Prime Economic Principles in Pipeliner CRM

Sales isn’t just about products and customers—economics plays a key role in every deal. This book simplifies essential economic principles and connects them to real-world selling. These insights aren’t just theory; they’re built into Pipeliner CRM, giving you the tools to make smarter, data-driven sales decisions.

Principle 1: Managing Sales Risk and Sunk Costs

Sunk costs refer to the money, time, and effort already invested in a product, service, or sales deal. In sales, this includes the hours spent nurturing leads, making calls, and presenting proposals. The key to reducing risk is recognizing when a deal isn’t progressing and knowing when to walk away.

Pipeliner CRM helps sales teams track buyer behavior, analyze past opportunities, and identify early warning signs that a deal may not close. By using real-time insights, salespeople can avoid wasting resources and focus on high-potential leads.

Principle 2: Understand Opportunity Cost

Every sales decision comes with an opportunity cost—the resources used to pursue one deal could have been invested elsewhere. If sales teams don’t account for these costs, they risk making deals that aren’t profitable.

Pipeliner CRM provides tools to accurately assess opportunity costs, helping sales professionals determine the lowest viable price for a deal without compromising profit margins. By being aware of these hidden costs, teams can make smarter pricing decisions and maximize revenue.

Principle 3: Why Subjective Value Matters in Sales

The value of a product or service isn’t fixed—it’s shaped by the customer’s unique needs, challenges, and perceptions. What one buyer sees as essential, another may view as unnecessary.

Salespeople can leverage Pipeliner CRM to understand how different stakeholders within an organization perceive value. By tailoring their pitch to each decision-maker’s priorities, they can clearly communicate why their solution is the best fit, increasing the likelihood of closing deals.

Principle 4: Playing to Your Team’s Strengths

Comparative advantage is an economic principle that applies to sales teams as well. Instead of expecting every salesperson to excel at every task, managers should assign roles based on individual strengths.

Pipeliner CRM helps managers track performance metrics and identify where each team member shines—whether it’s lead generation, negotiation, or closing. By aligning tasks with strengths, managers can create a more efficient, high-performing sales team.

Principle 5: Long-Term Value Drives Sales Success

Sustainable value is about creating ongoing benefits for both customers and sellers. For buyers, it means investing in a product or service that consistently delivers. For sellers, it means building lasting relationships that drive repeat business.

Pipeliner CRM features like Account Health and Automatizer help businesses maintain strong customer connections, ensuring long-term value creation. When companies prioritize customer success in every interaction, they build loyalty and increase lifetime value.

Afterword 1: Why Salespeople Matter More Than You Think

Salespeople do more than close deals—they drive trade, create economic stability, and contribute to a thriving middle class. Their work fuels business growth, fosters industry innovation, and even promotes global economic peace by enabling fair exchanges of value.

At its core, sales is about building trust and solving problems. In a world driven by commerce, salespeople play a vital role in shaping markets and economies.

Afterword 2: The Austrian School of Economics

The principles in this book are inspired by the Austrian School of Economics, a movement that emphasizes free markets, subjective value, and individual decision-making. Key thinkers like Carl Menger, Ludwig von Mises, and Friedrich August von Hayek explored how human choices shape economies.

A central idea of this school is that economic freedom comes with responsibility—businesses must create real value, not just seek short-term profits. By applying these insights, sales professionals can make more informed, ethical, and effective business decisions.

Lessons from the Sales POP! Podcast

Introduction: Podcasting is an essential marketing tool for businesses, offering a unique way to build trust, expand audience reach, and form deeper connections with customers. Pipeliner CRM’s SalesPOP! launched its podcast in 2018 and, after producing over 1,600 episodes, we’re sharing our most valuable lessons to help others succeed in their podcasting efforts.

What Defines a Successful Podcast:

A good podcast delivers insightful, relevant content in a format that’s easy to consume. At SalesPOP!, we prioritize covering essential topics such as leadership, sales strategies, and personal development. By offering a comprehensive view of these subjects, our podcast stands out and provides real value to listeners.

Understanding Our Audience:

While our podcast originally targeted sales professionals, we quickly realized its appeal extended beyond that niche. Our content resonates with a wider audience, including leaders and entrepreneurs from diverse industries. With over 13 million sales professionals in the U.S. alone, our reach is broad, enhanced by our global approach.

What Makes Us Unique:

SalesPOP!’s international scope sets us apart. With deep roots in both American and European cultures, we bring diverse perspectives to our podcast. Additionally, by integrating Pipeliner CRM into our process, we manage our podcast with efficiency, ensuring timely content and a seamless experience for guests and listeners alike.

Incorporating AI in Podcasting:

We utilize AI to offer personalized content that meets the specific preferences of our listeners. Through advanced features like transcription, speech-to-text, and language translation, AI helps us expand accessibility and customize content delivery. AI also automates the creation of show notes, summaries, and social media materials, enhancing the overall listener experience.

Strategies for Podcast Growth:

Growing a podcast requires consistency and dedication. At SalesPOP!, we rely on a combination of marketing techniques, including community engagement, social media promotion, and branded short-form content. Success in podcasting comes from a sustained commitment to quality and staying true to your authentic voice.

Final Thoughts:

Starting a podcast is an exciting journey. Instead of focusing solely on view counts, prioritize delivering valuable content and continuously improving your show. SalesPOP!’s podcast has enriched our lives through powerful conversations, and we encourage you to dive into podcasting and enjoy the experience it brings.

People we like, whose tools we use: We couldn’t have grown our podcast without the help of Podcast Connections, Podsqueeze, and Restream. From guest sourcing to content automation and live streaming, these tools have been key to our success.

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 acute because AI requires a lot of data. Furthermore, to effectively use the power of AI with internal, limited, or private datasets requires the highest levels of data accuracy and integrity within those datasets.

Automating Repetitive Tasks:

At Pipeliner, we recognized the need to address the challenges posed by repetitive, manual work. This realization led to the development of our pioneering solution, the Automatizer — the first true automation platform for repetitive tasks.

Pipeliner CRM: Pioneering AI in Sales CRM

Pipeliner CRM has been at the forefront of integrating artificial intelligence (AI) into relationship management (CRM) technology. While others were still exploring AI’s potential, Pipeliner was already transforming how sales teams operate.

Automating Repetitive Tasks:

At Pipeliner, we recognized the need to address the challenges posed by repetitive, manual work. This realization led to the development of our pioneering solution, the Automatizer—the first true automation platform for repetitive tasks. This groundbreaking innovation served as the starting point for all future advancements in artificial intelligence technology that we knew were essential to implement.

Groundbreaking AI for Sales CRM Voyager AI “Gen I”

In 2018, Pipeliner introduced Voyager AI “Gen I”, a groundbreaking feature that uses intelligent algorithms to analyze customer data and provide sales teams with valuable insights, actionable recommendations, and early warnings about sales opportunities.

Announcing › Pipeliner Voyager AI “Gen II”

In 2024, Pipeliner CRM will launch the second generation of Pipeliner Voyager AI. This includes all of the current AI and AI-enhanced capabilities within Pipeliner CRM, and new and innovative AI features that Pipeliner will add to the platform over time. Like NASA’s Voyager II space probe, which has more sophisticated capabilities and can go deeper and further than Voyager I, Pipeliner’s Voyager AI “Gen II” will take AI for Sales CRM to a whole new level.

Conclusion

As highlighted above, fundamental to unlocking the power of AI for Sales CRM is both data accuracy and automation. Without these many AI tools will be limited point solutions, and most of the platforms that boast AI components will be extremely superficial in what they can deliver.

CRM and Sales Performance: An Empirical Study

Authored by Daniel P. Strunk, Professor Emeritus and CRM Curriculum Developer, this research systematically examined Customer Relationship Management (CRM) systems within business enterprises. The study’s primary objective was to elucidate the efficacy of CRM systems in enhancing sales performance, with a particular focus on aspects of ownership/account control, system comprehension, and pipeline management. This empirical investigation was aimed at academic enrichment and pragmatic improvements in sales forces’ proficiency with online systems.

Methodological Approach:

The research methodology involved deploying a survey to active clients of various online CRM companies. Meticulously crafted to minimize bias, the survey sought a comprehensive understanding of the industry’s landscape. The thematic areas of the survey encompassed account control, system capability, and aspects of pipeline management and coaching.

Research Findings:

The investigation revealed that CRM systems have become commonplace in mid-sized and small businesses. Notably, 88% of participants acknowledged a clear understanding of the rationale behind implementing CRM systems. Nevertheless, the study unearthed several areas necessitating attention.

Section 1 – Account Control:

Data indicated that 80% of representatives were amenable to the idea that CRM systems were not implemented to diminish their control over accounts.

Section 2 – System Capability:

The findings underscored a pronounced requirement for augmented training to boost sales efficacy and system productivity.

Daniel P. Strunk’s Professional Background:

Professor Strunk’s illustrious career spans roles in the US Air Force, significant leadership positions in the marketing and sales industry, and substantial contributions to academia at DePaul University. His academic contributions, particularly in CRM, through textbooks and curriculum development, have significantly influenced sales strategy and technology education.

Introduction › Why is Ethics So Important for Your Success in Sales?

In today’s complex and ever-changing business landscape, ethics play a crucial role in determining the success or failure of an organization. Ethical behavior not only fosters trust and credibility with customers, partners, and employees but also ensures long-term sustainability and growth.

However, the importance of ethics in business often goes overlooked or ignored. In the pursuit of profits and market share, some companies resort to unethical practices that can lead to devastating consequences, including legal ramifications, reputational damage, and loss of customer loyalty.

This ebook aims to shed light on the significance of ethics in business and provide practical guidance on how to implement and uphold ethical standards throughout an organization. By understanding the ethical principles that guide responsible business practices, companies can create a culture of integrity and transparency, ultimately leading to greater success in the long run.

The ebook will delve into various aspects of ethical behavior in business, including:

• Defining ethical principles and their application in the workplace
• Identifying common ethical dilemmas and potential solutions
• Establishing ethical policies and procedures
• Promoting ethical decision-making among employees
• Addressing ethical breaches and upholding accountability

By embracing ethical practices and fostering a culture of integrity, businesses can reap numerous benefits, including:

• Enhanced reputation and trust among stakeholders
• Increased employee morale and productivity
• Reduced risk of legal and financial liabilities
• Sustainable growth and long-term success

In today’s competitive business environment, ethical behavior is not just a moral imperative; it is a strategic advantage that can lead to sustainable success and growth. This ebook provides a roadmap for businesses to navigate the complexities of ethical decision-making and establish a culture of integrity that will serve as the foundation for.

What Might We Learn?

There is no doubt that we live in very turbulent times. Fortunately, we have several hundred years of recorded history to look back on and hopefully learn some lessons from.

The Threat to the Middle Class
Let’s now examine how our future actually depends on the sales profession and its impact on society.

Comparison With Today
At Pipeliner, we’ve been very interested in the role of salespeople, simply because salespeople make up a significant portion of the middle class. Keep in mind that half of the working population is in a sales-related situation. The more we shrink the middle class, the more unstable society becomes.

Win Together
At Pipeliner we have created the slogan “Win Together.” This is a very realistic approach to sales, deeply rooted in the anthropology of the Austrian School of Economics.

Impact on Mindset
All of these trends and events have a direct impact on our mindset. Our mindset, of course, has a direct effect on our behavior. As our behavior as either buyers or sellers deteriorates, we move more and more into deception.

Rapid Destruction
There is a big difference between creation and destruction. Many people don’t understand that it takes many years to create a stable business—for example, Pipeliner took over a decade to build.

Impact on Mindset
All of these trends and events have a direct impact on our mindset. Our mindset, of course, has a direct effect on our behavior. As our behavior as either buyers or sellers deteriorates, we move more and more into deception.

Implosion
You have probably heard about the disaster with the Titan submersible on its way to view the Titanic. Although there are speculations and claims, we still don’t know exactly what happened.

Living On Mars
Civilization began with trade. I think we came out of our caves and started to communicate better because we traded. Communication is one of the core principles of growth and prosperity.

It’s All Back to Trade
In the Austrian School of Economics, we say, “We have no anthems. We have no flags, no uniforms, no guns. The only thing we have is a better idea.”

Do Not Let War Destroy Our Opportunities

Let’s now examine the false assumption brought up at the end of the last part: that war can somehow lead to prosperity. Some economists claim that war is somehow profitable—but the fact is that war has never led to prosperity in any form in history.

Investing in Peace
While many countries, including the U.S., have invested heavily in the military, there has been a continuous and substantial investment in peace throughout the world, although it may not be named as such. This contradicts the idea that war is profitable.

Tourism
Why do cities and countries invest in airports? Because people travel. This industry started almost 50 years ago and has boomed like no other with huge investments around the world. We can’t imagine what would happen if this industry were stopped by a crazy 3rd World War—COVID already showed us what it might look like on a smaller scale.

Impact of Wars
We’ve now seen the extraordinary investments that have been made in peace and in sharing our planet. What happens in a time of war, such as the current one in Ukraine?

Removing Barriers
Interestingly, when the government is not involved in the conduct of normal business, it is easy. There are far fewer barriers to trade and consumption.

Killing our Investments?
Billions of dollars have been invested in tourism infrastructures. They were built to last 50 years or more and pay back their investors. What if they don’t survive?

The End of an Age?
In his excellent book The Road to Ruin, author James Rickards discusses the collapse of the Bronze Age around 1200 B.C. This event came with incredible speed, and within 50 years almost every major kingdom had crumbled.

Turning it Around
We can continue on the path we’re on and ruin everything. Or we can take it to the next beautiful level with the incredible technology, including AI and the Internet, available to us today.

The data you provided earlier consists of four chapters from an ebook focused on identifying and analyzing mega-threats in the sales industry. Chapter 1 introduces the concept of mega-threats and the motivation behind exploring potential dangers specific to the industry. Chapter 2 discusses the first mega-threat, which involves changes in the role of salespeople due to technological advancements. Chapter 3 explores the mishandling of data as the second mega-threat, emphasizing the potential harm caused by mismanagement or inaccuracies. Finally, Chapter 4 addresses the third mega-threat, which is the absence of proper processes and the use of inappropriate technology, highlighting the importance of efficient and coordinated processes within the sales industry.

Chapter #1
General Mega-Threats

Nouriel Roubini has a fascinating bestselling book called MegaThreats: Dangerous Trends that Imperil Our Future, and How to Survive Them. In this book, Roubini lays out 10 trends that seriously threaten our survival. This book got me thinking: are there mega-threats for our industry coming our way? Thus began creation of an ebook on mega-threats to our particular area of endeavor.

Chapter #2
The First Mega – Threat to the Sales Industry

Let’s look at the first sales mega-threat, which deals with the salespeople
themselves.

Mega-Changes

While researching this ebook, I turned back to an excellent book that was popular when I first brought my business to the U.S. from Austria a little less than 11 years ago. The book was by Daniel Pink and was entitled ” To Sell Is Human: The Surprising Truth about Moving Others”. Going back through Pink’s book, I was startled by how much has changed since it was published. Many factors addressed in the book are no longer relevant, mainly due to the incredible advance of technology.

Chapter #3
The Second Mega-Threat to the Sales Industry: Mishandling of Data

The next mega-threat we’ll take up is the mishandling of data. This is a threat to any enterprise—or, for that matter, any organization or even a government. Data could be generally defined as “facts or information.” It is used for evaluating situations, creating understanding, and many other functions. Data, in many forms, is what humans communicate to each other.

There are two basic ways data can be harmful: if it is mismanaged or if it is inaccurate.

Chapter #4
Mega-Threat Number 3 to the Sales Industry—Missing Processes and Wrong Technology

Let’s take up the final mega-threat to the sales industry—missing processes and wrong technology.

Processes

Every activity a company undertakes is a process, and these processes must be as efficient as possible. Processes must also be in very tight coordination—otherwise, another process (or individual or group of people) is left waiting up the line.

In this white paper, Nikolaus Kimla explores the Myths Debunked: Data Security & Risk Assessment surrounding AI in Sales forecasting.

Myths Debunked

Data Security & Risk Assessment

It’s true that Artificial intelligence can be of great assistance in sales forecasting.

Pipeliner CRM’s AI, called Voyager, continually navigates and explores customer and prospect data captured in CRM. It then presents key indicators of actions to be taken, areas that need attention, and acts as an early warning system of the health of opportunities in the pipeline.

Myth #1 › “I need to engage special staff for using AI in my business.”

AI is built right into Pipeliner CRM and requires no additional or specialized personnel.

Myth #2 › “AI predicts customer and prospect actions for our sales team.”

Despite what some say about AI, it does not make predictions like some high-tech crystal ball.

Myth #3 › “The path that AI uses to arrive at conclusions cannot be understood.”

There are AI models out there that draw conclusions, and users cannot understand how AI got there.

Myth #4 › “AI is useless with uncertainty.”

On the contrary, AI was developed to deal with and untangle uncertainty. When used correctly, it performs this function outstandingly.

Myth #5 › “In performing analyses, AI invades privacy.”

AI is only as invasive as it is programmed to be.

No Hype — Just Sales AI That Actually Helps You!

Unlike the artificial intelligence (AI) being promoted/hyped by several other CRM applications, the AI utilized in Pipeliner is of a supportive nature.