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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
Don’t Put Your SPM Project in Jeopardy

Don’t Put Your SPM Project in Jeopardy

With market pressure and competition at an all time high, modernizing your sales processes has never been more critical. One of the key elements is likely going to be bringing in an automated sales performance management system, of which commissions/compensation is a core piece, along with…
By Grant Smith | September 5th, 2018 | Sales Performance Management (SPM)
Improving the sales experience for happier customers

Improving the sales experience for happier customers

The statistics are dismal: 53 percent of sales reps aren’t hitting their quota and 44 percent fail to seal the deal, according to researchers at CSO Insights. The poor performance actually isn’t all that surprising given the fact that salespeople aren’t spending much time on customer engagement…
By Jennifer Kling | September 5th, 2018 | Customer Experience
Sales Management Predictions for 2019

Sales Management Predictions for 2019

What’s ahead for your sales operation next year? What kind of changes should you be planning for? Get prepared for the future by joining one of our upcoming SAP Sales Cloud Experience roadshows in North America, where SiriusDecisions will share its seven key sales management predictions for 2019…
By Events Marketing Team | August 31st, 2018 | Events