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3 Reasons Sales is Really About Solving Problems

3 Reasons Sales is Really About Solving Problems

For Sales Pros / Feb 27, 2017 / Larry Alton

Effective people are those who can look a problem and say, “how can I solve this?” They move through life with an attitude that gets them through every obstacle in their path simply because they have the ability to meet challenges head on, look for solutions, and solve problems. Some of the most effective problem ... Read More 

How to Recognize and Sell to Your Niche Audience!

How to Recognize and Sell to Your Niche Audience!

For Sales Pros / Feb 24, 2017 / John Montana

With the advance of Social Media to new dizzying heights, today’s sales world brings many new challenges to sales people. Salespeople must understand social media, and more importantly, how to prospect within it. That means a salesperson must become an expert on who the buyer is exactly for the product or service they are selling ... Read More 

The Salesperson Mindset: The Quality of Freedom

The Salesperson Mindset: The Quality of Freedom

For Sales Pros / Feb 21, 2017 / Nikolaus Kimla

For sales today, a mindset is at least as important as a skillset, and I refer to this mindset as social intelligence. In our ongoing series on this vital topic, we have already discussed the qualities of self-responsibility, individuality and security. Now let’s take up a very important quality: freedom. Salespeople and Freedom Many salespeople ... Read More 

How Do You Perfect the Art of Sales Conversation?

How Do You Perfect the Art of Sales Conversation?

For Sales Pros / Feb 20, 2017 / Roy Osing

What are the mechanics of delivering an effective sales pitch? It’s the wrong question; no one should aspire to be great at delivering a pitch. A pitch is one-sided. A pitch is about the salesperson and what they have to sell. The benefits of the pitch are asymmetric and favor the salesperson. The appropriate question ... Read More 

Is it Time to Rethink your Sales Force?

Is it Time to Rethink your Sales Force?

Sales Management / Feb 16, 2017 / John Golden

In today’s world in which a buyer can totally bypass the traditional buyer/seller relationship, sourcing product or service information directly online, the requirement to restructure your sales force to match up with these buying patterns has become even more crucial. In their excellent book Rethinking the Sales Force, Neil Rackham and John De Vincentis explore ... Read More 

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