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

By |September 9th, 2016|Dreamforce|

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 [...]

How CPQ Makes Finance Happy, Too

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

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 [...]

In the Era of Big Data, the Best at Analysis Win the Compensation Battle

By |June 23rd, 2016|Commissions|

We’ve said it repeatedly: automated commissions systems are much more than mere calculators that spit out checks for your sales teams. They do a lot: they eliminate the vast majority of disputes, they avoid overpayments [...]

Three Signs Your CPQ Solution is Ready for Replacement

By |June 6th, 2016|Configure Price Quote (CPQ)|

Nothing lasts forever, they say. The great mountains were lowly valleys until tectonic forces propelled them upward, and as soon as they reached their apex the winds and rains began the relentless process of wearing [...]

Adoption Strategies of the Rich and Successful

By |May 31st, 2016|Marketing|

For about a decade, I’ve been focused on sales and marketing software. I’ve covered it as a journalist and as a content marketer, as an analyst and a consultant. And I wish I could say [...]

Three Favorite Customer Short Stories to Come Out of C3 2016

By |May 19th, 2016|C3|

CallidusCloud’s big event drew to a close roughly a week ago, which has given me a little time to reflect on some of the things I heard from customers while I was there. Since I [...]

C3 Panel Preview: Five More Unexpected Benefits that CPQ Delivers

By |April 18th, 2016|C3|

We have a lot of great sessions scheduled for C3 2016. I’m lucky enough to be moderating a couple of panels at the event, including one about CPQ and what we call “success creep,” or [...]

How Much Money are Quoting Errors Costing You?

By |April 14th, 2016|Configure Price Quote (CPQ)|

The demand for Configure Price Quote (CPQ) solutions is growing and expanding to new industries and into businesses that are smaller than had been traditional in the past. That’s because business is changing: companies are [...]

How Much Upsell Goes Un-upsold? How CPQ Supersizes Your Deals

By |March 11th, 2016|Configure Price Quote (CPQ)|

When sales organizations have their acts together, their sales teams are upselling machines. They know what offers should be made in tandem, and they know what upsells work for which types of customers. When I [...]

Going to CPQ from Manual Quoting: Work that Pays for Itself

By |February 24th, 2016|Configure Price Quote (CPQ)|

CPQ (configure price quote) is a hot application; estimates of its growth suggest the total market for CPQ solutions will grow by about 50 percent over the next three years. That’s good news for vendors [...]