As a small business owner, you’ve probably thought about acceptable payment options. In a world where people are increasingly tapping to pay, has your business started accepting these types of payments? There are some things to consider when deciding how to handle credit card and digital payments. You want to make sure your business insurance ... Read Post
To maximize the effectiveness of LinkedIn Sales Navigator in lead generation and sales processes, consider incorporating the following strategies: Targeted Searches: Use the advanced search features to filter potential leads by industry, company size, job title, and geographical location. This specificity helps in identifying the most relevant prospects. Save and Organize Leads: Utilize the tool’s ... »
Can you count the times you asked yourself, ‘Why am I doing this?’ or ‘Why is this happening to me?’ The number is likely, infinite, and many will take the easy route – they quit. The better questions is, ‘What can I do to improve the situation, regain enthusiasm, and move forward?’ Our article offers ... »
The mining industry which people once saw as traditional and slow to adapt is now going through a profound transformation. The combination of technological progress with environmental demands and economic needs is forcing mining companies to adopt digital transformation in order to boost operational efficiency while adopting even greater safety measures all the while maintaining ... »
There are literally hundreds of pain points that plague a sales manager. In Pain Points of Sales Management, Nikolaus Kimla gives you a fascinating and insightful tour of the most important of these. These pain points can be broken down into 3 categories: Management Technology People Throughout the book, pain points fall within one or ... Read Post
The understanding of Pipeliner CRM features must go well beyond simple, functional explanations. Just understanding mechanical functionality doesn’t necessarily mean you’ll really grasp the product and all that it means, which is why I’m now writing this ebook on the concepts behind Pipeliner CRM functionality. Read Post
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 to its effectiveness. Without accurate data, algorithms cannot produce a correct output. The data management issue is even more ... 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
A CRM solution is the backbone of a company’s sales efforts. For that reason choosing a CRM solution should be done with the greatest of care and attention—this isn’t a task that you should take lightly or skimp on. The next step is CRM implementation—which also must be undertaken with care. In fact, it will ... Read Post
If you’re a member of a sales force, or in sales management, there is always practical information you must know. You need to know as much as possible about your own products. You need to have a firm grounding about your particular industry and market. Today especially you must have as much insight as possible ... Read Post
Sales Management Tool The right sales management tool will enable you to track the performance of your sales process and manage the staff that are responsible for using it. It is absolutely imperative that you utilize a sales management tool if you want to be successful as a company and make the most of the ... 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.
Why do most referral campaigns fail? Because they ignore the emotional core of the client experience.
In her book, The Referral Client Experience, Stacey Brown Randall explains that anxiety and uncertainty define the initial “New Client” stage. If you don’t address that “quiet voice” of concern with clear onboarding and emotional reassurance, you undermine trust.
You must identify your Referral Hot Zones—the specific moments in your journey when clients are most likely to talk about you. These are not random. Analyze where past referrals originated (e.g., after successful project completion, during a specific milestone).
