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As the economic recovery continues, we’re slowly starting to see growth around the world. If your company is entering a growth phase, consider using Configure, Price, Quote (CPQ) technology. These powerful tools help your sales team become more efficient and productive, driving more deals through the pipeline and increasing sales velocity.
Posted by Russ Chadinha on 03/02/2015

Salespeople tend to have a competitive nature and are motivated by winning. But that doesn't mean they’re able to constantly improve their sales performance without outside help. Learn how to create a positive environment that’s designed to support sales reps, providing the right metrics and reports to motivate them and drive sales effectiveness.
Posted by Russ Chadinha on 02/26/2015

Customer retention is a key for sales teams. To improve your organization’s sales effectiveness and productivity, the key is to show them the actionable opportunities for short-term meaningful return when they invest their time with existing customers. Here are three secrets to focusing reps on retention through data-driven coaching.
Posted by Russ Chadinha on 02/24/2015

Market differentiation is essential to preventing price erosion. For customers to pay a premium, they need to perceive a higher value. Otherwise, they’ll simply follow the lowest price. There are generally three ways to set yourself apart from the competition: differentiate your product, price or experience. And then there’s the smart way.
Posted by Russ Chadinha on 02/19/2015

If you’re confident that adopting CPQ tools is going to improve sales productivity and effectiveness for your sales organization, how do you convince the CFO and the rest of the executive team? Follow these five tips to create a strong business case that leaves C-suite executives equally confident in the investment’s success.
Posted by Russ Chadinha on 02/18/2015

In 2015, the No. 1 investment priority for many CEOs is to grow their customer base, according PwC’s annual survey. To improve your company’s sales growth this year, you need the right predictive and prescriptive customer analytics. Here are five predictions for 2015 by PROS experts Neil Biehn and Craig Zawada.
Posted by Sean Cassidy on 02/16/2015

When you create a product with parts that wear out, you also have the opportunity to run a parts business. To be effective, you need to manage a complex portfolio with accuracy and speed with the added challenge of communicating with technicians in the field. CPQ tools reduce errors and speed up the entire process, resulting in an excellent experience for your customers.
Posted by Russ Chadinha on 02/12/2015

When sales reps struggle with complex products and cumbersome sales processes, they miss out on incremental revenue opportunities and the customer experience may also degrade. To capture incremental revenue and retain customers, companies need ways to increase sales reps’ competency with configurable products and large product portfolios.
Posted by Russ Chadinha on 02/10/2015

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