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A New Year is Coming for Food Service Manufacturing: Time to Re-evaluate the Status Quo

The definition of insanity is one of the most overused clichés of all times and I apologize in advance because yes, I’m about to use it once again as it seems to be an effective opener when one wants to address a problem or a challenge and initiate some sort of change. So here we go… “If you always do […]

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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. […]

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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 […]

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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 […]

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CPQ: What Does it Really Mean?

Too often, when companies embark on a project to determine which (if any) Configure, Price, Quote (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 […]

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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 […]

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Three Sales Tips For Hitting Revenue And Profit Goals

Companies continuously look for ways to leverage revenue growth by getting scalability out of the sales organization and keeping field selling costs down. Many of them now measure sales performance in terms of both revenue and profit impact. In this environment, hitting your quota is a real challenge, one that requires a mix of discipline and sales effectiveness.

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A Few Interesting Stats on B2B eCommerce

Research stattistics underscore the reality that eCommerce capabilities will be a necessity for many B2B businesses going forward. In this new world, buyers expect that their customer experience will be the same, whether they’re interacting directly with manufacturers, partners, or reordering parts through a self-service portal.

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From Holograms to CPQ: How the Platform is Changing Technology Collaboration, Innovation and Ownership

Technology is shaping both business and society. It’s allowing us to be more agile and adapt to changing market dynamics.

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Deployment Is Only The First Step: Lessons Learned From A Major CPQ Rollout

Recently I was working with a large manufacturing company that just completed a pilot of its CPQ (configure, price, quote) solution. It was a four-month PROS Smart CPQ implementation and the initial pilot involved 50 sales users. The plan was to roll it out to an additional 1,000 sales users in six months. As part of the implementation, all the requirements for the full roll out were completed.

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