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 [...]

The Internet of Things: a Stealthy Revolution That’s Already Been Won

By |April 28th, 2016|C3|

It will probably surprise no one that this year’s C3 conference will feature a lot of discussion of the Internet of Things. CallidusCloud telegraphed its move toward IoT last summer at Dreamforce and again this [...]

Three Ways the IoT Totally Changes Marketing

By |February 26th, 2016|Marketing|

Everyone is enamored with the Internet of Things (IoT) as a way to automate parts of the selling process. Vastly increased up-time, just-in-time restocking of consumables, and use-based up-selling and cross-selling are just three areas [...]

Why Sales Pros Need to Become Experts Explainers of the Customer Value of the Internet of Things

By |October 23rd, 2015|Other|

If you’re in sales, you’re probably getting sick of every pundit on the planet telling you that you need to become a “subject matter expert.” Isn’t that what product marketing’s for, or your sales engineer [...]

Formula for the Future: Combining the Internet of Things with the Internet of Sales

By |September 22nd, 2015|Other|

“The king is dead, long live the king!”  In the technologically charged world we live, it seems like there is a daily prophecy of something being old hat and done, and something else being the [...]