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

Unsung heroes: why sales ops deserves more respect (and better tools)

Where does your company keep its unsung heroes? If you’re like most companies, you can find them in Sales Operations. They set the stage for every sale, and while they may not appear on any [...]

By |September 27th, 2016|Dreamforce|0 Comments

Rich Data, Poor Results: Four Reasons Big Data is Failing Your Sales Department

I have no data to back this up, but it seems that the jargon cycle is accelerating. Today’s technology buzzwords have shorter half-lives than their predecessors, for reasons I’m not entirely sure of. It took [...]

By |September 20th, 2016|Dreamforce|0 Comments

Using CLM as a Contract Repository

The early days of our universe can be described as having low entropy. Simply put, entropy is disorder or chaos, and that’s what our universe is heading towards – away from order. Guy Raz and [...]

By |September 13th, 2016|Contract Lifecycle Management (CLM)|0 Comments

Training, Technology and Process: the 3 Things You Must Get Right if You Want to Consistently Crush Quotas

Anyone getting into the sales game knows they will spend their careers in a constant struggle against quotas. Quotas pit salespeople and their abilities against managers and their expectations. Reach your quota and you’re in [...]

By |September 9th, 2016|Dreamforce|0 Comments

How CPQ Makes Finance Happy, Too

One of the challenges in describing CPQ to people unfamiliar with it is that its capabilities seem to shift depending on the role of the person you’re talking to. If it’s a salesperson, it’s a [...]

By |August 16th, 2016|Configure Price Quote (CPQ)|0 Comments

Think You Have It Tough? Imagine Paying Commissions as an MLM Business

The more I talk to comp plan managers, the more sympathy I have for them, especially those who suffered for years with manual processes and spreadsheets. Tales of five 12-hour days at quarter ends, a [...]

By |August 9th, 2016|MLM|0 Comments

What Will Make Your Customer Experience Efforts Sing? Listening to Customer Feedback

The 1980s appears to be the decade of anthems for Australia. "Down Under" by Men At Work is arguably the most iconic, especially internationally. Not least of all the ‘80s anthems was John Farnham's smash hit [...]

By |August 5th, 2016|Clicktools|0 Comments