Trending Sources

A Sales Funnel…or a Sales Pipeline?

Pipeliner

But knowing the clear difference between a sales funnel and a sales pipeline can mean a great deal to your company, your sales organization and your salespeople—and greatly influence your choice of a CRM solution. The Sales Funnel We’ve all seen a funnel. […]. The post A Sales Funnel…or a Sales Pipeline? For Sales Pros Sales Management

Funnel 201

101 Motivational Sales Quotes for Sales Managers

Pipeliner

Sales managers live in a beautiful world of constant mixed emotions -negative and positive. Apart from pressures arising from sales targets, sales team and management, sales managers still have to contend with keeping the right frame of mind to deliver optimally. The post 101 Motivational Sales Quotes for Sales Managers appeared first on Pipeliner CRM Blog.

The Sales Pipeline Revealed

Pipeliner

What is the sales pipeline? sales pipeline describes an approach to selling, founded on the underlying principles of the sales process. It describes the individual steps salespeople take from initial contact with a potential customer, or prospect, to qualifying that prospect into a lead, and further validating that lead into a sales opportunity followed [.]

Sales Coaching Tip: 3 Words to Change Your Sales Results

Increase Sales

What would happen to your ability to increase sales results if you just remembered three (3) words in all your interactions with sales prospects, sales leads, colleagues and clients?  Do you possibly think you could change your sales results? Sales Coaching Tip:  Feel. Sales Coaching Tip: Know. Sales Coaching Tip: Do. Sales Coaching increase sales.

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 Importance of Investing in Sales Productivity

Pipeliner

A very interesting report, called 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.

Report 181

5 Sales Myths to Forget

Pipeliner

Sales is both an art and a science. Above all, the key to effective sales is establishing a connection. The post 5 Sales Myths to Forget appeared first on Pipeliner CRM Blog. For Sales Pros Sales EffectivenessThere is real innate talent involved, just as there are facts and figures rooted in decades of practice. You do that by influencing […].

What Is Sales Truly About?

Increase Sales

The marketplace is filled to the brim with sales training, sales books to sales coaches.  Yet at the end of the day, what is sales truly about? My father taught me sales was about buying.  When this happens, earning the sale becomes far more difficult. Here is where some sales objections happen as well as where stalls pop up. Credit www. pixabay.com.

Buyer 117

Sales Process in a New Sales Leadership Model

Increase Sales

Given over 97% of all businesses within the US are under 20 employees, many lack a simple sales process. By not having a process impacts the ability to determine where there are gaps limiting increase sales and ultimately the overall sales culture. SMB owners today cannot afford to have separate marketing and sales departments. Share on Facebook.

Winning Consensus-Based Sales

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

Why are Sales Opportunities Lost?

Pipeliner

A notable function a sales manager must master is understanding why sales are won or lost. This is particularly true for large, complex sales opportunities where there may never be another opportunity or, if so, it may be years in the future. The post Why are Sales Opportunities Lost? For Sales Pros sales effectiveness sales professionals

The Entrepreneurial Sales Manager

Pipeliner

He started 3 different businesses—a sales agency, a product company, and a consulting company—and has made over 4,000 sales […]. The post The Entrepreneurial Sales Manager appeared first on Pipeliner CRM Blog. Sales Management entrepreneurs sales management sales managers

Sales Success (sometimes) Depends on Losing the Sale

Pipeliner

Too much attention in sales is placed on making the sale. And it is reinforced by reward and compensation programs that hail the salesperson of the year as a hero if they post the most annual sales. Salespeople behave the way the compensation plan dictates: if sales revenue is comp’d, that’s what they focus on. […]. For Sales Pros sales salespeople

A New Sales Leadership Model

Increase Sales

Essentially this model is for leadership as well as sales leadership as it looks determine where the gaps exist between today’s results and tomorrow’s goals. Nearly two decades after working with executive and sales coaching clients,  I realized a similar model would be beneficial for those in individual sales leadership roles.  Sales Process. Sales Skills.

The Three-Step Formula For Sales Management Success

Pipeliner

When I speak with them behind closed doors, many sales managers tell me they feel overwhelmed and underpowered. The post The Three-Step Formula For Sales Management Success appeared first on Pipeliner CRM Blog. Sales Management sales coaching sales management sales managersWhen I ask them why […].

What Salespeople Can Learn from Classic Songs

Sales appointments that turn prospects into customers

Sales Qualification and Discovery: 6 Questions

Pipeliner

Most salespeople are familiar with some of these sales qualification frameworks: But qualifying is not just about removing time-wasters and nor should these be framed as clumsy closed questions. The post Sales Qualification and Discovery: 6 Questions appeared first on Pipeliner CRM Blog. For Sales Pros sales qualification salespeopleI conducted a seminar for one of the leading technology companies on the planet and we discussed how to best qualify a prospect. Just because some of […].

What Smart Sales Leaders Do 

Pipeliner

They don’t differentiate between sales and service; serving begets sales. They realize that in the long run, the customer relationship is the primary value sales creates for the organization. […]. The post What Smart Sales Leaders Do  appeared first on Pipeliner CRM Blog. Leadership leadership sales leaders salespeople

Top Sales Experts Predict the Sales Landscape for 2015

Pipeliner

We’ve seen many advances and surprises in Sales in 2014—but judging by the predictions of our panel of experts, next year promises to bring some more unexpected drama to the Sales landscape.  The post Top Sales Experts Predict the Sales Landscape for 2015 appeared first on Pipeliner CRM Blog. The Sales Lifestyle Here’s what our [.]

End of Year Checklist for Sales Management

Pipeliner

That is only half the job for Sales Management at this time of year, the other half is being focused on planning for next year! We have created a checklist of major issues all sales leaders must work on to ensure the New Year will start […]. The post End of Year Checklist for Sales Management appeared first on Pipeliner CRM Blog.

“Sales Management vs. Sales Coaching”—and Other Falsehoods

Pipeliner

I recently heard a sales podcast that put forth a concept I was very surprised to hear: that sales coaching is more important than sales management. The post “Sales Management vs. Sales Coaching”—and Other Falsehoods appeared first on Pipeliner CRM Blog. Sales Management sales coaching sales management sales managers

How to Improve Your Sales Presentations

Pipeliner

The post How to Improve Your Sales Presentations appeared first on Pipeliner CRM Blog. Sales Strategies sales presentations salespeopleWhat makes someone an effective presenter? Why do some salespeople seem to effortlessly captivate their buyers, while others struggle just to keep them awake? In other […].

How To 161

13 Startling Sales Stats

Pipeliner

Surprising and startling sales statistics that will change the way you think about selling — and the activities you focus on! Lawrence College SLCCorporateLearning @SLCCLPI The post 13 Startling Sales Stats appeared first on Pipeliner CRM Blog. Sales Effectiveness Thanks to St.

10 Unique Strategies for Sales Success

Pipeliner

I’ve read numerous blog posts, articles, and books on how to succeed in sales and telemarketing. The post 10 Unique Strategies for Sales Success appeared first on Pipeliner CRM Blog. Sales StrategiesCountless opinions are offered on the subject. Most of these opinions are, however, repetitive and are rarely challenged. Don’t talk. Just listen. Focus on the […].

7 Key Responsibilities of Sales Managers

Pipeliner

Sales management provided oversight, bridged with […]. The post 7 Key Responsibilities of Sales Managers appeared first on Pipeliner CRM Blog. For Sales Leaders For Sales Managers For Sales Pros For SMBs Sales Management Social SellingThe B2B buying process is shifting, and as a result, selling as we know it has shifted, too.

Laugh Your Way to More Sales

Pipeliner

Greg was a sales person that I will never forget. Though his first quip would usually inspire a grin, as the attempts at humor continued, prospects would become annoyed and then attempt to disengage from the sale. The post Laugh Your Way to More Sales appeared first on Pipeliner CRM Blog. For Sales Pros Sales EffectivenessIn the end, Greg’s ineffective […].

Sales Must Adapt or Die: 12 Reasons Why

Pipeliner

Now it’s time for sales to pay attention. Old school traditional sales has outlived its usefulness. If sales is to maintain relevance in today’s world, a transformation of the way it is practiced is required. The post Sales Must Adapt or Die: 12 Reasons Why appeared first on Pipeliner CRM Blog. For Sales Pros sales salespeopleAdapt or die.

Why Most Sales Training Fails

Pipeliner

Many salespeople fail not because of the lack of sales skills training but because their organizations are not spending enough time/money training them on the emotional power they need for success. I am convinced that salespeople must be trained on the emotional elements of success at the same level that they are trained in pure […].

Top 7 Developments Changing the Face of Sales Today

Pipeliner

Your sales practice is only as good as your quiver of arrows, and your aim. The post Top 7 Developments Changing the Face of Sales Today appeared first on Pipeliner CRM Blog. Sales Strategies sales sales crm salespeopleYou know the mantra. It’s only as good as your attitude, your product, your leads, your proposal, and your closing skills. How could it be?

Sales Productivity: Availability of Sales Collateral Materials

Pipeliner

A very interesting report, called 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.

Today’s Evolving Sales Professional Needs These 9 Top Skills

Pipeliner

Like everything else in the modern age, sales changes at an incredible rate. Because of changes in buyer behavior—as well as other changes brought about by the digital age—sales strategies have had to change, too. Some sales organization, though, have been reluctant to give up their tried and true methods. When the most essential skills are understood by today’s sales pro, they can make considerable forward motion. One of the top reasons for missing quotas is expending sales time and energy on prospects who in fact are not ready to buy in the near future.

Rehearsal Is the Work in Sales Presentations

Pipeliner

Imagine my surprise when the national sales manager said to 60 of his top associates, “At lunch the sales team and I decided we have no idea how we managed to sell anything before we met Patricia.” He told me, “It takes a year for us to have the opportunity to deliver an hour presentation to a small group of executives from the company of one of our prospects. They often stop short in preparing their associates to design and deliver persuasive sales presentations that focus on what their prospects are interested in hearing. This is disgusting. Unclear Thinking.

10 Top Skills for the Evolving Sales Professional

Pipeliner

Sales, like everything else in the modern age, is changing at a staggering velocity. As a result, they move on their own timetable, and often without guidance from the sales professional who used to be the gateway […]. The post 10 Top Skills for the Evolving Sales Professional appeared first on Pipeliner CRM Blog.

6 Reasons You Should Rethink Inside Sales

Sales Benchmark Index

Article Sales Strategy coverage models inside sales inside sales rep inside vs. field sales inside vs. outside Sales Coverage sales leader

Sales Manager Pain Point #1: The Sales Manager

Pipeliner

Of all the many pain points for a sales manager—and our research has turned up dozens—the first and foremost of these is the sales manager himself or herself. I’ll walk it back to how I came to this conclusion, so you can follow […]. The post Sales Manager Pain Point #1: The Sales Manager appeared first on Pipeliner CRM Blog. But it’s true.

The 6 Reasons that your Sales Process will Fail

Pipeliner

Why is it that despite carefully crafted sales processes, advanced sales intelligence technology, that CSO Insights research found that the average sales forecast was 45.9%? More than half of the forecasted sales aren’t happening. According to their 2015 Sales Compensation and Performance Management study, only 54.6 Process and […].

What Happens When a Sales Expert Is the Victim of Bad Sales Practices

Pipeliner

Get ready for a rant about bad sales practices. I am on a tear to protest the wasteful, ineffective, and unqualified pitch emails — apparently mass blasts — from salespeople who (I can only surmise) must be trying to avoid a phone call. The post What Happens When a Sales Expert Is the Victim of Bad Sales Practices appeared first on Pipeliner CRM Blog.

Top Sales Performers Embrace These ".ations"

Increase Sales

So what makes individuals top sales performers?  There are specific aspects as identified within the 5 Point Sales Leadership Model and yet I believe it goes way beyond that to the attitudes of these individuals. The “Ations” Attitudes of Top Sales Performers. Exhilaration – Being exhilarated by sales success as well as continued sales prospecting efforts.

12 Things to do Every Day to be a Sales Success

Pipeliner

In sales, I learned that these simple actions taken EVERY DAY boosted my sales performance and yielded amazing results. #1: Check your performance dashboard to see where you are year-to-date. Keep The post 12 Things to do Every Day to be a Sales Success appeared first on Pipeliner CRM Blog. Sales EffectivenessKeep your targets in front of you and look at them constantly.

The Best Sales Technology for Account-Based Sales Development

Pipeliner

Account-based sales development (ABSD) is a sales strategy that is growing rapidly in both adoption and best practice creation. According to TOPO, 30% of all sales development teams are implementing ABSD and that number is growing steadily. The post The Best Sales Technology for Account-Based Sales Development appeared first on Pipeliner CRM Blog.