Teaming Up for the Deal: Three Things that Salespeople and Prospects Both Want

By |December 5th, 2016|Lead to Money|

It’s all too easy to see selling as an adversarial occupation, pitting the salesperson against the potential customer. Customers raise objections; salespeople come back with answers to address them. Salespeople mention prices; customers push back [...]

Using CLM as a Contract Repository

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

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 [...]

Contract Lifecycle Management, eSignatures and the Road to Real Profitability

By |April 5th, 2016|Contract Lifecycle Management (CLM)|

The American comedian Todd Barry did a great job of describing something as ridiculously easy: “that’s not as easy as shooting fish in a barrel,” he deadpanned. “It’s as easy as looking at fish in [...]

CLM: Safeguarding Your Customer Relationships Where the Rubber Meets the Road

By |July 17th, 2015|Contract Lifecycle Management (CLM)|

The shift toward a subscription economy has a lot of fascinating aspects to it – not only does it reduce the barrier for entry for new customers, allowing them to afford and justify purchases in [...]

Why Contract Lifecycle Management is so Important in the Subscription Economy

By |December 11th, 2014|Contract Lifecycle Management (CLM)|

Starting about six years ago, there was an explosion in the subscription billing industry. Almost three dozen companies sprang up to cater to the billing needs of businesses who sell to their customers through subscriptions, [...]

Are Your Sales Reps Ready for a Digitally Evolved Marketplace?

By |July 2nd, 2014|Lead to Money|

Years ago, the sales rep was the primary source of information for the customer. The customer looked to the sales rep (and at times, their peers in competitors) to educate them. Those were simpler times, [...]

Sales: Ready for the Quarter end Chaos?

By |June 19th, 2014|Contract Lifecycle Management (CLM)|

As the second quarter inches towards a close, the usual chaos is in full swing in sales organizations. Sales reps are waiting on customers, hustling to make quota with their eye on quarterly incentives, sales [...]

C3 2014: Contract Lifecycle Management (CLM) - New Product Announcement

By |May 14th, 2014|C3|

We’re excited to announce a new product at C3 2014: Contract Lifecycle Management (CLM). CLM will integrate seamlessly with CallidusCloud CPQ and provide the foundation for managing and tracking your contracts from inception to post [...]