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What CPQ Stands for, From the Customer’s Point of View

If you’re in sales or sales management, when you see the acronym “CPQ,” you automatically know it stands for “Configure Price Quote.” Those are three words with some resonance for salespeople: they mean that CPQ [...]

By |February 11th, 2016|Configure Price Quote (CPQ)|0 Comments

Stonebranch Seizes on the Power of Enablement for Channel Success

Earlier this month Stonebranch, a new CallidusCloud client and market leader in workload automation solutions announced the launch of a worldwide partner program (read more here). Although Stonebranch is a new customer, our champion at [...]

By |February 3rd, 2016|Enablement|0 Comments

Incentives, predictive analytics and better customer experience to rule 2016

What does the future hold for sales, marketing, and customer experience solutions? And how will sales and marketing teams grow revenues and remain competitive in today’s fast-paced, connected environment? Here are the five exciting predictions [...]

By |February 1st, 2016|Lead to Money|0 Comments

Are 90% of demand generation campaigns missing the mark?

Most executives are down on demand generation campaigns. According to the 2015 B2B Enterprise Demand Generation study from Annuitas, only 10 percent of executives rate their demand gen campaigns as very effective. But is that [...]

By |January 19th, 2016|Marketing|0 Comments

Why Financial Service Companies in Europe Need Effective Front-Line Sales Managers

The fallout from the global financial crisis (GFC) had stronger ramifications for sales process in Europe than for the U.S. The Retail Distribution Review (RDR) was one of the formal programs of the Financial Services [...]

By |January 12th, 2016|Lead to Money|0 Comments

You Know Accelerating Sales is Important. Here are the Hidden Numbers that Show Why

You’d think we were all still in the “Me Generation” of the 1970s when it comes to sales acceleration. Quite understandably, sales vice presidents and sales managers (and CROs and CFOs and CEOs, too) see [...]

By |January 5th, 2016|Configure Price Quote (CPQ), Enablement, Sales|0 Comments

How the Changing Customer is Making CPQ a Must

If you’re a buyer (and we all are), your expectations have changed a lot over the last decade. For example, buying a car used to involve a lot of back and forth with sales people, [...]

By |December 29th, 2015|Configure Price Quote (CPQ)|0 Comments

Demand Gen: Three things your sales teams want for Christmas

There’s a complicated dynamic between B2B sales and demand generation teams. Each can’t do their jobs without the other, yet each thinks the other has work to do to adapt to today’s buyers. With the [...]

By |December 21st, 2015|Marketing|0 Comments

Five Reasons Marketing Must Break Out of Its Silo

It’s always been easier to operate marketing as its own entity, with systems and data silo’ed so the only people who can used them being marketers. Some marketers would even argue this is the best [...]

By |December 8th, 2015|Marketing|0 Comments

3 Top Tips to Set Quotas Right and Skyrocket Sales

As the year draws to a close, sales operations teams are a hive of activity, setting the right quotas and designing the optimum comp plans for next year. Did you know that setting the right [...]

By |December 1st, 2015|Territory & Quota|2 Comments