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 [.]
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. 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 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.
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 […].
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.
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.
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 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 Fears Will You Fight or Flight?
JUNE 30, 2016
Salespeople even some of the top sales performers will tell you that they have experienced some sales fears. Even for those salespeople who were “newbies,” they decided not to let the common sales fears distract them from their desired and predetermined dreams and goals. Sometimes sales fears can be directly connected to not knowing one’s purpose.
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.
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
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.
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!
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
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 [.]
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.
Sales Leaders Love Your Sales Reps
Score More Sales
MAY 27, 2016
I immediately liked what I heard when John “JT” Turner, Senior VP, Sales, Trinet spoke. It was an Enterprise Sales Meetup in New York and the “fireside chat” format enabled John to discuss his views on selling. B2B Inspiration B2B Sales
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.
Sales Leads - The Downfall of the Thrill of the Chase
JUNE 16, 2016
For many in sales, the thrill of the chase is everything. These “hunters” love to find and chase down sales leads. Within the SMB world, this thrill of the chase can present a psychological problem for the salesperson and a a business growth problem for the SMB owner, executive or sales manager. Possibly they are demanding more “closed sales” activity?
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 [.]
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 […].
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.
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.
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 […].
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.
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.
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 […].
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 […].
Confessions of a Recovered Sales Hoop Jumper
Babette Ten Haken
JUNE 17, 2016
I admit it. I was a sales hoop jumper. Especially early on, when I was an over-anxiously sales newbie charging after seemingly unrealistic sales quotas. My life as a sales hoop jumper negatively impacted my professional development. Here’s why. I was enthusiastic. I was (overly) prepared for each sales appointment. Are you a sales hoop jumper?
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.
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
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.
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
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.
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.
The Sales Dilemma: Do I Push or Do I Build?
MARCH 28, 2016
Salespeople have a choice in terms of the modus operandi they choose to employ to deliver results: they can either push or flog products at customers or they can build “intimate” relationships with them and trust that sales will follow. The post The Sales Dilemma: Do I Push or Do I Build? For Sales Pros salesappeared 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 [.]
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.
10 Ways to Tame the Pre-Sales Call Nervousness and Stress
The Sales Hunter
JUNE 21, 2016
Blog Closing a Sale Cold-Calling Consultative Selling Professional Selling Skills Sales Motivation confidence sales call techniques sales confidence sales motivationYou’ve got the big call and you know you need it, which alone is stress, but making it worse is your boss told you how important the call is to both the company and your career.
10 Daily Habits of Sales Leaders
The Sales Hunter
FEBRUARY 9, 2016
A sales leader is one who helps others see and achieve outcomes they didn’t think were possible. In order for a sales leader to do that, they have to be at the top of their game each day. Below are 10 daily habits sales leaders must have to be successful: 1. Blog leadership Professional Selling Skills leader sales leader sales leadership
Sales Management Is Hurting Sales Performance
Fill the Funnel
OCTOBER 29, 2015
As the year begins winding down, sales teams are beginning to realize that expectations are not going to be met. Respected sales consultant and #1 best-selling author Mike Weinberg has released his new book titled Sales Management. Building on his direct, no-holds barred approach that propelled his first book, New Sales. Click to watch my overview of Sales Management.