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What Are the Three Magic Questions a Sales Manager Must Know?


In the 20+ years we have been working with sales managers and salespeople, a constant need is sales opportunity strategy advice. 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. Each company will have unique domain, market and competitor […]. The post What Are the Three Magic Questions a Sales Manager Must Know?

Sustainable Sales Success - Tip 09 Gratitude

Increase Sales

Sales success demands being busy.  However none of us are too busy not to say thank you, not to show our gratitude. If people buy from people they know and trust, the demonstration of genuine gratitude will help to build that needed trust from sales leads to centers of influence to colleagues. Two weeks ago I received a book from a colleague, Mark Hunter, entitled High Profit Prospecting.


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

Time to Stop with the Cheap Sales Behaviors - Part 1

Increase Sales

Cheap has always existed doing or wanting the most for the least. In sales cheap usually means the buyer won’t pay the big bucks or little bucks for your solution. Yet, today there are a lot of cheap sales behaviors being demonstrated by salespeople day in and day out. Credit: Promotional Items. “I want the cheapest pen as a leave behind.”  Sales Pitches.

The Art of Social Selling -- Summarized by getAbstract

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

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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.

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Top 10 Reasons Why Sales Don't Grow

Understanding the Sales Force

Have any of these things ever happened to you? Dave Kurlan sales process sales force evaluation sales performance sales excellence

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STAR Results (Solutions That Achieve Results Inc.) Releases Global 2016 STAR Sales Manager Report

Steven Rosen

TORONTO, CANADA — Star Solutions That Achieve Results, Inc. announces the release of its   2016 STAR Sales Manager Report which captures the opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. Companies continue to struggle to meet their sales objectives. Report: Click HERE to get the rull report.

10 Things to Remember When Ending a Prospecting Call

The Sales Hunter

As difficult as it can be to get someone on the telephone, knowing what to do after the call can be just as difficult. Below are things to remember when you’re ending the initial prospecting telephone call. In my new book coming out soon, I discuss this issue and every other critical issue, with the goal to […]. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospecting

Winning Consensus-Based Sales

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

Time to Stop with the Cheap Sales Behaviors - Part 2

Increase Sales

Credit: Continuing with the cheap sales behaviors, here are another four (4) that may resonate with you. Professional Development. How much time do you devote to your own professional development? Are you in the sales behavior of self-directed learning?  Sales continues to change even though in many instances it still remains the same.  Common Courtesy. Returned Phone Calls.

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HBR or OMG - Whose Criteria Really Differentiate the Top and Bottom 10% of Salespeople?

Understanding the Sales Force

Image owned by or licensed to CartoonStock ®. The Harvard Business Review is at it again. honestly can't believe that a publication like HBR continues to publish and push junk science about sales. have previously taken issue with six of HBR's articles: HBR Off Target on Sales Greatness. HBR Gets Salespeople All Wrong. HBR Hits Then MIsses the Mark on Sales. HBR Study of Salespeople Makes News.

Are You Up to the Challenge of Change?

Jonathan Farrington

Becoming a strategic and consultative Sales Superstar requires significant changes in your “world view” – how you think about yourself, and how you think about your relationships with key stakeholders: These new ways of thinking probably directly challenge what you have been taught and believe. When faced with significant innovations in thinking, we tend initially to find […].

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Creating an Always-On Customer Experience Strategy

Babette Ten Haken

An always-on customer experience strategy keeps your organization on its toes. Your focus? Opportunities to impact customer success through innovation. Think about it. Customer service is not the sole component of an always-on customer experience strategy. Far too many companies focus on creating positive experiences for resolving negative issues involving product performance failures.

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.

What Does It Mean To “Really Add” Customer Value?


The experts are telling us that in today’s economic environment if you want to keep and build your customer base then you need to learn to add value. Value is your differentiator, value is what will make you standout from your competition. So what does that mean to “really” add value? Isn’t it enough that […]. The post What Does It Mean To “Really Add” Customer Value? appeared first on Pipeliner CRM Blog. Entrepreneurs customers

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.

How to Consistently Accelerate Buying Decisions

Jill Konrath's Fresh Sales Strategies Blog

How many "stuck" opportunities are you struggling with right now? If you're like most sellers, these prospects drive you nuts. They don't reply to your emails. They fail to return your calls. You even begin to wonder if you misjudged their interest

How to Grow Sales: The Never Ending Question Just Found ANSWERS!

Anthony Cole Training

Growing sales depends on the ability to know the answers to the right questions. Often companies make a decision to invest in their people in order to improve performance. Sometimes the investment pays off: other times, not so much. sales evaluation OMG managing sales teams evaluating sales teams

Successful Selling

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

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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How to Merge Accounts in Pipeliner CRM


In our last blog post we explained how you can merge contacts in Pipeliner CRM. In this post we will show you how to merge duplicate accounts. The merging feature of Pipeliner CRM Collection allows you to merge 2 accounts into a single account. The post How to Merge Accounts in Pipeliner CRM appeared first on Pipeliner CRM Blog. Tips and Tricks pipeliner crm

More Budget or More Data? A Modern Marketer’s Take on Content Marketing

Sales Benchmark Index

Marketing Strategy Podcast

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#heykeenan Take 26: Conviction vs Selling Skills and Making the Quarter

A Sales Guy

#heykeenan Take 26 is out. This is our first one since Max, my business development rep moved to Florida.  He’s still working for ASG, but he’s no longer behind the camera. We miss him. In this take, I talk about conviction and the importance of selling skills as well as making your quarter as it comes to an end. Enjoy peeps. What’s your question? heykeenan

Before You Make That Request for a Guest Sales Blog Post

Increase Sales

Today I received another request for a guest sales blog post.  This individual was from Chicago and said he was a salesperson.  He also indicated he would send me some samples of his writing. Several times a week I receive unsolicited requests from complete strangers to post an article in this sales blog.  Making a request is in all actuality making a sales pitch.  This is called marketing.

Maximizing Your Results

The Productivity Pro

[TRANSCRIPT]  Why should you care about being productive? Why do you want to be efficient, organized, use your email correctly, manage your time, set boundaries, say no, and focus on value? It all comes down to achieving maximum results in the minimum amount of time. That is what it is all about. It’s not about saving time so you can cram more in. Leadership & Teamwork productivity results

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

Dissecting the #1 Sales Best Practice

Understanding the Sales Force

One company is attempting to create a compilation of best sales practices by sending out a weekly survey to sales leaders and asking them to choose from multiple choice questions what they most often do and teach. The topic changes each week. Here is an example of what they asked this week: Dave Kurlan Consultative Selling asking questions sales best practices active listening


HeavyHitter Sales

  This Steve W. Martin research article originally appeared in the Harvard Business Review.     If you ask an extremely successful salesperson, "What makes you different from the average sales rep?" " you will most likely get a less-than-accurate answer, if any answer at all. Modesty. Selling Style Impact: Team Orientation. Conscientiousness. Curiosity.

Hi There, Internal Customer Retention Experts Here

Babette Ten Haken

We are your organization’s internal customer retention experts. Hello there. We love to retain your sales team’s customers. You work hard to land those complex deals. Empowering internal client teams to make better decisions on behalf of their own customers. We are your super hero, powerful, internal customer retention experts. Here’s some news. We can do a lot better by you and your customers.

What Is Your Customer Buying?

The Pipeline

By  Tibor Shanto  –  . Most sales people are good at telling you what they sell, not necessarily communicating how the customer will be ahead as a result, but they are good at telling. Regularly scheduled role play in team meeting will usually help you get ahead of that. The version they run with will be determined by which camp of the ever popular ‘80/20’ they are in.

What the Numbers Tell Us about Salesperson Readiness

Anthony Cole Training

We recently delivered a webinar specifically for one of our clients – BISA (Bank Insurance and Securities Association). The topic was The Customer-First Advisor: How to Help Your Salespeople Survive and Sell in the Coming DOL Environment – regarding the recent Department of Labor ruling outlining the fiduciary responsibilities of financial advisors giving advice to prospects or clients.

How to Grow Revenue Faster than Your Industry and Competitors

Sales Benchmark Index

Article Corporate Strategy

It’s Here: Not Taught Audio Version

A Sales Guy

[link]. It’s here folks. And yes. narrated it. Take a listen: Let me know what you think. It’s available at hope you like. Not Taught