Traditionally sales strategies are formulated on an executive level, taking many factors into account including marketing data, market trends and potential opportunities. But without taking the viewpoint from the level of the sales rep—and the actual potential possible at that level—into account, you could be missing out on one or more gold veins. Traditional View ... Read Post

Within companies throughout the world, sales strategies depend on salespeople—and salespeople are viewed in greatly differing ways. Some admire them for doing a job that most others can’t; others view them as people that fulfill a vital function but need to be monitored and controlled; yet others consider them annoyances and prima donnas. Putting good ... Read Post

In today’s lightning-fast world of digital commerce, sales strategies require the right technology for their accomplishment. The same is also true for salespeople—for them to truly function and accomplish sales strategies, they must be furnished with an adequate technical structure. While it may be assumed that the required technology must be “state of the art,” ... Read Post

What do sales strategies consist of? Ideally, a sales strategy would be a fully laid-out plan to achieve a particular sales target or company goal. It would be as precise as possible detailing the required steps, coordination points, types of marketing communications, and much more. 4 Sales Tools That Improve Your Sales Strategy But underlying ... Read Post

A sales manager has one of the tougher jobs in the world: managing a group of people who are true individuals, who are making their own lives, and who rarely listen to anyone for advice. A sales manager’s job is made far easier, however, by a flexible, intuitive CRM (customer relationship management) system. In fact, ... Read Post

In many companies, a CRM (customer relationship management) system is strictly for the use of sales and sales management, and marketing is left “out of the loop”. But in this digital age of lightning-fast commerce, it is becoming more and more a fact that companies operating this way do so at their own peril, leaving ... Read Post

Let’s say your company is in the market for a CRM (customer relationship management) application. What are the important features and functionality to look for, and why? Adaptability to Your Pipeline The ideal CRM system precisely reflects the sales process in your company. The sales process follows a sale through its exact steps, from lead ... Read Post

The Austrian School has played only a negligible role in its country of origin but has enjoyed unbroken popularity in the United States since the 1970s with the work of Friedrich August von Hayek, Israel M. Kirzner, Murray Rothbard and especially Ludwig von Mises. The Austrians are central to the philosophy of Pipeliner CRM, because ... Read Post