The sales manager’s job is expanding from managing reps to orchestrating a mixed team of reps and AI agents. The orchestrator role has four responsibilities: allocate work between agents and people, set guardrails so agents act only with approval, inspect agent output the way you inspect rep work, and coach reps on the judgment work ... 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 ... »
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 ... »
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 ... »
In today’s mega-technological super-convenience society, we’ve all but lost sight of one particular fact: Life is a risk. We’ve built walls, dams and roofs to keep it out. We’ve armed ourselves with the latest inoculations to keep risk from making us sick. We’ve mounted the latest weaponry to safeguard us from our enemies. We’ve insured ... 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
“Nikolaus Kimla’s latest book, Facing Forward, is another valuable contribution to clarifying the best role for CRM software in the success of modern sales pros. An effective CRM solution must serve the needs of today’s overworked sales people. The folks at Coevera really get this and it drives all of their software development efforts. Right ... Read Post
The eBook was originally published under the Pipeliner CRM name. Pipeliner is now Coevera — same company, evolved identity. Journey to the next frontier of Sales CRM “AI” › It’s All About the Data Artificial Intelligence (AI) is only as good as the data it relies upon; therefore, the adage “garbage in, garbage out” is fundamental ... Read Post
Drawing lessons on closing deals — from the world’s greatest military victories. About Winning the Battle for Sales What does selling products and services—or the failure to do so—have to do with Napoleon’s march on Moscow, Pickett’s Charge at Gettysburg, and David’s epic battle with Goliath? According to sales expert John Golden, a lot–and not ... 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
Closing is a make or break moment in sales. After demo and discussion, it seems like your prospect would be ready to buy your product, but sometimes they just won’t make a decision. A little pressure in the right direction will get the job done. Sales closing techniques are generally of two types: soft closing ... Read Post
It is always better to have less but more highly qualified opportunities in your pipeline than it is to have a lot of poorly qualified ones. Resources and focus are better served where you have a realistic chance of success. This tool will help you evaluate opportunities and see if they are worth pursuing. 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.
Josh Troy, Founder & CEO of Curvion Blue, explains how companies scale revenue by fixing the system around the sales rep, not just hiring better reps. He shows how his keystone metric, collected dollars per booked call, reveals each rep’s true ROI, and where AI actually helps in sales. Learn more at https://curvionblue.com/.
