Sales Pulse Blog
Lead to Money: Seven Tweets Underscoring Crucial SPM Lessons
By Peter Ostrow Vice President and Group Director, Sales Effectiveness, Aberdeen Group I’ve just returned from the C3 conference, which saw an enormous increase in social media commentary, wisdom and connectivity compared to the 2012 event. Everything was about the growing footprint of Sales Performance Management platforms and practices, particularly the great customer panel in which three practitioners cited [...]
“Lead to Money” Changes the Game at CallidusCloud C3
Integrating marketing automation, performance improvement, sales performance management and sales effectiveness might seem like complicated machinery. But CallidusCloud President and CEO Leslie Stretch told a packed house during the C3 opening keynote address that it’s not complicated. It’s just Lead to Money. “It’s not complicated,” he told them. While sales managers are struggling with sales [...]
Lead to Money: It’s Not Complicated
We were looking to get CallidusCloud C3, our annual user conference, off to a big start. With 750 registered attendees on hand for President and CEO Leslie Stretch’s opening keynote address and another 1,200 watching the live stream online, we can say mission accomplished. Stretch had a new message for the assembled crowd: “It’s all [...]
The Price Isn’t Always Right – Let CPQ Ensure Accurate Prices & Quotes
By Steve Jones Vice President, Demand Marketing, CallidusCloud Ah yes, the day has finally come. After exhaustive research, you’ve decided to upgrade your ‘83 K-Car to that sleek new luxury import you’ve had your eyes on for years. You head down to the local dealer where the sales person offers you your dream car configured with the exact options [...]
Guided Selling: Product Configuration Is the Key to Compatibility
By Dan Goldberg CallidusCloud When I check out at the supermarket, the checker always asks the same question: “Find everything OK?” Imagine if the checker looked at my items and said, “You have tomato sauce, pizza crust, mushrooms and pepperoni. Are you sure you don’t need some mozzarella?” She improved my customer satisfaction by saving [...]
Nanotechnology – The Answer to Sales Success
By Giles House Vice President, Marketing Communications and Products Last week scientists at our top secret ‘Cloud Labs’ R&D facility hit a major engineering breakthrough. For many months they have been experimenting with nano-technology and trying to apply it to sales. Early animal tests were promising and we have started trialing with our sales [...]
Want Sales Performance? Coach Sales Behaviors
By Giles House Vice President, Marketing Communications and Products What makes a great racing bike? Anyone can tell you it’s a bike that rides fast and maneuvers well. But if you want to actually build your own great racing bike, this information is not helpful. You need to know about materials, weight, the wheels, [...]
6 Secrets to Sales Enablement Portal Success
By Giles House Vice President, Marketing Communications and Products Earlier this month we attended Forrester’s Sales Enablement Forum in Scottsdale. While enjoying the sunny weather, we had the opportunity to connect with leading analysts, sales enablement professionals, sales/marketing leaders, and strategy professionals. Industry leading companies like CDW had the opportunity to share their best practices [...]
Sales Compensation and Gamification – Insert Coin?
By Giles House Vice President, Marketing Communications and Products, CallidusCloud The first arcade game was installed in September 1971 at Stanford and cost the equivalent of $114,000. By 1981, when Pac-Man was as ubiquitous as Google is now, annual revenue from arcade games was estimated at the equivalent of $12.52 billion. Home video games [...]
Incentive Compensation Management – Drive Your Reps to Victory Lane
By Giles House Vice President of Marketing Communications and Products, CallidusCloud Danica Patrick is the most successful woman in the history of American open-wheel racing—she is the only woman to win a race in the IndyCar Series and holds the highest finish (third place) by a woman at the Indianapolis 500. She recently won [...]