You Know Accelerating Sales is Important. Here are the Hidden Numbers that Show Why

By |January 5th, 2016|Configure Price Quote (CPQ)|

You’d think we were all still in the “Me Generation” of the 1970s when it comes to sales acceleration. Quite understandably, sales vice presidents and sales managers (and CROs and CFOs and CEOs, too) see [...]

Five Overlooked Lead Scoring Criteria

By |November 10th, 2015|Marketing|

According to an oft-cited report by MarketingSherpa, 73 percent of all B2B leads are not sales-ready. That’s a drag on sales – they spend too much time on leads that will never pan out, or [...]

Marketing Qualified Leads vs. Sales Qualified Leads: the Reality Gap

By |August 25th, 2015|Marketing|

There are a lot of acronyms out there used to describe leads. I’ve worked in places that used terminology like HQLs (highly qualified leads), AQLs (automation-qualified leads), TALs (teleprospecting-accepted leads), TQLs (teleprospecting-qualified leads), TGLs (teleprospecting-generated [...]

The 10 Commandments of Sales and Marketing Alignment

By |August 13th, 2015|Marketing|

According to CallidusCloud’s 2015 Sales and Marketing Sentiment Study, only about 15 percent of sales pros and marketers say their operations are fully aligned. IDC said sales and marketing misalignment costs the average $100 million [...]

Why Sales Should Get Excited About Marketing Automation

By |February 12th, 2015|Marketing|

How does your sales team respond when they hear about an investment in marketing technology? They may be cautious but hopeful – it could result in more leads. They may be skeptical – if marketing [...]

Four Good Reasons That Sales Should Get Excited About Marketing Automation

By |January 29th, 2015|Marketing|

It used to be that the CMO perpetually had his head on the chopping block while the executive running sales had a little more confidence in his or her tenure with a company. Now, fast-forward [...]

Sales and Marketing: the Numbers that Show How They Feel About Each Other

By |January 23rd, 2015|Marketing|

The stereotypes about the sales and marketing relationship are so well entrenched that both sides almost embrace them, and even laugh about them. Sales is demanding, marketing is flighty; sales is intense, while marketing is [...]

Marketing: are Your Leads Giving Sales a Treasure Map or Sending Them on a Goose Chase?

By |January 20th, 2015|Marketing|

If you’re in marketing, you have certainly heard it. If you’re in sales, you may have said it yourself! “We need more leads!” But is this what sales really means? A study CallidusCloud recently conducted [...]

Does Your Sales Team Understand How Your Lead Scoring Works?

By |November 6th, 2014|Marketing|

Lead scoring is a mercilessly logical way of evaluating leads. By assigning point values to activities and timelines, it allows marketing departments to evaluate the readiness of every lead in its system to buy automatically [...]