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Leaky Buckets and the Lead Funnel

Last week, we wrote about the need to align marketing incentives with sales goals to drive the marketing behaviors that deliver sales results. The first focus: Filling the sales funnel with the opportunities sales needs, that is, taking the sales quota and working backward to build a marketing…
By Shreesha Ramdas | February 3rd, 2012 | Marketing

Sales is from Mars. Marketing is from Venus. Money Does the Talking

By Lorna Heynike, Senior Vice President of Marketing, CallidusCloud As sales leaders look for ways to be more effective (in many cases with fixed headcount), they need to look at the broader organization to identify adjacent groups that can bolster their performance, including the call center,…
By CallidusCloud | January 23rd, 2012 | Other
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…
By CallidusCloud | December 15th, 2011 | Lead to Money

Assessments in Talent Management

By Lorna Heynike, Senior Vice President of Marketing, Callidus Software Announcing the launch of Sales Selector In our last blog post, The Case for Hiring Scientifically, we discussed the challenges front line sales managers face in their attempt to locate and secure the best talent, all while…
By CallidusCloud | November 17th, 2011 | Other
Winning Over the Buyer at Each Stage of the Sales Cycle

Winning Over the Buyer at Each Stage of the Sales Cycle

By Lorna Heynike, Senior Vice President of Marketing, Callidus Software In the first part of this two-part blog, we reviewed the four dominant selling styles, and some of the challenges and opportunities each can bring depending on the selling situation. In this part, we touch on how to better…
By CallidusCloud | November 15th, 2011 | Other
Does a Sales Person Have to Have a Good Personality?

Does a Sales Person Have to Have a Good Personality?

By Lorna Heynike, Senior Vice President of Marketing, Callidus Software We've all met salespeople whom we didn't like. And we've all walked away from buying something because we didn't like how we were being sold. Ever wonder why this happens? Do You Need Your Customers to Like Your Sales Reps?…
By CallidusCloud | November 8th, 2011 | Other

Sales 2.0: Do Salespeople Dream of Electric Sheep

Musings from the Sales & Marketing 2.0 Conference Last week I delivered the keynote at the Sales & Marketing 2.0 conference, where I spoke about building the next-generation sales organization in a social and mobile world — about leveraging the digital pulse of a salesperson, and then using…
By Leslie Stretch | October 24th, 2011 | Lead to Money

The Case for Hiring Scientifically

By Lorna Heynike, Senior Vice President of Marketing, Callidus Software The True Cost of the Wrong Sales Hire Hiring sales superstars is at the top of every sales leader's priority list. What most of us quickly realize is that finding top sales talent is not so easy. Worse still, realizing you’ve…
By CallidusCloud | October 11th, 2011 |

Creating and Replicating Excellent Salespeople

This preview of Mr. Stretch's Sales & Marketing 2.0 Conference keynote on October 18 was contributed by Lisa Gschwandtner, Editorial Director of Selling Power. Get more information about Callidus Software at the Sales & Marketing 2.0 Conference. Creating and keeping a great team is a…
By Leslie Stretch | October 5th, 2011 | Events
Are You Teaching Bad Habits with Your Sales Coaching KPIs?

Are You Teaching Bad Habits with Your Sales Coaching KPIs?

By Lorna Heynike, Senior Vice President, and Curt Richtermeyer, Vice President, Sales Effectiveness Solutions After our session at Dreamforce ’11 with Comcast on leveraging Sales Coaching for driving more effective selling, the booth buzzed with conversations as attendees lined up for demos of our…
By CallidusCloud | September 21st, 2011 | Sales Performance Management (SPM)