A Sales Funnel…or a Sales Pipeline?
DECEMBER 6, 2016
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
101 Motivational Sales Quotes for Sales Managers
SEPTEMBER 9, 2016
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
JUNE 22, 2014
What is the sales pipeline? A 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” […].
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
5 Sales Myths to Forget
SEPTEMBER 7, 2016
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 and Sales Management Scorecards – How Can They Drive Sales Growth? Pt.1
Anthony Cole Training
FEBRUARY 3, 2017
SCORECARDS DO NOT DRIVE SALES GROWTH. sales performance coaching predictable sales growth how to hit goals in sales salesforce evaluation
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 Entrepreneurial Sales Manager
SEPTEMBER 2, 2016
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 Process in a New Sales Leadership Model
JANUARY 11, 2017
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.
What Is Sales Truly About?
JANUARY 16, 2017
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.
Sales Success (sometimes) Depends on Losing the Sale
DECEMBER 7, 2016
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
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 [.]
Sales listening 101 – critical and often missing
MARCH 20, 2017
This 1-way deluge of information on an individual is a painful reminder that sales people have healthy egos and they love to be in the transmit mode much of the time. Sales should be a relationship-building event which is impossible to conduct in the face of a sales monologue. It really doesn’t matter what the sales agenda is; the objective is to ask questions, listen and learn in order to come up with the best solution possible. Here’s how to create a sales listening team : recruit people with a background of listening achievement.
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
The Three-Step Formula For Sales Management Success
OCTOBER 3, 2016
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 […].
Who Owns Sales Enablement – Sales or Marketing?
Sales Benchmark Index
MARCH 16, 2017
Article Sales Strategy sales enablement sales enablement function sales enablement organization
Sales Qualification and Discovery: 6 Questions
NOVEMBER 28, 2016
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 […].
End of Year Checklist for Sales Management
NOVEMBER 23, 2016
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.
A New Sales Leadership Model
JANUARY 9, 2017
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.
13 Startling Sales Stats
AUGUST 21, 2014
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
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 […].
“Sales Management vs. Sales Coaching”—and Other Falsehoods
AUGUST 30, 2016
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
Why Your Reps Abandon The Sales Process
Sales Benchmark Index
MARCH 19, 2017
Article Sales Strategy adapt sales process broken sales process deal size is my sales process broken sales sales process
10 Unique Strategies for Sales Success
SEPTEMBER 16, 2016
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 […].
Why Most Sales Training Fails
APRIL 4, 2016
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. The post Why Most Sales Training Fails appeared first on Pipeliner CRM Blog. Leadership Sales Effectiveness Sales Strategies sales training salespeople
How to Improve Your Sales Presentations
NOVEMBER 18, 2016
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 […].
Sales Must Adapt or Die: 12 Reasons Why
NOVEMBER 7, 2016
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.
Top 7 Developments Changing the Face of Sales Today
AUGUST 19, 2016
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
OCTOBER 11, 2016
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.
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. The post Sales Manager Pain Point #1: The Sales Manager appeared first on Pipeliner CRM Blog. Sales Management sales management sales managersSounds like a funny thing to say, doesn’t it?
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. The post What Happens When a Sales Expert Is the Victim of Bad Sales Practices appeared first on Pipeliner CRM Blog. For Sales Leaders For Sales Managers For Sales Pros For SMBs Sales EffectivenessThese emails always request an appointment or a demo — almost always […].
The 6 Reasons that your Sales Process will Fail
MAY 13, 2016
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 […].
The Official 2017 List of 21 Sales Core Competencies
Understanding the Sales Force
MARCH 15, 2017
Selling is evolving, the rules of business are changing, there is more information available on line than there was last week and sales organizations must evolve accordingly. Back in 2014, I introduced what was then the most current version of Objective Management Group's 21 Sales Core Competencies. Image Copyright Bluberries.
6 Reasons You Should Rethink Inside Sales
Sales Benchmark Index
JANUARY 31, 2017
Article Sales Strategy coverage models inside sales inside sales rep inside vs. field sales inside vs. outside Sales Coverage sales leader
5 Ways to Measure if Your Sales Process is Working
Sales Benchmark Index
MARCH 20, 2017
Article Marketing Strategy Sales Strategy sales process
Sales Tips: Scripted versus Tailored Sales Presentations
Customer Centric Selling
MARCH 22, 2017
Sales Tips: Scripted vs. Tailored Sales Presentations. By Connie Schlosberg, Primary Intelligence.
Rehearsal Is the Work in Sales Presentations
JANUARY 9, 2017
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.” It is common practice for companies in all industries to invest time and money making sure their sales associates know all about their territories, the company history, the products they sell, and their competitive marketing place. Here are the 4 more common mistakes that I see on the sales stage and what you can do to avoid them: 1. This is disgusting. Unclear Thinking.