Video: Nikolaus Kimla, CEO, Pipelinersales

CRM Magazine Publisher Bob Fernekees interviews Pipelinersales CEO Nikolaus Kimla at CRM Evolution 2013 at the Marriott Marquis in New York City.

Pipelinersales, a relatively new player in the North American market, takes a different approach to sales enablement, according to Kimla. “Our strategy is to empower salespeople and treat them like the entrepreneurs they are by putting them in the middle of the action,” he explains. “Salespeople are natural risk-takers and don’t like to be treated like data entry clerks or bookkeepers. By recognizing that salespeople are truly entrepreneurs, we’ve taken the approach espoused by the Austrian School of Economics, that they need to be put in the middle of the action. That underlying philosophy has driven the user-friendly, drag-and-drop interface of our solution.”

Kimla goes on to describe how the traditional approach of creating a solution based on data sets should be reversed, and systems should be based on an understanding of how salespeople think and act like entrepreneurs, in order to leverage their natural strengths. Kimla has written a book on this topic, Sales People Embracing it All, which is available at Amazon.com.

For more information, visit http://www.pipelinersales.com/.

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