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 [.]
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
What Smart Sales Leaders Do
AUGUST 8, 2016
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
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” […].
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.
Laugh Your Way to More Sales
SEPTEMBER 21, 2015
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 […].
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.
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.
Top 10 Reasons Why Sales Don't Grow
Understanding the Sales Force
AUGUST 24, 2016
Dave Kurlan sales process sales force evaluation sales performance sales excellenceHave any of these things ever happened to you?
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.
Customer Fade-away and Lost Sales Opportunities
Babette Ten Haken
AUGUST 26, 2016
Customers you really didn’t pay much attention to gradually ride off into the sales sunset. Customer fade-away represents not only lost initial sales opportunities. You were busy chasing after high roller, big name, sexy sales opportunities and got so caught up in the drama, you took your eyes off the rest of your customer base. Customer Fade-away happens. Let’s see. forgot.
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 [.]
Gamification in Sales Forces: Do We Really Need This?
AUGUST 23, 2016
I have noticed a recent trend in sales that, while on the surface appears beneficial and perhaps even fun, I actually think is destructive. That is the practice of “gamification” in sales forces—making games for salespeople and pitting them against each other, in which trophies and such are awarded. The post Gamification in Sales Forces: Do We Really Need This?
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 [.]
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
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
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.
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.
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.
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 […].
July is Sales Leadership Month
Your Sales Management Guru
JULY 6, 2016
July is Sales Leadership Month. As a sales leader you must always have a vision and action plans for a rolling six months, this is why July is the perfect month for anyone that has sales management responsibility—so why not name it Sales Leadership Month ! Ok, it is not an act of government and it is only Acumen’s opinion, but let’s explore why I feel that way.
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.
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.
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 […].
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
Sustainable Sales Success - Tip 09 Gratitude
AUGUST 27, 2016
Sales success demands being busy. If people buy from people they know and trust, the demonstration of genuine gratitude will help to build that needed trust from sales leads to centers of influence to colleagues. This appreciation is part of my sales success. We are far less likely in our quest for sales success to take our own success for granted. Genuine gratitude is.
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 […].
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 […].
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.
Increase Sales By Remembering This Nugget
AUGUST 17, 2016
With 99% of sales leads not converting per Forrester or if you like 87% not converting per LinkedIn, the ability to increase sales is suffering. And yet, your goal to increase sales still falls short. You must continually hunt for new sales leads because the ones in your funnel do not convert. Many times, the sales lead will tell me, “Yes that is what I mean.
The #1 Reason Why New Sales Managers Fail
AUGUST 22, 2016
Why New Sales Managers Fail. Are you a new sales manager , or have you just been promoted into a sales manager role? The odds of failure are high! I am going to share the number one reason why new sales managers fail. Time and time again companies promote their best sales reps into managerial roles. For new sales managers, things got worse in 2016.
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.
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 [.]
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
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?
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.