Success Creep: Unexpected Benefits of CPQ

By |July 28th, 2015|Configure Price Quote (CPQ)|

The term “unintended consequences” is usually used to describe something bad: kill all the wolves and there’s a disastrous deer overpopulation. Make a bridge from extra-light materials and it starts oscillating in the wind until [...]

Should Salespeople Prospect Anymore?

By |October 9th, 2014|Other|

Editor’s note: I met Ken Thoreson several years ago while hosting a webinar, and his down-to-earth, practical suggestions and approachable way of phrasing discussions were a real breath of fresh air. He’s not one to [...]

How to Eliminate Waste in Your Sales Process

By |August 21st, 2014|Sales Performance Management (SPM)|

According to Smart Selling Tools, only 35% of a sales rep's time is spent selling. What about the remaining 65%? Is it full of Muda? What is Muda? Muda is a Japanese word meaning waste [...]