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2 Tips to Simplify your Contact Database


If you’re reading this on the Pipeliner CRM Blog, then it’s safe to say that you’re already using a CRM – probably Pipeliner – to help you organize your contacts. also know that Pipeliner CRM users are all about simplicity and cybernetics to help them navigate complexity and to focus on what’s truly important. […]. For Sales Pros

The #1 Reason Why New Sales Managers Fail

Steven Rosen

Why New Sales Managers Fail. Are you a new sales manager , or have you just been promoted into a sales manager role? The odds of failure are high! I am going to share the number one reason why new sales managers fail. Time and time again companies promote their best sales reps into managerial roles. It makes sense, but the reality is different. For new sales managers, things got worse in 2016.

Salespeople and the Higher Meaning


It might seem odd to try and pin a ”higher meaning” on sales. Aren’t salespeople mainly in it for the money? It would sure seem that way, given how salespeople are portrayed in the media and in popular culture. But let’s take a closer look. The Search for Meaning How important is meaning to a […]. The post Salespeople and the Higher Meaning appeared first on Pipeliner CRM Blog.

Increase Sales By Remembering This Nugget

Increase Sales

With 99% of sales leads not converting per Forrester or if you like 87% not converting per LinkedIn, the ability to increase sales is suffering.  Does this make sense given today’s salespeople have more tools, improved technology and even better development (forget training) ? Credit You think you have: Identified your ideal customer. Kept abreast of current market trends.

The Art of Social Selling -- Summarized by getAbstract

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

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3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

Three Magic Questions a Sales Manager Must Know. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. During any sales opportunity coaching sessions consider asking these three questions with any sales opportunity: Why do anything? Why now? Why with us? Why do anything? Any person and organization has a myriad of priorities.

Should Women in B2B Sales Sound Overly-Friendly to Succeed

Score More Sales

Recently, my good friend and sales prospecting expert to SaaS companies, John Barrows looped me in on a conversation he had with a woman who attended one of his recent sales prospecting sessions. I’ve changed some of the Q&A a bit, but wanted to share the main points of the conversation around how successful women need to “be” in order to be a successful BDR, AE, SDR, or other sales position.

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Change Should Be the Middle Name of Every Business

The Productivity Pro

[TRANSCRIPT] Change should actually be the middle name of every business. In his latest book, Playing To Win, A.G.’s Lafley talks about the five things that every leader should do to execute strategy and get the company to win. And, ultimately, all five come down to change. The companies that don’t change will go the way of the dinosaurs. And it has something to do with their inability to change.

Top 7 Developments Changing the Face of Sales Today


You know the mantra. Your sales practice is only as good as your quiver of arrows, and your aim. It’s only as good as your attitude, your product, your leads, your proposal, and your closing skills. Is the mantra always true? How could it be? There are factors—variables—coming into play. These variables affect each stage […]. Sales Strategies sales sales crm salespeople

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Winning Consensus-Based Sales

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

Just Unite Risk and Resolution Increase Sales

Increase Sales

After reading a quote by Tim Riesterer (Chief Strategy and Marketing Officer at Corporate Visions), I wondered out loud how many salespeople have the ability to increase sales by effectively uniting risk and resolution? Just think about that statistic. Possibly you have the sales ability to create the risk, but you have failed to connect the risk directly to your resolution message.

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10 Rules to Follow When Starting a Prospecting Telephone Call

The Sales Hunter

Each week I’m asked by at least one salesperson, “How do I open a call with someone I’m prospecting?” ” For many salespeople, it’s the biggest obstacle they need to overcome when prospecting. In my upcoming book, High-Profit Prospecting, I dig deep into the issue of how to open a call. Below are just a few […]. Blog Professional Selling Skills Prospecting prospect prospecting sales prospect sales prospecting

Marketing is More than Automation


There is a back story to the development of the process called Account Based Marketing and that story was published in this blog by LeanData, Inc.: “In 2003, Bev Burgess , SVP ITSMA Europe, was the host of a get-together in London. As she sat between two senior-level marketing executives for global companies Accenture and Unisys, the conversation took a fateful turn. They discussed an intriguing idea – creating campaigns specifically tailored toward individual accounts. The rest, as they say, is history. Fast forward to 2016. Account Based Marketing (ABM) is all the rage. Disturbing Trend.

Sales Management Tools: The Performance Formula

Anthony Cole Training

Performance management is a major component of our Sales Management Certification program. When we graphically represent a sales managed environment, the pyramid below is how we communicate the components, how the environment is built and the order of importance. successful sales teams sales management sales performance management performance formula sales management tools david cook

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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.

Gamification in Sales Forces: Do We Really Need This?


I have noticed a recent trend in sales that, while on the surface appears beneficial and perhaps even fun, I actually think is destructive. That is the practice of “gamification” in sales forces—making games for salespeople and pitting them against each other, in which trophies and such are awarded. In my opinion, gamification is something […]. appeared first on Pipeliner CRM Blog.

How Boring Are You to Your Sales Prospects?

Increase Sales

Boredom is described as the “state of being weary and restless through lack of interest.” ” (Merriam Webster Dictionary) Boring is the action that creates that state of boredom.  The last thing you want as a salesperson is to bore your sales prospects, yet many still do just that. Of course, these sales prospects may be more polite and not tell you they are bored.

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8 Must-Have Qualities for Achieving Sales Success

Paul Cherry's Top Sales Techniques

What’s the secret for achieving sales success? For the past 20 years, I have dedicated by life’s work to helping individuals achieve and surpass their sales performance goals — I’ve helped over 1,200 organizations in all sorts of industries, across the country. That’s why I founded my own company, Performance Based Results, in 2006. But they don’t make pests of themselves, either.

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Building sales management excellence: 12 questions for getting it right

Sales Training Connection

Sales Management Excellence. Herminia Ibaraan, an INSEAD professor, published a provocative book arguing that in today’s market if you desire to get better at management you must venture outside your comfort zone.  Being stuck in outdated mindsets or ways of doing things will not lead to success. Here’s a short list: What is going on in the buying environment that would impact how we sell?

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Successful Selling

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

Five Interruptions NOT to Avoid: Why Some Distractions Are Important

The Productivity Pro

“One way to boost our will power and focus is to manage our distractions instead of letting them manage us.”—Daniel ”—Daniel Goleman, American author and psychologist. Imagine a place where you could spend hours upon hours single-tasking to your heart’s content, churning out work by the barrel-load. Wouldn’t that be heaven? I’m thinking NO. The Long and Short of It.

Turning Your Obstacles into Solutions


Seven questions that will change your life Problems. Issues. Stuff. You could be forgiven for thinking today’s business environment is full of all of these. Big ones, small ones. Old ones. new ones. And your sole aim in life seems to be to reduce their number, and reassure yourself that someday, when all these problems […]. For Sales Pros salespeople

Branding, Are You Missing the Smaller Picture?

Increase Sales

Funny thing about branding, most marketing experts work on the bigger picture. And yet where do brands fail? Yep you guessed it, on the smaller picture. How many times do we hear your call is important to us? . Our business is now more customer service friendly? In business, it is the small actions that make a difference.  Share on Facebook.

Lean Communication for Sales – Book Review

The Pipeline

By  Tibor Shanto  –  . Communication is central to sales success; we have all seen brilliant people with vast knowledge who are challenged in sharing their knowledge due to an inability to communicate.  Closer to home, we have all seen how the quality of communication can make or break a deal.  Jack how and why to make the answer affirmative every time.  Join Now!

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I Had to Correct Zig Ziglar, I Just Couldn’t Help Myself -The 21st-Century Demanded It

A Sales Guy

Zig Zigler is the man, he’s earned my respect and everyone’s respect for his contributions to the sales world. But I just couldn’t help myself when it came to this quote. Although a great quote, I think it’s a bit dated. We’re in the information age of the 21st-Century and fewer and fewer people care about how much you do. We care more about what you deliver.

How Restaurant Owners Make the Most of Customer Reviews

The 1to1 Media Blog

It's unquestionable that for most businesses, customer reviews have become a critical part of customer engagement. In addition to the traditional aspects of running a business, business owners are increasingly paying attention to what's being said about them online. There’s more… To read the rest of this blog posting click here or visit

Sales Motivation Video: Are You Leveraging Your Network?

The Sales Hunter

Your network is full of potential! How do you grow your network and leverage it to the fullest? The more you help other people, the more they are willing to help you. Make a plan to ask, “Who in my network can I help?” ” Check out this video to see what I mean: Copyright 2016, […]. Professional Selling Skills

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Your Guide to Connecting Strategy with Execution

Sales Benchmark Index

Article Corporate Strategy

3 Things To Not Say In Prospecting Calls

The Pipeline

By  Tibor Shanto  –  . Many sellers ask me what they should add to or say in an initial telephone prospecting call.  Having listed to and analyzed thousands of calls, I have come to the conclusion that most sales would make great strides if they first focused on what to leave out of their calls.  Is this a good time? – No! Selling to Executives Tibor Shanto

The Problem with Passionate Conviction

A Sales Guy

You have to be passionate to sell. You have to have conviction to sell what you sell. The problem happens when the passionate conviction takes over. good friend asked me to meet someone about a new business venture they were involved in. Reluctantly (I get a lot of these requests), I looked at his website, and did a little research and agreed. We had a 30 minute phone conversation.

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Blog

What are the five ways you can immediately improve your account based marketing (ABM) and selling? recently did an interview on with Jim Obermayer founder of Sales Lead Management Association and Funnel Media Group. Here’s a transcript of that discussion: Paul:   Welcome once again to another episode of CRM Radio Today; the voice of CRM today and tomorrow. Jim:   Empathy, huh? Brian?

How to Merge Contacts in Pipeliner CRM


Merging contacts is here! We know that you have been waiting for this feature for a long time, as we’ve seen it voted within the Pipeliner CRM Idea Forum. Thank you for helping us make Pipeliner CRM great for you!) It can often happen that 2 Pipeliner contacts, while they contain different data, actually belong in […]. Tips and Tricks

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Predictably Unpredictable

Partners in Excellence

Over the past few years there’s been a huge rush to “predictability” in sales and marketing.  Marketing and sales automation tools strive to increase our ability to predict interest and propensity to buy.  Inbound and outbound sales development reps are scripted to qualify and move prospects through a series of steps that have very predictable outcomes. Where do we start? 

Nail Your Product Launch and Blow Your Number Away

Sales Benchmark Index

Does your revenue growth goal include an assumption for a yet to be released product? If the answer is yes, then the launch of this new product is critical to your success. Andrew Wright, the vice president of design at. Product Strategy Video