SalesPOP!
Practical thinking for sales leaders
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Latest posts
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How Do You Forecast Renewals That Don’t Exist Yet?
To forecast renewals, treat signed revenue and the renewal decision as two separate questions. Signed revenue goes into a revenue schedule on the deal, set up while the deal is still open, split into monthly, quarterly or yearly periods, so next year’s committed revenue is the…
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Which CRM Customization Requests Actually Need Development?
Often fewer than the request list suggests. Before anyone designs a new object or prices a CRM customization project, sort every request into one of six verdicts, because only one of them is a real build. In one documented requirements exercise, this step showed that 11 of…
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How do you migrate contacts from another system without silently losing data?
A safe CRM data migration starts by counting everything before you import: inventory the full export, and match every dropdown value against the new system’s options first. In one contact migration into Coevera (formerly Pipeliner CRM), skipping that check would have left a…
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Global Conflicts
These words typically call to mind warfare among countries, battles for supremacy that often leave chaos in their wake. But in the world of business, global conflicts, while not life-threatening, still create competitive chaos for battling firms. And it’s critical to note that…
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How do you stop quotes and discounts going out before someone signs off?
A discount approval process only works if it holds the quote until a manager signs off, rather than sending someone a reminder after the fact. In Coevera (formerly Pipeliner CRM), that means an approval process on the quote itself: quotes below your threshold go out untouched,…
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Protect Your Business From Break-Ins
Unfortunately, you have to consider the risk of a break-in at your small business, whether it’s a home-based business or a stand-alone property. Some businesses face higher risks than others, and some areas are higher risk than others, but even if you believe your risk is very…
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Business Storytelling for Sales: 3-Minute Pitch Rule (video)
Nir Zavaro, Business Storyteller, Author of F*ck the Slides & Creator of Stook Episode Type Expert Insight Interview Guest Nir Zavaro, Business Storyteller, Author of F*ck the Slides & Creator of Stook Guest Website https://nirzavaro.com/ Listen View on Sales POP! Podcast Page…
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🎧 Your Sales Pitch Gets 3 Minutes: The Business Storyteller’s Rule
Business Storytelling for Sales with Nir Zavaro Nir Zavaro, the Business Storyteller, Amazon #1 bestselling author of F*ck the Slides, and creator of the pitch-practice platform Stook, says 99% of brands lack a brand character — a consistent identity that brand, marketing, and…
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When Your Sales Champion Goes Quiet: Find Out What Changed Before You Follow Up
When a champion stops responding, most sellers reach for a better email. The email is rarely the problem. Something shifted inside the account, and until you know what, every follow-up is a guess. Key takeaways A quiet champion means something changed. That’s not the same as the…
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Why Is the World of Work Broken, and How Can Leaders Fix It? (video)
Kate Jones, Founder, Neon Detail Information Episode Type Expert Insight Interview Guest Kate Jones, Founder, Neon Guest Website Deeply Neon Listen View on Sales POP! Podcast Page Key Takeaways Kate Jones, Founder of Neon, says the world of work is broken because burnout,…
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🎧 How Do You Lead Well Without Burning Out Your Team?
Deeply Human Leadership with Kate Jones Kate Jones, London-based Founder of Neon, an advisory, coaching, and consulting company, argues that the world of work is broken because leaders run organizations on a hamster wheel paradigm that damages both well-being and performance.…
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Lower Your Business Insurance Costs (4 Simple Steps!)
As a small business, you know the importance of commercial insurance, and if you bought a policy, you’re taking the correct step. But when did you last review your policy? Are you sure you’re getting the best rate? There are ways you may be able to lower your premiums, retain…