Predictive analytics is one of those terms everyone uses, and no one quite understands. It’s not magic, and it’s not a substitute for good sales management. But it is genuinely useful if you understand what it actually is and how to apply it. What Predictive Analytics Actually Is Predictive analytics uses historical data to forecast ...
Bill Gates, founder of Microsoft, stated: “How you manage information determines whether you win or lose.” When improving decision making in a business, we need to understand the difference between data and information to define our data quality goals. Data and information are not the same–and they should not be confused. Just What Is Data? ...
As a sales leader for a cruise line, you’re no stranger to the thrill of mapping uncharted waters. But with changing consumer trends, increased competition, and regulatory pressures on the horizon, it’s more important than ever to stay ahead. In this comprehensive blog post, we’ll delve into the particular challenges facing sales leaders at cruise ...
The often-utilized original quote is attributed to both Teddy Roosevelt and John Maxwell but whoever used it first, truer words could never be spoken. It’s closely connected to what I often refer to as the four most important words in selling – “It’s not about you”. Understanding and internalizing these two maxims will go a ...
Sales managers live in a beautiful world of constant mixed emotions -negative and positive. Apart from pressures arising from sales targets, sales team and management, sales managers still have to contend with keeping the right frame of mind to deliver optimally. We are constantly dealing with happy emotions that come from closing deals, and painful ...
In my opinion, every sales organization and sales leader has had a very distinguished and legitimate request to achieve goals. This request involved elements, however, which have not always been available. Such elements included sales processes, and sales applications such as analytics, data mining, and many others that needed to fit together for a seamless ...
The last point to be taken up in account management is the symbiosis of humans and machines. We’ve asked the question before: is the future dominated by humans, or machines? Or, both together in harmony? There’s no question that they are becoming, and will continue to become, more as one. We’ve just come through a ...
Agility in Business Everyone in the world is currently faced with a unique, completely unprecedented, and entirely unpredictable experience. COVID-19 has forced changes throughout the entire business world, making agility more important than ever. There are a lot of people in sales, leadership, management, and marketing that are going to have to pivot and adjust ...
Through the articles in this series, we’ve now covered all aspects of account management, and its related features within Pipeliner CRM. Let’s now take an overview of the subject and pull all the pieces together, and see how Pipeliner powerfully supports account management. Very few CRM solutions have dealt with account management, most likely because ...
What’s the core of sales automation? To automate, streamline and track daily routine sales activities. Yet, an excellent sales automation system is much more than just facilitating sales reps. Sales automation has grown to be an essential part of many organizations’ marketing mix. Apart from taking care of mundane tasks like call scheduling, meetings, identifying ...
