Salespeople Can't Help Navigate the Customer's Journey without Listening for Directions

“Cheshire Puss… Would you tell me, please, which way I ought to go from here?” “That depends a good deal on where you want to get to,” said the Cat. “I don’t much care where,” [...]

By |December 1st, 2016|Sales Performance Management (SPM)|0 Comments

Does Sales Technology Endanger or Enable Sales Jobs?

A couple of years ago, Forrester Research issued a report that warned that the advent of new technologies – most notably, the Internet of Things (IoT) – would lead to the elimination of one out [...]

By |November 22nd, 2016|Commissions|0 Comments

For the Customer, by the Customer. Meet-Ups with CallidusCloud

I’ve been in a Support role for several years, four of which have been with CallidusCloud, and as a result, I’ve learned a few things about the relationship between a company and its customers. A [...]

By |November 17th, 2016|Commissions|0 Comments

Getting on the Radar: Sales Tools Don't Work Unless You're on the Shortlist

In my role, I get to talk to all kinds of people – including CEOs and sales leaders – and one of the themes of a favorite war story is the deal that got away [...]

By |November 15th, 2016|Marketing|0 Comments

Ending Commissions Overpayments: How Incentive Management Pays For Itself

There are some things in business that are hard to research, and they are that way for very practical reasons. People don’t like to admit when they make mistakes. You might hear executives spouting the [...]

By |November 10th, 2016|Commissions|0 Comments

If You Fail to Engage Employees, Engaging Customers Becomes Impossible

Customer engagement and customer experience are often confused and frequently relegated to the care of the marketing department. In both cases, that’s a major error: customer experience should be a part of everyone’s job description, [...]

By |November 1st, 2016|Clicktools|0 Comments

Three Reasons Your Sales Playbooks Aren't Getting the Job Done

Your sales playbooks are your sales team’s first and best source for the tactics, best practices, and operating procedures that provide a basis for understanding the best way to sell your products or services. They’re [...]

By |October 26th, 2016|Enablement|0 Comments

Understanding – Not Just Hearing – the Voice of the Customer

The last two years have seen a fresh wave of attention paid to customer feedback. The previous wave, initiated by the wider availability of inexpensive survey tools, saw a lot of surveys and efforts to [...]

By |October 18th, 2016|Clicktools|0 Comments

Solving the Sales Enablement Problem: Three Things that You Don't Need to Do

In this era of the enabled customer – one in which research is at the customer’s fingertips and in which the salesperson must provide value when it’s asked for – sales enablement and sales content [...]

By |October 13th, 2016|Enablement|0 Comments

Salespeople: Ready to Meet Your New Assistant? Prepare for the Machine Learning-Driven Future

Last night at dinner, a tech-industry pal of mine was trying to puzzle out why the term “artificial intelligence” had suddenly become the in-vogue buzzword of the month. I pointed out that Marc Benioff has [...]

By |September 30th, 2016|Dreamforce|0 Comments