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Lead to Money Makes the Connection to Revenue Recognition and ASC 606

Lead to Money

Recently, CallidusCloud strategically acquired RevSym, a revenue recognition vendor specializing in solving the pain of ASC 606 compliance. The product solves an urgent business need and is a crucial product area in and of itself. But how does that fit into the broader Lead to Money suite?

By Andres Botero | August 9th, 2017

Un-Breaking the Broken Connections Between Sales and Marketing

Un-Breaking the Broken Connections Between Sales and Marketing

It’s an old story: sales and marketing just can’t get aligned. And, as a result, bad blood ensues and sales performance lags. Companies already know this; study after study has indicated the value of aligning sales and marketing. For example, the Mx Group found that a lack of sales and marketing alignment results in as much as 91 percent of marketing investment being wasted.

By Chris Bucholtz | March 28th, 2017

Does Your Data's Journey Map to Your Customers’ Journeys?

Does Your Data’s Journey Map to Your Customers’ Journeys?

It’s all the rage today in marketing circles: mapping the customer journey. It’s the way we understand how our customers are moving toward a decision – either to buy from us or to buy from someone else. “Mapping” is probably the wrong word, since it suggests we have more control over the direction of these journeys than we actually do.

By Chris Bucholtz | January 13th, 2017

Teaming Up for the Deal: Three Things that Salespeople and Prospects Both Want

Teaming Up for the Deal: Three Things that Salespeople and Prospects Both Want

It’s all too easy to see selling as an adversarial occupation, pitting the salesperson against the potential customer. Customers raise objections; salespeople come back with answers to address them. Salespeople mention prices; customers push back and try to get as big a discount as possible. Salesperson works for the up-sell; customers parry the offers in order to keep the price down. It’s very back-and-forth, us vs. them, and ultimately win or lose.

By Chris Bucholtz | December 5th, 2016

The State of Sales and Marketing: Is Technology to Blame?

The State of Sales and Marketing: Is Technology to Blame?

There’s never been a time when sales and marketing have had more tools at their disposal. And, if you believe the people who responded to our annual Sales and Marketing Sentiment Study, there’s never been a time when sales and marketing have been unhappier with those tools and the results they are getting from them.

By Chris Bucholtz | August 3rd, 2016

The Best Way to Sell a Solution? Help Your Customers Define Their Problems

The Best Way to Sell a Solution? Help Your Customers Define Their Problems

I just returned from CRM Evolution in Washington D.C., an event chaired by my friend Paul Greenberg, who’s been dubbed the “Godfather of CRM” (although I’m pretty sure he’s never had anyone whacked). This event has interesting parallels to our own C3 event in that every year, the areas of interest to the attendees seem to spread – this year, encompassing CRM itself but also a host of related disciplines and technologies.

By Chris Bucholtz | May 27th, 2016

Incentives, predictive analytics and better customer experience to rule 2016

Incentives, predictive analytics and better customer experience to rule 2016

What does the future hold for sales, marketing, and customer experience solutions? And how will sales and marketing teams grow revenues and remain competitive in today’s fast-paced, connected environment? Here are the five exciting predictions laid out by CallidusCloud President and CEO Leslie Stretch in his opening keynote at the recently concluded CallidusCloud Connections (C3) EMEA 2016 London.

By Chris Bucholtz | February 1st, 2016
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