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SPIN Selling by Neil Rackham is a hugely influential book that argues the importance of asking the right questions in the sales conversation.

In recent articles we’ve explored what must happen to fully maximize ROI (return on investment) for a CRM system. It’s a more complex issue than ROI for many other software solutions, for in truth CRM is the backbone of your sales force, and key to marketing and other company functions as well. It has a ...

It is only one month into 2014 and Pipeliner development is moving as fast as ever. The year 2013 was a great year for Pipeliner CRM and we are starting it with additional forces. Technical excellence is one of our key targets and extra developers will enable growth and increase the stability and reliability even more. We continue with ...

Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com by Aaron Ross presents an innovative approach to growing a business by presenting a new system to seek more highly qualified leads, and ensure the sales team is structured to nurture them to increase the likelihood of a ...

Most companies have probably been through it: A CRM tool is chosen and implemented. Almost immediately, issues start arising. Sales can’t actually use it to track their sales. Sales management can’t seem to analyze sales data from it. Other users can’t figure it out. IT staff are flying all over the company trying to assuage ...

One vital key to getting the most ROI from your CRM tool is to ensure your CRM application mirrors your sales process. Regrettably, traditional CRM solutions have not done this, and the resulting extra work and “workaround” has been a nightmare for sales. Today, however, there is every reason for CRM to mirror a sales ...

In today’s business enterprises, marketing and sales are commonly divorced. In fact, their behavior can actually parallel that of a divorced couple—constantly bickering and blaming each other over lead quality and quantity. Marketing will assert that sales just isn’t following up the leads they have and is wasting them, while sales, following their sales strategies, ...

Cold Calling 3.0 – The Art of Selling Smarter Not Harder by Wyn N. Davies – explains what tactics should be incorporated alongside cold calling to ensure it becomes a worthwhile course of action. This short synopsis of the book picks out the key messages.