Sales POP - Purveyors of Propserity
The Sales Suite: Dealing with Ever-Evolving Complexity
Blog / For Sales Pros / Jun 13, 2022 / Posted by Nikolaus Kimla / 253

The Sales Suite: Dealing with Ever-Evolving Complexity

0 comments

We are creating a new category in the sales technology industry: the Sales Suite.

Wrong Approach to Complexity

Today sales—and, really, commerce as a whole—has hit an all-time high of complexity. The technology industry has dealt with this complexity with an ever-increasing number of apps, a separate app developed to deal with every single factor in this complexity.

Just look at the fact that we have so many categories of sales functions: sales labeling, sales execution, sales CRM, sales marketing, sales engagement, and many more.

Each one of these functions usually exists in its own silo, and each silo has its own tech stack. Talk about complex! In reality, a company needs to implement an overall solution, not one for account management, then another for reporting, yet another for outbound calling, and yet another for something else. That kind of approach is not solving our already overly complex sales and commercial landscape.

Let’s look at this from another angle. Let’s say we were looking to deal with a number of different chemical compounds: oxygen, hydrogen, nitrogen, carbon, calcium, phosphorus, sulfur, potassium, sodium, chlorine, and magnesium. Trying to deal with these factors individually becomes incredibly complex. Yet, do you know what these compounds combine to make? The human body. That’s you and me. Yet if we simply focus on each individual compound, we’d never see the overall human body.

A Different Way

It’s time we ceased the “one problem, one solution” way of doing things. A problem pops up, we evolve a fix for it. Yet another issue crops up, we evolve a fix for that one. We’ve been operating like that for too many years—it’s time for a new approach.

Instead of attempting to examine each different bit of information, we must understand how all of these pieces correlate and integrate.

As human beings, we attempt to view complexity by making it simpler. In the future, however, we cannot reduce complexity because it’s constantly growing. We therefore must develop systems that can deal with this complexity as we have done with Pipeliner CRM. We haven’t developed Pipeliner to deal with a single facet of sales—for example, only sales automation. No, in addition to sales automation, Pipeliner addresses project management, key account management, activity management, and much more.

Pipeliner: The Holistic Way

Therefore, Pipeliner does not fall into a single tech stack in a single category. We enhance the entire tech stack in sales—which creates a new category of the Sales Suite.

We are moving so deeply into this category that we can honestly say that Pipeliner is the only system with this completely holistic approach to complexity. Complexity is all about a variety of factors. This variety is constantly changing, which makes it dynamic. Pipeliner is, therefore, dynamic in response.

Quality Not Quantity

Complexity also means an ever-increasing quantity of factors. This will not change, but will only continue.

We must not look at dealing with this quantity of factors by applying an ever-increasing number of solutions. For example, within a company, you can have a very productive organization dealing with all kinds of complexity, consisting of relatively few people—if these people have learned to communicate and coordinate with each other and deal efficiently with complexity.

I often illustrate this point with a story from the Bible, that of Gideon defeating the Midianites in battle. God told Gideon that he was trying to fight the battle with too many men, and instructed Gideon to take his troops, numbering in the thousands, down to a river to drink. God told Gideon to eliminate all the men who dropped down and lapped at the water like dogs and keep those who drank from their cupped hands. Gideon was left with 300 competent soldiers, and won the battle with them.

In battle or in business, victory is rarely a matter of numbers. It’s a competent group of individuals who have learned to trust each other and can connect with one another.

Intangible Versus Tangible

Another aspect of complexity is that people often try to deal with complexity through things they can see. The problem is that real complexity is often intangible. You don’t always see relationships and connections. They are very definitely there, but not always visible.

In other words, there are intangible aspects to complexity. For that reason, we have created Pipeliner CRM to make the intangible tangible, and to make viewing complexity more simple.

To do so, we have utilized principles evolved by Norbert Wiener, creator of the science of cybernetics, which he called control and communication in the animal and the machine. Through these principles, we provide businesses with many different options in dealing with complexity, because each business has different complexities.

We Cannot Withdraw

Many try today to reduce complexity, which is actually the wrong approach; complexity will not reduce. We can only learn to effectively deal with it. When faced with complexity, many try and fall back to things they know, to “safe territory.”

This is exactly the opposite of what we should do. Our approach to the future should be bold and robust. We must dynamically connect to information, to organize and structure it, so it becomes a real system.

Increasing Pipeliner CRM Functionality

I agree that this kind of approach cannot work overnight. That is why we are continually adding functionality to Pipeliner, so that it can holistically deal with complexity. That is why we recently added, for example, the

Appointment Planner. Why? There is complexity in a person making their time available and inviting others. We felt it should be integrated into the whole system at no extra charge to the customer.

Other new features have dealt with other areas of business complexity, such as document management. Why would a company require a separate application to manage documents that they will utilize within CRM? With this, we have taken yet another measure that no one in the CRM space has taken.

Yet others include opportunity fitness, forecasting, and our latest addition of powerful lead management [LINK TO THIS ARTICLE WHEN POSTED.]

The Sales Suite will bring us to a new frontier in dealing with complexity and making it understandable.

Start your free Pipeliner CRM trial.

About Author

CEO and partner of pipelinersales.com and the uptime ITechnologies, which I founded in 1994 and has since played a significant role in the development of the IT-environment. pipeliner is the most innovative sales CRM management solution on the market. Pipeliner was designed by sales professionals for sales professionals and helps close the gap between the requirements of C-level executives for transparency and the day-to-day operational needs of field and inside sales. I am also the founder and Initiator of the independent economic platform GO-AHEAD!, which orientates itself on the principles of a free marketplace in terms of liberal and social responsibility. Connecting people, the trust of business leadership in terms of values such as freedom, self-responsibility, and entrepreneurial spirit, and strengthening their awareness in order to create a dynamic boost within the economy triggered through spontaneity, all stand for the initial ideas surrounding GO-AHEAD! I studied in Los Angeles and Vienna and received my Masters's Degree in 1994. I am married and have 3 children My Specialties are in: Sales Management, Sales CRM Software, CRM Cloud Solutions, SAAS, Business Strategy, Software Development, "Pipeline Management", Social responsibility, outbound sales, b2b sales, inside sales, sales strategy, lead generation, sales process, entrepreneurship, coaching, mentoring, speaker, opportunity management, lead management, Austrian School of Economics

Author's Publications on Amazon

This is a practical manual covering the vital subject of Sales Management. I firmly believe that sales are the most important profession for dealing with today’s turbulent world and Econo my, for salespeople create wealth and produce peace. But salespeople need a competent, stable leader—and…
Buy on Amazon
Inside this eBook, you’ll discover a series of chapters dedicated to some of the most important areas facing sales today. From the sales process definition to measurement, lead generation, and proven sales techniques, this comprehensive eBook will provide you with the information you need to…
Buy on Amazon
A common term in sales today is EQ, which stands for “emotional I.Q.” It means the skill a salesperson has in reading emotions and utilizing them in sales. It means empathy and a number of other abilities. The short version is, it’s an I.Q. when…
Buy on Amazon
People are smart to question the future of automation, for it has become part of everything we do. With the quantity of applications and technology around us, we yet still crave more. We become convinced of its power when our package is delivered from Amazon…
Buy on Amazon
Sales management isn’t a simple subject by any means. But at the same time, it does have some basic and somewhat simple fundamentals—and that is what we are bringing to you with this book. First come pain points of sales management, and how to overcome…
Buy on Amazon
Today the Internet has transformed a seller's market into a buyer's market and author Nikolaus Kimla states that the role of sales has never been more crucial. It is now time to give salespeople the role they factually can play: entrepreneurs within the enterprise. They…
Buy on Amazon
This is our public declaration of the intentions behind Pipeliner, and our objectives and motives for the product and for our company. Behind the development of that CRM application and, in fact, behind everything we do, we have a real cause. The story begins with…
Buy on Amazon
For the future, there must be a perfect balance of humans and technology. You have to have the perfect technology, andthen the perfect human being in application, performance and presentation. Today and into the future, it’s a 50-50 balance. In the past it was perhaps…
Buy on Amazon
The salespreneur is based on the concept of the entrepreneur. Before we can explain the salespreneur, you have to have some understanding of the entrepreneur. The entrepreneur plays a crucial role in any economic system. The entrepreneur seeks out information that can be utilized for…
Buy on Amazon
A seasoned captain would never leave port without a competent navigator. In a similar way, a sales manager might be a total ace at "commanding the ship" – at inspiring and coaching sales reps, pointing out and getting agreement on making quotas, and keeping everyone's…
Buy on Amazon
Comments

..
..
.
Sales Process Automation
.
This website uses cookies. By continuing to use this website you are giving consent to cookies being used. For information on cookies and how you can disable them, visit our privacy and cookie policy.