Accelerate Podcast with Andy Paul
February 24, 2016

On Accelerate! Now: Episode 98 with John Golden. CRM Systems Should Work For Sales Reps; Not The Other Way Around.

In this episode, John Golden, Chief Strategy Officer at Pipeliner CRM, discusses how next gen CRM systems are evolving away from management platforms into tools that help sales reps close business. Among the many topics we discuss in this episode are:

  • Why every sales organization needs a CRM system
  • How the increased velocity of business in general demands more process and structure in sales
  • How CRM systems need to evolve from being “command and control” systems into tools that help sales reps close more deals.
  • Are CRM systems, in the form we work with today, in danger of becoming obsolete? And what could replace them?
  • The essential criteria business leaders should use to evaluate and purchase a CRM system

If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.

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More about John Golden

Name one tool you use for sales or sales management that you can't live without.
Pipeliner

Who is your sales role model?
Neil Rackham

What's your favorite music to listen to to psyche yourself up for a sales call?
Anything from The Clash to The UK Subs

What's the one book that every sales person should read?
Spin Selling Book by Neil Rackham

Contact John Golden

Contact John:

Website: www.pipelinersales.com 

Sponsors

ConnectAndSell:

Companies using ConnectAndSell grow their revenue faster by enabling their sales reps to have more sales conversations in 90 minutes than they normally have in a week. Click on this link to get started at ConnectAndSell.com.

LiveHive:

LiveHive is a unified Sales Acceleration Platform that delivers buyer-side analytics to empower sales teams with intelligent prospect outreach and sales managers better visibility into team behavior, processes, and deals.  To Learn More Click Here.

Transcript

Read the full transcript of today’s episode here.

Free Resources

Free chapter from Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions. Ranked as one the Top 20 most-highly rated sales books of all time by Amazon.

Free chapters from Zero-Time Selling, 10 Essential Steps to Accelerate Every Company’s Sales.Awarded one of Top 3 Sales & Marketing books of 2011 by Top Sales World.

About Andy

Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)

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