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Pipeliner CRM: The Difference Between Values and Principles
Blog / Pipeliner CRM / Jul 7, 2016 / Posted by Nikolaus Kimla / 2383 

Pipeliner CRM: The Difference Between Values and Principles

At Pipeliner we have for quite some time been discussing and promoting principles which we have adopted for our company and made part of our product Pipeliner CRM. These are sound economic and business principles, proven over 150 years of practical use, taken from the Austrian School of Economic Thought, as well as from educator and author Peter Drucker and Fredmund Malik, developer of the Malik Management approach.

At the same time, we’ve seen many other companies talk about their values. What is the difference between values and principles, and why have we chosen the latter?

A Value

A value is something that is generally abstract. In order for it to be put to any sort of practical use, it has to be contextualized into a certain area, a certain society, a certain region, a certain profession or the like. Conversely, values often arise directly from one or more of these and are applicable only to that from which it has arisen. Values can even vary from person to person. Someone can say, “I have a value” and someone else can say, “I have a different value.”

As an example, some societies place high value on bickering and bartering in trade—and consider someone who doesn’t fiercely attempt to lower a price or strike a bargain to be a worthless businessperson. This value would not apply in other social settings where such conduct is considered rude. This is a value, which could also be likened to an attitude or mental stance.

A Principle

A principle, on the other hand, is something that has immediate and universal applicability. The principle expressed in the 7th of the 10 commandments, “Thou shalt not steal” would mean the same anywhere regardless of race, creed, custom or anything else. If a society or a group adapts that principle, it means exactly what it says every time.

At Pipeliner we have adapted business principles, which we also teach through our books, articles and materials—and these can be applied in any country or social structure.

For example, one of the principles we utilize ourselves, and which we’ve made part of Pipeliner CRM, is “Focus on results.” It means to always keep in mind the target you’re trying to attain. This is something that could be immediately applied to any business, in any country, in any language.

The other main principles we apply are:

  • Contribution to the whole
  • Concentration on a few things
  • Utilizing strengths
  • Positive thinking
  • Trust

For a more comprehensive look at these principles and how they are applied within Pipeliner, download and read our free ebook Theory Made Real: Pipeliner CRM Puts Principles Into Practice.

Pipeliner is the only CRM solution based in such sound principles—not simply and only on a list of features we think salespeople and sales managers need.  Get your free trial of Pipeliner CRM now.

    About Author

    A 30-year veteran of the computer industry, Nikolaus has founded and run several software companies. He and his company uptime iTechnology are the developers of World-Check, a risk intelligence platform eventually sold to Thomson Reuters for $520 million. He is currently the founder and CEO of Pipeliner Sales, Inc., developer and publisher of Pipeliner CRM, the first CRM application aimed squarely at actually empowering salespeople. Also a prolific writer, Nikolaus has authored over 100 ebooks, articles and white papers addressing the subjects of sales management, leadership and sales itself.

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