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. There are numerous popular sales methodologies today. These methodologies bring together sales best practices from different quarters and greatly assist salespeople and sales organizations in consistently closing a higher percentage of deals. In this ebook, we ... Read Post
Ten Don’ts for Social Media: The Poster Using social media is a great way to build brand awareness, but some cautions are in order. Here are 10 techniques that won’t work. What you should not do on social media For social media to be an effective part of your brand-building strategy, it’s important to pay ... Read Post
The sales manager’s job is arguably the the most difficult and demanding in a company. From above, the sales manager is being monitored and pressured to get those sales. From below, salespeople are looking to the sales manager for leadership, while at the same time harboring a bit of criticism because the sales manager isn’t ... Read Post
There is a lot of conversation circulating about building your personal brand. If you take a look online, you might see personal branding defined 1 as “the practice of people marketing themselves and their careers as brands,” with terms like “self-packaging” thrown into the mix. But, the discussion about personal branding is fairly superficial; what ... Read Post
While many will find the title controversial, especially given today’s climate of fostering startups, Nikolaus actually believes that entrepreneurship, as it is presented in many arenas, is actually dead and, in fact, could never get off the ground in the way it is often proposed. Read Post
Today in sales management, lead generation has radically changed, due to the proliferation of the Internet. Because information on your product or service is now so freely available—along with that of your competitors—it is very easy for potential buyers to compare products. 60 to 70 percent of the decision making in B2B sales is made ... Start a slideshow
Without a doubt, mobile apps can provide great benefits to small business owners. With mobile apps, a small business can reach new customers and provide a better experience to existing ones in a convenient way. However, these benefits can only be delivered when the mobile app works as expected. Many businesses don’t realize the importance ... Read Post
Sales POP! – conversations with the people who run sales organizations, hosted by John Golden. Published by Coevera, the CRM built for B2B sales teams that sell consultatively.
Kate Jones, Founder of Neon and author of the forthcoming book Deeply Human, explains how leaders can fix a broken world of work by replacing the hamster-wheel paradigm with five core capabilities: clarity of purpose, connection, consciousness, creativity, and care. She argues that self-care is a prerequisite for leading well and that people who feel well perform well. Learn more at https://www.deeplyneon.com
