August, 2016

Trending Sources

Salespeople and the Higher Meaning


It might seem odd to try and pin a ”higher meaning” on sales. Aren’t salespeople mainly in it for the money? It would sure seem that way, given how salespeople are portrayed in the media and in popular culture. But let’s take a closer look. The Search for Meaning How important is meaning to a […]. The post Salespeople and the Higher Meaning appeared first on Pipeliner CRM Blog.

Four Reasons Why Work/Life Balance is Still Valid

The Productivity Pro

“Don’t get so busy making a living that you forget to make a life.”—Dolly ”—Dolly Parton, American singer, actress, and businesswoman. Recently I’ve seen a lot of “RIP Work/Life Balance” claims, arguing that the concept is dying, if not already dead. The rest of the argument I can’t concede. People have just started calling it different things.

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The Only Thing You Can Control in Sales

Increase Sales

Sales, wouldn’t it be great if you could control the: Buying decision making process? Competition? Economy? Decision Maker? Sales goals? Yet reality shows us there is only one thing you can control and that is you.  From you, you can control your: Beliefs and attitudes. Actions and behaviors. Results. We cannot control how people react to us.  Regrets. Self-doubt. Stress. Share on Facebook.

Think Sales Reps Will Become Obsolete? Think Again

No More Cold Calling

The most effective sales techniques don’t require a device. You’ve heard it. Television will kill radio. Video killed the radio star. And social media and the internet will eliminate the time-consuming, face-to-face aspect of sales. Um, no. Marketing automation, CRM, social media , and other technology tools enable sales reps to sell more efficiently and cost effectively. One More Reason.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

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Five Ways to Use Procrastination to Your Benefit: A Counterintuitive Productivity Method

The Productivity Pro

“Procrastination is a way of giving yourself permission not to do a perfect job, because usually a perfect job isn’t required.”— ”— John Perry, American philosopher and Professor Emeritus at Stanford University. Then she accelerated into a whirlwind of efficiency to ensure she arrived in time and turned in her maximum effort. Engage in self-deception. Triage your to-do list.

Where's Your Sales Beef - Part 1

Increase Sales

In 2001, Wendy’s had a series of commercials asking “Where’s the beef?” ” These commercials highlighted the quality of Wendy’s hamburgers and to differentiate their hamburgers from their competitors.  Today in sales, quality and differentiation are even more important. Credit: Within this commercial series “Where’s the beef ?”

Customers Expect Better and Better Customer Experience

Babette Ten Haken

Customers expect better and better customer experience (CX) the longer they choose to do business with you, courtesy of the Internet of Things (IoT). Is your company delivering sustainable CX? Today’s connected devices, equipment and machinery and interactive platforms set a new benchmark for customer expectations during their lifecycle journey with your organization. Fast forward to 2016.

Curiosity and Discontent: Words to Live—and Sell—By

No More Cold Calling

Read the speech that helped to shape my perspective on education, sales, and life in general. Many years ago, a high-school girl competed in a state speech competition for members of the forensics club. Participants competed for the best original speech as well as for the best speech written by someone else. Imagine a shy 16-year-old girl in that same scenario. She was competing to win. Of course.

Winning Consensus-Based Sales

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

The Craziest, Most Unusual Sales Selection Criteria and What Really Works

Understanding the Sales Force

It was just last month that I wrote this hugely popular article about the tech buyer who hated salespeople. In the first paragraph I mentioned that I had a crazy case of poison ivy. At about the one-week point, I started searching Google to find anything that might help ease the itching and discomfort. Life insurance, where turnover can run as high as 90%, is a perfect example of this.

Gamification in Sales Forces: Do We Really Need This?


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. In my opinion, gamification is something […]. appeared first on Pipeliner CRM Blog.

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Five Ways to Acceptance: Dealing with Factors Beyond Your Control

The Productivity Pro

“God grant me the serenity to accept the things I cannot change, the courage to change the things I can, and the wisdom to know the difference.”—Reinhold ”—Reinhold Neibuhr, American theologian. Like it or not, many of life’s circumstances—even within the average corporate office—are beyond our control. We have even less control over the actions of the world at large.

Just Unite Risk and Resolution Increase Sales

Increase Sales

After reading a quote by Tim Riesterer (Chief Strategy and Marketing Officer at Corporate Visions), I wondered out loud how many salespeople have the ability to increase sales by effectively uniting risk and resolution? Just think about that statistic. Possibly you have the sales ability to create the risk, but you have failed to connect the risk directly to your resolution message.

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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.

Customer Fade-away and Lost Sales Opportunities

Babette Ten Haken

Customer Fade-away happens. Customers you really didn’t pay much attention to gradually ride off into the sales sunset. You didn’t even know you lost them. Until you and I decided to take a look at that customer base of yours. There’s been quite a bit of attrition over the years, eh? Customer fade-away represents not only lost initial sales opportunities. Let’s see. Here are some common excuses.

Social Selling Isn’t a 24/7 Job

No More Cold Calling

How can we stay in touch without always being connected? I got blasted on social media. No, it wasn’t someone inviting me to connect and then blasting me with a sales pitch (my usual complaint about bad social media behavior). Mea culpa. It might have been one of those weeks when I was traveling, on deadline, or just plain exhausted. take vacations and unplug. Weekends are family time.

PBTO38: Office Humour and lessons in Management with Sarah Cooper

Mukesh Gupta

Whom are we hosting in this episode: In this episode, we host Sarah Cooper, host of The Cooper Review. Why are we hosting her. The Cooper Review is the satirical blog of Sarah Cooper. It features weekly original articles, videos and cartoons on corporate humor, news, and other stuff. She describes herself as demotivational speaker and the Chief Evangelist of Evangelism.

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What Smart Sales Leaders Do 


Understand that the way to repeat business and continuous referrals is to serve customers in an exemplary fashion and not flog products and services at them. 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. […].

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

10 Ways to Deal With a Customer Complaint

The Sales Hunter

Give me a customer complaint any day over a customer not being happy and not complaining. I can’t deal with what I don’t know. Below are 10 ways to deal with a complaining customer and a couple of bonus ideas: 1. Don’t run from it. Deal with it immediately regardless of the situation 2. Thank […]. Blog Customer Service leadership customer customer service sales leadership

The Human Desire to Control the Sales Closing Question

Increase Sales

So you reached the end of the sales conversation and now, drum roll, comes the ultimate sales closing question. This one is a sure fire winner. You speak and nothing happens. No reaction, no comment. Now you are scrambling as to what to say. With today’s buyer’s being far more education,, possibly the tried and true closing question requires a little adjustment?  Share on Facebook.

Five Interruptions NOT to Avoid: Why Some Distractions Are Important

The Productivity Pro

“One way to boost our will power and focus is to manage our distractions instead of letting them manage us.”—Daniel ”—Daniel Goleman, American author and psychologist. Imagine a place where you could spend hours upon hours single-tasking to your heart’s content, churning out work by the barrel-load. Wouldn’t that be heaven? I’m thinking NO. The Long and Short of It.

HBR or OMG - Whose Criteria Really Differentiate the Top and Bottom 10% of Salespeople?

Understanding the Sales Force

Image owned by or licensed to CartoonStock ®. The Harvard Business Review is at it again. honestly can't believe that a publication like HBR continues to publish and push junk science about sales. have previously taken issue with six of HBR's articles: HBR Off Target on Sales Greatness. HBR Gets Salespeople All Wrong. HBR Hits Then MIsses the Mark on Sales. HBR Study of Salespeople Makes News.

3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

Three Magic Questions a Sales Manager Must Know. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. During any sales opportunity coaching sessions consider asking these three questions with any sales opportunity: Why do anything? Why now? Why with us? Why do anything? Any person and organization has a myriad of priorities.

2 Tips to Simplify your Contact Database


If you’re reading this on the Pipeliner CRM Blog, then it’s safe to say that you’re already using a CRM – probably Pipeliner – to help you organize your contacts. also know that Pipeliner CRM users are all about simplicity and cybernetics to help them navigate complexity and to focus on what’s truly important. […]. For Sales Pros

Google Analytics – A Beginner’s Guide

Fill the Funnel

If you have a website or blog, you have undoubtably heard of and most likely installed Google Analytics. Once installed, it provides helpful insights about where your visitors are coming from, which keywords and topics are most popular, how long they stay on your site and if they visit one page and then click away. You will learn each feature, showing screenshots of what to do. All Rights Reserved.

Increase Sales By Remembering This Nugget

Increase Sales

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.  Does this make sense given today’s salespeople have more tools, improved technology and even better development (forget training) ? Credit You think you have: Identified your ideal customer. Kept abreast of current market trends.

Success and Life Balance

The Productivity Pro

[TRANSCRIPT] If you really want to be successful, you have to touch home. You have to pay attention to the people who are right there in front of you. You have to love your work AND love your family equally. How do you have great satisfaction in both, without sacrificing one for the other? By being productive in this way, I achieve the greatest results possible in the least amount of time.


Top 10 Reasons Why Sales Don't Grow

Understanding the Sales Force

Have any of these things ever happened to you? Dave Kurlan sales process sales force evaluation sales performance sales excellence

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Lead Generation and the Use of “Pareto Thinking”

Jonathan Farrington

Use of “Pareto Thinking” is highly relevant and important when applied to sales people. For example, 20% of a sales person’s activities will create 80% of sales achieved, which has enormous consequences on how to optimize and manage lead generation activities. Generating leads is of course, an important sales activity that plants the seeds of […]. Lead Generation

Don´t Get Lost! What it Means to Stay Focused


We live in an age where the ability to stay focused is more or less a superpower. The power of staying consistent leads us to long-term greatness in almost every category of life. Like it or not, but if you stay focused you can achieve everything you want. I´ve been working with our CEO Nikolaus […]. The post Don´t Get Lost! What it Means to Stay Focused appeared first on Pipeliner CRM Blog.

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3 Top Sales Tips That Will Help Keep Your Sales Focus

Score More Sales

Paying attention to growing sales and revenues is a challenge for many sales reps and leaders. It takes amazing, ongoing focus on the activities that lead to new revenues in order to grow business and ultimately succeed as a professional seller. Here are three ideas you can implement. Sales Tips B2B

Time to Stop with the Cheap Sales Behaviors - Part 1

Increase Sales

Cheap has always existed doing or wanting the most for the least. In sales cheap usually means the buyer won’t pay the big bucks or little bucks for your solution. Yet, today there are a lot of cheap sales behaviors being demonstrated by salespeople day in and day out. Credit: Promotional Items. “I want the cheapest pen as a leave behind.”  Sales Pitches.