The Pipeliner CRM Interview - Ep. 047

Greg Hyer and Martin Brossman invite Eric Quanstrom and Rachel Miller of Pipeliner CRM to discuss 10 things that have contributed to the new buyer’s journey. In addition, we discuss how the role of the salesperson has changed from seller to consultant to salespreneur.

Ten things that have contributed to the new buyer’s journey include the following:

  • The rise of the cloud
  • The rise of mobile
  • The rise of social
  • The rise of purchase terms
  • The rise of support
  • The rise of BYOD
  • The decline of IT
  • The rise of personalization
  • The rise of inbound marketing
  • The rise of content


The role of a salesperson has evolved into what Eric refers to as a “Salespreneur.” This is a sales person that has a number of skills including, but not limited to, psychology, research, marketing, support and become subject matter experts. The salesperson must be stilled is helping the buyer feel good about making the purchase. Which is why sales must enter into the buyer’s journey at an earlier stage.

Training is a critical part of helping salespeople improve their skills and shift their approach. Training goes beyond product training. Specifically, a deeper understanding of what tools to use to use at each stage of the buyer’s journey. And if the company isn’t willing to provide that training, the salesperson must acquire that education on their own. Hence the evolution into a salespreneur.

Run-time: 49:08

The Linking into Sales Social Selling Podcast is a professional development podcast geared towards sales and marketing professionals that use social media tools and networks to support the sales process and help them become more proficient in social selling.