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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.

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 […].

Sales Prospecting: Are You Doing It Right?

Pipeliner

He founded PointClear in 1997, and for over 20 years he’s been instrumental in developing strategies that assure that 100% of the leads delivered to his company’s client sales organizations are fully qualified […]. The post Sales Prospecting: Are You Doing It Right? For Sales Pros sales process sales rep salespeopleappeared 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 [.]

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 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

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

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 144

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.

Winning Consensus-Based Sales

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

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.

What to Improve Your Sales Skills? Then Go Beyond Most Sales Training

Increase Sales

Most sales training and much of the sales coaching focuses on how to improve sales skills. To reach that next level of sales success may require going beyond current, almost cookie cutter, robotic sales training. If current approach to developing sales skills is still not securing the desired results, then maybe something is missing.  Share on Facebook.

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

Being Comfortable Is for Babies Not Top Sales Performers

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Top sales performers who I know are the least comfortable people.  They are always going beyond their comfort zones, stretching themselves especially when it comes to sales prospecting. Mike explained how many salespeople waste time over analyzing their sales leads instead of getting our and having sales conversations with strategic target prospects. Share on Facebook.

Are Your Sellers Ready to Sell?

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

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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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 […].

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 [.]

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.

“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

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.

Sustainable Sales Success - Tip #17 Humility

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Sales success today definitely requires leaving your ego at the door.  No what it means is you are authentic because you are more focus on the potential ideal customer or sales lead than yourself. ” Many of the top sales performers I personally know are grounded. This focus generates sustainable sales success. Being humble, demonstrating humility is essential.

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 […].

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.

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.

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 […].

Possibly These "R" Words Are Limiting Your Sales Activities?

Increase Sales

This morning I heard this word, regret, and began to wonder how many other “R” words limit our sales activities. Regrets can quickly diminish sales activities. What requires improvement regarding our sales skills to our actual sales process? Sales referrals for many are the primary source to increase sales. Regret. Reflection. Referrals.

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.

Don't Tell Me You Are in Sales.

Increase Sales

Being in sales for over 40 years, I am continually surprised by the SMB salespeople who tell me they are in sales and want to sell.  Yet upon questioning, I hear all these self-imposed, self justification excuses as to why they are not achieving their sales goals.  The sales process. My sales skills are great. I am not getting any sales referrals.

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 […].

5 Keys to Improving Sales Productivity

Pipeliner

A very interesting report called the 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 138

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.

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.

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.

Top Sales Performers Sell What They Have

Increase Sales

An amazing characteristic about all the top sales performers I know is they sell what they have.  When salespeople fail to sell what they have, they may be losing incredible sales opportunities. If you want to be among the top sales performers, ask yourself: Do I know that I have be it tangible inventory to intangible solutions? Does this make sense? Share on Facebook.

Leadership or Sales Temperament the Confusion Continues

Increase Sales

In working with executive coaching and sales coaching clients, I hear considerable questions regarding sales temperament. Sometimes people believe leadership and sales temperaments are mutually exclusive. Whether we are in a leadership role or a sales role, our temperament remains the same, We can be extremely positive, extremely negative, or neutral. Share on Facebook.

Sales Compensation Planning for 2017

Your Sales Management Guru

Creating a Sales Compensation Plan for 2017. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Your sales management team must understand your company’s overall goals and structure compensation to align with them. What are sales goals? Need more sales management resources?

Adding Sales Stages to Your Sales Process to Improve Performance

Pipeliner

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

Building a Sales Team: Sales Management

Pipeliner

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 […].