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Cutting Beyond the Clouds to Choose the Right Sales and Marketing Solution

Cutting Beyond the Clouds to Choose the Right Sales and Marketing Solution

If you lead your company’s sales or marketing efforts, you’ve never had a bigger selection of technology tools at your disposal. “Digital Transformation” should make your job easier than ever, right? Well, no. Many sales, marketing, and IT leaders have no time to identify the best tools for their…
By Chris Bucholtz | March 8th, 2017 | Events
Share Spreadsheets, Get Ignored. Share Ideas, Get Connections.

Share Spreadsheets, Get Ignored. Share Ideas, Get Connections.

Living in Spreadsheets If you’re an accountant like me, you probably live in spreadsheets. It can be a bit reclusive; most of us are guilty of it. But when the finance team at Commvault started implementation of CallidusCloud Commissions in 2015, we had to get more social and share ideas. We had…
By Christina Freilich | March 1st, 2017 | C3
Resetting the Terms of Sales Enablement: How A Definition Can Lead to Greater Clarity

Resetting the Terms of Sales Enablement: How A Definition Can Lead to Greater Clarity

The term “sales enablement” has been treated very roughly over the years — by vendors, by the media in its coverage of sales content, and by many sales and marketing professionals. Like many other terms, sales enablement has been pushed, pulled, stretched, and shaped to fit whatever is required in…
By Chris Bucholtz | February 16th, 2017 | Enablement
Speaking at C3 Creates Lasting Connections

Speaking at C3 Creates Lasting Connections

I’ve been going to C3 for years – pretty much as long as there has been a C3. Leslie Stretch, president and CEO of CallidusCloud, terms people like me “C3 Gladiators” – customers that have not only been around awhile but actively seek to revolutionize the way their organizations make money. My…
By Rick Austinson | February 7th, 2017 | C3
How Much Money Did You Give Away in Commissions Overpayments in 2016?

How Much Money Did You Give Away in Commissions Overpayments in 2016?

Oh, you generous sales compensation plan manager! You were so kind to your sales team this year, paying them more than they earned! Unless you paid them less than they deserved – but, did you ever hear it from them when that happened! They made sure you got that computation correct. But when you…
By Chris Bucholtz | January 25th, 2017 | Commissions
Does Your Data’s Journey Map to Your Customers’ Journeys?

Does Your Data's Journey Map to Your Customers’ Journeys?

It’s all the rage today in marketing circles: mapping the customer journey. It’s the way we understand how our customers are moving toward a decision – either to buy from us or to buy from someone else. “Mapping” is probably the wrong word, since it suggests we have more control over the direction…
By Chris Bucholtz | January 13th, 2017 | Lead to Money
Ready, Aim… You already Fired? Ensuring Readiness before a Commissions Management Implementation

Ready, Aim… You already Fired? Ensuring Readiness before a Commissions Management Implementation

Boom! Fifteen feet off the mark, missing the shooting target by a long shot and inches away from injuring his now angry partner. This scenario wouldn’t be surprising if you knew the marksman didn’t bother to center the target in the line of sight before shooting (and he would be a fool). Any good…
By Mark Ryberg | January 9th, 2017 | Commissions
The Future of CPQ: What the Next Generation Might Look Like

The Future of CPQ: What the Next Generation Might Look Like

CPQ is experiencing a golden age right now, with Gartner reporting that it will grow 20 percent year over year through 2020. Cloud-based solutions are growing even faster – 46 percent in 2015, according to Gartner. This is coming despite the fact that CPQ is not a rapidly-evolving technology. The…
By Chris Bucholtz | January 3rd, 2017 | cpq
Features Your CPQ System Needs to Have – and Three Things It Doesn’t

Features Your CPQ System Needs to Have - and Three Things It Doesn't

One of the hallmarks of business software these days is the need to take features farther. Many vendors seek to gain a competitive edge by adding features that are not core to the problems their solutions were designed to address. Often, these capabilities end up overlapping with other solutions.…
By Chris Bucholtz | December 21st, 2016 | cpq
Teaming Up for the Deal: Three Things that Salespeople and Prospects Both Want

Teaming Up for the Deal: Three Things that Salespeople and Prospects Both Want

It’s all too easy to see selling as an adversarial occupation, pitting the salesperson against the potential customer. Customers raise objections; salespeople come back with answers to address them. Salespeople mention prices; customers push back and try to get as big a discount as possible.…
By Chris Bucholtz | December 5th, 2016 | Lead to Money