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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 ...

Traditional CRM software usually misses the boat on the actual purpose of a CRM solution, which is to increase sales velocity. Instead of serving merely as a monitor for salespeople, it should actually empower sales reps to sell better and faster. The data entered into CRM should assist sales reps in moving their sales forward. Fortunately ...

March is a month of growth for the most part. And we are growing too… The latest e-book release “Fully Maximizing ROI for Your CRM Solution” marks more than fifty of our free educational e-books and continues Pipelinersales’ commitment to provide not only an exceptional CRM tool, but training and education for salespeople and entrepreneurs. We have ...

In our last article we discussed the importance of social media strategy in today’s B2B business environment. For B2B, social media can be vitally important at the beginning of a business relationship—but after a point a stronger stress must be placed on product benefits to the target company, and the insightful and personal customer relations between ...

In the last year or so, the importance of social media to a CRM application has been all the rage. “Does your CRM solution support social media?” seems to be the question on every CRM pundit’s lips. It is a valid question, if only because of the preponderance of both companies and individuals that are ...