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Finance’s Role in Sales Performance

Finance’s Role in Sales Performance

Finance plays a large role within an organization, from setting guidance on revenue targets, establishing budgets for head count, to setting goals and quotas for sales.  In many organizations this is where the role of finance ends, but in forward thinking companies, it’s only the beginning.  Just as sales and marketing alignment brought about better sales performance, so will sales and finance alignment.  Finance should be playing an integral part in the optimization of territories, the protection of margins, and in sales performance management.

By Jon Skog | February 20th, 2014

Ramping up Sales Planning to Ensure 2014 Success: Leveraging Lead to Money

Ramping up Sales Planning to Ensure 2014 Success: Leveraging Lead to Money

Coming out of sales planning season at the end of 2013 and transitioning into making it a reality in 2014, can be an intimidating process.  As the new year begins it’s important to stay on top of the new processes, new methodologies, and new strategies that were put in place to ensure that they are realizing the returns that were expected.  There is nothing worse than getting off to a slow start that leaves you scrambling to catch up right out of the gate.

By Jon Skog | January 17th, 2014

Sales Ops: Help Sales Stop Wasting Time

Sales Ops: Help Sales Stop Wasting Time

Building Efficient Processes

One of the main roles of sales operations is to drive efficiency across the sales organization, leading to greater sales productivity.  It’s important for sales operations to help sales exceed quota each quarter with repeatable sales processes, tools, and resources that lead to consistent, reliable, and predictable results.  By melding the sales process into the tools and resources that are most used by sales, sales operations will enable sales to decrease the amount of time they waste not selling.

By Jon Skog | December 18th, 2013

Part 3: Closing Deals in Record Time

Part 3: Closing Deals in Record Time

Were continuing our series on how a lead to money process brings about more deals for more money in less time. In this post we will take a closer look at the third outcome of the lead to money process:  closing deals in record time. 

By Jon Skog | December 5th, 2013

Part 2: Using Your Lead to Money Process to Generate More Money

Part 2: Using Your Lead to Money Process to Generate More Money

Were continuing our series on how a lead to money process brings about more deals for more money in less time. In this post we will take a closer look at the second outcome of the lead to money process; Generating More Money.   

By Jon Skog | December 4th, 2013

Part 1: Using Your Lead to Money Process to Generate More Deals

Part 1: Using Your Lead to Money Process to Generate More Deals

Over the next couple of weeks we’re running a series on how the lead to money process brings about more deals, for more money, in record time.  In this first post, we’ll discuss how an optimized lead to money process will generate more deals. 

By Jon Skog | December 3rd, 2013

Sales Planning for 2014 – Frameworks and Guides

Our partners at PwC Advisory joined us last week for a webcast discussing how to coach, motivate & incent for 2014 sales planning.  In the session they shared valuable trends affecting sales planning as well as frameworks to help line up tactical plans with strategic objectives. In addition, Jamie Garverick, Vice President of CallidusCloud’s East sales region discussed the key challenges he faces in 2014 planning, and how he plans to solve them, including how to:

By Hannah Hanrahan | November 12th, 2013

Lead to Money: It's Not Complicated

Lead to Money: It’s Not Complicated

CEO Leslie Stretch at C3 2013 opening keynoteWe were looking to get CallidusCloud C3, our annual user conference, off to a big start. With 750 registered attendees on hand for President and CEO Leslie Stretch’s opening keynote address and another 1,200 watching the live stream online, we can say mission accomplished.

By CallidusCloud | May 8th, 2013

All I Want for Christmas Is...Mobile Sales Tools

Enable sales with mobile sales tools The holiday season seems to start earlier every year. The shops are already fully stocked with Christmas decorations, restaurants encourage you to book your parties, and a whole host of new "must-have" gadgets have been launched: Apple with the new iPads and iMacs, Amazon's new Kindle and of course Microsoft's Surface and Windows 8 accompanied by a $1.3 billion marketing campaign!

By Giles House | December 5th, 2012

Money for Nothing?!

Money for Nothing?!

By Lorna Heynike, Senior Vice President of Marketing, Callidus Software In last week's webinar, Money for Nothing?!, hosted by CSO Insights and co-presented with Accenture, we reviewed a startling statistic – that only approximately 10% of organizations polled by CSO Insights believe compensation is directly achieving their key financial targets[1].

By CallidusCloud | December 15th, 2011
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