Why are Sales Opportunities Lost?
JUNE 27, 2016
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 Sales Pipeline Revealed
JUNE 22, 2014
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 Innovator: Sales Linguist, Steve W. Martin
JUNE 15, 2015
“Some B2B selling is essentially a person who is independent and operates on their own—the majority of the sales cycle finds them all by themselves. The post Sales Innovator: Sales Linguist, Steve W. For CEOs For Sales Leaders For Sales Managers For Sales Pros Pipeliner Product Updates Sales Effectiveness Sales Management” […].
Top Sales Experts Predict the Sales Landscape for 2015
DECEMBER 8, 2014
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 [.]
Winning Consensus-Based Sales
Learn how progressive companies refine their commercial strategy to overcome buyer dysfunction and guide customers to consensus
7 Key Responsibilities of Sales Managers
JUNE 23, 2015
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.
Sales Manager Pain Point #1: The Sales Manager
MARCH 15, 2016
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.
10 Top Skills for the Evolving Sales Professional
AUGUST 17, 2015
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.
10 questions You Must Ask Yourself When Managing Your Sales Pipeline
JULY 8, 2016
We see a lot of articles on sales enablement and progression, but few address the importance of pipeline management and its specific contribution in helping sales teams to step up their game in terms of success and efficiency. So let’s take a look at 10 questions that sales managers should ask themselves about how to […].
The Best Sales Technology for Account-Based Sales Development
MAY 27, 2016
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.
10 Practical Tips to Boost Sales Productivity
APRIL 20, 2015
These 10 sales tips can help you better manage your selling time, write more effective emails, improve your sales conversations, and much more: Successful salespeople are always looking to optimize their productivity and improve their selling efforts. Here are 10 practical sales tips that can help you and your sales team boost productivity and have [.]
Sustainable Sales Success - Tip 03
JULY 2, 2016
What this means for those who want sustainable sales success is embracing their own professional development. No longer can professional salespeople rely on corporate sales training. Additionally, attending outside (formal) sales training or sales seminars is equally important. More importantly, how can I have sustainable sales success by staying with the status quo?
10 Ways to Overcome a Sales Slump
The Sales Hunter
JULY 12, 2016
All of the talk about vacations makes it seem as if nobody is working, and as a result, it’s easy to fall into a summer sales slump. Blog Closing a Sale Consultative Selling ProspectingIt’s the middle of July, and it seems as if everyone is either on vacation, about to go on vacation or just got back from vacation. Here […].
Sales Disruption: What’s Different for 2016
FEBRUARY 12, 2016
With another exciting year of sales and sales innovation in the books, it’s time to start thinking about the future: which tech and processes we’ll be carrying forward, which we won’t, and which game-changing trends and apps we have to keep an eye on so that, next year at this time, we’re bragging about another […]. The post Sales Disruption: What’s Different for 2016 appeared first on Pipeliner CRM Blog. Leadership sales sales & marketing
Why Your Sales Process is KEY to Successful Sales Management
MARCH 19, 2014
If your sales process is inefficient or it fails to add value, you’ll find it will frustrate your sales reps on the ground, make management of those sales reps more challenging and harm your ability to close deals. In comparison, if your sales process is designed to reflect best practice, empower your sales people and [.]
Medical sales training – something different vs. more of the same
Sales Training Connection
JULY 19, 2016
Medical sales training. If your customers are making changes, then the case is made that it’s no longer business-as-usual for your sales team. So, what does it take for a company to implement a sales transformation? The question can and should be explored from a number of perspectives, here let’s just drill down and examine what it means for designing sales training.
Faith, Fear and Sales
APRIL 4, 2016
Hitting the streets or dialing the phone daily to increase sales, maintain relationships and keep abreast of what’s going on in the market place to the world is not easy. These difficult tasks can be even more stressful when fear of not increasing sales, not maintaining relationships, not staying abreast takes control. Fear is the opposite of faith. . Share on Facebook.
Can you increase your Sales Performance through diet and exercise? I did!
MAY 23, 2016
Selling has been my passion all my life and it has provided not only financial freedom and security, but incredible relationships with people I otherwise may have never met. I’ve always been successful at sales and have invested a lot of time and […]. The post Can you increase your Sales Performance through diet and exercise? I did! For Sales Pros sales performance
Sales alert: millennials are here
Sales Training Connection
JUNE 21, 2016
Millennials and Sales. What does this mean for Sales ? Whether you are talking about recruiting, selection, onboarding, training or compensation, it is will worth the time to consider whether your processes are in tune with the experiences and expectations of a cohort that will comprise an increasing percentage of your sales force. 2016 Sales Momentum ® LLC.
Sales Managers Are You Unknowingly Building These Sales Motivation Barriers?
APRIL 9, 2016
Sales managers hold that position to lead the sales team by motivating them to sell. Unfortunately, many in sales management build these 3 sales motivation barriers because they are ignorant of this simple understanding of human motivation – The Theory of Self Determination. This is way sales goals or quotas many times are not achieved because there is no choice.
Six Overlooked Ways to Get More Sales from Networking
SEPTEMBER 30, 2015
The post Six Overlooked Ways to Get More Sales from Networking appeared first on Pipeliner CRM Blog. For Sales Pros Sales EffectivenessYou’ve likely heard that networking can be a great way to generate low-cost leads for yourself and your company. If you’re like many salespeople you’ve […].
Adding Sales Stages to Your Sales Process to Improve Performance
NOVEMBER 5, 2014
Keeping the number of Stages in the Sales Process to a minimum is usually the way to go. The less time sales professionals spend managing their CRM system the better. However, there are times when a sales organization’s performance can be significantly improved by temporarily putting more Sales Stages into the Sales Process. Sales Pipeline Management
The Power of Empathy in B2B Sales and Marketing
JULY 28, 2015
Your B2B sales prospects don’t want to hear about you. The post The Power of Empathy in B2B Sales and Marketing appeared first on Pipeliner CRM Blog. For CEOs For Sales Leaders For Sales Managers For Sales Pros For SMBsThey want to hear about themselves. We all do. They don’t necessarily need compliments and platitudes.
Why Sales Enablement Can Help Your Sales Reps Sell More
APRIL 16, 2014
Now that may sound dramatic, but the implications for sales teams are HUGE – and not every [.] The post Why Sales Enablement Can Help Your Sales Reps Sell More appeared first on Pipeliner CRM Blog. Sales Methodology Salespreneurs As you know, customers are now more aware of the options available to them than ever before.
Sales Motivation Video: What Sales Leaders are Doing Friday Afternoons
The Sales Hunter
JUNE 5, 2016
Do you know what sales leaders are doing Friday afternoons?! Unlike so many other salespeople who start to see Friday afternoons in the summer as a time for taking it easy, sales LEADERS are out there making things happen. Blog Professional Selling Skills Sales Motivation leader motivation sales leader sales leadership sales motivationThey are selling!
3 Sales Training Don’ts
NOVEMBER 12, 2014
Don’t Confuse Product Training with Sales Training One of the most popular complaints of buyers that we interview is the “walking product brochure” complaint. The post 3 Sales Training Don’ts appeared first on Pipeliner CRM Blog. Sales Effectiveness Prospects are very reluctant to buy from reps that provide no value beyond being able to recite product specs.
What Happens When a Sales Expert Is the Victim of Bad Sales Practices
AUGUST 9, 2015
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.
Winning Sales = Focusing on the “Critical Few”
SEPTEMBER 28, 2015
The world of sales is complicated and noisy. The post Winning Sales = Focusing on the “Critical Few” appeared first on Pipeliner CRM Blog. For Sales Pros Sales EffectivenessCustomers demand, competitors attack, leaders preach and pundits natter. Critical […].
Sales Development: Build on Strengths, Eliminate Weaknesses or Acquire New Competencies?
JULY 6, 2016
The post Sales Development: Build on Strengths, Eliminate Weaknesses or Acquire New Competencies? Leadership sales leaders sales strategiesIf you had only $1 to invest in the development of a salesperson, how would you spend the money? It depends… As are most decisions in business, it’s not a simple matter of choosing among a number of possibilities.
Building a Sales Team: Sales Management
SEPTEMBER 29, 2015
In this blog series, I’ve covered numerous important aspects of building a sales team: start with salespreneurs, become customer-centric, tailor to your industry, have and use specific personality profiles, and insist reps be self-sufficient. But throughout all that, there is one function you’re going to have to have or the whole thing falls apart: sales […].
Announcing the ‘Sales Acceleration Show’ Podcast
The Sales Insider
JUNE 15, 2016
We’re excited to announce a new podcast that’s all about sales acceleration. The “Sales Acceleration Show,” hosted by Gabe Larsen and Steve Eror, focuses on the science of selling across the areas of demand generation, sales and sales operations. The post Announcing the ‘Sales Acceleration Show’ Podcast appeared first on The Sales Insider.
Self-Assessment: Are You a Sales Standout?
FEBRUARY 4, 2015
The sales herd is crowded with salespeople all trying to practice similar sales techniques and apply similar tools. agree that it’s important that you do whatever you can to improve your sales “efficiency.” The post Self-Assessment: Are You a Sales Standout? Sales Effectiveness Some are more competent than others and gain a temporary advantage.
The First Thing a Sales Manager Must Know: Management
APRIL 5, 2016
Previously in this series, we’ve covered a sales manager’s primary pain point, the technology vital to being a sales manager, and the pain point of people. Now we turn to a crucial subject for sales managers: that of management itself. It might seem to be a self-contradictory statement: “The first thing a sales manager really […].
Why B2B Sales Will Never Be Automated Sales
AUGUST 18, 2015
The automated sales model being implemented by Amazon, with many other ecommerce sites following suit, may seem somewhat threatening to a sales force and B2B sales. The post Why B2B Sales Will Never Be Automated Sales appeared first on Pipeliner CRM Blog. For Sales Pros Sales Automation
How To Build Emotional Intelligence in a Winning Sales Team
JUNE 8, 2015
“Emotional intelligence” and “sales” are not often mentioned together — they’re considered oil and water. Sales leaders often mistakenly confuse emotional intelligence with being weak, which is far from the reality. The post How To Build Emotional Intelligence in a Winning Sales Team appeared first on Pipeliner CRM Blog. Sales Managers
Sales Success as an Optimistic Cynic
JULY 6, 2015
Don’t get me wrong, I am not looking for pessimistic brooding hoards, but viewing sales through rose-tinted glasses has cost many salespeople many sales. I remember reading the “Dictionary for the Disenchanted,” which defines […]. The post Sales Success as an Optimistic Cynic appeared first on Pipeliner CRM Blog.
Step by Step: Creating a Solid Sales Process
JUNE 10, 2014
There’s been a lot of talk in the last decade about the importance of the sales process—that series of steps a sale travels through from lead to close and beyond. For sales velocity and many other factors, a sales process is certainly vital. But how is a workable sales process evolved? sales process should [.]
Making Memorable Sales Conversations
SEPTEMBER 16, 2015
If your desire is to increase sales, possibly now is the time rethink how your sales conversations can be memorable first and foremost. With all the emphasis on asking the right sales questions, possibly you have lost sight of making your sales interactions memorable. Caring makes for memorable sales conversations. Our sales conversations become memorable.
Would Customers Pay for Your Sales Calls?
AUGUST 2, 2015
When I speak to audiences of sales professionals and ask, “How many of you sell value versus price?” The post Would Customers Pay for Your Sales Calls? For CEOs For Sales Leaders For Sales Managers For Sales Pros For SMBseveryone raises their hand. But my next question “So how do you do that?” is frequently followed by an uncomfortable silence.
The Essentials to Achieve Great Sales Results
DECEMBER 16, 2015
The importance of positive sales results in business can never be over emphasized. The business survival relies on how well sales people are performing. And when you combine result oriented sales team with innovative technology, achieving sales targets become easier. The post The Essentials to Achieve Great Sales Results appeared first on Pipeliner CRM Blog.