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 [...]

Capturing the Upsell: How CPQ Ends Up Paying for Itself

By |August 6th, 2015|Configure Price Quote (CPQ)|

Upselling is easy when your product mix is simple. If I’m selling you a horse, getting you to buy saddle blankets or riding tackle’s an obvious suggestion. If I’m selling you children’s toys, it would [...]

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 [...]

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 [...]

Six Signs That You’re Ready for a CPQ Solution

By |December 2nd, 2014|Configure Price Quote (CPQ)|

Adding technology to your selling process is not an exercise that should be taken lightly. We’ve all seen examples of software deployments that went awry because the timing wasn’t right, especially in the area of [...]

In a Sales 2.0 World. You Need Learning to Keep Sales Relevant

By |October 31st, 2014|Sales Performance Management (SPM)|

New sales hires take an average of 10 months to become fully productive, according to CSO Insights. Because they’re just starting the learning curve, that tends to be where they get the most attention from [...]

5 Proven Tips to Motivate Your Sales Reps

By |August 19th, 2014|Lead to Money|

First, let’s be 100% clear: The fundamental and most important character trait for a top-performing sales rep is motivation. Everything starts from there. Reps have to face hurdle after hurdle, objection after objection, “no” after [...]

Are Your Sales Reps Stuck With Spreadsheets?

By |August 12th, 2014|Lead to Money|

At a time when mobile phones are the primary device to clear inboxes and people spend over two hours a day on the mobile web, how modern is your sales force? Despite all the great [...]

What Makes Some Sales Reps Better Than Others?

By |August 7th, 2014|Lead to Money|

Some surveys indicate that sales reps add value to the customer conversation only 20% of the time, that means only once in five meetings! That is pathetically low coming at a time when buyers have [...]

How Marketing Can Be the Hero

By |August 5th, 2014|Marketing|

Have you ever asked your sales reps what they think of marketing? More often than not you will hear one of these common comments: Marketers are: Disconnected and out of touch with reality Slackers with [...]