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SAP Recognized by Gartner as a Leader in Magic Quadrant for Configure, Price, Quote Application Suites (Nov 2018)

SAP Recognized by Gartner as a Leader in Magic Quadrant for Configure, Price, and Quote Application Suites (Nov 2018)

This week we were excited to learn that SAP was positioned as a Leader in Gartner’s Magic Quadrant for Configure, Price, Quote Application Suites, placing furthest on the “completeness of vision” axis in the Leader’s quadrant. We believe that it’s the vision of what salespeople need and where the…
By Giles House | November 7th, 2018 | CPQ
Using the Science of Selling to Reach the “Meaty Middle”

Using the Science of Selling to Reach the “Meaty Middle”

Is selling a science, or is it human intuition and gut feel? In the past it’s definitely been the latter. A company’s sales priorities have been to find and train the ideal sales person and then to do everything it can to retain its “sales superstars.” But as customers have become more demanding…
By Matt McEnerney | October 30th, 2018 | CPQ
Why AI-based selling is no longer optional

Why AI-Based Selling is No Longer Optional

Like all new innovations, artificial intelligence has been met with both wariness and hope. This has been true in the B2B selling space as well. The fear is that it will take decision making away from reps and managers. The hope is it will help boost sales. Lately though, the hope of AI is…
By Matt McEnerney | October 22nd, 2018 | CPQ
Kissing the Apex: Selling at 200 mph

Kissing the Apex: Selling at 200 mph

Two-hundred miles per hour is a scary and dangerous speed to most people. If you look at the history of Formula 1, it was even a dangerous speed for most professional race car drivers. Back in the 1950s and 1960s, Formula 1 drivers didn’t take many safety precautions. They raced in trousers and…
By Giles House | October 17th, 2018 | Sales Performance Management (SPM)
The Elusive 360-Degree View of Customers

The Elusive 360-Degree View of Customers

Many companies are focusing on the customer experience these days in some way, shape, or form. Most of them know that it’s necessary to deliver a great experience for customers in order to retain customers and to grow the business. That’s good news. Yet not every company knows how to do that or…
By Annette Franz | October 15th, 2018 | Clicktools
Why CPQ is at the Forefront in the B2B Customer Experience Revolution

Why CPQ is at the Forefront in the B2B Customer Experience Revolution

It’s been four short months since we launched the SAP Sales Cloud with our mantra of better sales experiences, better customer experiences, and better ROI (see CRM is Dead, Long Live CRM) to meet today’s customer expectations. There’s probably no better place to illustrate how great sales tools…
By Matt McEnerney | October 11th, 2018 | CPQ
ASC 606 Implementation: 6 Common Mistakes

ASC 606 Implementation: 6 Common Mistakes

The new ASC 606 and related 340-40 accounting standards require companies make some fundamental changes in how they handle revenue recognition. Even though the deadline for compliance for publicly held companies has already passed, it appears that many companies are still struggling to meet the new…
By Jennifer Kling | October 9th, 2018 | RevSym
CPQ and CLM: Better Together

CPQ and CLM: Better Together

An automated configure, price, quote (CPQ) system arms sales teams with the tools they need to sell faster and provide optimal customer experience. With CPQ, they can quickly and easily provide accurate quotes to customers, avoiding the time-consuming and error-prone process of sifting through…
By Matt McEnerney | October 3rd, 2018 | CPQ
Common VoC Program Mistakes

10 Common VoC Program Mistakes

As I sat down to write this month's post, I reflected on several recent conversations that revolved around the same issue: mistakes companies often make in their Voice of the Customer programs. I began jotting down a list that grew much longer than I expected! In this first part of a two-part…
By Annette Franz | October 1st, 2018 | Clicktools
The Customer Revolution - Giles House’s opening keynote at the SAP Sales Cloud Roadshow in Atlanta

The Customer Revolution

In this video, hear SAP Sales Cloud General Manager Giles House’s opening keynote at the SAP Sales Cloud Roadshow in Atlanta earlier this month. He discusses how customers today expect the Amazon experience, and how this is reshaping B2B sales. Giles explains how traditional CRM systems aren’t…
By Events Marketing Team | September 26th, 2018 | Customer Experience