Blog

CPQ decisioning

27

January

15 Tips for Choosing the Right CPQ Software

So you’ve heard about all the greatness that CPQ software can deliver to your team – making each sales person more efficient, faster and better prepared to do his or her job. But are all CPQ solutions equally adept at delivering these benefits?

Not by a long shot. As the sales manager, you’d be well-served to be picky about your CPQ. Best to do your research rather than simply settling for the first new CPQ software that comes highly recommended or that flies across your desk.

Here are 15 considerations not to

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Internet of sales

21

January

The Internet of Sales: How IoT Will Improve Sales Agility

The Internet of Things, or IoT, is more than just a catchy buzzword to describe the connectivity between electronics, software and sensors – it’s a phenomenon that’s changing the way the world works, how data is shared and – sales agility. Yep, you read that right. The Internet of Things is a sales agility game changer.

To put some perspective on IoT, there were 4.9 billion connected “things” in 2015. But by 2020, experts predict, “The number of Internet-connected things will reach or even exceed 50 billion.”

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Sales conference

18

January

The Top 5 2016 Sales Talent Management Conferences

With a new year comes new goals, new ambitions and the desire to take your sales from pretty good to epic. After all, success is all about keeping your foot on the gas pedal and striving to take things to next level. There are three basic ways that any company can make or break the ranks of Tier Epic:

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Sales tools

10

January

7 Automation Tools for Smarter Sales

“Technology is just a tool. In terms of getting the kids working together and motivating them, the teacher is the most important.” – Bill Gates

At the end of the day, smarter sales go a long way towards better sales. No piece of technology is going to turn your sales reps into great performers. That’s up to them. But arming them with the best possible sales intelligence puts their abilities and ambitions in position to shine through.

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Risk management

06

January

Minimizing the Risk of a CPQ Solution

You’re implementing a CPQ solution, and everything is going great. The coordination between your sales reps and marketing team is seamless – and customers have never been happier with your product/service.

But pump the brakes. What may seem like calm and peaceful waters right now can quickly turn into stormy seas when unexpected curveballs come your way. Although a top CPQ solution makes operations more efficient and increases productivity, there are certain risks you need to be aware of.

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Sales engagement strategy

04

January

3 Decision Makers to Target for Improved Sales Engagement

Your sales rep is killing it with his or her most recent prospect. The contact loves your product/service and can’t wait to get started. You sales engagement strategy is about to pay off. It’s as good as a done deal according to your rep… but then it falls apart.

What happened? Turns out the decision maker that was on your side wasn’t the only decision maker that needed convincing. They never are.

One of the most important aspects of sales engagement is reaching key decision makers who hold sway and can pull

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Sales and marketing align

28

December

When Sales and Marketing Align, Everyone Wins

Whenever there’s a lack of continuity between sales and marketing, it can put team members at odds with one another. I can talk about all of the ways this hurts the company, but at the end of the day, it comes down to lost revenue. In fact, “studies show failure to see sales and marketing align around the right processes and technologies costs B2B companies 10 percent or more of revenue per year.”

When these two teams come together though, it can streamline overall operations and increase revenue considerably. More specifically, research

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CPQ complements CRM

23

December

How CPQ Complements CRM

With nearly 83% of sales teams making use of a CRM like Salesforce, sales managers may feel complacent in letting the software do all the legwork.

While it’s true that the software keeps customer information organized and tracks sales opportunities, there is always room for improvement.

For example, by integrating CPQ with your CRM, your sales team can become even more efficient and powerful, leading to even more and better sales opportunities.

Here are some of the ways CPQ complements CRM and why you should be making the integration sooner rather than later

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Future of CPQ

22

December

The Future of CPQ Solutions – What’s in Store for Sales?

If you want to know where you’re going, look at where you’ve been.

That’s what I did last week when I went over the History of CPQ Solutions. Now it’s time to look at where we’re going. While your sales reps are looking towards the end of the week, month or quarter, you need to be looking at what’s in store for the rest of the year, the next five years, and beyond.

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CPQ history

15

December

The History of CPQ Solutions

Catering to customers’ specific needs and providing at least a base level of personalization have become paramount in today’s customization-centric world. Fueling that shift is CPQ solutions, which streamlines the way in which companies generate accurate quotes for complex goods and/or services.

In fact, Forbes reports “CPQ is one of the hottest technologies sales are relying on in 2015 and continues to accelerate as it gains greater business value.” But to truly get a sense of how far CPQ has come and just how integral its role now is in sales, it’s important

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