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Every sales organization wants more wins by working smarter, not harder. For a winning sales process, you need to efficiently succeed in three areas: configuration, pricing and quoting. This blog post looks at these elements and how to use configure, price, quote (CPQ) tools to increase sales productivity and effectiveness.
Posted by Russ Chadinha on 01/23/2015

A study by the Bain Group of 200 U.S.-based companies found that more than half had sales and marketing organizations that weren’t scalable. In order to scale any business process, including your sales process, it has to be consistent and repeatable. Here are five ways to achieve greater scalability.
Posted by Russ Chadinha on 01/19/2015

Are you wasting money on managing products that drive little revenue? The challenge is to lower that expense while still meeting customer requirements. Using transaction data to streamline your product portfolio and align it with customer buying behavior allows your organization to improve operations and sales effectiveness.
Posted by Russ Chadinha on 01/15/2015

Speed is a valuable commodity in today’s business environment. When your company offers solutions that help your customers achieve greater speed, they’re able to increase capacity and productivity, allowing them to create an improved experience for their own customers. Here are three ways that CPQ helps you increase speed in the sales process.
Posted by Russ Chadinha on 01/13/2015

Today’s customers want to streamline their business and increase purchasing power by working with a few trusted partners instead of multiple suppliers. CPQ tools help you deliver relevant, accurate, comprehensive offers, and present them in a way that demonstrates your professionalism.
Posted by Russ Chadinha on 01/09/2015

Planning to open a new sales channel? That’s a great way to cover more of your addressable market. Just don’t expect results overnight, especially if you haven’t taken the time to implement the appropriate sales processes for each of your sales channels. Learn five tips for long-term success when opening a new channel.
Posted by Russ Chadinha on 01/07/2015

If you provide an intuitive, elegant customer experience, people are glad to pay — and tell their friends about the amazing experience they had with your company. But if you don’t meet those expectations, they can be equally as vocal about the negative experience while quickly finding another business partner. Speed is the new currency of business, and CPQ tools offer improvements in quote time that help you provide an exceptional customer experience.
Posted by Russ Chadinha on 01/02/2015

Delivering a great product in response to a customer’s business problem is essential for sales effectiveness. When companies fail to align product offers with customer needs, they soon fall by the wayside. The challenge for many organizations is how to look beyond what customers say about their pain points … and get to what they actually mean.
Posted by Russ Chadinha on 12/31/2014

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