Sales Tips Posts

What Makes Your Industry’s Sales Pipeline Unique?

What Makes Your Industry Sales Pipeline Unique?

The right way to sell is always going to depend on what you’re selling. But how, exactly, do sales pipelines differ across industries? What does a real estate firm do differently than a software development company? Or a bank?

We wanted to know. And with 50,000 customers using our sales management tool in very different ways, we knew we could find out.

We’ve always believed in the importance of customization, letting our customers build pipeline stages to suit their own sales approach. Tapping into this data, we’ve been able to analyze user preferences – and pipeline characteristics – from industry to industry.

Here’s what we found. (more…)

10+ CRM Use Cases Beyond Sales Management

10+ CRM Use Cases

A good Customer Relationship Management (CRM) tool should be able to serve many parts of the business, allowing every department in your company to maximize efficiency. When you have different teams working in different tools, a lot of stuff falls through the cracks and fails to translate from one system to the next.

Let’s start by defining what it is we’re talking about: 

CRM is a collective term for all the structures your company uses to guide interactions and relationships with customers.

It includes not only guidelines for how direct interactions take place, but also systems for organizing and tracking all the relevant information. This includes meetings, proposals, sales conversions and more.

A CRM system pulls together lots of data to show your business how well (or poorly) the relationships with customers are being handled and how that’s affecting you.

For the purposes of this article, when we refer to CRM we will be referring to a CRM system, rather than the broader definition.

The main purpose of using a CRM is to automate certain aspects of sales for speed, efficiency and accuracy. This is the use case that most people are familiar with.

In this blog we are wandering off the beaten path though and will detail some more unusual ways to use a good CRM, from sales management to strategic marketing and competitor tracking. We will also look at how using a CRM effectively can drive up your profitability. So strap in, get set and let’s see if we can teach you anything. (more…)

15 Sales Follow-Up Templates Proven to Get a Response

Sales Follow-Up Templates

The make-or-break part of any deal is the second touch, as this is where you start turning leads and prospects into clients.

Email may be the most convenient and logical way to follow-up with your prospects after the initial intro or proposal, but it has one very serious drawback. How do you prevent your emails from simply disappearing into the ether of your prospect’s overflowing inbox?

Fear not!

We have the secret to dealing with almost any sales situation that requires follow through. By the end of this article, you’ll be armed with a collection of follow-up emails that will dramatically increase your prospects’ response rate, netting you more sales in the long run.

We’ve compiled 15 templates that you can use to cover almost any sales situation. We have also added some advice on when to send these, as your timing is often as important as the message. By tweaking, adapting and learning from these templates, you can dramatically increase your close rate. (more…)

Pipedrive’s Big Sales Interview: Richard Harris

Pipedrive's Big Sales Interview: Richard Harris

This is the final part of our series: Pipedrive’s Big Sales Interview. If you haven’t already, you can read part three, part two, or part one

Richard Harris was born to sell.

When he was growing up, both his parents were salespeople: his father sold insurance, and his mother sold local advertising for cable news affiliates. Harris began his own sales career at the age of 11, buying Jolly Ranchers from a high schooler, marking them up and selling the candy to his classmates.

Now a sales trainer and consultant, Harris has moved far beyond Jolly Ranchers, but he still loves sales the way he did when he was turning that first profit in middle school. He thrives on the human interaction that comes with selling.

“Sales is the ultimate human relationship,” he says. “You go through every emotion: excitement, joy, anger, frustration, you’re pissed off, you’re thrilled. It gives you every single emotion. It covers all of them.”

Harris is the latest subject of Pipedrive’s Big Sales Interview, a series of in-depth discussions with thought leaders in the sales industry. The Big Sales Interview is a far-ranging conversation that takes readers beyond each thought leader’s latest book or sales philosophy; and even beyond sales. We ask each leader about their personal history in the sales industry, the mistakes they’ve made, and their favorite sales books.

Harris had a lot to say about respect and honesty. We talked about why reps must earn the right to ask their prospects questions and how to use a respect contract to protect both prospect and rep. We also talked about the tension that exists between the sales leaders of Generation X and their millennial reps, and how to mitigate those problems. (more…)

Pipedrive’s Big Sales Interview: Max Altschuler

Big Sales Interview Max AltschulerThis is part three of our four part series: Pipedrive’s Big Sales Interview. Read part two and part one

Max Altschuler, the founder of Sales Hacker, is literally writing the book on millennials in the sales workforce. His newest book Career Hacking for Millennials is due out next March.

Altschuler, whose first book, Hacking Sales: The Playbook for Building a High-Velocity Sales Machine, was published in 2015, is a millennial himself. He bears many of the hallmarks of that generation’s workforce: he’s a serial entrepreneur, he’s not afraid to leave a job when he’s done with it, and he’s driven by his passions (a portion of the proceeds from Hacking Sales support Muttville Senior Dog Rescue).

So it’s no surprise that Altschuler, the latest subject of Pipedrive’s Big Sales Interview, has a lot to say about his generation, and other generations’ misconceptions about millennials.

The Big Sales Interview is an in-depth discussion with a thought leader in the sales industry. These conversations go beyond each thought leader’s latest book or sales philosophy. Altschuler spoke to us about his personal history in sales and entrepreneurship, the lessons he’s learned as an entrepreneur, and the ways sales organizations can keep their millennial workers happy and productive.

(more…)