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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.

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

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 […].

Sustainable Sales Success - Tip 06 - Cold Calling Etiquette

Increase Sales

With caller ID, many SMB people are reluctant to answer their phones. For me, if I want sustainable sales success, I answer all calls. What I have noticed is many who engage in cold calling have failed this important aspect – etiquette. Cold calling interrupts the sales leads from doing what they are doing.  In this instance, it was the later. Autonomy is the most important element.

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

Don't get stuck in a dysfunctional CRM relationship

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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

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 […].

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!

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 Art of Social Selling -- Summarized by getAbstract

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

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.

The 5 Why Questions Sales Prospects Ask

Anthony Cole Training

answering prospect questions sales prospects the why sales questions

Winning Consensus-Based Sales

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

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

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?

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.

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Successful Selling

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

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.

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

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!

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. 

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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

Sales Management Effectiveness: How to Radically Improve Sales

Igniting Sales Transformation

I’m starting something new today. Often, I receive requests from folks who would like me to publish their guest posts, but up to this point, I’ve not done that much. Well, I decided that from now on, once a month I’ll include a guest post along with my own. This one comes from Monika Götzmann who is the EMEA Marketing Director for MHI Global. Coaching Talent.

Your Customers Have Problems, But Do They Know?

Partners in Excellence

Not long ago, I got a call from a frustrated sales person.  He had a huge opportunity with a customer, but just couldn’t get traction.  He reviewed things with me. “I’ve been talking to them about our solutions.   ” He went on to review the problems.  He had done a pretty good job of research.  “What happens when you discuss these with the customer?”

What You Need to Know About Sales Enablement

Sales Benchmark Index

Article Sales Strategy

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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

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Sales 26

Sales Tips: Death of Product Differentiators

Customer Centric Selling

Sales Tips: Death of Product Differentiators. By John Holland, Chief Content Officer, CustomerCentric Selling®. agree with her premise and feel it is a continuing trend. The concept was unsettling for people in Product Development, Product Marketing, Marketing and Sales. There certainly were instances where selling against competitors took precedent over selling our own offerings. from executives.

How to Use Trigger Events for More and Better Leads

B2B Lead Blog

People aren’t ready to buy when we want to sell. Think about it. . This common statement has big implications if you’re doing account-based marketing (ABM) and lead generation. Why doing more lead generation activity doesn’t help  . CEB discovered that a typical for B2B customer is 57% into their purchase process before they directly engage a sales rep or talk to a supplier. Conclusion.

Business Focused, But People Centric

Partners in Excellence

Often in understanding business leadership, people tend to focus on two extreme models of leaders.  The first is the “It’s all about the numbers,” leader.  Typically, these are portrayed as hard charging, data driven, task and goal focused, and sometimes ruthless executives. The other model is the human/people focused leaders.  Great leaders are intensely business focused. 

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The Secret to Winning Performance Conditions

Sales Benchmark Index

Magazine Sales Strategy