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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

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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.

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.

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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.

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.

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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 […].

Sales Innovator: Sales Linguist, Steve W. Martin

Pipeliner

“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” […].

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Top Sales Performers Embrace These ".ations"

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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.

Winning Consensus-Based Sales

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

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

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

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 […].

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

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.

Are Your Sellers Ready to Sell?

A quick read on how video technology can help your sales team realize its full potential

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 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 [.]

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 […].

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What Is the Purpose of Sales Skills?

Increase Sales

Good sales skills are essential.  just finished reading a well written and very results driven article by Tony Hughes about the secrets in how to use LinkedIn Sales Navigator more effectively.  The key takeaways reaffirmed the incredible power of communication and engagement for those within sales leadership roles. 21st Century Selling Goes Beyond Typical Sales Skills.

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.

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.

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 […].

“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

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 […].

How One Word Can Change Your Sales Results

Increase Sales

Sometimes those in sales look for complex solutions to improve sales results. In sales, there are a plethora of words that can be changed to improve sales results. Words do have a powerful impact within our SMB sales conversations as well as our internal thoughts. Today this is so very true especially if you want improved sales results. Share on Facebook.

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.

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.

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.

Begin Today to Expand Your Sales Opportunities

Increase Sales

Every day is a new day and a day filled with incredible sales opportunities.  Of course to take advantage of all those sales opportunities may require some pre-advanced or predetermined thinking.  They gain this clarity by the following supporting actions: They have a plan for sales growth. They continually work to hone their sales skills through ongoing self-improvement.

Self Leadership Is Required in Sales

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In some sales training or business leadership programs, self leadership is included as a subset of sales skills or even talent development. why do the average salespeople make only two attempts to contact a sales lead or prospect? Continuous improvement and motivation are essential in securing results and working with the other aspects within the 5 Star Sales Leadership Model.

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 […].

Sales Acumen or Sales Noise? 5 Tips to start the Year!

Babette Ten Haken

Are you showcasing sales acumen to clients. Or sales noise? The start of any fiscal sales year typically is accompanied by a huge surge of client attraction activities. The sales force gets ready for a grand kick-off meeting. Sales reps are pumped to get out there and sell, sell, sell! The start of each selling year is full of sales noise. Quotas are set.

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.

Aligning Sales and Marketing: 4 Major Benefits

Pipeliner

In today’s business environment, Sales and Marketing are often divorced. Marketing says that Sales isn’t taking advantage of the leads they have, and is wasting them. Sales, on the other hand, is grumbling that the leads Marketing provides just don’t convert into opportunities. With a permanent communication block on the subject, there are leads falling into a “black hole” between sales and marketing. There are clear benefits to creating a harmonious working environment between sales and marketing. It is a key component of all sales strategies.

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.

Time to Rethink Our Sales Fears

Increase Sales

This is especially true for our sales fears. Being in sales is not easy.  Salespeople are confronted with a lot of fears from meeting strangers to going to places uninvited to not earning a sale after weeks of follow-up. What would happen if we rethought our sales fears using these lenses of amazement, astonishment and mystery?  Credit www.gratisography.com.

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 […].