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Want to sell your products? Well, pick up the phone, dial your prospect’s number, pitch your idea, and you are done! Sounds easy, right? The only problem is that real-life selling situations are not this easy. But wait; you must be thinking that selling stuff is just a matter of interest. If someone likes it ...

Less than twenty-five percent of people who make New Year’s resolutions have kept them by the end of January. Just because the turn of the new year has come and gone doesn’t mean we should stop thinking about our resolutions and ways to improve ourselves. Bad Habits When does a habit become a so-called “bad ...

With the latest release of Pipeliner CRM, we have a new tagline: Exceptional Engagement. The Better CRM. I want to take a moment and explain exactly what we mean. Anyone could say their CRM is “better”—but in our case, this statement is made after careful consideration. Why Better? Jim Collins wrote an excellent book, Good ...

Micromarkets are sales hot spots with tremendous potential. Adopting a more granular strategy, micromarketing for sales has taken on new relevance in the age of Big Data. Combining, combing through, and sorting data is the key to an effective strategy for sales. It’s not just about sifting through transactional and purchasing data in the B2C ...

Successful salespeople stand apart from their brethren when it comes to providing the kind of customer service that keeps customers coming back for more — and paying for it. In fact, the salespeople who are on the top of the heap don’t differentiate between sales and service; they see mind-blowing service as a critical enabler ...

Ask a top sales producer about keys to success, and they’ll share insights like “prioritize your work,” “maintain a good opportunity pipeline,” and “serve the customer.” I’ve heard many anecdotes to explain a top producer’s ascent to the pinnacle. Curiously, one that never gets mentioned is “I conform to the sales process.” This lack of ...

The 8 Characteristics of Sales Leaders That Make the Difference Between Success and Underperformance The average tenure of a head of sales today is approximately 18 months, one of the shortest durations in history. In large part, this high turnover is driven by an aggressive search for top-line growth. When a sales leader isn’t delivering ...

There’s a ton of articles out there providing guidance on what it takes to be a great leader. They speak of characteristics such as vision, passion, and communications which are applicable to leaders responsible for any type of organization. For example, they would apply equally as well as a marketing leader, the leader of an ...