email, online ordering, lead generation and prospecting. But in the course of a sales cycle, they could also include ...