Three Reasons Your Sales Playbooks Aren't Getting the Job Done

By |October 26th, 2016|Enablement|

Your sales playbooks are your sales team’s first and best source for the tactics, best practices, and operating procedures that provide a basis for understanding the best way to sell your products or services. They’re [...]

The Top 10 Tweets from C3 2015

By |May 22nd, 2015|C3|

The social media footprint of C3 2015 was enormous – the show’s attendance was very healthy, but the amount of Tweets and Facebook posts that came out of the show was all out of proportion [...]

6 Lessons NPR’s Terry Gross Can Teach Sales Pros about Prospect Conversations

By |March 30th, 2015|Other|

There’s an art to selling, and part of it involves the art of conversation. Sales pros need to get their prospects talking so they can learn their problems, their needs and their desires, and so [...]

If You Want to Close Deals, You Need to Get to the Point

By |March 16th, 2015|Configure Price Quote (CPQ)|

In every sales organization, reps have one main priority and goal in mind: close deals, and close them fast. From conference calls to demos, in-person presentations to negotiations, getting that deal closed is always on [...]

The Slow Revolution: Matching Human Change to the Speed of Technology

By |February 25th, 2015|Other|

When you’re in the enterprise software business, you look at the way business works through a certain prism. That prism reduces interactions into transactions, simplifies discussions into data, and describes processes in its programming. Enterprise [...]

Four Secrets to the Killer Sales Value Prop

By |December 5th, 2014|Marketing|

Editor’s note: today’s post is guest written by TOPO’s Bryan Gonzalez. It’s a timely topic: in research that CallidusCloud has just completed (and which we’re currently creating an analysis of), we discovered that both sales [...]

Planned Accidents: Three Tips For Connecting With the Right People at Dreamforce

By |October 10th, 2014|Dreamforce|

The odds are pretty good that, if you deal with sales and marketing and software, you’re going to be rather tired by the end of this week. Dreamforce, the annual bacchanalian, is in its [...]

Where Are You With Your SPM?

By |July 10th, 2014|Sales Performance Management (SPM)|

As head of sales operations I constantly work to drive efficiencies within my sales organization and advise customers on the same. Along the way, I’ve noticed something that never fails to shock me: even very [...]

What Should you be Looking for in Entrepreneurs?

By |June 10th, 2014|C3|

Not surprisingly, the same qualities that investors are looking for in entrepreneurs are the same qualities that companies are looking for in sales people.  The top priority for both is how well do they engage [...]

How Mature Is Your Sales Enablement Function?

By |March 27th, 2014|Enablement|

Do you have a sales enablement function in your organization? Are you struggling to define it? Or maybe you are one step ahead and want to refine sales enablement to make it better contribute to [...]