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,” [...]

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 [...]

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 [...]

Hiring Salespeople: their Key Attributes, and the Technology to Capitalize on Them

By |September 22nd, 2014|Sales Performance Management (SPM)|

A recent article on Forbes spotlights how Southwest Airlines hires people with a key attribute – empathy. One of the things they do with prospective flight attendants is to gather a number of them together [...]

Increasing Sales Capacity Accelerating Business Growth

By |May 20th, 2011|Sales Performance Management (SPM)|

Across industries, indicators suggest increases in sales capacity continue to accelerate business growth into the second half of 2011. Just published, Alexander Group's 1st Quarter Sales Update Survey Results for 2011 reported strong expectations of [...]