As salespeople, we live and die by our pipelines – always trying for deals with a high percentage chance of closing. But this rinse-and-repeat pipeline exercise is a bad habit that can lead to missed opportunities .
Dave Kurlan says that 50 percent of salespeople do not prospect, which makes one wonder where they’re getting their leads? Lead prospecting is more than building a target account list once a quarter or reading through your Twitter feed to find contacts who share the same kind of content. A good prospecting strategy requires consistency, ... Read More
“Nikolaus Kimla’s latest book, Facing Forward, is another valuable contribution to clarifying the best role for CRM software in the success of modern sales pros. An effective CRM solution must serve the needs of today’s overworked sales people. The folks at Pipeliner really get this and it drives all of their software development efforts. Right ... Read More
From CRM Coming Back from the Dead: CRM in the Digital Revolution by Nikolaus Kimla There is an issue that is becoming ever more problematic when it comes to the sheer volume of solutions out there. There are many thousands of applications a company can avail itself of. Companies attempt to play it smart hunt out ... Read More
Highly successful trainer and consultant, Marylou Tyler who advises Fortune 1,000 companies on how to improve the sales process, specifically the assembly, activation, and optimization of the outreach sales channel joins #SalesChats to talk sales process. She is also the bestselling coauthor of Predictable Revenue and founder of Strategic Pipeline, a Fortune 1000 sales process ... Play video
Catch-up on what’s been happening in the second week of April on Sales POP! with a brief audio overview by John Golden. Read More
Why is executive engagement vital to salespeople? Simple: It’s the executives in a prospect company that will, in the end, make or break your sale. That CEO, that VP IT, or other executive that may or may not be the contact you are speaking with--but who is vital to closing your opportunity. Join our hostsFind out more
It’s one thing to move an opportunity to a close, a nice win. But to build a truly sustainable business (and isn’t that what it’s all about these days?), you need to turn your customers into advocates. That requires 2 basic elements: a product or service that solves major issues for the customer a salesFind out more
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