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The Vital Importance of Customer Advocacy


Condensed from a Pipeliner SalesChat Interview with Joel Capperella  Interview by John Golden Joel Capperella is a leading marketing consultant with 20 years of strategic marketing execution in enterprise software, SaaS and technical professional services. The post The Vital Importance of Customer Advocacy appeared first on Pipeliner CRM Blog.

Hiring the Wrong VPs of Sales, Over and Over

Dave Stein's Blog

I’ve written a lot recently about salespeople. Key in “hiring” into the search box on my blog or look at my recent posts on LinkedIn.) Sales managers and VPs, and the people that hire them, are the subject of this discussion. Just a note. love salespeople, sales managers, and their bosses, the VPs of sales. It’s a tough job. Hiring


Should Prospects Decide Whether or Not they are Going to Talk to You?


I posted a question on LinkedIn’s Sales and Marketing VP’s Group and the results have been fascinating. First, here is the question as posted: “What is the minimum acceptable close rate for leads provided to sales in a complex selling situation (long sales cycle and multiple decision-makers)?” ” One thing I like about LinkedIn is that […].

10 Things Salespeople Need to Do to Save Time

The Sales Hunter

The most valuable asset any salesperson has is their time. It’s not what they sell or the customers they sell to; it’s their time. How How we use our time is what will make a much bigger impact on our success than nearly anything else. Below are 10 things you must be doing to help save your […]. Blog leadership Professional Selling Skills sales leadership time management

Understand the Hidden Costs of Salesforce Before It's Too Late

Don't get stuck in a dysfunctional CRM relationship

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Executive Sales Leader Briefing: Turning Individual Recognition into Team Learning

The Sales Hunter

Good leaders are always quick to recognize superior performance of their people, but many fail to get the full mileage from it. Next time you recognize someone for the job they do, ask them to share with the entire organization how they did it. This simple move will now allow everyone to learn from the […].

How to Really Heat Up Your Referral Sales Strategies

No More Cold Calling

Referral selling not working for your team? Here’s what you’re missing! Think you can just tell sales reps to go ask for referrals? If that’s all you do, answer this question: How’s that working for you? Your Referral Sales Strategies Are Missing Something. Referrals don’t just happen, at least not at scale. But how often does that happen? Then when the economy tanked, they were let go.

You Are a “Generalist” – Unless of Course You Are a “Specialist?”

Jonathan Farrington

I have been thinking a lot about this recently – the differences between so called “specialists” and the alternative, which must logically be “generalists” It is easy to imagine what a specialist is; someone who is perceived to be if not an expert, then certainly someone who is focused; has chosen to focus on one […]. General Sales

I'm New to Sales, Now What?

Increase Sales

The phone rang again and I heard this familiar statement “I’m new to sales.” ”   This is usually followed by “Now what do I do?” ” or “How can you help me?” ” Credit: Hubspot. For recent college graduates, entering the B2B sales arena within the SMB marketplace can be overwhelming. How do I find sales leads? No one calls me back!

The Art of Social Selling -- Summarized by getAbstract

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

Transitioning to sales manager – a rubicon moment

Sales Training Connection

New sales managers. Congratulations! You’ve done it! You have crossed over! You are now a sales manager.  So, what do you do now?  Even after some initial guidance from colleagues, most new sales managers find themselves struggling to figure out how to balance the requirements of the position. Let’s take a look at four overarching principles that can help get things going in the right direction. 1.

The Deal Stalled for Months Now They Say No

Score More Sales

It’s frustrating being a newer sales rep and falling for what I call the “buddy effect”. It’s even worse when you are a veteran seller and this happens to you. It happened to me more than once, until I learned how to qualify. Here is an example of what the buddy effect is –. Sales Skills B2B sales strategy

Toward Greater Decentralization: Results from the 2015 American Time Use Survey

The Productivity Pro

“ 38 percent of workers in management, business, and financial operations occupations, and 35 percent of those employed in professional and related occupations, did some or all of their work from home on days they worked. “—2015 American Time Use Survey, U.S. Bureau of Labor Statistics. In 2015, the U.S. hours on average. This percentage has risen steadily from 19% in 2003. hours.

Wow I Never Thought of Those Sales Questions

Increase Sales

One of the results of this blog and my LinkedIn Pulse postings is the request to do podcasts from other sales experts to entrepreneurs.  These interactions usually are around specific sales questions that the listeners may find of interest. Credit Through observation, I then find a question that is pertinent and yet uncommon. You meet someone who recognizes your name.

Winning Consensus-Based Sales

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

Why Use Sales Training to Take Your Business to the Next Level?


The sales industry in the United Kingdom is huge, with Crown Statistics showing that one in every six workers in the country is employed either directly or indirectly in sales. Meanwhile, according to an Aaron Wallis Recruitment and Training survey, 55 percent of businesses believe sales is their most important department. What these two pieces […]. appeared first on Pipeliner CRM Blog.

The 5 Why Questions Sales Prospects Ask

Anthony Cole Training

answering prospect questions sales prospects the why sales questions

Angela Duckworth Author of the Best Selling Book GRIT, LIVE Today at 1:00 EST

A Sales Guy

Author of grit, Ted speaker, and University of Pennsylvania Professor Angela Duckworth is going will be live on The Word today, via blab. If you want to understand the psychology to success and what truly separates the successful from the unsuccessful, you don’t want to miss this. Register here: . The Word

Meeting 30

Website Security – Have You Been Hacked or Blacklisted?

Fill the Funnel

Every website is at risk of attack. The bigger it gets, the more likely it will be a target. Website security is a major concern and should not be ignored.Clearly no one is completely protected, just ask the Democratic National Committee. Now, here’s a useful little free tool that everyone with a website should run monthly: Been hacked. 2. All Rights Reserved.


Successful Selling

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

Sowing the Seeds of Sales Distrust Part 2

Increase Sales

As said previously sales distrust can be sown anywhere along the sales process path. By understanding the simplicity of the trust cycle any salesperson can avoid these distrust pitfalls. In the book, Building Productive Teams by Glen Varney, he discussed the “trust cycle.” ” This simple explanation reveals the various weak points in building trust and avoiding sales distrust.

Introducing Accounts Hierarchy : Org Chart (Part 1)


This is the first part in our series about how to use Accounts Hierarchy within Pipeliner CRM. Today it can happen that several accounts are related to each other. As As an example, XYZ Company might own ABC Company, and it might even be that XYZ company must ultimately approve any purchases being made by ABC company. In Pipeliner CRM […]. Tips and Tricks

An Inside Look at Implementing a Hunter-Farmer Sales Organizational Structure

Sales Benchmark Index

SBI recently spoke with Todd Skiles, the senior vice president of sales at Ryder. Ryder is a Fortune 500 company in the commercial fleet management and supply chain solutions business with approximately $6.5 billion in annual revenue. Todd leads the. Article Sales Strategy

4 Signs That You Are Perceived as a Commodity

The Sales Blog

There are signs that warn you that your prospective client believes you are really a commodity. When this is true, you have to work very hard to change this perception, make yourself stand out from the pack, and prove that you have a compelling, differentiated, unmatched offering. Your first call comes from purchasing. In larger companies, purchasing plays an outsized role in the buying process.


An Early Warning Sign for a Bad Sales Job

Jill Konrath's Fresh Sales Strategies Blog

Anyone who has ever taken a nightmare sales job can, in retrospect, detect some warning signs. But they didn’t pay attention to them. Or, they hoped they were wrong. Or, they were scared to not have a paycheck. Desperation and seduction can easily override good sense

Sales 31
Sales 31

What Sales Managers Do That Make Them So Ineffective

Understanding the Sales Force

Earlier this week I wrote an article on why so many sales managers are so bad. In today's article, I'll share what makes them so ineffective. The easiest way to explain this is to start with a baseball analogy. Our son, who is now 14, is a very talented baseball player. Some were very good, and some were very bad. Here is an example of a bad coach from when our son was 12 years old.

The Impact of Conflict Avoidance on Sales Teams

Increase Sales

In reading some research by VitalSmarts, the impact of conflict avoidance suggested employees (and sales teams are made up of employees) waste an average of $1,500 and an eight hour workday for every crucial conversation they avoid. Can you hear the cash register just ringing away? Credit Instead they engage in complaining, anger, avoidance to passive, aggressive behaviors. 

The Impact of Brand Positioning on Revenue Growth

Sales Benchmark Index

Marketing Strategy Podcast

Your Hustle Starts On Sunday

The Sales Blog

Sitting down to plan your week on Monday morning is a poor strategy. It’s a bad way to plan your day, too. It leaves you vulnerable to starting your week in reactive mode. By Tuesday, you’ve lost a day, and you have have lost the week. Your hustle starts on Sunday. Here’s how to make sure you own your week. Do you owe someone a phone call? Do you need to send someone a thank you letter?

A Solution to Plummeting Email Rates Launched Today

Fill the Funnel

The numbers are simply staggering, and its going to be a rude awakening for sales and marketing teams (if you are not feeling it already). Eye-popping “Did You Know” Facts About Text Messages. The bottom line is, if your business doesn’t adapt to mobile – it will die. Today is the day to make the easy transition. A new platform called TextDeliver has just been. released. It

Announcing a Rare Public Seminar LIVE with Laura Stack, The Productivity Pro® on 11/2!

The Productivity Pro

At The Productivity Pro, Inc., we average 100 emails a year asking, “When is Laura going to be presenting a seminar in my city?” On November 2, 2016, Laura Stack is presenting a half-day intensive open-enrollment workshop in Parker, CO, so here’s your chance to hear her latest thinking—even if you have to fly to Denver for the event! DATE : Wednesday, November 2, 2016. Parker, CO 80138. evt=497.

Einstein Selling – The Most Popular Form Of B2B Selling Today

The Pipeline

Tibor Shanto  – Earlier this year I attended an interesting presentation examining barriers to sales people “hitting” quota, personally I like to exceed quota, but I can understand why for many “hitting” it is a great objective. enjoyed the presentation, very credible, and in expected fashion, it started out with a big bold revelation to engage the audience. Join Now!

How to Speed Up Your Deals

Sell More and Work Less

You may have noticed this interesting trend… Lost deals tend to be the same ones that stagnate during the proposal phase. Sales Coaching motivating employees optimizing sales Pipeline Management positive attitude Prospecting sales coaching Sales Leader Quick Hit Podcast sales quota sales success selling The Sales Leader

What You Need to Know About Sales Enablement

Sales Benchmark Index

Article Sales Strategy