SOURCE: PipelineDeals


September 16, 2015 16:31 ET

PipelineDeals Unveils Seven Best Practices for SMB Sales Success

Insights From Top Industry Experts Help Companies Focus on Driving Sales Leads and Acquiring New Customers Heading Into 2016

SEATTLE, WA--(Marketwired - Sep 16, 2015) -  PipelineDeals, a leading provider of B2B sales productivity platforms for SMBs, today announced the seven key practices for small and medium-sized businesses to maximize sales success. The list was developed based on keynotes and sessions from PipelineDeals' first annual Accelerate Sales Conference, which brought together the top minds in sales and marketing from across the globe.

"Sales success comes from a focused team, resources, intelligence and plan, and following these seven practices accomplishes this," said JP Werlin, CEO of PipelineDeals. "PipelineDeals has extensive expertise as to what does and doesn't work for small and medium-sized businesses, enabling us to give them the power to focus sales and dominate their markets."

PipelineDeals' seven key practices to sales success are:

1. Help... don't sell

  • Be on the customer's side. Focus conversations on customers' needs and goals by listening and answering questions.

2. Collect the right intelligence to strengthen the pipeline

  • Work smarter, not harder. Understand people change roles and jobs. Keep an eye on these changes to find new leads and maintain existing customer relationships.

3. Focus on what's in it for them

  • Stop selling products and start selling outcomes. Focus on what leads and customers can accomplish with the product to meet their bottom line. It's about their needs, not sales compensation plans.

4. Show up early

  • No, not getting up at the crack dawn, but arriving at the beginning of the decision-making process. Focusing on prospects that are ready to buy now is starting too late. Engage in conversations earlier to learn about their needs for the best sales pitch possible.

5. Use the 3 P's: Preparation, practice and planning

  • Get a system down. Prepare by spending a bit of time researching a company or person before contact. Remember that practice makes perfect. Constantly rehearse pitches and anticipate questions to improve it over time. Plan with measureable goals and create a system of accountability to stay on track. Each meeting should have a desired end-state to measure success rates.

6. Prioritize by understanding the quality of a lead

  • Time is money. Invest it on the sales leads with the most potential first. Referral and word of mouth are best, followed by those generated by direct outreach programs, with website and marketing programs next.

7. Establish fans for life

  • Sales is like a relay race. Getting a meeting or closing a new deal is only the first leg. Strong customer relationships have long-term benefits, including repeat business, referrals, and positive market perception.

These best practices are easily integrated into a company's sales workflow with PipelineDeals. The company offers small and medium-sized businesses a comprehensive CRM and sales productivity suite that eliminates the cost and complexity found in more expensive and difficult to manage enterprise systems. The company's intuitive and powerful solutions enable businesses to focus resources, talent and intelligence precisely when and where needed to accelerate the sales process.

The Accelerate Sales Conference was held from August 19-20 in Seattle. The conference is uniquely designed with a focus on SMB sales, sales performance and productivity. The inaugural event gathered more than 100 sales leaders and experts, including a lineup of the industry's most respected sales consultants, authors and executives as speakers. This included Craig Elias, creator of Trigger Event Selling, Lori Richardson, CEO of Score More Sales, Mark Ruthfield, VP of Sales at ZoomInfo, Matt Heinz, president of Heinz Marketing, Jack Daly, author of Hyper Sales Growth, Craig Rosenburg, co-founder of TOPO, Marylou Tyler, CEO of Strategic Pipeline and Lincoln Murphy, customer success evangelist at Gainsight.

Further information on PipelineDeals is available at

About PipelineDeals
Founded in 2006, PipelineDeals provides the most comprehensive sales productivity platform for small and medium-sized businesses, helping their sales teams get organized and sell more. With a focus on service, PipelineDeals seeks to change the way businesses manage their sales pipeline and grow revenue. PipelineDeals boasts more than 3,700 customers in more than 60 countries, was recently named an Inc. 5000 fastest growing company, awarded a top customer satisfaction award by G2 Crowd and named one of Washington's Best Places to Work by the Puget Sound Business Journal.

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