Sales POP - Purveyors of Propserity
Sales Reps: Do the Right Thing

Sales Reps: Do the Right Thing

Sales Management / Jun 25, 2017 / Brian Sullivan

For 12 years, I taught the subject of “Personal Selling” as an adjunct professor at Loyola University Maryland. A textbook was required in class by the academic-industrial complex, and once in awhile I actually used it–often to highlight the crazy ideas that PhD.s who write textbooks often have about the business world. In one textbook ... Read More

The “HAIL MARY” Sales Mentality

The “HAIL MARY” Sales Mentality

Sales Management / Jun 23, 2017 / Shawn Karol Sandy

“They haven’t called me back.” If you’ve worked around sales much, you know this is probably the most common response to the question “Where are we at with prospect ABC?” This kind of response lands at my feet with a thud, like a bag of rocks, when given to me by a business owner or ... Read More

What Is A Sales Target? How Do You Track It?

What Is A Sales Target? How Do You Track It?

Sales Management / Jun 22, 2017 / John Golden

What exactly is a sales target? It is an objective set for a particular sales rep or sales department, usually reflecting units sold or revenue over a specific time period. A sales target keeps sales management and the sales team focused on goal achievement. But did you know that there are several different types of ... Read More

Sales Promises versus Fantasy

Sales Promises versus Fantasy

Sales Management / Jun 17, 2017 / Elinor Stutz

The request for quota predictions brings fear into the hearts of novice salespeople, particularly those new to the profession. It brings to mind the game of ‘Truth or Dare’ along with ideas for minimizing the damage that could potentially take place. Every new sales employee is shocked to learn that they are expected to precisely ... Read More

Why would C-Suite executives want to meet with me?

Why would C-Suite executives want to meet with me?

Sales Management / Jun 16, 2017 / Lisa Magnuson

By clearly understanding your unique ‘why’, you will have the required confidence to overcome any doubts or fears associated with active executive access. When calling on c-suite executives, intent matters. If your intention is to sell them something, then you will probably be shut down. If your aim is to go over your current contact’s ... Read More

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