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If a salesperson has one goal with a prospect, it is creating within that buyer the conviction that the buyer’s company needs to buy that product or service. Here are a series of basic steps through which you can bring about that conviction. It is a sequence you can blend into or add to your ...

Sales experts have been saying for years that the more the buyer is convinced that the purchase was his or her idea, the stronger the opportunity is for the close. The degree to which this happens during the sales process is, most of the time, up to the sales rep. Salespeople, especially new ones, can ...

Many sales experts agree: it is the age of insight selling. Long outmoded are sales techniques that deal only with clever pitching; today a buyer at a prospect company is far more educated and mere pitches are likely to fall on deaf ears. A salesperson must bring unique value to the table if a prospect ...

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 ...

There are usually very few stakeholders within a company that are truly dedicated to the organization and its purpose, and those are usually toward or right at the top. To those further down it’s much of the time “just a job”—their real life and true ambitions exist outside and away from that company. They learn ...

In many companies, sales forces dive in far too quickly to sales cycles before adequately evaluating the opportunities. There is good motivation for doing this: salespeople want to get those deals in for themselves and their companies, ahead of the competition which today can be quite fierce. But it can be seen that far more ...

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 ...