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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
Territory Planning

Territory Planning: 3 Mistakes to Avoid

For most companies, sales planning and territory assignment is more art than science. It often involves a lot of time-consuming guesswork based on a slew of spreadsheets that can wind up missing opportunities and leaving sales reps unhappy. According to the CSO Insights 2018 Sales Optimization…
By Grant Smith | September 25th, 2018 | Territory & Quota
Why pipeline management drives positive sales and customer experience

Why Pipeline Management Drives Positive Sales and Customer Experiences

In June we officially launched the SAP Sales Cloud with the premise that we need a revolution in how we view CRM in order to deliver more ROI to customers (see CRM is Dead, Long Live CRM). In short, traditional CRM needs to fit more tightly into the broader sales process and encapsulate the ease-…
By Kevin Markl | September 17th, 2018 | Datahug
How Forecasting and Pipeline Management Bring Sales Closer to Marketing

How Forecasting and Pipeline Management Bring Sales Closer to Marketing

The days of sales and marketing operating in silos should be long gone. Most organizations say they try to align the two functions because the role of marketing can be critical in the sales process. But in reality, that alignment is more conceptual than practical. The numbers underscore the…
By Kevin Markl | September 10th, 2018 | Datahug