Nobody could argue with the fact that we live in critical times. Businesses are constantly watching costs, paying careful attention to their markets, buyerBuyer A buyer is an individual or organizational entity that purchases a product or subscribes to a service. interest and activity.

It is in times such as this that companies often peel back to essential operations only. If they are utilizing services they may not need, they will dispense with them. If they are subscribing to systems they could do without, they will do without them.

Such systems differ from Pipeliner CRM in that, without Pipeliner, a company cannot operate. In times of crisis, Pipeliner is vital.

Key AccountAccount Account refers to a record of primary and background information about an individual or corporate customer, including contact data, preferred services, and transactions with your company. Management

A major reason for Pipeliner being so essential is that it is the only CRM system with a holistic approach, combining both the “farmer” and the “hunter.” The “farmer” is the maintenance of existing accounts, and the “hunter” is the obtaining of new leads.

As to existing account maintenance, Pipeliner is the only CRM system equipped with embedded key account management features. Others (such as Salesforce and Microsoft Dynamics) have account management functionality only as an add-on, or don’t include key account management.  

We concentrate heavily on key account management for a very good reason: without its existing customers, a company has no business.

Healthy Corporate Structure

Pipeliner is also crucial because it is an essential part of a strong company environment and structure.

Leadership has the ultimate responsibility for the creation of an environment in which the company, along with its salespeople and employees, can flourish. When a leadership team is missing knowledge or education, and does not accomplish these objectives, the company structure is not healthy.

There is very often an attempt to solve corporate problems with technology. But technology is an enabler, not a problem solver, and it’s the structure itself, along with its staff, that comprise the correct issue to be addressed.

Because it is so vital for sales force support and empowerment, Piperliner is an essential part of that correct structure.

Theoretical Layers

How does Pipeliner provide such support? Through multiple theoretical layers on which the system is founded.

As we have recently covered in-depth, the first such layer is that we do not take a mechanical approach as others do, but instead take a human-centric approach. Modern sales technology is targeted at making a salesperson better at selling, under the mistaken belief that technology, all by itself, can make a salesperson into a better performer. Pipeliner therefore doesn’t claim to mechanically cause growth rates as some of our competitors do, as technology alone cannot do this. Pipeliner takes the opposite approach, assisting salespeople, as humans, to achieve their own objectives.

In the second layer, we take a different approach to algorithms or artificial intelligence when it comes to forecastingForecasting Forecasting is a prediction or calculation of a trend or event likely to occur in the future based on qualitative, quantitative and historical data as well as emergent but relevant factors., pipelinePipeline Sales pipelineis a visual representation of the stage prospects are in the sales process. management, and the attempt to predict outcomes. Pipeliner takes the heuristic approach to sales. The word “heuristic” is defined thusly: “obtained by exploration of possibilities rather than by following set rules.” An example would relate to the game of chess. A set of algorithms could be used to delineate the rules of the game and the restrictions on how each piece—pawn, bishop, knight, queen, etc.—can move. But playing the game and employing strategy takes a heuristic approach. A player makes a move, and then waits for their opponent to make a move in response. When the opponent makes their move, the first player then calculates what their next move should be. This is heuristic methodology, as every step, taken in response to the other player’s move, is designed to strengthen the first player’s position.

World leadership utilizing the heuristic approach would be highly beneficial, simply because there are destructive leaders like Putin committing acts such as the invasion of Ukraine. Only a heuristic approach takes into account that rules change or can be violated.

The same is true in business, especially when applied to B2BB2B B2B is an acronym for Business-to-Business, a model for selling, relationship-building, or engagement. sales. Algorithms are based in fixed rules—but we know that the “rules” in B2B sales are constantly in flux. When you have three, four or more decision-makers in the buying process, the salesperson doesn’t know what the rules are. The sale could go in any direction, and only a heuristic approach, like that taken by Pipeliner, will truly work.

These layers culminate in Instant Dynamic Visualization—which is the third layer. Pipleiner is the only CRM system that utilizes a real visual framework throughout the entire application, which can be customized as needed by users through the Power Panel.

Pipeliner Empowers and Equips

Salespeople are empowered and equipped by Pipeliner CRM’s functionality, through its human-centric, heuristic, and visualization approaches. This empowering and equipping leads to an overall behavioral change in sales. It’s only through behavioral changes that anything improves. Technology, all by itself, won’t result in any change whatsoever.

If we take a much wider view, it is my opinion that we must see a behavioral change worldwide. This, again, comes about from empowering and equipping people. Just as technology won’t change conditions in sales, weapons won’t change conditions on a global scale—only people will.

Much of the time, a crucial behavioral change doesn’t happen soon enough. An example was Europe before and after World War II. After the war in Europe was over, everyone saw the terrible results of the Holocaust. Before the war, though, and while it was happening, there were people astute enough to realize where that war would leadLead Lead refers to a prospect or potential customer (who can be an individual or organization) that exhibits interest in your service or product; or any additional information about such entity., and spoke up. But too few listened, and sadly there was no behavioral change at the time to change direction until it was too late.

One notable example of someone who spoke up was Odon von Horvath. Horvath was an Austro-Hungarian author who, in 1938, published a novel entitled Youth Without God. The plot of this novel exactly laid out what was going to happen in Germany. At the point of the novel’s publication, Hitler had been in power for five years, but the war had not yet begun. If the German people had taken heed of von Horvath’s words, they could have made a crucial behavioral change and averted a horrid catastrophe.

Odon von Horvath, unfortunately, did not live to see how important his novel became. He was struck and killed by a falling tree branch during a thunderstorm in Paris, shortly after Youth Without God was published. The Nazis, having banned the book, asserted that his death was punishment for his having written this novel. The irony is that after the Nazis were defeated, Youth Without God became the most-read book in Germany.

The Contribution From Our Company

Now moving back to a business level, companies are equipped and empowered by Pipeliner CRM, resulting in positive behavioral changes in the corporate world. This occurs not only through the implementation of Pipeliner CRM by companies, but through our online multimedia platform, SalesPOP. SalesPOP has over 1,000 experts regularly contributing powerful contentContent Content refers to a material or document released in various forms (such as text, image, audio, and video) and created to inform, engage or influence specific audiences. in podcasts, articles, books, and video, providing a first step to behavioral change.

It is evident, then that, especially in times of crisis, Pipeliner CRM is a crucial component of your company.

Start Your Free, No-Obligation 14-Day Pipeliner CRM Cloud Unlimited Trial.