Author Archive for: niki

CRM Solutions: A Funnel or a Pipeline?

18 Jul
July 18, 2013

Yes, this might be a strange title for an article. But when you understand what I mean by these two terms—and more importantly what they signify for your salespeople and your company—they may never leave your vocabulary. This concept also has a considerable impact on your choice and deployment of a CRM solution. Read more →

Program with Principles

22 Jun
June 22, 2013

The Austrian School has played only a negligible role in its country of origin but has enjoyed unbroken popularity in the United States since the 1970s with the work of Friedrich August von Hayek, Israel M. Kirzner, Murray Rothbard and especially Ludwig von Mises. The Austrians are central to the philosophy of the product Pipeliner for that reason the program with principles, because they are the only economic school of thought that assigns entrepreneurship a pivotal role in economic development. A businessman’s task is to apply his resourcefulness to track down knowledge and opportunities for profits—in other words, to utilize the advantages that come from information. Taking a risk while protecting the existing business is at the crux of every decision a businessman makes. The more successfully he makes each decision, the more successful his business will be. The more successful the businessman is in the economy, the more successful the economy will be. Read more →

Appreciation for Sales Managers

10 Jun
June 10, 2013

The IT Revolution has a side-effect for sales that is not unimportant. It fosters appreciation for sales managers. It is an open secret that salespeople did not have the best reputation in days past. They were and continue to be considered windbags, self-promoters or sometimes even dubious characters. This perception is a major problem not only for salespeople but also for businesses. After all, the salespeople are the direct links between product and customers. If they have a poor image, that fact has definite consequences for the product.

Then comes the problem of envy within the company. In good times good salespeople earn a great deal of money, a very great deal of money. Not all other employees at a company viewed or view these big earnings kindly, although they are usually not thinking about the demanding hours involved for sales and its employees. Read more →

Sales requires processes as projects

24 May
May 24, 2013

In recent years, the “project” has become the predominant format for conducting business activities or activities within businesses. And it is also now established practice to glorify even routine activities by dubbing them as projects. Projects structure our world of business and work and render it understandable and measurable. These are good and appropriate aspects of projects.

However, projects also suggest that a certain business process has a clearly defined beginning and an equally clearly defined end, the point in time when everyone is done with what they were supposed to do and can head home contented. That is exactly why it would be wrong to talk about IT projects. The term “IT project” creates the impression that IT support for strategies and processes has a clearly defined end. That is not the case, however IT is an ongoing process. Read more →