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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 ...

Most of the time, a sales manager becomes a sales manager by being promoted out of the salesperson position. A salesperson was a top producer on a sales team, and was then promoted to sales management to run that sales team. Sure, being great at sales helps—in fact, salespeople may not even listen to them ...

In sales management, the first thing you must admit is just how difficult it is to change people – The Pain Point of People.  Ask yourself: Have you ever tried to really change someone? Then ask yourself: Did you succeed? If you answered “Yes,” great! But the vast majority would answer “no” to this second ...

A key factor in sales management approach is technology. Without the right technology, the sales manager isn’t going to even have the data to view, let alone interpret and make decisions with. Here are very specific guidelines for choosing and employing technology for sales management.

Sounds like a funny thing to say, doesn’t it? But it’s true. Of all the many pain points in sales management—and our research has turned up dozens—the first and foremost of these is the sales manager himself or herself.

There are literally hundreds of pain points that plague sales management. If we were going to take them all up, we’d not be doing an slideshare, but an encyclopedia.  Instead we’re going to help you with the pain points that we know about, that we can actually guide you through, and that our product Pipeliner ...

Who wouldn’t want to improve sales conversion rates by 97%? This is the power of prioritization! Based on a stunning study by Velocify and brought to you by Pipeliner CRM, this slideshare shows that sales people using a prioritized list of leads and activities are able to: 1. Work more leads 2. Boost engagement 3. ...

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 ...

The importance of inbound marketing is increasing – and therefore an alignment between marketing and sales. Increasingly marketers, not sales reps, have the power to influence early dialogue – and determine whether an individual converts into a prospect.

This infographic covers 6 primary sins that salespeople should avoid no matter what. We discuss how to avoid them, and actions to take to ensure they never occur at all. The infographic is based on the ebook of the same name. It is important to avoid these sins simply because you want to sell, and ...