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Automated Revenue Recognition: Customization Vs. Configuration

Automated Revenue Recognition: Customization Vs. Configuration

Software as a Service is supposed to be quick and easy, right? A company simply pays a subscription and leaves the rest to the SaaS provider. Better yet? SaaS customers are entitled to the latest and greatest from their vendors as the software continually improves over time. Compared to the old…
By JD Casaletto | December 11th, 2018 | RevSym
Filling the Gap Between Sales Performance Management and Customer Experience

Filling the Gap Between Sales Performance Management and Customer Experience

What does a sales incentive compensation system have to do with creating a better customer experience? Probably a lot more than you think. And it’s probably a lot more crucial than you think. A commissions system that isn’t part of a framework that aligns with a larger customer experience (CX)…
By Grant Smith | December 4th, 2018 | Commissions
Sales Enablement Is Key to Improving the Customer Experience

Sales Enablement Is Key to Improving the Customer Experience

In today’s fast-paced, rapidly changing world of B2B selling, sales training and sales enablement have become more important than ever. But many companies are falling short when it comes to preparing their sales teams. A Sales Management Association survey of 111 companies covering more than 80,…
By Marcia Savage | November 27th, 2018 | Enablement
TSIA2018

Achieving Service Excellence

Here at SAP Sales Cloud we are always striving to do better, always listening to customers, and always ready to ramp up efforts to meet customer needs. Service is one of those areas where we’ve been making a significant investment in new hires, new programs, and new resources to better meet the…
By | November 19th, 2018 | Other
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