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CPQ: The Quickest Way to Get a Sales Proposal in Front of a Customer

CPQ: The Quickest Way to Get a Sales Proposal in Front of a Customer

In today’s fast-paced business world, time is the most valuable commodity. Everyone wants to close deals faster so they can move on to the next thing. From a sales perspective, you want to close a deal quickly so you can start engaging the next lead. From a buying perspective, you want to close a deal quickly so you can focus on other important areas of operations.

By Matt McEnerney | July 18th, 2018

Can’t Decide on a CPQ Solution? Here are Seven CPQ Must Haves

Can’t Decide on a CPQ Solution? Here are Seven CPQ Must Haves

Sales ops leaders and managers know this fact very well by now: without a good CPQ solution, their reps are like rudderless ships floating on a stormy sea.

The answer in the past has been to turn to manual CPQ. But spreadsheets and Word docs require massive amounts of attention and provide little to no visibility into price points, upsells, cross-sells, or opportunities across a company. Plus, a lot of B2B deals change over time, and it’s far too time-consuming to go in and change all those details manually.

By Matt McEnerney | June 19th, 2018

AI and CPQ: The Three Ways AI Makes a Difference

AI and CPQ: The Three Ways AI Makes a Difference

Artificial Intelligence and Augmented intelligence (AI) have been around for a long time now, but it’s only recently that companies have started applying it to sales and configure, price, quote (CPQ) processes.

By Kevin Markl | June 18th, 2018

CPQ: The Costs and Consequences of Getting a Quote Wrong

CPQ: The Costs and Consequences of Getting a Quote Wrong

When you’re selling one or two simple products, it’s relatively easy to give prospective buyers an accurate quote quickly. Great salespeople, after all, have straightforward pricing information committed to memory. They know exactly how long it takes to ship products and provide services to would-be clients.

CPQ: The Costs and Consequences of Getting a Quote Wrong

By Matt McEnerney | June 8th, 2018

The Three Main Reasons Performance is Important for CPQ

performance is important for CPQ

Sales leaders and sales ops managers focus quite a lot on improving their team’s productivity, morale, efficiency, and sales behavior. But rarely are they thinking enough about the technology underneath the systems their sales reps are using and how this technology intertwines with everything else. Turns out, performance is important for CPQ software.

By Matt McEnerney | May 14th, 2018

Gartner Magic Quadrant for CPQ: Fitting all the pieces together

Gartner Magic Quadrant

It was quite a busy January for us here at CallidusCloud.

First, we were honored to be recognized again as a Leader in the Magic Quadrant for Sales Performance Management, and now we’ve been named as a Visionary in the Gartner Magic Quadrant for Configure, Price and Quote (CPQ) for 2018.

By Andres Botero | January 31st, 2018

Why is pricing so hard?

pricing

In Walden, Henry David Thoreau wrote: “The cost of a thing is the amount of what I will call life which is required to be exchanged for it, immediately or in the long run.” pricingThis statement is incredibly insightful for anyone who never worked in sales because it captures the essence of the sales challenge: getting people to exchang

By Jamie Garverick | January 26th, 2018

Why 2018 Will be the Year for CPQ

the Year for CPQ

A $700 million+ market with a 50% growth rate over the next several years, CPQ software is poised to explode like never before, which means one thing: intense competition and quick evolution.

Whenever an industry ramps up like this, it tends to take its best players along but leave a trail of carcasses behind. Those who will stay alive are those who can adapt quickly and have the expertise to stay ahead of the curve.

By Milan Rajkovic | January 19th, 2018

Configure Price Quote: A Customer Experience Secret Weapon

Configure Price Quote: A Customer Experience Secret Weapon

Businesses talk a good game about the importance of the customer experience. But customer experience is an amorphous concept, while the bottom line is a number you can’t argue with. As a result, even as customer experience efforts get the press, companies are primarily focused on saving money by making internal processes more productive or by increasing the amount being sold to the customer. Unfortunately, many of those processes impact the customer experience for the worse.

By Chris Bucholtz | May 25th, 2017
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