Don Peppers, the highly successful US advertising executive, is well known for his famous quote about value. According to Don, “Customers will create value for you at the point where they believe you’re creating the most value for them”. Seems intuitive doesn’t it? But at the same time, it seems a bit mysterious. Don had ... Read Post
Sales forecasting comes down to five steps: define your sales process and forecast period, gather your historical deal data, choose a forecasting method that fits your data, build the number, and review it against reality on a fixed cadence. The method you choose matters less than most teams think. The discipline of the five steps ... »
The difference between AI agents vs assistants comes down to how much they do on their own. An AI assistant helps you do a task faster when you ask, like drafting an email or summarizing a call. An AI agent takes multi-step action toward a goal on its own, like researching an account, preparing a ... »
To improve CRM adoption among sales reps, make the CRM give more than it takes: cut manual data entry to minutes a day, configure the pipeline around how deals actually move, run every forecast and pipeline review from inside the CRM, train reps inside their live deals instead of a sandbox, measure usage weekly for ... »
Originally published under the Pipeliner CRM name. Pipeliner is now Coevera — same company, evolved identity. Expert opinion on the subject of sales processes has pendulum swung a great deal over the years. One day sales processes are all-important and sales organizations must stick to them like glue. The next day the sales process is ... Read Post
The eBook was originally published under the Pipeliner CRM name. Pipeliner is now Coevera — same company, evolved identity. The topic of Sales management is very broad and is covered in countless books, so we won’t be covering it here. There is also an endless list of material on sales management—and as anyone who has ... Read Post
Review and score your overall sales ecosystem with Ken Thoreson’s revealing audit. Tune Your Sales Tactics with Ken Thoreson’s Sales Audit Your sales ecosystem is supposed to be a finely-tuned set of activities working together to move sales from lead to close. But do you have unseen stumbling blocks that are preventing the system from ... Read Post
Any activity is governed by principles or natural laws. Some are obvious—skydiving, obviously, is governed by gravity. Flying is also subject to gravity, as well as wind and air patterns. Some are not so obvious. A fantastic example is economics, which for hundreds of years has been subject to “principles” in various schools of thought ... Read Post
It can often seem that running a sales force is like fighting a war—and in fact it more or less is a war between your company and your competitors. The prize is new prospects, new customers, sales, customer retention, and market share. As a sales manager, your troops are your salespeople. You want those troops ... Read Post
In this white paper, Nikolaus Kimla explores the vital necessity of using the right KPIs when measuring sales performance. In life, some understanding of the past and some perception of what the future is to bring are good to have. They bring stability and happiness to living. In business these factors are vitally necessary—the less ... Read Post
The SPIN Selling process was developed following the careful observation of 35,000 sales calls carried out by experienced, professional sales experts. It was created as a method of helping salespeople understand the questions they were asking, and teaching them how to utilize targeted questioning to earn more sales. The quality of the question matters, so ... Read Post
Qualify accounts and track information about contacts, sales account profile, and sales in process. Knowing Your Buyer The first and most important thing you’d like to know about the decision-makers in your prospect company is: what is motivating them to be interested in your product or service? In other words, you want to discover the ... Read Post
Sales POP! is your shortcut to sales, marketing and leadership excellence, offering short, insightful episodes with top global thought leaders, hosted by John Golden.
ICF-certified coach and author Sarah Oelschig explains how to recover from burnout by subtracting commitments, reconnecting with what matters, and rebuilding through small, repeatable habits. She also shows HR leaders and managers how to spot hidden burnout and build the psychological safety that keeps teams healthy. Learn more at https://sarahoelschigcoaching.com/.
