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Configure Price Quote: A Customer Experience Secret Weapon

Configure Price Quote: A Customer Experience Secret Weapon

Businesses talk a good game about the importance of the customer experience. But customer experience is an amorphous concept, while the bottom line is a number you can’t argue with. As a result, even as customer experience efforts get the press, companies are primarily focused on saving money by…
By Chris Bucholtz | May 25th, 2017 | cpq
CallidusCloud Nexus: Your One-Stop Calendar for Support, Upgrade, and Community Events

CallidusCloud Nexus: Your One-Stop Calendar for Support, Upgrade, and Community Events

It’s not uncommon for me to hear customers say, “I didn’t know about that event,” or even scarier, “I didn’t know support for this version is terminating.” One might think this is from lack of communication, but it’s quite the opposite, really. It’s from an overload of communication. We see it in…
By Paul Hunter | May 24th, 2017 | Community
“It takes a village to raise a child.” – the same goes for ramping up a successful sales person.

“It takes a village to raise a child.” – the same goes for ramping up a successful sales person.

This African proverb is equally as applicable to successfully ramping up or on boarding newly hired sales people. A “village” has never been more necessary than it is right now. Because we live in a face-paced, instant-information, impatient and pressure-packed world. The business imperative is…
By Sales Enablement Contrarian | May 9th, 2017 | Enablement
Six Ways to Drive Sales Behaviors with Incentives

Six Ways to Drive Sales Behaviors with Incentives

Do you believe in incentives? Well, who doesn’t? As a sales performance and effectiveness company, we embrace the philosophy that incentives drive everything—hopes, dreams, innovation, competition, progress… In short, everything that moves the ball forward. Driving sales behaviors is instrumental…
By Poornima Mohandas | May 5th, 2017 | Commissions
Sales Culture: A Manifesto with No Teeth is Wishful Thinking

Sales Culture: A Manifesto with No Teeth is Wishful Thinking

"We're not a cutthroat culture here, unlike some other sales teams. We work together – the pie is big enough for everyone." When I first joined the sales organization for a well-established media corporation, I was greeted with this statement regarding the culture of the sales team. However, my…
By Jennifer Watson | April 19th, 2017 | Commissions
Yesterday’s Cost Center is Today’s Profit Center: How CLM Pays for Itself

Yesterday’s Cost Center is Today’s Profit Center: How CLM Pays for Itself

Do you spend quality time reading your sales contracts? Probably not, unless you’re in legal. In this subscription economy era, that’s dangerous. Those contracts contain the terms of your customer relationships, and failing to meet those terms can be fatal. Contracts also contain the terms your…
By Chris Bucholtz | April 10th, 2017 | Contract Lifecycle Management (CLM)
Supporting Changes Face-to-face: Why Meet-ups Matter in the Cloud Era

Supporting Changes Face-to-face: Why Meet-ups Matter in the Cloud Era

New Technology Brings New Product Features If you’ve been at a cloud-based software company for a number of years, you know that offerings change and new features roll out at what seems like eye-blinking speed. When technological innovations create ways to do something better, we want to reflect…
By Meenu Bhanot | March 30th, 2017 | Commissions
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…
By Chris Bucholtz | March 28th, 2017 | Lead to Money
How Will Artificial Intelligence Impact Sales in the Next Year: 3 Experts’ Opinions

How Will Artificial Intelligence Impact Sales in the Next Year: 3 Experts’ Opinions

The promise of artificial intelligence (AI) has sent imaginations racing, even in the often technology-averse area of sales. In practice, salespeople have been leery of technology, from the telephone to CRM—but eventually, the pressure to succeed leads them to adopt technology or get left behind.…
By Chris Bucholtz | March 15th, 2017 | Lead to Money
Sales and Marketing: What’s Changed in a Year?

Sales and Marketing: What’s Changed in a Year?

When you spend a great deal of your time writing about sales and marketing alignment and its many benefits – which span everything from company revenues to quality of work life – you’d like to think you’re having an impact. After all, it’s a pretty easy-to-grasp concept: the closer that sales and…
By Chris Bucholtz | March 10th, 2017 | Marketing