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  • Anil Somaney
  • Ben Blaney
  • Dave Brock
  • Doug Fuehne
  • Diana Zuzek
  • Eric Petty
  • Frank Sohn
  • George Faris
  • Hans-Peter Klug
  • Kate Visconti

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Are your Sales Reps Motivated to Grow?

What’s the best way to get a donkey to move in the direction you want it to go?  A carrot or stick?  This delves into the deeper more complex question of the appropriate way of motivating a person or team towards a common goal.  Are the motivation tactics rooted in fear, or grounded in love and appreciation?   Many companies struggle […]

Get in the Driver’s Seat and See How Smart CPQ Can Personalize Your Sales Process

Buying a car is easy and fun…said no one ever!  I don’t know about you but my experience with shopping ranges from easy process to an absolute nightmare!  I am a millennial and as one, I have done tons of research before I even go to any car dealerships so I tend to know exactly what car I want and […]

How Quickly Are Buyer Expectations Changing? Our Digitally Savvy Children Offer a Clue

Children are highly savvy with technology and digital media. Between the ages of 2-3 you can give them an iPad or phone and they know how to navigate the device to find their shows, movies or games.  I didn’t receive my first cellphone until I was in college and I still haven’t splurged on an iPad, yet all my nieces […]

Are You Ready to Take Your Relationships to the Next Level?

While some of us may be trying to avoid the extravagant expectations of a Hallmark-exploited holiday and others of us gear up for February 15th (the chocolate lover’s Black Friday), forgive us while we get all gooey and take a moment to reflect on the wondrous beauty of our workplace love. No, no… we’re not talking about the girl or […]

The Cost of Inaction: Why a Modern Commerce Approach to Selling is Necessary to Maintain Growth – and Even Viability

I recently spoke with a building products manufacturer about the company’s future strategy and growth plans. Increased price transparency is affecting revenues, and, like many companies, they are concerned about Amazon displacing some of their traditional distribution partners. Without a strategic shift, the company is in danger of missing revenue targets and risks increased customer dissatisfaction. To help address these […]

Why Sales Processes Need to Change in Automotive and Industrial Distribution

In an extremely fragmented automotive and industrial distribution market with heavy competition and low switching costs, relying on traditional sales tactics and processes can be fatal. In order to succeed in this new environment, distributors that still rely on low-tech, relationship-based sales processes will need to adopt modern commerce capabilities to meet today’s B2C-trained customers how and where they buy. […]

AI for CRM and the Promise of Einstein

I am sure most of you saw the latest announcements around Salesforce Einstein. At his Dreamforce ’16 keynote, Salesforce CEO Marc Benioff talked about a world where Einstein will make artificial intelligence (AI) capabilities pervasive across the Salesforce Cloud. Einstein leverages all data within Salesforce — customer data; activity data from Chatter, email, calendar and eCommerce; social data streams such […]

Why Food Manufacturers Need to Challenge the Status Quo

Across the food and beverage industry, industry competition is fierce, margins are thin and executive growth expectations are high. To support the increased cadence of decision-making, food manufacturers need to put more focus on sell-side technology to retain market share and grow the business. Closing business is a never-ending battle and sales teams closely guard their customer relationships. In the […]

CPQ: What Does it Really Mean?

Too often, when companies embark on a project to determine which (if any) CPQ solution is best for them, they come to the conclusion that CPQ really stands for Confusing Plethora of Questions and their frustration with the project stalls the project.  To avoid this, let’s define what each of the letters in CPQ really stand for and how to […]

Swimming Downstream: How Contract Management Complements CPQ and Frictionless Commerce

In recent years, configure, price, quote (CPQ) has moved to the forefront in the arsenal of sales force automation tools available to sellers. The benefits of CPQ are very easy to identify: increased sales velocity, faster time to market with new products and promotions, easier sales rep onboarding, and with smarter variants of CPQ – guided selling, pricing guidance, and […]