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Know This One Thing to Help Your Customers Buy


We can’t ignore the fact that we’re all motivated by something. The neuroscience and decision making of customers we know popularised by books like ‘Chimp Paradox’, ‘the brain audit’ and Cialdini book ‘Influence’. Buying motivation is both a wide and deep subject with many views and it fascinates me. I don’t confess to be an […]. Entrepreneurs

Now There Is No Excuse to Not Have Your Own Website

Fill the Funnel

I hear excuses every day from many of you that you do not have a personal and.or business website because of…pick an excuse…cost, time, knowledge and others. There is no longer any excuse. For the next two days – September 26 and 27th – you can get a website set up for as low as $2.95/month. hear excuses every day from many of you that you do not have a personal and.or


Shiny Toys, Superficiality & Shortcuts


Back in 2010 when I was CEO of Huthwaite I wrote a post for the company blog about what I termed the shortcut culture that I felt was becoming pervasive. The opening lines went like this: I have just returned from a short vacation in Los Angeles, and while I was there it struck me […]. The post Shiny Toys, Superficiality & Shortcuts appeared first on Pipeliner CRM Blog. Sales Effectiveness

Five Tips to Work Productively from Home: Whether You Telecommute Occasionally or Always

The Productivity Pro

“On the fourth day of telecommuting, I realized that clothes are totally unnecessary.”—Scott ”—Scott Adams, American cartoonist. Whether you call it distance working, telecommuting, or freelancing, technology has made working from home more effective and productive than ever before (. Maintain a dedicated work area. Stick to a regular schedule. Set boundaries with your family.

The Complete Guide to Lead Nurturing

Download this guide to learn more about how nurturing can benefit your sales and marketing teams, plus get some campaign inspiration.

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Prospecting For Pearls

The Pipeline

By  Tibor Shanto  –  . Regardless of what some might tell you, there are elements of sales that are quite organic, and as a result there are lessons we can take from nature. One is that not all things that lead to real value start smoothly or simply, but as the process unfolds, the end result can be both a thing of beauty and value. Join Now!

Sales management coaching training – necessary but not sufficient

Sales Training Connection

Sales coaching puzzle. while ago we received a call from a company wanting to talk about coaching training for their front-line sales managers.  They were real cheerleaders – they believed sales managers were the pivotal job for sales success and coaching was the sales managers’ key responsibility. But as the conversation unfolded that “we might be helpful” thought began to fade.  Here’s why.

Impressive for More Than a Few Minutes

The Sales Blog

There was a salesperson in my territory who I continually found myself competing with for new business. This salesperson was attractive, aggressive, and professional. Any prospect who met this salesperson was immediately blown away, impressed beyond belief. During the first sales call. When this salesperson showed up for the second sales call, their performance wasn’t nearly as impressive.

Innovation Starts with A Question

Mukesh Gupta

In a world where it is extremely difficult to sustain any competitive advantage you build, it is important to constantly innovate and come up with new ideas, products and solutions and that too at Speed. We all know that innovation always starts with an insight. You have an insight when you suddenly see things differently. You see things differently when you start looking at things differently.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

Sales Prospecting in the 21st century - Part 3

Increase Sales

If people buy from people they know and trust, then it seems reasonable all sales prospecting should build upon that fundamental buying rule.  Yet, salespeople in their hurry and up sales pitch behaviors send duplicate messages that fail to acknowledge any previous conversations. In yesterday’s mail I received a direct mail piece from a realtor with whom I had an extended conversation. His latest direct mail marketing message which was a duplication of the first direct mail piece totally ignored that sales conversation. Sales prospecting is comprised of strategies and tactics. 

When The Hard Thing Is Nothing.

Dan Waldschmidt

Sometimes the hard thing is nothing. Doing Doing nothing. Just waiting. Usually, when you think of doing hard things, you think about investing superhuman effort or enduring an unusually high level of pain or discomfort. What is just as hard is to do nothing when you feel like doing everything. That’s hard. It’s hard to forgive and move on when you want revenge. It’s hard to turn the other cheek and give the benefit of the doubt when you’ve been taken advantage of. Doing nothing is the hardest thing. Like you’re wasting your time waiting. That’s hard. Onward.

Control: What does it give you?

Sharon Drew Morgan

Control: What does it give you? What do you lose? Where is the real control? Recently I listened while a coaching client pitched his solution precisely when he could have facilitated his prospect through the contingent issues she had to handle before she could buy anything. SDM: Why did you pitch when you pitched? SDM: So what sort of control did you achieve? SDM: Do you know if she heard you? Did

Different Professional Perspectives create IIoT Opportunities

Babette Ten Haken

Differences in professional perspectives are legendary, aren’t they? These distinctions form the basis of professional bias and baggage which we have all encountered in the workplace at one time or another. Except that vertical professional hierarchies are being flattened as the industrial Internet of Things (IIoT) impacts business models. Data and analytics drive all types of decision making.

Winning Consensus-Based Sales

Learn how progressive companies refine their commercial strategy to overcome buyer dysfunction and guide customers to consensus.

7 Lessons in Leadership, Diversity And a Culture of Learning from an Animated Short Film

Mukesh Gupta

I stumbled upon a short animated video which did such a great job of showcasing the kind of leadership and a learning culture that will be needed to succeed in a workplace – which operates in a volatile business environment, has a multi-generational workforce and wants to thrive by moving forward. Before we can continue, pls take the two or so minutes to watch the video below.

Film 11

How to Be the 'Jon Snow' of Marketers

Inside Campaigner

The Relevancy Group’s “State of Identity Management Report” recently revealed that when it comes to driving actual revenue, deterministic data pays like a Lannister. In this video, Campaigner partner, LiveIntent , explains two ways you can go all ‘Jon Snow’ and take your data beyond the wall while still scaling. Direwolves not included.).

Activate Your Fanbase With User-Generated Content

Vertical Response

In the digital era, everyone is a content creator, and that’s great news for marketers. Brands are boosting awareness by encouraging the public to share their customer experiences on platforms like Twitter and Instagram. But this kind of user-generated content (“UGC”) isn’t limited to social media interactions between a brand its customers. Get Our Newsletter.

Looking For Trouble Or Letting It Find You?

Partners in Excellence

There is trouble all around us, it’s a part of business and a part of our lives.  We all experience trouble of varying degrees throughout our lives.  Often, we seek to avoid trouble, often we should be seeking the opposite. Too often we may not be paying attention to those changes and their potential impact (positive and negative).  Too often, we get complacent.  No related posts.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

The Science of Making Better Decisions


In business, the quality of your decisions will ultimately determine the levels of success you achieve.  So how can you improve your decision-making ability?  The good news is that there are now decades of scientific research that have revealed how the brain forms judgements.  When you apply these findings you will find that your capacity […]. Sales Strategies

The Perfect Close

Your Sales Management Guru

The Perfect Close. -A book review-. The quality of new sales related books coming out is amazing and The Perfect Close by James Muir is another high quality book to add to your library. James writing style along with his content makes his book contemporary and a complete book to take an average performer to the next level. You can find it on Amazon. Do you have a Plan?-A Checklist to Validate it.


Slaughterhouse Questions and Customer Discovery

Babette Ten Haken

Slaughterhouse questions might not sound like much, initially. However, they are lifesavers when you get yourself in a new business situation that makes you feel uncomfortable. Slaughterhouse questions resulted from a visit I made to a slaughterhouse over 25 years ago. I was a sales newbie: a product manager for a national plant sanitation company. So there I was, walking along the catwalk.

Six Simple Workload Tips Managing Maximum Performance Without Making Work Your Life

The Productivity Pro

Ever since the Millennial generation entered the workforce, we’re seen a resurgence in the idea that “work” and “life” represent two distinct things: i.e., that we can excel at our jobs and still have an enjoyable life outside the office. You can be super-efficient without chaining yourself to your desk, no matter how you may sometimes feel (. Embrace flexibility.

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

Injecting Buyer Behavior into Your Product Strategy

Sales Benchmark Index

Podcast Product Strategy

5 Keys to Improving Sales Productivity


A very interesting report called the State of Sales Productivity Report has just been released by Docurated. Compiled from anonymized data from the Docurated sales productivity solution and a survey of 127 sales and marketing executives, the report examines the state of sales productivity from both the sales rep and sales management perspectives. It’s no […]. Sales Management

Write with Care in Your Sales Presentations

Increase Sales

Sales presentations can earn the sale or sink it.  These written documents can build trust or erode trust. There are some costs that are fixed and understood by the buyer.  As another example, I would never include “office rent” as part of my deliverable cost. In thinking of my past corporate sales management life, I would have love to have charged for sales meetings. 

3 Key Characteristics of Good Business Metrics

Mukesh Gupta

I recently read a HBR article titled,  Don’t Be Tyrannized by Old Metrics. The post talks about the importance of having the right kind of metrics for your business. In my opinion, metrics are like the dashboard you have on the car. They do have some value but are of no use if you are going in the wrong direction. They are as below: Good Metrics are not necessarily easy to measure.

Systemic Leadership Failure

Partners in Excellence

The Wells Fargo saga is a tragic example of systemic leadership failure.  Excuses offered by top leadership continue to provide rich examples of their failures in serving their customers, their people, their communities, and shareholders. Unfortunately, as bad as they are, the current data probably only shows part of the problem.  But 5300?  But what if I’m wrong.  What was management doing? 

Why Sales Org Design is Critical to Your Sales Strategy Success

Sales Benchmark Index

Any sales leader’s success is dependent on two things. The The first is strategy and the second is execution. Ensure Ensure that you have the right sales strategy by aligning your sales resources correctly.  . Do you have the Right Rep in the Right Territory? Article Sales Strategy

Here’s Activity Description Field for Pipeliner CRM Activities


We understand that sometimes the activity needs to be described in more depth. Sometimes you need to write detailed activity description to better guide your sales team members. And the activity subject has just not enough space to do it. Therefore, we brought the new field into the activity. Please welcome activity description field: Introducing […]. The post Here’s Activity Description Field for Pipeliner CRM Activities appeared first on Pipeliner CRM Blog. Tips and Tricks

Sustainable Sales Success Tip #10 - Be The Best You Can Be

Increase Sales

This past week at a regular B2B networking group, South Shore Business Networking , the question was asked about sales success specific to what makes you different?  Everyone shared his or her personal and professional experiences when answering this question. One member, Marti Masterson of Masterson Alliance (independent insurance agency) shared this simple thought: Be the best you can be!

Lessons In Customer Loyalty

Mukesh Gupta

The Offer: I got a message from Raymond indicating that they missed me as I had not shopped with them for some time and that they would love to have me back to their shop. And that they would like to give me a  gift of INR 500. visited their showroom and was in for a surprise. My brand loyalty with Raymond did take a hit as a result of this transaction. It was all about the brand from thereon.