Salespeople Can't Help Navigate the Customer's Journey without Listening for Directions

By |December 1st, 2016|Sales Performance Management (SPM)|

“Cheshire Puss… Would you tell me, please, which way I ought to go from here?” “That depends a good deal on where you want to get to,” said the Cat. “I don’t much care where,” [...]

Rich Data, Poor Results: Four Reasons Big Data is Failing Your Sales Department

By |September 20th, 2016|Dreamforce|

I have no data to back this up, but it seems that the jargon cycle is accelerating. Today’s technology buzzwords have shorter half-lives than their predecessors, for reasons I’m not entirely sure of. It took [...]

Solving Sales Operations’ Biggest Challenges

By |April 4th, 2016|Sales Performance Management (SPM)|

Sales operations leaders play a crucial role in translating their businesses’ objectives into actionable plans and programs for the sales force and, ultimately, achieving sales growth. That role is becoming ever more crucial, a Sales [...]

How the Changing Customer is Making CPQ a Must

By |December 29th, 2015|Configure Price Quote (CPQ)|

If you’re a buyer (and we all are), your expectations have changed a lot over the last decade. For example, buying a car used to involve a lot of back and forth with sales people, [...]

5 Things You Can Do To Change Your Salespeople Into Subject Matter Experts

By |September 29th, 2015|Enablement|

The role of salespeople is changing. The role is no longer about cajoling a prospect into signing a contract, nor is it even about telling the entirety of the story to the prospect. It’s now [...]

Analytics, Sales and Marketing, and “Moneyball” The Promise (and Peril) of Relying on Data

By |September 11th, 2015|Marketing|

Way back in 1983, as a baseball-crazed teen who wasn’t that good at playing baseball, two books were top of my reading list: The Art of Hitting .300 by Charlie Lau, which I hoped would [...]

Coaching the Coach: Shortcuts to Great Sales Performance Management

By |August 11th, 2015|Sales Performance Management (SPM)|

Being a sales manager is tough. In many cases, managers started out as great salespeople, and after they proved their capabilities they were tapped for management – a role that demands an entirely new set [...]

Research: What are the Most Important Metrics to Sales?

By |July 7th, 2015|Other|

Although in the big data era all data are considered important, some data are more important than others. I’m not saying that just because it’s fun to use the correct plural of “data” to construct [...]

Secrets to a Great Sales Playbook

By |June 23rd, 2015|Enablement|

After the generation and hand-off of leads, there may be no higher-contact area between sales and marketing than the sales playbook. Marketing develops this tool, primarily, and sales uses it on a daily basis, making [...]

What you missed at C3: Tuesday Wrap-Up

By |May 13th, 2015|C3|

We just wrapped up an amazing second day of CallidusCloud Connections (C3) in Las Vegas, and many still have the sounds of Robert Randolph and the Family Band ringing in our ears. The spectacular customer [...]