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The Price Isn’t Always Right – Let CPQ Ensure Accurate Prices and Quotes

The Price Isn’t Always Right – Let CPQ Ensure Accurate Prices and Quotes

Ah yes, the day has finally come. After exhaustive research, you’ve decided to upgrade your ‘83 K-Car to that sleek new luxury import you’ve had your eyes on for years. You head down to the local dealer where the sales person offers you your dream car configured with the exact options you want, …
By Steve Jones | April 26th, 2013 | CPQ
Guided Selling: Product Configuration Is the Key to Compatibility

Guided Selling: Product Configuration Is the Key to Compatibility

By Dan Goldberg CallidusCloud When I check out at the supermarket, the checker always asks the same question: “Find everything OK?” Imagine if the checker looked at my items and said, “You have tomato sauce, pizza crust, mushrooms and pepperoni. Are you sure you don’t need some mozzarella?” She…
By CallidusCloud | April 11th, 2013 | CPQ

Nanotechnology – The Answer to Sales Success

Last week scientists at our top secret 'Cloud Labs' R&D facility hit a major engineering breakthrough. For many months they have been experimenting with nano-technology and trying to apply it to sales. Early animal tests were promising and we have started trialing with our sales force here at…
By Giles House | April 1st, 2013 | Other

Want Sales Performance? Coach Sales Behaviors

What makes a great racing bike? Anyone can tell you it’s a bike that rides fast and maneuvers well. But if you want to actually build your own great racing bike, this information is not helpful. You need to know about materials, weight, the wheels, tires, and which work best together on different…
By Giles House | March 26th, 2013 | Sales Performance Management (SPM)

6 Secrets to Sales Enablement Portal Success

By Giles House Vice President, Marketing Communications and Products   Earlier this month we attended Forrester’s Sales Enablement Forum in Scottsdale.  While enjoying the sunny weather, we had the opportunity to connect with leading analysts, sales enablement professionals, sales/marketing…
By Giles House | March 20th, 2013 | Enablement
Sales Compensation and Gamification – Insert Coin?

Sales Compensation and Gamification – Insert Coin?

The first arcade game was installed in September 1971 at Stanford and cost the equivalent of $114,000. By 1981, when Pac-Man was as ubiquitous as Google is now, annual revenue from arcade games was estimated at the equivalent of $12.52 billion. Home video games entered the fray in 1982, which…
By Giles House | March 14th, 2013 | Commissions
Incentive Compensation Management – Drive Your Reps to Victory Lane

Incentive Compensation Management - Drive Your Reps to Victory Lane

Danica Patrick is the most successful woman in the history of American open-wheel racing—she is the only woman to win a race in the IndyCar Series and holds the highest finish (third place) by a woman at the Indianapolis 500. She recently won the pole position at the prestigious Daytona 500 NASCAR…
By Giles House | March 7th, 2013 | Commissions
Coaching and Preparation Make Super Bowls – and Sales Leaders

Coaching and Preparation Make Super Bowls - and Sales Leaders

Unless you've had your head in the sand, you surely noted Sunday's Super Bowl. Early on it looked like it was going to be a one-sided affair; but after a bit of inspiration from Beyonce, Destiny's Child and a power outage, the San Francisco 49ers made a game of it and nearly snatched victory. But…
By Giles House | February 5th, 2013 | Sales Performance Management (SPM)

The Sales KO - Kickoff or Knockout?

January marks the start of the new financial year for many companies and is punctuated by the obligatory sales kickoff. This usually involves flying a whole bunch of sales people around, a load of PowerPoints, some motivational speeches, a few hi-fives and a hangover or two. Some companies spend…
By Giles House | January 18th, 2013 | Sales Performance Management (SPM)

AB 1396: New Commission Contract Law - Effective Jan. 1, 2013

By Giles House, Vice President of Marketing Communications and Products Sales reps in California? Are you ready for the new law? Unlike many new year resolutions that typically last only a few weeks (or days in my case), this one is here to stay. It's called AB 1396, and it affects you if you have…
By Giles House | January 9th, 2013 | Commissions