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. […].
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 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. The post The Sales Pipeline Revealed appeared first on Pipeliner CRM Blog.
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.
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 Effectiveness
Sales Coaching Tip: 3 Words to Change Your Sales Results
JANUARY 28, 2017
What would happen to your ability to increase sales results if you just remembered three (3) words in all your interactions with sales prospects, sales leads, colleagues and clients? Do you possibly think you could change your sales results? Sales Coaching Tip: Feel.
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 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 Training Playbook by Lessonl
A step-by-step guide for building a comprehensive training playbook for your sales team
Another New Sales Tool? Really? Why?
MARCH 29, 2017
Almost every day I am solicited to try this or that new sales tool. How many sales tools does a salesperson really need? How did top sales performers years ago manage before the creation of all these new technology based sales tools?
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
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 Sales Lifestyle
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. For Sales Pros sales salespeople
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. […]. 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 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.
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.
Autopsy of a Failed Sales Process Implementation
Sales Benchmark Index
APRIL 7, 2017
Article Sales Strategy failed failed sales process implementation sales process sales process failure sales process implementation
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
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 […].
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. Sales Listening 101.
True Sales Tales: ???? Surprise, Surprise! CEO on a Stick!
APRIL 10, 2017
Editor’s Note: With this post, we hereby throw the door wide open for your great true sales stories! If you are in sales you are used to surprises – some good , some not so much. On our side was a team of three; our sales rep, our VP of Sales and myself who was CEO at the time.
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.
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 Selling
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. For Sales Pros Sales Effectiveness
“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.
Artificial Intelligence: Replacing Sales and Customer Service?
APRIL 18, 2017
Today we are seeing an increasing amount of news and commentary about the necessity for artificial intelligence (AI) to intervene in or perhaps even replace live human interaction in areas such as sales and customer service.
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. What I developed is the 5 Star Sales Leadership Model™. Sales Process. Sales Skills.
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.
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 Strategies
Who Owns Sales Enablement – Sales or Marketing?
Sales Benchmark Index
MARCH 16, 2017
Article Sales Strategy sales enablement sales enablement function sales enablement organization
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?
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.
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. For Sales Pros sales salespeopleAdapt or die.
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. The post Sales Productivity: Availability of Sales Collateral Materials appeared first on Pipeliner CRM Blog. Sales Management sales productivity salespeople salesperson
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 […].
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.
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 Effectiveness
The Sales Process of Least Resistance
Sales Benchmark Index
MARCH 25, 2017
Article Sales Strategy SBI on Demand b2b buying journey b2b customer buyer buyer process sales operations sales process sales process adoption