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Salespeople can be total geniuses with their sales techniques. But they can become so focused in on their individual sales cycles that they can neglect the fact that part of all sales strategies is the actual management of opportunities—confidently keeping on top of them, making sure all of them are moving along, and knowing where ...

ROI (return on investment) is normally part of every proposal for a software purchase. Those within the company requesting the purchase must do all they can to provide information to senior executives and finance officers showing how quickly that purchase will pay for itself. For a CRM tool, a full ROI statement should not be ...

In recent years, opportunity evaluation within sales strategies has been being given a prime level of importance. The reasons for this may or may not seem obvious, but for anyone that has gotten halfway through a sales cycle and had it fall apart, it starts becoming clear that the more fully an opportunity is evaluated, ...

The past year 2013 have been an amazing for Pipeliner CRM. We’ve grown as a product – we released five major updates including many enhancements and fixes. We’ve grown as a community – we attended incredible conferences, reached 15 000 Facebook fans, and started great animated sit-com. We’ve grown as a company – we welcomed ...

Pipeline management can mean different things to different people. Traditionally it has meant utilizing various measurements and analytics to measure sales rep quota achievement as well as the requirement of reports (usually through the CRM application) from salespeople on their progress. Today forward-thinking companies are viewing pipeline management quite differently. They see the pipeline as ...

Sales is already an interesting game. Buyers must be skillfully shown their need for your product or service in such a way that they become convinced of it, and gently but firmly closed on the idea of having their company pay you money for it. But the factor of competition adds a whole other layer ...

Part of fully evaluating an opportunity is gaining a clear understanding of your prospect company’s decision-making process. On a broader scale, it is an integral and vitally important part of sales key account management. Sometimes the decision-making process is simple; for example, in smaller companies, the purchase approval might be signed off by one person and ...

A key factor in sales account management—and of course in opportunity management—is fully identifying a sales opportunity. That begins with answering some key questions about the opportunity itself. The answers can be researched by salespeople themselves or, probably better, by inside sales reps or sales assistants before an opportunity gets forwarded onto salespeople. That way ...